1 00:00:23,360 --> 00:00:25,000 [music playing] 2 00:00:43,800 --> 00:00:45,160 [theme music playing] 3 00:00:57,800 --> 00:00:58,880 What's up? 4 00:01:02,880 --> 00:01:04,840 [theme music concludes] 5 00:01:12,880 --> 00:01:14,280 [Gujarati] Wow! Very good. 6 00:01:14,520 --> 00:01:17,240 Let's start. In 2015, when I was in the US, 7 00:01:17,440 --> 00:01:19,400 not only did the clothes, hair and shoes 8 00:01:19,480 --> 00:01:21,680 of my Asian and American friends look great, 9 00:01:21,800 --> 00:01:23,720 but their faces glowed too. 10 00:01:24,040 --> 00:01:27,040 When I asked them about the secret to their perfect skin, 11 00:01:27,320 --> 00:01:30,280 they introduced me to the concept of men's make-up. 12 00:01:30,800 --> 00:01:31,920 I was shocked. 13 00:01:32,080 --> 00:01:35,200 Make-up for men! Is that even a thing? 14 00:01:35,600 --> 00:01:36,720 In India, 15 00:01:36,880 --> 00:01:40,360 men would rather scrub their faces with stones than apply make-up! 16 00:01:41,240 --> 00:01:45,560 You see, they feel they'd be less of a man if they applied make-up. 17 00:01:45,920 --> 00:01:47,160 Tell me something, Sharks. 18 00:01:47,280 --> 00:01:50,040 Manhood is not equity that could diminish so easily! 19 00:01:50,200 --> 00:01:51,320 And, Vineeta, you know right? 20 00:01:51,360 --> 00:01:52,880 Make-up is not only to look good, 21 00:01:52,960 --> 00:01:55,840 but makes you feel good from the inside and confident. 22 00:01:55,920 --> 00:01:56,920 [laughs] 23 00:01:57,040 --> 00:02:01,360 There was no product in India to cater to this need of men. 24 00:02:06,440 --> 00:02:09,120 Yaan Man is India's first men's make-up brand 25 00:02:09,200 --> 00:02:10,920 dedicated to all Indian men 26 00:02:11,000 --> 00:02:15,160 made for Indian weather, lifestyle and skin tone. 27 00:02:25,080 --> 00:02:28,440 ...apply our Concealer and hide your acne. 28 00:02:28,600 --> 00:02:31,680 If you have uneven skin tone and pigmentation, 29 00:02:31,760 --> 00:02:35,120 apply our Tinted Moisturizer and get instant results. 30 00:02:35,720 --> 00:02:38,680 If you have dark circles or a bite on your neck... 31 00:02:38,840 --> 00:02:40,000 A mosquito bite, I mean, 32 00:02:40,160 --> 00:02:43,160 use your own foundation and not your girlfriend's. 33 00:02:43,720 --> 00:02:45,120 Sharks, as a cosmetic chemist, 34 00:02:45,200 --> 00:02:48,040 I've tested all these products on myself 35 00:02:48,120 --> 00:02:49,720 and literally made them myself. 36 00:02:53,760 --> 00:02:55,080 the backup of make-up. 37 00:02:55,200 --> 00:02:56,040 Oh, wow. 38 00:02:56,200 --> 00:02:57,440 Yaan Man's mission is 39 00:02:57,520 --> 00:03:00,800 to break the taboo around men's make-up 40 00:03:01,080 --> 00:03:03,560 and impart so much confidence to every man 41 00:03:03,640 --> 00:03:06,320 as I had after using my products. 42 00:03:06,400 --> 00:03:07,320 And for that, 43 00:03:07,400 --> 00:03:11,000 my ask would be Rs. 50 lakhs for 6% equity in the company. 44 00:03:17,320 --> 00:03:18,320 with Yaan Man. 45 00:03:29,760 --> 00:03:32,160 It was so common there. 46 00:03:32,240 --> 00:03:34,640 My banker colleagues 47 00:03:34,880 --> 00:03:37,520 applied concealers to hide their dark circles. 48 00:03:37,600 --> 00:03:39,440 They weren't getting enough sleep. 49 00:03:39,520 --> 00:03:41,920 - So, they'd apply a concealer to hide their dark circles. - Correct. 50 00:03:41,920 --> 00:03:45,960 Contrast! Cut to India, even in 2024, 51 00:03:46,320 --> 00:03:47,760 it's so hard 52 00:03:47,840 --> 00:03:50,280 even for me to convince the men in my life 53 00:03:50,400 --> 00:03:53,040 that applying sunscreen doesn't make you less of a man 54 00:03:53,320 --> 00:03:56,320 - and it's really important for Indian weather. - Correct. 55 00:03:56,400 --> 00:03:58,640 In fact, I don't wear make-up even on the show. 56 00:03:58,760 --> 00:03:59,600 Lies! 57 00:03:59,680 --> 00:04:00,960 [both laugh] 58 00:04:01,320 --> 00:04:02,360 So, tell us. 59 00:04:07,360 --> 00:04:10,480 and how much progress did you make in getting men to use this? 60 00:04:10,560 --> 00:04:13,040 I did my Bachelor's in Pharmacy from Ahmedabad. 61 00:04:13,160 --> 00:04:15,240 I did my Master's in Natural Product Chemistry, 62 00:04:15,360 --> 00:04:17,440 that is Pharmacognosy from Philadelphia. 63 00:04:17,600 --> 00:04:19,440 Then I worked for four years in Seattle 64 00:04:19,520 --> 00:04:22,400 as a product development analyst in a cosmetic company. 65 00:04:22,760 --> 00:04:24,800 Moved back to India in 2018. 66 00:04:24,920 --> 00:04:27,400 I started consulting brands, started formulating for brands. 67 00:04:27,800 --> 00:04:28,800 And then I realised, 68 00:04:28,840 --> 00:04:32,360 there was a big gap in the market which could be filled 69 00:04:32,480 --> 00:04:36,600 - because India only had solutions for hair and beard. - Right. 70 00:04:36,680 --> 00:04:38,720 - Nobody was focusing on skin. - Right. 71 00:04:38,800 --> 00:04:40,120 And none on make-up. 72 00:04:40,200 --> 00:04:42,280 I thought this was the right niche 73 00:04:42,400 --> 00:04:45,120 which if I can crack would be... 74 00:04:45,320 --> 00:04:47,400 It's a great place to be in. 75 00:04:47,720 --> 00:04:49,680 - I'll show you the products first, then we can... - Yes, please. 76 00:04:49,680 --> 00:04:50,680 - Sure. - Yes. 77 00:04:52,520 --> 00:04:54,400 Here, the whole make-up kit. 78 00:04:55,200 --> 00:04:56,960 - Combat Ready Box. - Nice. 79 00:04:57,040 --> 00:04:57,920 - It's a concealer... - Combat Ready! 80 00:04:58,000 --> 00:04:59,720 I like the name Combat Ready. 81 00:05:00,960 --> 00:05:01,960 Make-up Kit. 82 00:05:02,840 --> 00:05:04,000 It's a body wash. 83 00:05:04,080 --> 00:05:05,800 - Tinted Moisturizer for you. - Oh, wow. 84 00:05:06,880 --> 00:05:08,320 Foundation. 85 00:05:08,400 --> 00:05:09,880 Primer, just in case. 86 00:05:13,480 --> 00:05:14,840 Very nice product. 87 00:05:14,920 --> 00:05:16,000 - Yes, nice products. - Yes. 88 00:05:16,120 --> 00:05:19,200 You gave me a dark skin concealer. 89 00:05:19,280 --> 00:05:22,400 - It's pretty good because it's pigmented. - Hmm. 90 00:05:22,480 --> 00:05:24,360 The medium one though 91 00:05:24,440 --> 00:05:26,480 won't shed any pigment even after rubbing it. Is it... 92 00:05:26,480 --> 00:05:29,800 It's a little natural. The butter hardens a bit. 93 00:05:29,880 --> 00:05:31,680 Just rub it a little bit, it'll come out. 94 00:05:31,760 --> 00:05:34,200 - So, you deliberately didn't keep it hard... - No! 95 00:05:34,280 --> 00:05:36,280 - It's naturally hard. - Yes. 96 00:05:44,920 --> 00:05:47,000 - Good positioning. - Thank you. 97 00:05:47,080 --> 00:05:51,320 Do you only do make-up or skincare and body care too? 98 00:05:51,400 --> 00:05:53,520 I see body wash there. 99 00:05:53,960 --> 00:05:58,120 You've got to offer some low-hanging fruits to attract men. 100 00:06:03,480 --> 00:06:05,000 The face wash and body wash 101 00:06:05,120 --> 00:06:07,280 - are to get the person inside the door. - Yes. 102 00:06:15,280 --> 00:06:16,680 - Okay, thank you. - Rahul! 103 00:06:16,960 --> 00:06:21,080 There isn't anyone in my circle who uses men's make-up. 104 00:06:21,160 --> 00:06:22,360 They don't care. 105 00:06:22,720 --> 00:06:25,400 I think there's a difference between Delhi and Mumbai. 106 00:06:25,480 --> 00:06:28,240 Basically, most of our business comes from Tier 2 and 3 cities. 107 00:06:33,200 --> 00:06:35,520 We don't market it as "make-up". 108 00:06:35,680 --> 00:06:38,400 We say "problem-solution" or we play on their emotions. 109 00:06:38,560 --> 00:06:42,240 "If you have insecurities and need confidence, use this product." 110 00:06:42,320 --> 00:06:44,280 We don't even say, "Use make-up." We say, "Use this product." 111 00:06:44,320 --> 00:06:47,280 - Rahul, a lot of times, make-up in a country... - Hmm. 112 00:06:47,360 --> 00:06:49,160 - A lot of gay men put make-up. - Correct. 113 00:06:53,640 --> 00:06:54,840 - Yes. - Yes, of course! 114 00:06:55,160 --> 00:06:58,840 Do you think one of the reasons Aman's friends 115 00:06:58,920 --> 00:07:00,840 or a lot of other men don't use it 116 00:07:00,920 --> 00:07:02,360 is because of the perception 117 00:07:02,440 --> 00:07:04,640 - that only gay men wear make-up? - 100% percent. 118 00:07:04,960 --> 00:07:05,800 100% percent. 119 00:07:05,880 --> 00:07:07,440 - It is true. - It's because... 120 00:07:07,560 --> 00:07:09,080 - I've never heard that. - There's a bias. 121 00:07:09,080 --> 00:07:11,640 No! It's because it doesn't matter. 122 00:07:11,720 --> 00:07:14,080 We're trying to change that mentality through awareness. 123 00:07:14,160 --> 00:07:15,280 Of course, it matters. 124 00:07:15,360 --> 00:07:18,360 You have a big face. You better take care of it, right? 125 00:07:18,440 --> 00:07:20,760 - We're trying to educate people on that. - Rahul! 126 00:07:20,840 --> 00:07:22,520 You've made so many products. 127 00:07:22,600 --> 00:07:24,480 Is there a particular product 128 00:07:24,560 --> 00:07:28,200 that will be a starting product for men's make-up? 129 00:07:28,280 --> 00:07:29,440 Tinted Moisturizer. 130 00:07:30,160 --> 00:07:32,160 And what is Tinted Moisturizer? Can you explain? 131 00:07:32,240 --> 00:07:35,000 It's essentially a face moisturiser with a tint in it. 132 00:07:35,080 --> 00:07:38,320 So, a face moisturiser won't even out your tone, 133 00:07:38,440 --> 00:07:39,760 but this will. 134 00:07:39,840 --> 00:07:41,360 Are you currently wearing make-up? 135 00:07:41,440 --> 00:07:43,200 Yes, my own products. 136 00:07:43,440 --> 00:07:44,680 - Can I come closer... - Sure. 137 00:07:44,800 --> 00:07:45,960 How long did it take you? 138 00:07:46,080 --> 00:07:47,240 Two minutes and you're done. 139 00:07:48,400 --> 00:07:50,600 Okay. Let me first see it and go back. 140 00:07:52,760 --> 00:07:56,240 Okay. Can you demonstrate how to apply it quickly in 2 to 3 minutes? 141 00:07:56,320 --> 00:07:57,520 - Yes, in 2 minutes. - Okay. 142 00:07:59,200 --> 00:08:00,520 - Why is Make-up Queen going there? - Should I hold the mirror? 143 00:08:00,560 --> 00:08:02,080 The make-up queen is reaching... 144 00:08:02,160 --> 00:08:04,960 Okay. So, first is the primer. 145 00:08:05,040 --> 00:08:07,040 If somebody wants to time me, they can. 146 00:08:08,080 --> 00:08:09,120 What's a primer? 147 00:08:09,280 --> 00:08:11,720 Basically, it evens out your skin, okay? 148 00:08:11,800 --> 00:08:14,600 It closes all the pores and makes you a canvas. 149 00:08:19,760 --> 00:08:22,760 Just take 2-3 drops... 2-3 spots of it. 150 00:08:23,320 --> 00:08:25,520 Then just rub it. Dab it. 151 00:08:25,600 --> 00:08:27,680 The foundation is done. It'll even out your skin. 152 00:08:38,800 --> 00:08:42,280 Precisely. You can get ready in 2 minutes. It is possible. 153 00:08:42,400 --> 00:08:44,680 You look the same as you did before. There's no change. 154 00:08:44,800 --> 00:08:46,520 I had make-up on from before. 155 00:08:48,880 --> 00:08:51,760 How has your family taken to you selling make-up for men? 156 00:08:51,840 --> 00:08:53,240 Just a little bit about your family. 157 00:08:53,280 --> 00:08:56,560 I always had this idea about doing something in make-up as it was new. 158 00:08:56,640 --> 00:08:58,000 There was this challenge. 159 00:08:58,400 --> 00:09:00,560 I thought I could do it. It didn't seem like a problem. 160 00:09:00,600 --> 00:09:03,360 But when I started, it was a darn problem! 161 00:09:03,760 --> 00:09:05,520 "It was a darn problem!" 162 00:09:05,600 --> 00:09:06,880 - I love it. - They were not okay. 163 00:09:06,920 --> 00:09:09,160 They didn't care whether I sold make-up. 164 00:09:09,280 --> 00:09:12,880 They wondered when it'd pick up and if anyone was even buying it. 165 00:09:13,000 --> 00:09:15,200 Now, after I got a couple of accolades... 166 00:09:15,320 --> 00:09:18,640 We won the 'Nykaa Beauty & You' Award the first time in 2022. 167 00:09:27,200 --> 00:09:28,720 They were worried about the sales. 168 00:09:28,920 --> 00:09:30,320 - Yes, business! - So Ahmedabad... 169 00:09:30,400 --> 00:09:32,200 - True Ahmedabadi! - Ahmedabad... 170 00:09:32,320 --> 00:09:34,320 Gujarati! Business! 171 00:09:34,400 --> 00:09:35,760 "Tell us when sales will start." 172 00:09:35,840 --> 00:09:37,080 - [Gujarati] Money! - Yes. 173 00:09:37,640 --> 00:09:38,480 I love it. 174 00:09:38,560 --> 00:09:39,720 Is your family into business? 175 00:09:39,800 --> 00:09:42,680 - Our family business is cotton and chemical trading. - Oh, wow. 176 00:09:42,800 --> 00:09:43,880 - It's a joint family. - What's the size? 177 00:09:43,920 --> 00:09:46,280 - Sir, around Rs. 500 crores. - Oh, wow. 178 00:09:46,360 --> 00:09:49,200 You want to do this instead of that! 179 00:09:49,320 --> 00:09:51,240 I studied this. This is my passion. 180 00:09:51,320 --> 00:09:52,880 That's why cosmetics. 181 00:09:56,320 --> 00:09:58,280 - In 2019. - Okay. 182 00:09:58,400 --> 00:10:01,200 - We spent 2 years doing the research. - Got it. 183 00:10:01,280 --> 00:10:03,600 We started it fully fledged in 2022. 184 00:10:03,680 --> 00:10:06,680 In 2022-23, we did around Rs. 9 lakhs. 185 00:10:06,760 --> 00:10:09,280 In 2023-24, we did around Rs. 20 lakhs. 186 00:10:09,600 --> 00:10:11,800 And right now, we're at Rs. 35 lakhs. 187 00:10:11,920 --> 00:10:13,880 - Rs. 35 lakhs in half a year. - Half a year. 188 00:10:14,000 --> 00:10:17,520 - You went from Rs. 20 to 35 lakhs in six months. - Hmm. 189 00:10:17,600 --> 00:10:19,160 How did this sudden growth come about? 190 00:10:19,240 --> 00:10:21,760 Now, we've started spending money on ads, 191 00:10:21,840 --> 00:10:23,200 getting good content created. 192 00:10:23,320 --> 00:10:25,240 That's the only way to push this forward. 193 00:10:25,320 --> 00:10:27,480 - Projected sales? - Rs. 1.3 crores. 194 00:10:28,040 --> 00:10:30,040 - You've not taken any funding. - No. 195 00:10:30,160 --> 00:10:32,440 - Okay. So, it's your own money. - Yes. 196 00:10:32,520 --> 00:10:34,280 Could you give us the unit economics? 197 00:10:34,360 --> 00:10:37,240 We did Rs. 9.2 lakhs in September 198 00:10:37,520 --> 00:10:40,200 and our COGS was Rs. 1.85 lakhs. 199 00:10:40,520 --> 00:10:43,600 - Good. - Shipping fees were Rs. 48,000. 200 00:10:43,720 --> 00:10:45,680 The platform fees were Rs. 37,000. 201 00:10:45,760 --> 00:10:48,600 So, our CM2 was around 70%. 202 00:10:48,880 --> 00:10:51,800 Our ad spend was Rs. 5.3 lakhs. 203 00:10:51,880 --> 00:10:54,320 - So, ad spend is almost 60%. - 60%. 204 00:10:54,880 --> 00:10:57,000 Salaries are 1.7%. 205 00:10:57,280 --> 00:10:59,240 - Rs. 1.7 lakhs, sorry. - Okay. 206 00:10:59,360 --> 00:11:00,800 Miscellaneous is Rs. 20,000. 207 00:11:00,880 --> 00:11:03,600 So, we're negative Rs. 60,000. 208 00:11:03,960 --> 00:11:05,720 And taxes? Is this with taxes? 209 00:11:05,800 --> 00:11:08,560 No. With taxes, you've to add another 18%. 210 00:11:08,680 --> 00:11:10,280 So, that'll come to Rs. 2 lakhs. 211 00:11:10,360 --> 00:11:12,440 How much were your sales in the first 6 months? 212 00:11:12,640 --> 00:11:13,640 Rs. 35 lakhs. 213 00:11:13,760 --> 00:11:15,600 Rs. 35 lakhs. And how much was the loss? 214 00:11:15,760 --> 00:11:18,200 - Around Rs. 17 lakhs. - Rs. 17 lakhs. 215 00:11:22,520 --> 00:11:25,320 You're making a loss of Rs. 2-3 lakhs every month. 216 00:11:25,440 --> 00:11:26,440 Yes, correct. 217 00:11:27,040 --> 00:11:29,120 You're putting in Rs. 2 lakhs from your pocket every month. 218 00:11:29,120 --> 00:11:30,240 Yes, I am. Correct. 219 00:11:30,680 --> 00:11:32,000 How will you scale this business? 220 00:11:32,080 --> 00:11:35,000 I mean, your family business is worth Rs. 500 crores. 221 00:11:35,280 --> 00:11:38,200 - Your opportunity cost... - That... Keep that aside. 222 00:11:38,320 --> 00:11:40,800 - You... - Peyush can't do that. 223 00:11:40,880 --> 00:11:41,680 There's no way! 224 00:11:41,760 --> 00:11:44,320 It's a joint family. So, it is 10 brothers in the same business. 225 00:11:44,400 --> 00:11:46,760 It's a joint family business. That's why you didn't join it. 226 00:11:46,840 --> 00:11:48,600 No. I did something different. 227 00:11:48,680 --> 00:11:50,760 Besides, I didn't want to get into that. 228 00:11:51,200 --> 00:11:54,360 - It's a problem even if I do something different. - True. 229 00:11:54,440 --> 00:11:55,720 Tell me what I should do. 230 00:11:55,800 --> 00:11:58,680 He's saying it's a problem whether or not he does something different! 231 00:11:58,760 --> 00:12:00,080 [laughter] 232 00:12:00,160 --> 00:12:01,640 You have an opportunity cost. 233 00:12:01,720 --> 00:12:03,840 You're burning Rs. 2 lakhs a month on this. 234 00:12:03,920 --> 00:12:06,240 - It'll take a long time to create this category. - Correct. 235 00:12:06,240 --> 00:12:08,960 I'm trying to understand what your take on this is. 236 00:12:09,040 --> 00:12:11,600 - Have you set a deadline? - I have a backup. 237 00:12:11,680 --> 00:12:14,400 I still consult other brands and formulate for them. 238 00:12:14,480 --> 00:12:17,240 So, I make money from them which I invest into this. 239 00:12:22,080 --> 00:12:24,800 No. Last year, I made Rs. 1.2 crores. 240 00:12:24,880 --> 00:12:25,800 - Well done. - Whoa. 241 00:12:25,880 --> 00:12:27,600 - Very nice. - And this year? Last month? 242 00:12:34,240 --> 00:12:36,880 You're here to raise an investment. You could've done it from family. 243 00:12:36,880 --> 00:12:40,840 - Yes, but they have no knowledge of D2C. - Good point. 244 00:12:40,920 --> 00:12:42,760 Suppose you raise Rs. 50 lakhs, 245 00:12:43,000 --> 00:12:44,520 let's say for whatever percentage. 246 00:12:44,720 --> 00:12:46,320 Will you continue consulting? 247 00:12:46,400 --> 00:12:47,880 Rs. 50 lakhs is nothing. 248 00:12:47,960 --> 00:12:50,160 No, I'll try to die down. 249 00:12:50,240 --> 00:12:52,400 - Consulting... - How much would it take you to quit consulting? 250 00:12:52,400 --> 00:12:53,440 Honestly, I wouldn't know. 251 00:12:53,480 --> 00:12:54,720 - I... - You haven't thought about it. 252 00:12:54,760 --> 00:12:56,400 Good transparency. Tell me one thing. 253 00:12:56,520 --> 00:13:00,200 Out of your Rs. 7 lakhs sales, how much was Tinted Moisturizer? 254 00:13:00,360 --> 00:13:01,760 80% was the whole kit. 255 00:13:01,840 --> 00:13:03,240 The Navigator Kit that we're selling. 256 00:13:03,240 --> 00:13:04,480 This has all the products. 257 00:13:04,720 --> 00:13:05,840 The balance 20% came from 258 00:13:05,920 --> 00:13:08,760 our Concealer, Face Wash and Gel Moisturizer. 259 00:13:09,240 --> 00:13:10,360 Why isn't this selling? 260 00:13:10,440 --> 00:13:11,720 It's part of the kit. 261 00:13:11,800 --> 00:13:13,960 - How much does the kit cost? - Rs. 1,999. 262 00:13:14,080 --> 00:13:15,520 - And this? - Rs. 799. 263 00:13:15,600 --> 00:13:17,800 Rs. 799! Oh, okay! 264 00:13:17,920 --> 00:13:21,040 Are your current users repeating their orders? 265 00:13:21,200 --> 00:13:23,440 Our repeat rate is 8% right now. 266 00:13:23,600 --> 00:13:26,560 And honestly, repeat takes time for make-up products 267 00:13:26,680 --> 00:13:28,480 because the bottles don't finish soon. 268 00:13:28,560 --> 00:13:30,040 It takes about 4-6 months. 269 00:13:30,120 --> 00:13:32,320 As for the feedback we've gotten so far, 270 00:13:32,400 --> 00:13:33,640 nobody has ever complained 271 00:13:33,760 --> 00:13:37,160 that a product was bad, they got skin irritation or anything. 272 00:13:37,240 --> 00:13:40,160 I call the consumers and ask for honest feedback. 273 00:13:40,280 --> 00:13:43,720 I've had only one consumer who questioned me for selling this. 274 00:13:43,800 --> 00:13:46,040 "This is for women. Shut down this business." 275 00:13:46,120 --> 00:13:47,720 Then how is he a customer? 276 00:13:47,840 --> 00:13:49,680 He placed a COD order. 277 00:13:49,760 --> 00:13:52,560 I randomly called him and he gave me an earful. 278 00:13:53,000 --> 00:13:54,240 [laughter] 279 00:13:54,320 --> 00:13:55,920 I was like... 280 00:13:56,600 --> 00:13:57,640 There sure is a problem. 281 00:14:03,760 --> 00:14:06,280 This requires category creation. 282 00:14:06,360 --> 00:14:07,680 How will do it? 283 00:14:08,080 --> 00:14:10,200 I can't do it alone anyway. 284 00:14:10,320 --> 00:14:11,520 There's no competition. 285 00:14:11,600 --> 00:14:13,520 Someone might see this and come, which is good. 286 00:14:13,640 --> 00:14:16,680 - I'm hoping someone will. It'll be fun to work. - Correct. 287 00:14:17,480 --> 00:14:19,560 But influencer marketing and content creation 288 00:14:19,640 --> 00:14:21,680 is the only way to spread awareness. 289 00:14:21,840 --> 00:14:24,160 Could you show us how you're currently marketing? 290 00:14:24,320 --> 00:14:26,240 Play the third one. 291 00:14:26,680 --> 00:14:28,320 [uptempo music playing] 292 00:14:31,600 --> 00:14:33,400 You give the demo yourself. 293 00:14:33,480 --> 00:14:35,360 I do it on influencers and myself. 294 00:14:35,440 --> 00:14:36,440 Amazing. 295 00:14:37,040 --> 00:14:39,080 - Is that you? - Yes. 296 00:14:39,200 --> 00:14:40,880 You look like a ghost without make-up. 297 00:14:40,960 --> 00:14:44,200 - That's why I developed it. It's for me too. - All right. 298 00:14:44,480 --> 00:14:45,280 Good answer. 299 00:14:45,360 --> 00:14:47,240 - Proof of concept. - It's good. 300 00:14:47,360 --> 00:14:49,600 It's good. It's quite real. 301 00:14:50,560 --> 00:14:51,400 Good job. 302 00:14:51,520 --> 00:14:52,520 Okay, Rahul! 303 00:14:52,600 --> 00:14:54,240 Before we started SUGAR, 304 00:14:54,320 --> 00:14:59,000 our journey began with FAB BAG, an e-commerce subscription business. 305 00:14:59,080 --> 00:15:02,160 - We tried FAB BAG MEN in that. - Okay. 306 00:15:02,240 --> 00:15:05,680 FAB BAG had reached 20,000 subscribers 307 00:15:05,760 --> 00:15:09,320 because when women got 3-4 products for Rs. 600 308 00:15:09,400 --> 00:15:11,440 which were perfect for them, 309 00:15:11,520 --> 00:15:15,280 they'd share it on Instagram and YouTube with all their friends. 310 00:15:15,360 --> 00:15:19,120 When we'd send them to men, it felt like a black hole. 311 00:15:19,320 --> 00:15:20,960 - No information would escape. - Correct. 312 00:15:21,040 --> 00:15:22,240 They wouldn't tell anyone. 313 00:15:22,600 --> 00:15:24,400 So, we realised 314 00:15:24,480 --> 00:15:27,080 we'd have to do some serious performance marketing 315 00:15:27,160 --> 00:15:30,280 because organic and word-of-mouth marketing 316 00:15:30,400 --> 00:15:32,400 - is very important for a beauty brand. - Correct. 317 00:15:32,600 --> 00:15:34,280 - They don't, correct. - They just don't do it. 318 00:15:34,320 --> 00:15:36,920 Secondly, for every men's company out there 319 00:15:37,160 --> 00:15:39,680 with focus on skincare and hair for men, 320 00:15:39,760 --> 00:15:41,680 all their revenues combined 321 00:15:41,840 --> 00:15:45,200 - would still be less than Rs. 500 to 600 crores. - Okay. 322 00:15:45,280 --> 00:15:47,840 Even now, there still isn't a large consumption 323 00:15:47,960 --> 00:15:49,560 because at best, 324 00:15:49,640 --> 00:15:52,680 - maybe, men use the products of their wives. - Correct. 325 00:15:52,800 --> 00:15:54,280 Which they'll follow for make-up too. 326 00:15:54,360 --> 00:15:57,640 So, for these reasons, I won't be able to join you, 327 00:15:57,720 --> 00:15:59,000 - but I wish you the best. - Thank you. 328 00:15:59,040 --> 00:16:00,680 - I think it's a very exciting space. - Thank you. 329 00:16:00,680 --> 00:16:01,840 Thank you. 330 00:16:02,760 --> 00:16:03,760 Men's make-up... 331 00:16:04,360 --> 00:16:05,840 Let's take approximate figures 332 00:16:06,080 --> 00:16:08,000 because the market in India is nascent. 333 00:16:08,440 --> 00:16:10,080 Tell us the size in the US, 334 00:16:10,400 --> 00:16:12,920 in India and the growth. 335 00:16:13,360 --> 00:16:16,520 Basically, the market is still nascent everywhere. 336 00:16:31,320 --> 00:16:33,160 - I would not know because... - Negligible. 337 00:16:33,240 --> 00:16:34,280 - It is negligible. - Okay. 338 00:16:34,400 --> 00:16:36,880 Which brand in the US 339 00:16:37,040 --> 00:16:39,480 is a men's cosmetic brand that made it big? 340 00:16:40,160 --> 00:16:41,600 One is called Stryx. 341 00:16:41,880 --> 00:16:44,320 - One is Shakeup Cosmetics. - How big are they? 342 00:16:44,560 --> 00:16:47,320 I don't know the exact amount honestly and... 343 00:16:47,440 --> 00:16:48,760 What were their revenues? 344 00:16:50,760 --> 00:16:51,640 I wouldn't know. 345 00:16:51,720 --> 00:16:54,360 You run a business and need to create a category. 346 00:16:54,440 --> 00:16:56,680 You must have researched their revenue figures. 347 00:16:57,720 --> 00:17:00,760 Rahul, to understand how big you can be in India, 348 00:17:01,040 --> 00:17:04,280 global comparables and how big they've grown 349 00:17:04,480 --> 00:17:07,120 is very basic knowledge. Don't you think? 350 00:17:07,240 --> 00:17:09,520 All these brands are marketing themselves as make-up. 351 00:17:09,680 --> 00:17:11,720 I don't want to use the word "make-up" 352 00:17:11,800 --> 00:17:15,360 because this strategy is not what Indian men want. 353 00:17:15,680 --> 00:17:18,080 Given a choice between Yaan Man, 354 00:17:18,160 --> 00:17:21,600 Gillette and an XYZ... And The Man Company, 355 00:17:21,720 --> 00:17:23,840 I'd normally go to them first 356 00:17:23,920 --> 00:17:26,040 - as they are established brands. - Correct. 357 00:17:26,160 --> 00:17:29,600 - I'll specifically go to you because you're make-up. - Correct. 358 00:17:29,680 --> 00:17:31,880 It'll sell only if you market it as make-up. 359 00:17:31,960 --> 00:17:34,640 If not, how will people know what Yaan Man does? 360 00:17:34,720 --> 00:17:36,560 No. We show make-up. It is the way... 361 00:17:36,680 --> 00:17:39,800 Our way of portraying make-up is different. 362 00:17:39,960 --> 00:17:42,280 - We watched your reel. - Yes. 363 00:17:42,360 --> 00:17:44,960 It's such a direct portrayal of putting on make-up. 364 00:17:45,040 --> 00:17:48,440 Then why do you hesitate to call yourself a make-up company? 365 00:17:48,840 --> 00:17:51,800 It's mostly the transformation we're focusing on honestly. 366 00:17:51,920 --> 00:17:54,360 In the end, I'll have to call it make-up 367 00:17:54,440 --> 00:17:56,480 - because this is a make-up product. - 100%! 368 00:17:57,120 --> 00:18:00,000 I feel if you want to create a category 369 00:18:00,160 --> 00:18:03,520 and if you use it yourself and make reels, 370 00:18:03,800 --> 00:18:05,960 there ought to be conviction 371 00:18:06,040 --> 00:18:09,680 - and directness in your messaging. - Okay. 372 00:18:09,760 --> 00:18:13,400 I want to do something but not communicate like this, 373 00:18:13,480 --> 00:18:16,320 as in a roundabout way. 374 00:18:16,400 --> 00:18:21,120 That doesn't fit with my thinking and vibe as a person. 375 00:18:21,440 --> 00:18:23,240 That made me very disappointed. 376 00:18:23,320 --> 00:18:25,200 - For that reason, I'm out. - Okay. 377 00:18:25,280 --> 00:18:29,440 But I really hope you change this and take my feedback. 378 00:18:30,280 --> 00:18:33,080 Rahul, firstly, you possess a certain charm. 379 00:18:33,360 --> 00:18:35,200 - Thank you. - It was fun to do this. 380 00:18:35,280 --> 00:18:38,280 And that chemist angle of yours 381 00:18:38,400 --> 00:18:41,280 - I think is a good element you're bringing. - Thank you. 382 00:18:41,400 --> 00:18:43,200 That'll help you be strong on the product front. 383 00:18:43,200 --> 00:18:45,480 The category is honestly very good. 384 00:18:46,680 --> 00:18:49,240 And I was almost ready to make you an offer. 385 00:18:49,320 --> 00:18:50,840 I had worked out an offer 386 00:18:50,920 --> 00:18:53,000 because I thought you would stay long-term. 387 00:18:53,120 --> 00:18:55,440 But somehow in the last few minutes, 388 00:18:55,640 --> 00:18:56,880 I felt that 389 00:18:57,240 --> 00:19:01,280 the pace and aggression required to create a category 390 00:19:01,760 --> 00:19:04,320 - seems a little doubtful. - Okay. 391 00:19:04,400 --> 00:19:06,680 I believe you ought to work on it. 392 00:19:06,760 --> 00:19:09,040 - Bring in some more hunger. - Okay. 393 00:19:09,120 --> 00:19:10,000 I'm out for now 394 00:19:10,080 --> 00:19:12,000 - because it lacks conviction. - Okay. 395 00:19:12,080 --> 00:19:14,280 - Best of luck, it was great meeting you. - Thank you. 396 00:19:14,360 --> 00:19:15,280 Thank you. 397 00:19:15,360 --> 00:19:17,520 Rahul, your business comes with a lot of risk. 398 00:19:18,640 --> 00:19:19,960 But I'm ready to take the risk. 399 00:19:20,040 --> 00:19:21,120 - Perfect. - Oh, my! 400 00:19:21,920 --> 00:19:24,000 - Let's try. It's where the fun is. - Yes! 401 00:19:24,080 --> 00:19:26,160 If we invest everything in the normal stuff... 402 00:19:26,240 --> 00:19:27,880 - There'd be no spice in life. - Yes. 403 00:19:28,040 --> 00:19:30,520 So, let me give you 404 00:19:31,240 --> 00:19:33,840 - Rs. 50 lakhs for 10% equity. - Okay. 405 00:19:36,280 --> 00:19:38,720 You made the products yourself. 406 00:19:48,200 --> 00:19:49,680 This is how categories are built. 407 00:19:49,760 --> 00:19:52,400 - One man can't build a category alone. - Correct. 408 00:19:52,480 --> 00:19:54,480 Right? If more people come, 409 00:19:54,640 --> 00:19:56,880 - your business will also gain pace. - Correct. 410 00:19:57,400 --> 00:19:59,520 You possess patience and stability. 411 00:19:59,600 --> 00:20:02,320 - You're not fighting and scrambling all the way, right? - Thank you. 412 00:20:02,520 --> 00:20:05,040 And above all, there's transparency. 413 00:20:05,360 --> 00:20:06,680 I think that's great. 414 00:20:06,760 --> 00:20:09,360 When you're reading between the lines with founders, 415 00:20:09,440 --> 00:20:12,880 it takes up all your time and the business gets neglected. 416 00:20:13,440 --> 00:20:16,600 - I feel I can trust you. - Thank you. 417 00:20:16,720 --> 00:20:18,560 And you're somebody we can talk to 418 00:20:18,640 --> 00:20:20,080 and have a convers... And have fun! 419 00:20:20,200 --> 00:20:22,000 - Right. And that's more important. - You seem like fun. 420 00:20:22,040 --> 00:20:22,880 - Right? - Yes. 421 00:20:22,960 --> 00:20:25,600 Life's long. If we do this for 10-15 years, 422 00:20:26,000 --> 00:20:28,000 - it needs to be fun, right? - Done. 423 00:20:28,080 --> 00:20:30,200 - So, I'll make you an offer as well. - Oh, my. 424 00:20:31,240 --> 00:20:32,280 Rs. 50 lakhs... 425 00:20:34,560 --> 00:20:36,200 You asked for 6% equity. 426 00:20:37,120 --> 00:20:38,600 Okay, why don't we... 427 00:20:39,760 --> 00:20:40,760 Make it 9%? 428 00:20:46,440 --> 00:20:48,880 At least he didn't say 9.5%. 429 00:20:48,960 --> 00:20:51,960 Is there a way Aman and you can come together, Anupam? 430 00:20:52,160 --> 00:20:53,520 We can do something great. 431 00:20:57,280 --> 00:20:58,760 We don't get along. 432 00:20:59,560 --> 00:21:00,640 Then try to get along now. 433 00:21:00,720 --> 00:21:02,200 - [laughs] - But... 434 00:21:03,040 --> 00:21:04,680 That takes money. 435 00:21:04,800 --> 00:21:08,440 The problem is, I want higher equity to tolerate him. 436 00:21:08,880 --> 00:21:10,080 You understand? 437 00:21:10,560 --> 00:21:12,040 You guys figure it out and tell me. 438 00:21:12,160 --> 00:21:13,880 [laughter] 439 00:21:14,880 --> 00:21:15,760 Oh, Rahul! 440 00:21:15,880 --> 00:21:19,440 That's what we've been trying to convince them for 4 seasons! 441 00:21:19,600 --> 00:21:21,280 - It's not happening, Rahul. - We doubt it. 442 00:21:21,360 --> 00:21:22,960 Come, let's talk. Come on. 443 00:21:23,520 --> 00:21:24,800 [music playing] 444 00:21:33,160 --> 00:21:34,600 Let's do one thing, Rahul. 445 00:21:34,680 --> 00:21:37,000 - Let's turn your luck around. - Do it. 446 00:21:37,200 --> 00:21:38,880 Rs. 1 crore for 20% equity. 447 00:21:38,960 --> 00:21:40,640 - Wow! That's a beautiful offer! - Wow. 448 00:21:49,480 --> 00:21:51,120 Need guidance on how to scale honestly. 449 00:21:51,240 --> 00:21:53,560 Money is... The equity is fine. 450 00:21:53,640 --> 00:21:55,880 - Not bad, we were fair. - Good. Very good. 451 00:21:55,960 --> 00:21:56,960 Wow! 452 00:21:58,000 --> 00:21:59,120 [camera shutter clicking] 453 00:22:00,400 --> 00:22:02,520 - Good. - Thank you so much. - Thank you, sir. 454 00:22:02,600 --> 00:22:03,480 All the best. 455 00:22:03,560 --> 00:22:04,600 This is good. 456 00:22:04,880 --> 00:22:07,560 Listen! You said we'd have fun. 457 00:22:07,640 --> 00:22:08,640 - I agree. - Yes, we will. 458 00:22:08,720 --> 00:22:10,840 Let me quote a dialogue of Shah Rukh Khan. 459 00:22:10,920 --> 00:22:13,080 "Laugh, live and smile. Tomorrow is not promised." 460 00:22:13,160 --> 00:22:15,040 - Perfect. Thank you so much. - Enjoy. 461 00:22:15,120 --> 00:22:16,440 - Thank you. - Okay, very good. 462 00:22:16,520 --> 00:22:17,800 - Awesome, Rahul. - Best of luck. 463 00:22:17,840 --> 00:22:18,640 - Well done. - Thank you. 464 00:22:18,720 --> 00:22:20,000 - Have fun, enjoy. - Thank you. Thanks. 465 00:22:20,040 --> 00:22:20,920 'I feel very good.' 466 00:22:21,000 --> 00:22:23,640 I feel this was what was needed in this category 467 00:22:23,720 --> 00:22:25,520 especially for my brand for a very long time 468 00:22:25,840 --> 00:22:28,880 that two big shots like Aman and Anupam support me. 469 00:22:28,960 --> 00:22:31,920 They can be vocal about it, about making the deal and investing. 470 00:22:32,040 --> 00:22:33,400 What more could you ask for? 471 00:22:33,480 --> 00:22:35,680 Getting validation from them is a very big deal 472 00:22:35,760 --> 00:22:38,280 and I feel we're just going to rock it. 473 00:22:42,160 --> 00:22:44,240 It's really easy to get into a conventional category. 474 00:22:44,320 --> 00:22:46,120 You basically need to steal market share. 475 00:22:46,480 --> 00:22:49,200 But creating a new category and growing it... 476 00:22:49,320 --> 00:22:51,200 Sneakers as a category was very small. 477 00:22:51,320 --> 00:22:53,400 Gen Zs started it and look at it now. 478 00:22:53,480 --> 00:22:56,200 Big shots wear sneakers today and want to look cool. 479 00:22:56,280 --> 00:22:59,000 - So, I think this is how new categories are created. - Done. 480 00:22:59,120 --> 00:23:00,120 Awesome. [claps] 481 00:23:00,920 --> 00:23:02,400 [upbeat music playing] 482 00:23:08,360 --> 00:23:11,360 Welcome to ACKO Change Makers where we really welcome change, 483 00:23:11,520 --> 00:23:15,080 whose lovely portrayal we saw on our Change Makers wall. 484 00:23:17,240 --> 00:23:21,440 we're encouraging inclusivity, gender equality and sustainability. 485 00:23:21,760 --> 00:23:24,040 We have with us Rahul, today's Change Maker. 486 00:23:24,200 --> 00:23:25,480 - How did it go, Rahul? - Great. 487 00:23:25,560 --> 00:23:27,960 - Great! You bagged a deal in there. - I know. 488 00:23:28,040 --> 00:23:29,760 Did it meet your expectations or was it slightly different? 489 00:23:29,800 --> 00:23:31,800 No, I knew I'd get something like this. 490 00:23:31,920 --> 00:23:34,160 - Okay. So, you must have inflated the figures. - Yes. 491 00:23:34,240 --> 00:23:37,200 - You knew... - I knew this would happen in the end. 492 00:23:37,280 --> 00:23:38,400 - So, yes. - That's lovely. 493 00:23:38,480 --> 00:23:41,040 The only legacy I've got from my family 494 00:23:41,120 --> 00:23:43,000 in the name of nepotism is bad genes. 495 00:23:43,240 --> 00:23:47,000 Okay? So, I'm in dire need of skincare and beauty products. 496 00:23:47,720 --> 00:23:49,280 What you're doing is unique. 497 00:23:49,400 --> 00:23:51,560 - Besides, make-up for men is... - Thank you. 498 00:23:51,680 --> 00:23:53,080 - No one offers it. - No one does. 499 00:23:53,160 --> 00:23:54,000 So, here I am. 500 00:23:54,080 --> 00:23:55,960 - You're doing an amazing job. - Thank you. 501 00:23:56,080 --> 00:24:00,560 - Society saw make-up or skincare for men as a taboo. - Correct. 502 00:24:00,640 --> 00:24:02,960 But you're changing that. We really appreciate the change. 503 00:24:03,360 --> 00:24:05,520 On behalf of our audience at home, I wish to ask you a question. 504 00:24:05,520 --> 00:24:07,800 What changes could they bring about in their daily lives 505 00:24:07,880 --> 00:24:09,840 in terms of skincare 506 00:24:09,920 --> 00:24:12,240 that would help them adapt to modern solutions? 507 00:24:12,680 --> 00:24:15,200 I feel Indian men don't require 508 00:24:15,320 --> 00:24:17,760 - a complicated skincare regime. - Okay. 509 00:24:17,880 --> 00:24:20,600 They can... We have a product called Tinted Moisturizer. 510 00:24:20,680 --> 00:24:23,600 If they use that, their skin will stay hydrated 511 00:24:23,680 --> 00:24:25,480 and it will even out your skin. 512 00:24:25,560 --> 00:24:27,760 I think that'd be a good point to start. 513 00:24:27,880 --> 00:24:30,720 Gradually, people can expand as per their interests. 514 00:24:30,800 --> 00:24:33,040 - We genuinely appreciate the change that you're bringing. - Thanks. 515 00:24:33,080 --> 00:24:36,600 I wish to give you a gift on behalf of ACKO and Shark Tank. 516 00:24:36,680 --> 00:24:37,680 Thank you. 517 00:24:41,000 --> 00:24:42,080 [camera shutter clicking] 518 00:24:43,080 --> 00:24:45,680 Congratulations! I'm happy for you, brother. 519 00:24:48,440 --> 00:24:50,520 Did someone have a baby? Who's getting married? 520 00:24:50,640 --> 00:24:53,640 No. My friend won the Lenskart contest. 521 00:24:56,280 --> 00:24:58,400 - I know now. - You could win too. 522 00:24:58,480 --> 00:25:00,480 Visit the Lenskart app or Lenskart.com 523 00:25:00,560 --> 00:25:02,040 and participate in the contest. 524 00:25:02,160 --> 00:25:03,680 Tell them what needs to be done. 525 00:25:03,760 --> 00:25:06,960 The same thing you do in front of the screen. 526 00:25:19,400 --> 00:25:20,680 This instant. I am too. 527 00:25:20,800 --> 00:25:22,360 [theme music playing] 528 00:25:39,680 --> 00:25:41,720 [theme music concludes] 529 00:25:42,360 --> 00:25:43,360 - Sharks! - Yes. 530 00:25:43,400 --> 00:25:45,800 It's all about experiences these days. 531 00:25:45,960 --> 00:25:48,440 The real fun of watching films is in a theatre. 532 00:25:48,600 --> 00:25:51,200 The real fun of riding a motorbike is in Ladakh. 533 00:25:51,280 --> 00:25:53,680 The real fun of dancing is in a wedding procession. 534 00:25:53,760 --> 00:25:57,240 And the real fun of listening to music is at a concert. 535 00:25:57,320 --> 00:26:00,480 After all, It's all about the experiences, right? 536 00:26:00,760 --> 00:26:03,160 Right, and that is what we are here for. 537 00:26:03,280 --> 00:26:04,760 To give you a mind-blowing 538 00:26:04,840 --> 00:26:08,000 and revolutionary sound experience with Sonic Lamb. 539 00:26:08,280 --> 00:26:09,800 [music playing] 540 00:26:17,000 --> 00:26:19,760 and we are the co-founders of Sonic Lamb. 541 00:26:19,880 --> 00:26:21,960 Sonic Lamb is a headphone 542 00:26:22,040 --> 00:26:24,680 that lets you feel the music. 543 00:26:25,120 --> 00:26:28,960 Before us, this experience was only available in home theatres 544 00:26:29,120 --> 00:26:32,800 because of a specialised audio equipment called subwoofers. 545 00:26:32,880 --> 00:26:35,840 This experience, however, is missing in headphones. 546 00:26:36,080 --> 00:26:39,680 But Sonic Lambs are powered by our patented impulse drivers 547 00:26:39,760 --> 00:26:42,640 which convert audio signals into physical impulses 548 00:26:48,760 --> 00:26:49,640 Oh. 549 00:26:49,720 --> 00:26:50,720 Whoa! 550 00:26:50,800 --> 00:26:52,640 Sonic Lamb has four modes 551 00:26:52,720 --> 00:26:55,840 which allow you to personalise sounds 552 00:27:11,400 --> 00:27:14,440 ...and also customers across 45 countries. 553 00:27:15,320 --> 00:27:17,400 But, Sharks, this is not the end game. 554 00:27:17,480 --> 00:27:20,720 We are here to redefine experiences across sectors. 555 00:27:20,880 --> 00:27:22,560 Starting with automotive audio, 556 00:27:22,720 --> 00:27:26,160 we are integrating our technology into luxury vehicles 557 00:27:32,840 --> 00:27:35,520 for anyone who seeks an immersive sound experience. 558 00:27:35,640 --> 00:27:37,520 So, our ask is 559 00:27:37,680 --> 00:27:40,680 - Rs. 50 lakhs in exchange for 1% equity. - Ooh! 560 00:27:45,800 --> 00:27:47,240 Amazing! Something unique. 561 00:27:47,440 --> 00:27:49,680 - Yes. - Okay. First, we should start with an experience. 562 00:27:49,680 --> 00:27:51,080 - Yes... So there's... - Huh? 563 00:27:51,280 --> 00:27:52,640 [uptempo music playing] 564 00:28:00,560 --> 00:28:02,160 So, this is just the speakers. 565 00:28:02,280 --> 00:28:04,360 - Okay, now? - We'll play it with subwoofers as well. 566 00:28:09,400 --> 00:28:11,360 [uptempo music playing] 567 00:28:12,400 --> 00:28:15,440 - So, this is the physical immersive sound experience. - Yes. 568 00:28:15,560 --> 00:28:19,240 Now, imagine you're getting this experience anytime and anywhere 569 00:28:23,160 --> 00:28:24,600 We'll hand over the headphones to you 570 00:28:24,640 --> 00:28:26,400 - so you can get the experience. - Sure. 571 00:28:26,520 --> 00:28:28,800 We have a guy who's great for demos. 572 00:28:28,880 --> 00:28:29,880 [laughter] 573 00:28:29,920 --> 00:28:30,920 He's an expert. 574 00:28:31,240 --> 00:28:32,560 [music playing] 575 00:28:40,120 --> 00:28:41,720 Oh, lovely packaging. 576 00:28:41,840 --> 00:28:43,640 - Thank you. - The feel is also nice. 577 00:28:43,720 --> 00:28:44,600 Great packaging. 578 00:28:44,680 --> 00:28:45,960 Thank you. Thank you very much. 579 00:28:47,000 --> 00:28:49,400 All the controls are on the right side. 580 00:28:49,480 --> 00:28:50,760 Just an important point. 581 00:28:50,840 --> 00:28:52,320 Here is the multimode dial 582 00:28:52,400 --> 00:28:55,560 that is basically the four modes of listening. 583 00:28:55,680 --> 00:28:58,400 If you see, there's an ear symbol that is the Hear Mode. 584 00:29:10,000 --> 00:29:12,840 Right now, if you could please switch to the wave symbol. 585 00:29:13,080 --> 00:29:15,280 - Wave? - Yes. If you could please wear that? 586 00:29:15,360 --> 00:29:17,280 - That's the right side. If you wear it... - Okay. 587 00:29:17,440 --> 00:29:20,280 The device is already connected to the phone. 588 00:29:22,560 --> 00:29:23,560 Very good. 589 00:29:23,760 --> 00:29:24,760 Thank you. 590 00:29:27,280 --> 00:29:29,680 Look, my glasses are moving. Can you see it? 591 00:29:30,120 --> 00:29:30,960 Good. 592 00:29:31,040 --> 00:29:32,480 - Anything else? - Looks cool. 593 00:29:32,560 --> 00:29:35,400 That's broadly the experience that we wanted to give to you. 594 00:29:36,280 --> 00:29:38,680 What's this? "Tested and tuned in Denmark?" 595 00:29:38,800 --> 00:29:42,440 Yes. We're part of an audio accelerator in Denmark. 596 00:29:42,800 --> 00:29:45,600 Globally, they select six companies every year. 597 00:29:49,560 --> 00:29:50,720 Okay, very nice. 598 00:29:50,800 --> 00:29:52,720 You've managed to be one of those 599 00:29:52,880 --> 00:29:55,000 - who've made it to that program. - Yes. 600 00:29:55,080 --> 00:29:56,400 - Congratulations. - Thank you. 601 00:29:56,480 --> 00:29:57,480 Very good! 602 00:29:57,920 --> 00:30:01,080 So, don't regular headphones 603 00:30:01,160 --> 00:30:03,440 offer an immersive experience? 604 00:30:03,560 --> 00:30:06,880 You won't get it. All headphones use normal speakers. 605 00:30:07,040 --> 00:30:09,120 In our case, we have impulse drivers 606 00:30:09,200 --> 00:30:11,080 and they physically move back and forth. 607 00:30:11,160 --> 00:30:13,920 So, whenever they move... It moves according to every beat. 608 00:30:14,040 --> 00:30:17,240 - Oh! - So, that physical sensation is felt through your skin and bone. 609 00:30:17,400 --> 00:30:20,280 What's Hyper-Personalised Audio? Could you elaborate? 610 00:30:20,440 --> 00:30:21,640 So, there are two parts. 611 00:30:21,720 --> 00:30:24,200 One is the four modes. You can customize it. 612 00:30:24,280 --> 00:30:26,400 If you're listening to classical music, the Hear Mode. 613 00:30:26,440 --> 00:30:28,040 If you're listening to bass or any genre, 614 00:30:28,080 --> 00:30:30,920 you can switch on the same headphones and get that sensation. 615 00:30:31,080 --> 00:30:33,840 The second part is part of the smartphone application 616 00:30:33,920 --> 00:30:35,080 which is in development. 617 00:30:35,160 --> 00:30:36,720 You can take a quick hearing test 618 00:30:36,840 --> 00:30:39,680 and customise the sound signature based on your listening. 619 00:30:44,400 --> 00:30:47,400 If they're very sensitive to frequencies, they'll reduce that. 620 00:30:48,120 --> 00:30:50,040 - So, the feature is on your app. - Yes. 621 00:30:50,120 --> 00:30:52,080 - You take a hearing test on it. - Correct. 622 00:30:52,160 --> 00:30:53,720 And then the headphones will tune in 623 00:30:53,800 --> 00:30:55,360 - to whatever the results are. - Yes. 624 00:31:00,880 --> 00:31:03,840 How did you meet and how did you come into this industry? 625 00:31:03,960 --> 00:31:05,200 My first memory is 626 00:31:05,280 --> 00:31:07,920 listening to my Dad's home theatre system setup. 627 00:31:08,120 --> 00:31:10,840 I was born in Muscat. My dad used to work there. 628 00:31:11,000 --> 00:31:12,960 - Dad is a rockstar? - Dad is an audiophile. 629 00:31:13,040 --> 00:31:14,840 - Okay, got it. - He's into music. 630 00:31:15,000 --> 00:31:16,960 I had to stay away from home for studies. 631 00:31:17,040 --> 00:31:18,520 That's when I started to use headphones. 632 00:31:18,560 --> 00:31:19,680 When I used that, 633 00:31:19,760 --> 00:31:23,040 I couldn't get the immersive sound I got in a home theatre system. 634 00:31:23,240 --> 00:31:25,400 While pursuing my engineering, I met Jagath 635 00:31:25,520 --> 00:31:27,640 in Sahyadri College Of Engineering. 636 00:31:34,680 --> 00:31:37,440 ...to allow people to experience sound without using their ears. 637 00:31:37,560 --> 00:31:40,520 That's when we started to work on bone and skin conduction. 638 00:31:40,800 --> 00:31:42,120 So, we developed a transducer, 639 00:31:47,600 --> 00:31:48,440 It was an accident. 640 00:31:48,520 --> 00:31:50,760 There was a regular headphone on the work table. 641 00:31:50,880 --> 00:31:51,960 Out of curiosity, 642 00:31:52,040 --> 00:31:55,320 we thought of integrating the tech that we built into the headphones. 643 00:31:55,400 --> 00:31:58,680 When I wore it, I got that immersive experience 644 00:31:58,760 --> 00:32:00,520 that I used to listen to on my dad's set-up. 645 00:32:00,600 --> 00:32:03,200 We did audio testing and we found that our experience... 646 00:32:03,280 --> 00:32:05,600 The sound signature was superior 647 00:32:05,680 --> 00:32:08,160 to that of leading legacy premium brands. 648 00:32:08,240 --> 00:32:10,840 Then we took the pivot and started to work on it 649 00:32:10,920 --> 00:32:12,200 for 3 years. 650 00:32:12,280 --> 00:32:14,200 And that's how your journey started. 651 00:32:14,320 --> 00:32:15,320 Yes! 652 00:32:15,400 --> 00:32:19,200 Is there a company in the world that utilizes bone conduction technology 653 00:32:19,280 --> 00:32:23,520 to enhance sound quality and create a more immersive experience? 654 00:32:24,040 --> 00:32:26,640 So, in the world, there's a brand called Skullcandy. 655 00:32:26,760 --> 00:32:28,680 - They have a series called Crushers. - Yeah. 656 00:32:28,760 --> 00:32:31,040 - Yes. - And there they use haptics 657 00:32:31,200 --> 00:32:34,760 - to emulate the vibrations to get that experience. - Yes. 658 00:32:34,840 --> 00:32:36,080 So, when we started this, 659 00:32:36,160 --> 00:32:39,040 the first thing we did was we bought that product and tried it ourselves. 660 00:32:39,160 --> 00:32:41,240 What is the difference between their product and yours? 661 00:32:41,280 --> 00:32:42,960 It's more like a phone vibration 662 00:32:43,040 --> 00:32:44,960 - but on an audio level. - Hmm! 663 00:32:45,080 --> 00:32:48,080 - Yeah! - In our case, beat is accurately plotted. 664 00:32:48,160 --> 00:32:51,240 So, it's a speaker, but without a diaphragm. 665 00:32:51,360 --> 00:32:53,600 The ear pads move back and forth. 666 00:32:53,840 --> 00:32:56,120 So, the driver is connecting to the ear pads 667 00:32:56,200 --> 00:32:58,120 and that's where you are able to feel the sounds. 668 00:32:58,200 --> 00:33:00,280 So, it's more accurate, immersive and realistic. 669 00:33:00,400 --> 00:33:01,560 What about Beats? 670 00:33:01,640 --> 00:33:04,280 - Beats is just using normal speakers. - Okay. 671 00:33:04,480 --> 00:33:06,840 Let's address the elephant in the room. 672 00:33:07,920 --> 00:33:09,000 [laughing] 673 00:33:09,080 --> 00:33:10,960 Did you address Aman as elephant? 674 00:33:12,040 --> 00:33:13,440 - Tiger, bro! - I want to know, 675 00:33:13,520 --> 00:33:16,680 what is it that you can do way better than boAt? 676 00:33:18,400 --> 00:33:21,400 Our difference is the audio quality and the experience. 677 00:33:21,520 --> 00:33:23,720 Because you are giving better audio quality, 678 00:33:23,800 --> 00:33:26,360 are you priced higher than the boAt 679 00:33:26,440 --> 00:33:27,600 - in comparable products? - Of course. 680 00:33:27,640 --> 00:33:28,920 - They are different. - It's quite steep. 681 00:33:28,960 --> 00:33:30,640 - By how much? - Rs. 17,999. 682 00:33:33,800 --> 00:33:34,960 Rs. 2,000-Rs. 2,500. 683 00:33:35,040 --> 00:33:36,440 - Rs. 2,500. - Very different market. 684 00:33:36,440 --> 00:33:39,760 Instead of boAt, what is Skullcandy's and Beats' price? 685 00:33:40,520 --> 00:33:44,560 - Beats right now is around Rs. 20,000. - Okay. 686 00:33:44,640 --> 00:33:47,080 And Skullcandy is also in that range. 687 00:33:47,160 --> 00:33:48,520 Specifically the Crusher series. 688 00:33:48,600 --> 00:33:51,600 So, if I understand correctly, you're challenging them 689 00:33:51,680 --> 00:33:53,920 by saying that we offer a better product 690 00:33:54,040 --> 00:33:55,840 - at the same price point. - Yes. 691 00:33:55,920 --> 00:33:57,240 What other applications are there? 692 00:33:57,280 --> 00:33:59,560 We were trying to explore different areas. 693 00:33:59,640 --> 00:34:01,000 When we tried to commercialise this, 694 00:34:01,040 --> 00:34:03,240 we thought about how could we get in the market 695 00:34:03,440 --> 00:34:06,080 and the one that we could do quickly was launch our own brand. 696 00:34:06,160 --> 00:34:07,680 And that's when we started Sonic Lamb. 697 00:34:08,280 --> 00:34:12,080 Now, we are already doing POCs with automotive companies 698 00:34:12,160 --> 00:34:14,400 for integrating our technology impulse driver 699 00:34:14,520 --> 00:34:15,680 inside the vehicle seats. 700 00:34:20,440 --> 00:34:23,000 ...now they are able to feel the music through their entire body. 701 00:34:26,720 --> 00:34:27,840 - Can we see it once? - Yes. 702 00:34:27,960 --> 00:34:28,960 Oh wow! 703 00:34:36,360 --> 00:34:37,600 How is it, Vineeta? 704 00:34:38,040 --> 00:34:39,560 Fully immersive. 705 00:34:39,680 --> 00:34:40,960 - You can? - The entire body. 706 00:34:42,680 --> 00:34:43,760 What is this? 707 00:34:43,880 --> 00:34:46,640 - Is it a woofer? - We have an impulse driver that is... 708 00:34:46,720 --> 00:34:48,200 - Is it embedded in the seat? - Yes. 709 00:34:48,440 --> 00:34:50,040 I also feel like checking out. 710 00:34:51,240 --> 00:34:52,240 Good! 711 00:34:52,600 --> 00:34:54,880 - Let me try. - Nice, it's pretty cool. 712 00:34:54,960 --> 00:34:56,760 - Basically, it's got the... - It will be fun. 713 00:34:56,880 --> 00:34:58,560 Feel it. You can feel it. 714 00:34:59,080 --> 00:35:00,600 [music playing] 715 00:35:00,680 --> 00:35:03,040 Amazing! Very nice. 716 00:35:03,120 --> 00:35:06,320 As per what you said, we can feel it. 717 00:35:06,440 --> 00:35:07,640 [laughing] 718 00:35:07,760 --> 00:35:10,240 Are you selling it only in India 719 00:35:10,320 --> 00:35:12,800 or did you start selling it globally? 720 00:35:12,880 --> 00:35:15,600 Our first share of business was last financial year. 721 00:35:15,720 --> 00:35:17,240 So, we did a crowdfunding campaign 722 00:35:17,320 --> 00:35:19,120 where we got 570 orders 723 00:35:23,080 --> 00:35:25,960 And then in November last year, we started 724 00:35:26,040 --> 00:35:28,280 to explore the market in India. 725 00:35:28,400 --> 00:35:31,320 Earlier last year, 57% of the sales were 726 00:35:31,400 --> 00:35:33,280 in the US and then the rest of the world. 727 00:35:33,360 --> 00:35:35,600 Now, 92% is from India. 728 00:35:35,680 --> 00:35:38,000 But we ship to the countries we get organic orders from. 729 00:35:38,080 --> 00:35:39,320 And this is made in India? 730 00:35:39,400 --> 00:35:40,960 - Yeah, completely. - Completely made in India. 731 00:35:41,000 --> 00:35:43,440 But if your technology is so good, 732 00:35:43,520 --> 00:35:45,600 - you can also license it to the brands. - Yeah! 733 00:35:45,680 --> 00:35:47,880 So, long-term, it's an Intel Inside of a strategy 734 00:35:58,680 --> 00:36:00,320 For some reason, if they deny, 735 00:36:00,400 --> 00:36:02,920 the company then dies because they are all dependent on that. 736 00:36:03,000 --> 00:36:05,720 So, what was suggested was to be independent, 737 00:36:05,800 --> 00:36:07,640 so that's where we started to develop the brand 738 00:36:07,720 --> 00:36:09,360 - and launch our product. - Someone advised you 739 00:36:09,400 --> 00:36:11,600 to not sell your technology to big companies 740 00:36:11,760 --> 00:36:13,000 and make your brand. 741 00:36:13,480 --> 00:36:15,120 The probability. 742 00:36:15,200 --> 00:36:17,760 Now, what happens is we can build our business, 743 00:36:17,880 --> 00:36:19,320 and we are doing it profitably. 744 00:36:19,600 --> 00:36:23,080 And now, we can also focus on the long-term ventures. 745 00:36:23,200 --> 00:36:25,160 - Like the automotive and... - Will you do both 746 00:36:25,320 --> 00:36:27,280 or just your brand and your products? 747 00:36:27,480 --> 00:36:28,480 One. 748 00:36:29,800 --> 00:36:31,800 For the next one year or two years, 749 00:36:44,360 --> 00:36:46,480 Sorry, you said a good thing 750 00:36:47,400 --> 00:36:48,480 and then you shifted. 751 00:36:49,400 --> 00:36:52,440 You said you want an Intel Inside strategy, 752 00:36:52,520 --> 00:36:54,360 which I think is very powerful 753 00:36:54,440 --> 00:36:56,400 because the Intel Inside strategy 754 00:36:56,480 --> 00:36:59,680 is that computers were sold and no one knew which chip was being used. 755 00:36:59,760 --> 00:37:01,600 So, Intel started co-marketing with them 756 00:37:01,840 --> 00:37:03,520 and made the chip a brand. 757 00:37:03,920 --> 00:37:06,080 You said you will make a technology brand. 758 00:37:06,160 --> 00:37:08,400 But then you said in two years, 759 00:37:08,520 --> 00:37:11,200 you will sell it, but you are not sure if your brand will exist. 760 00:37:11,280 --> 00:37:14,400 So, that is not consistent with an Intel Inside strategy, otherwise, 761 00:37:14,520 --> 00:37:16,520 you would have at least mentioned 762 00:37:16,880 --> 00:37:18,480 - 'Powered by Sonic Lamb' in small fonts. - Yes. 763 00:37:18,520 --> 00:37:19,840 Will you do that or not? 764 00:37:21,360 --> 00:37:22,600 We would like to do it. 765 00:37:22,720 --> 00:37:23,720 But you will see. 766 00:37:23,760 --> 00:37:24,800 We will... Yeah! 767 00:37:26,880 --> 00:37:28,200 Where are you distributing? 768 00:37:28,320 --> 00:37:29,760 We are selling on our website, 769 00:37:29,880 --> 00:37:31,280 Amazon and also on Flipkart. 770 00:37:34,960 --> 00:37:36,200 - Last year? - Last year. 771 00:37:36,280 --> 00:37:39,120 And this year, till September end it's Rs. 1 crore. 772 00:37:39,240 --> 00:37:40,640 How much did you sell last month? 773 00:37:40,720 --> 00:37:42,640 Roughly Rs. 28 lakhs. 774 00:37:42,840 --> 00:37:44,920 Did you make a profit on sales of Rs. 1 crore? 775 00:37:45,040 --> 00:37:46,720 Can you share the economics? P&L? 776 00:37:46,880 --> 00:37:48,640 The headphones are sold at Rs. 17,999. 777 00:37:48,760 --> 00:37:52,040 - The net sales is Rs. 15,250. - Okay. 778 00:37:52,120 --> 00:37:55,160 And out of that, the cost of goods is 34%. 779 00:37:55,280 --> 00:37:58,000 And then we have 23% for salaries 780 00:37:58,080 --> 00:38:00,400 and general administrative expenses. 781 00:38:00,640 --> 00:38:03,080 Then we have 18% on acquisition cost. 782 00:38:03,200 --> 00:38:06,680 5% for the platform fee and the payment gateway fee. 783 00:38:06,800 --> 00:38:09,600 And then 2.5% for shipping costs. 784 00:38:09,880 --> 00:38:11,080 How much are we left with? 785 00:38:11,160 --> 00:38:12,720 That is roughly around 18%. 786 00:38:12,840 --> 00:38:15,760 How much total grant funding have you raised and funding rounds? 787 00:38:16,720 --> 00:38:18,920 - The total grant is Rs. 0.6 crore. - Okay. 788 00:38:19,000 --> 00:38:21,160 - Rs. 60 lakhs. - The first funding round was NID. 789 00:38:21,240 --> 00:38:24,160 - That was in 2018, when we just graduated. - Okay. 790 00:38:24,240 --> 00:38:25,920 That was Rs. 25 lakhs for 8%. 791 00:38:26,000 --> 00:38:27,000 In 2021? 792 00:38:27,040 --> 00:38:28,760 In 2021, it was an angel round. 793 00:38:28,840 --> 00:38:32,360 Rs. 1.8 crores with the CCPS instrument. 794 00:38:32,440 --> 00:38:35,320 Rs. 7.83 crores floor and 795 00:38:35,400 --> 00:38:37,120 - Rs. 14.5 crores cap. - Okay. 796 00:38:37,240 --> 00:38:39,760 And then in 2023, we closed in May. 797 00:38:39,840 --> 00:38:42,000 That was a CCPS instrument, 798 00:38:42,080 --> 00:38:45,040 with a Rs. 14.5 crores floor and a Rs. 30 crores cap. 799 00:38:45,120 --> 00:38:47,040 - And how much was that? - How much did you raise? 800 00:38:47,080 --> 00:38:49,600 - Rs. 2.2 crores. - How much money are we left with now? 801 00:38:49,880 --> 00:38:50,880 Zero! 802 00:38:51,680 --> 00:38:53,840 At this moment, we have around Rs. 5-6 lakhs. 803 00:38:53,920 --> 00:38:56,280 - Is the money going into working capital? - Yes. 804 00:38:56,360 --> 00:38:58,360 How much inventory do you have currently? 805 00:38:58,440 --> 00:38:59,800 We have around 100 units. 806 00:38:59,880 --> 00:39:00,960 - That's it? - Yes. 807 00:39:01,040 --> 00:39:02,800 You are in a tight spot. 808 00:39:04,240 --> 00:39:06,200 We are currently closing a round. 809 00:39:06,280 --> 00:39:08,800 - Oh! - Now we are raising a slightly larger round. 810 00:39:08,920 --> 00:39:12,280 - It's a Rs. 15 crores pre-series round. - Okay. 811 00:39:12,360 --> 00:39:15,320 Out of which, we are raising a Rs. 3 crores round at the moment. 812 00:39:15,400 --> 00:39:17,680 That we know will take around 9 months. 813 00:39:17,800 --> 00:39:19,840 - What is the valuation? - Rs. 50 crores. 814 00:39:20,280 --> 00:39:22,600 Rs. 50 crores. That's the valuation you brought here today. 815 00:39:22,680 --> 00:39:26,160 - Yes. - But Navajith, both businesses are quite different. 816 00:39:26,280 --> 00:39:29,160 One is your consumer brand, which is Sonic Lamb. 817 00:39:29,320 --> 00:39:32,720 And the second business is Intel Inside strategy business 818 00:39:32,800 --> 00:39:35,720 where you will give a license to an automobile company. 819 00:39:35,800 --> 00:39:37,920 One company is still at an early stage 820 00:39:38,000 --> 00:39:40,360 and needs to raise funding every year. 821 00:39:40,440 --> 00:39:42,680 How will it manage to run both businesses simultaneously? 822 00:39:43,080 --> 00:39:45,200 Long term, it will be 823 00:39:45,280 --> 00:39:47,120 - B2B enterprise. - The B2B. 824 00:39:47,200 --> 00:39:49,480 And what will the revenue model look like? 825 00:39:49,560 --> 00:39:52,600 The technology for one vehicle will be 120 dollars. 826 00:39:52,680 --> 00:39:55,920 - Can you give this to multiple car companies? - Yes. 827 00:39:56,120 --> 00:39:58,160 - Wow! - What will your profitability be in this? 828 00:39:58,240 --> 00:40:00,800 It will be around 70%. 829 00:40:05,120 --> 00:40:07,680 - They don't have high volumes. - Yes. 830 00:40:07,800 --> 00:40:11,480 In terms of the size you aim to achieve, this approach won't add up. 831 00:40:11,800 --> 00:40:13,560 So what is beyond automotives? 832 00:40:13,640 --> 00:40:14,760 There are two parts. 833 00:40:14,840 --> 00:40:18,800 In automotive, we are also with premium cars and luxury cars. 834 00:40:18,880 --> 00:40:22,760 So, roughly around 12 million vehicles were sold last year. 835 00:40:22,920 --> 00:40:24,800 The vehicles that cost above Rs. 40 lakhs. 836 00:40:29,360 --> 00:40:31,240 - kind of... - Assuming they install it in every car? 837 00:40:31,280 --> 00:40:34,080 We have done a liberal calculation. 838 00:40:34,200 --> 00:40:36,320 Around 40% of their vehicle 839 00:40:36,440 --> 00:40:37,840 will be integrated with this tech. 840 00:40:37,920 --> 00:40:39,800 The next thing is consumer headphones. 841 00:40:39,880 --> 00:40:43,080 But now that we've proven it for the larger companies, 842 00:40:43,160 --> 00:40:46,000 they are now de-risking the technology and the market. 843 00:40:46,080 --> 00:40:47,880 And that's where the other options... 844 00:40:48,000 --> 00:40:50,360 The impulse drivers will be supplied to them. 845 00:40:50,480 --> 00:40:52,680 The second part is VR headsets. 846 00:40:52,800 --> 00:40:54,520 Again, they have visual immersion, 847 00:40:54,600 --> 00:40:56,840 but for audio, they are still using regular speakers. 848 00:40:56,920 --> 00:40:59,320 These are the areas. The headset area and the seating area. 849 00:40:59,400 --> 00:41:00,400 That's the focus. 850 00:41:02,120 --> 00:41:05,440 I honestly think that you are going to do something innovative. 851 00:41:06,040 --> 00:41:07,800 This is a bit early for me 852 00:41:08,960 --> 00:41:11,400 because what we're going to invest in 853 00:41:11,480 --> 00:41:13,920 isn't the earphones, they're just a bridge, 854 00:41:14,000 --> 00:41:16,400 but the core business. It is in the testing phase. 855 00:41:16,480 --> 00:41:18,480 [suspenseful music playing] 856 00:41:18,560 --> 00:41:22,640 Given that you don't have firm commitments or orders yet, 857 00:41:22,800 --> 00:41:24,160 it's a bit early for me. 858 00:41:26,200 --> 00:41:27,640 But I hope 859 00:41:27,720 --> 00:41:30,160 - you get those firm commitments and we meet again. - Thank you. 860 00:41:30,160 --> 00:41:32,440 And we talk again. But for today, I am out. 861 00:41:32,600 --> 00:41:33,600 - Thank you! - Thank you! 862 00:41:35,280 --> 00:41:36,920 You guys are great technologists. 863 00:41:44,800 --> 00:41:47,960 ...and R&D, and now you have patents. Fantastic! 864 00:41:48,720 --> 00:41:51,840 But you also have advisors and you had an accelerator. 865 00:41:52,560 --> 00:41:55,920 Now you're at a very small scale, all your money is spent, 866 00:41:56,520 --> 00:41:58,120 and you're at a crossroads, 867 00:41:58,720 --> 00:42:01,200 yet you still want to juggle two shops. 868 00:42:03,640 --> 00:42:07,040 In my mind, they are two different brands. 869 00:42:07,120 --> 00:42:09,120 When I think of headphones and earphones 870 00:42:09,200 --> 00:42:11,000 versus when I think of ambient sound. 871 00:42:11,760 --> 00:42:14,400 - Right. - You are trying to take the path of headphones 872 00:42:14,560 --> 00:42:16,400 and dive into ambient sound. 873 00:42:16,560 --> 00:42:17,720 That's a little tricky. 874 00:42:17,880 --> 00:42:19,080 It's not ambient. 875 00:42:19,160 --> 00:42:22,040 It's a... It's a physical experience of sound. 876 00:42:22,160 --> 00:42:26,000 We are not replacing Bose or any other brand in vehicles. 877 00:42:26,080 --> 00:42:28,360 It's an added layer of experience that we deliver. 878 00:42:28,440 --> 00:42:30,720 And the technology is directly integrated into the seats itself 879 00:42:30,760 --> 00:42:32,040 and not into the vehicles. 880 00:42:32,120 --> 00:42:34,800 I think you should choose one path. 881 00:42:34,920 --> 00:42:38,320 I am convinced that that path is building your own brand. 882 00:42:38,480 --> 00:42:40,480 - At least for the foreseeable future. - Okay. 883 00:42:40,600 --> 00:42:43,360 Because the B2B path you are choosing, 884 00:42:43,480 --> 00:42:47,440 I think that is a long grind. And that has no guarantee. 885 00:42:47,520 --> 00:42:50,480 You mentioned that the sales cycle is just two years. 886 00:42:50,560 --> 00:42:52,280 I think you have to pick one of these paths. 887 00:42:53,120 --> 00:42:55,640 If you are willing to pick this path, 888 00:42:57,760 --> 00:42:59,040 I have an offer for you. 889 00:42:59,920 --> 00:43:03,840 But it's conditional upon diligence on your IP and this path. 890 00:43:13,760 --> 00:43:16,560 Navajith, its making cost is so high 891 00:43:16,640 --> 00:43:18,800 that you will have to sell it for Rs. 15,000-Rs. 20,000. 892 00:43:18,800 --> 00:43:19,800 Which is great. 893 00:43:20,800 --> 00:43:22,080 I doubt 894 00:43:22,160 --> 00:43:25,200 more than 10 lakh people in India will buy 895 00:43:25,440 --> 00:43:27,440 such expensive headphones 896 00:43:27,520 --> 00:43:30,240 which can only be used for music impressiveness. 897 00:43:30,320 --> 00:43:32,720 - This is global. - This is my opinion. 898 00:43:34,480 --> 00:43:38,480 The offer I will make to you is that I would want the entire Rs. 50 lakhs 899 00:43:38,560 --> 00:43:41,440 to go into getting someone who can take you 900 00:43:41,520 --> 00:43:43,640 to faster contract signing 901 00:43:44,520 --> 00:43:46,640 in an automobile company. 902 00:43:47,760 --> 00:43:49,280 And subject to that, 903 00:43:49,400 --> 00:43:52,920 - my offer is Rs. 50 lakhs for 2%. - Oh! 904 00:43:53,680 --> 00:43:56,440 - And 2% royalty. - Oh! 905 00:43:56,520 --> 00:43:58,960 Up to 1.5 times 906 00:43:59,040 --> 00:44:02,320 until I recoup my total investment. 907 00:44:07,280 --> 00:44:08,120 They are more confused. 908 00:44:08,240 --> 00:44:10,560 If you weren't already confused, welcome to Shark Tank. 909 00:44:12,600 --> 00:44:16,560 I think this product's price is very high for the Indian market, 910 00:44:16,640 --> 00:44:18,760 which will limit the market size significantly. 911 00:44:20,280 --> 00:44:22,640 We've launched our premium series, Nirvana. 912 00:44:22,720 --> 00:44:24,960 Where we use many technology partners like 913 00:44:25,080 --> 00:44:27,160 Dolby, Qualcomm and Mimi. 914 00:44:27,240 --> 00:44:30,120 If your technology is that good, you can contact us. We may 915 00:44:30,200 --> 00:44:33,520 like to take your license in our premium series. 916 00:44:34,000 --> 00:44:36,280 Unfortunately, I'll be out for now. 917 00:44:36,880 --> 00:44:38,520 You have innovation and passion. 918 00:44:38,600 --> 00:44:40,240 I love the fact that 919 00:44:40,320 --> 00:44:44,320 you captured the overall experience well. 920 00:44:44,400 --> 00:44:46,760 When I experienced it, 921 00:44:47,680 --> 00:44:48,800 you have a phenomenal product. 922 00:44:48,800 --> 00:44:51,080 I don't think you know what you've created. 923 00:44:51,960 --> 00:44:54,800 The challenge is that your differentiation 924 00:44:54,880 --> 00:44:56,800 is based on experience. 925 00:44:57,280 --> 00:44:59,800 So, no matter what presentation you show 926 00:44:59,880 --> 00:45:03,000 or what marketing you do, your differentiation won't be clear. 927 00:45:03,080 --> 00:45:04,560 One has to really experience it. 928 00:45:04,680 --> 00:45:06,240 Until a certain 929 00:45:06,320 --> 00:45:08,680 threshold of people don't experience it, 930 00:45:08,800 --> 00:45:10,760 it won't even emerge on the curve. 931 00:45:10,880 --> 00:45:12,400 Because word of mouth is not enough. 932 00:45:12,720 --> 00:45:15,240 You must make people experience this. 933 00:45:15,320 --> 00:45:20,040 And this has the potential to be a global product with a global brand. 934 00:45:22,280 --> 00:45:26,960 I am even willing to introduce this product 935 00:45:27,040 --> 00:45:29,160 in our global stores of Lenskart. 936 00:45:29,600 --> 00:45:33,360 So that people in Dubai, Japan, Taiwan, 937 00:45:33,480 --> 00:45:35,360 and Singapore experience it. 938 00:45:35,440 --> 00:45:37,720 And for them, this ticket size works. 939 00:45:37,800 --> 00:45:40,320 It can be tried in certain markets in India. 940 00:45:40,800 --> 00:45:43,240 I'll give you Rs. 50 lakhs for 3%. 941 00:45:44,640 --> 00:45:46,560 Straight equity, no royalty. 942 00:45:46,680 --> 00:45:48,560 Yes, thank you! We'll just... 943 00:45:48,640 --> 00:45:51,400 - I feel it! - You've got three offers. 944 00:45:52,720 --> 00:45:55,680 - I like the name. - I thought you will ask for 51%. 945 00:45:55,880 --> 00:45:58,160 - Peyush learnt that. - After putting it in his stores... 946 00:45:58,240 --> 00:46:00,520 - He will carry out an off-tank acquisition. - Yes, right. 947 00:46:01,720 --> 00:46:04,160 We are launching smart eyewear. 948 00:46:04,280 --> 00:46:06,160 I can use his technology for that. 949 00:46:06,240 --> 00:46:08,920 Forget all that, I genuinely think 950 00:46:09,000 --> 00:46:10,800 this can be a global brand. 951 00:46:11,120 --> 00:46:16,800 We can ask for a 1%-2.5% range. 952 00:46:16,960 --> 00:46:20,000 We can ask for 2%. 1.5% 953 00:46:27,560 --> 00:46:28,840 Come on! 954 00:46:28,920 --> 00:46:29,960 What's up, guys? 955 00:46:30,520 --> 00:46:34,080 Thanks to all of you for your offer. 956 00:46:35,840 --> 00:46:40,080 We would like to counter. Would it be possible for you 957 00:46:40,280 --> 00:46:42,760 to do Rs. 50 lakhs for 1% 958 00:46:42,840 --> 00:46:45,280 and the other 1% as advisory equity? 959 00:46:45,400 --> 00:46:46,960 I'll do it if you say 'yes' now. 960 00:46:50,320 --> 00:46:52,040 - Hold on! - I am done. 961 00:46:55,120 --> 00:46:57,080 Wait! We can give them Rs. 1 crore. 962 00:46:57,520 --> 00:47:00,840 You take 2% and I'll take 2%. What do you care? 963 00:47:01,760 --> 00:47:03,120 No, I'll do this alone. 964 00:47:03,200 --> 00:47:05,320 - Rs. 50 lakhs... - I'll give you Rs. 50 lakhs for 2%. 965 00:47:07,560 --> 00:47:11,120 My offer is... I am out if you don't say 'yes' to me right now. 966 00:47:14,600 --> 00:47:17,360 So, Rs. 50 lakhs for 2%. Deal accepted, Peyush. 967 00:47:25,240 --> 00:47:27,680 Just make India proud with this. We will handle the rest. 968 00:47:37,680 --> 00:47:42,240 Anupam's offer had a higher equity that I had to give out 969 00:47:42,360 --> 00:47:45,080 compared to Peyush's. And then there are also 970 00:47:45,160 --> 00:47:47,600 a lot of caveats around 971 00:47:47,720 --> 00:47:49,080 the way we would proceed. 972 00:47:49,160 --> 00:47:53,080 So, since Peyush had a lower equity ask 973 00:47:53,160 --> 00:47:54,560 and his help 974 00:47:54,640 --> 00:47:57,360 with the offline distribution, international expansion, 975 00:47:57,440 --> 00:47:59,000 hiring key teams, 976 00:47:59,080 --> 00:48:01,920 his experience and the network would be pretty helpful for us. 977 00:48:05,880 --> 00:48:07,240 Hello, Navajith and Jagath. 978 00:48:07,320 --> 00:48:09,960 Welcome to the PokerBaazi Zone, where you hold the cards. 979 00:48:10,040 --> 00:48:11,120 How was it? 980 00:48:11,240 --> 00:48:12,720 It was exciting and nervous. 981 00:48:12,800 --> 00:48:14,200 - Yes! Was it good? - Yes. 982 00:48:17,760 --> 00:48:20,400 The thing is there are a lot of similarities between poker and business. 983 00:48:20,440 --> 00:48:22,040 Things can flip. 984 00:48:49,120 --> 00:48:51,680 from these phases and share a story with us. 985 00:48:51,760 --> 00:48:54,280 So, while we were studying engineering, 986 00:48:54,360 --> 00:48:56,840 we were trying to build a research project 987 00:48:56,960 --> 00:48:58,680 that allows people to experience sound 988 00:48:58,760 --> 00:48:59,840 without using their ears. 989 00:48:59,960 --> 00:49:02,880 And we were trying to see how we can commercialise that. 990 00:49:02,960 --> 00:49:04,920 With a lot of curiosity, we thought of integrating 991 00:49:04,960 --> 00:49:06,480 that technology into a regular headphone. 992 00:49:06,480 --> 00:49:09,640 So, when we did that and tried it, 993 00:49:09,760 --> 00:49:12,480 we got the experience of listening to a home theatre system. 994 00:49:12,560 --> 00:49:14,320 We never thought that we'd get into 995 00:49:14,400 --> 00:49:16,960 building headphone or audio technology, we just ended up 996 00:49:44,400 --> 00:49:47,160 If you're also a master of skills and strategies like them, 997 00:49:47,240 --> 00:49:49,160 then head to PokerBaazi, download the app, 998 00:49:49,280 --> 00:49:51,120 apply your strategy and create a winning hand. 999 00:49:51,200 --> 00:49:52,920 Go and download PokerBaazi app now. 1000 00:50:06,960 --> 00:50:08,840 [theme music playing] 1001 00:50:13,960 --> 00:50:16,480 [theme music playing] 1002 00:50:32,520 --> 00:50:35,200 Sharks, the secret to a healthy life... 1003 00:50:37,040 --> 00:50:38,040 Green tea. 1004 00:50:39,720 --> 00:50:42,840 It is so convenient when you get green tea 1005 00:50:42,960 --> 00:50:44,280 in tea bags. 1006 00:50:44,960 --> 00:50:47,120 But it has a secret ingredient 1007 00:50:47,200 --> 00:50:49,000 which you won't find in the ingredient list. 1008 00:50:49,080 --> 00:50:51,920 - And that is plastic. - Plastic! 1009 00:50:52,000 --> 00:50:53,960 A single tea bag releases 1010 00:50:54,040 --> 00:50:57,200 1,160 crore microplastic particles. 1011 00:51:09,280 --> 00:51:12,520 We've made world's first bagless tea dip. 1012 00:51:12,960 --> 00:51:17,760 Meaning, we have taken the bag out of the tea bag. 1013 00:51:18,640 --> 00:51:19,640 Wow! 1014 00:51:19,680 --> 00:51:22,160 And with our patented technology, 1015 00:51:22,240 --> 00:51:24,240 we have made a bunch of leaves 1016 00:51:24,400 --> 00:51:26,000 and attached a cotton thread to it, 1017 00:51:26,080 --> 00:51:29,520 we compress it to create this. 1018 00:51:30,600 --> 00:51:32,800 - Wow! - Very interesting. 1019 00:51:32,880 --> 00:51:35,200 The process of brewing it is very simple. 1020 00:51:35,280 --> 00:51:37,040 You just have to place it in a cup. 1021 00:51:37,160 --> 00:51:39,080 It is a normal tea brewing process. 1022 00:51:39,160 --> 00:51:42,800 You have to pour boiling water and leave it for 4-5 minutes. 1023 00:51:50,400 --> 00:51:51,560 And the best thing is 1024 00:51:51,640 --> 00:51:54,520 that you can reuse the tea leaves 2-3 times. 1025 00:52:04,160 --> 00:52:07,040 But still, there are less opportunities. 1026 00:52:07,120 --> 00:52:09,200 So, I want to create opportunities for my people 1027 00:52:09,320 --> 00:52:11,000 in not just my region but my state as well. 1028 00:52:11,160 --> 00:52:12,920 Our bagless tea dips 1029 00:52:13,000 --> 00:52:15,400 are sourced from organic small tea growers. 1030 00:52:22,240 --> 00:52:24,520 ...for more than 100 women in the village. 1031 00:52:30,560 --> 00:52:32,080 For that, our ask is 1032 00:52:32,200 --> 00:52:35,000 Rs. 50 lakhs for 1.66% of our equity. 1033 00:52:40,280 --> 00:52:41,880 Wow! Woolah! 1034 00:52:41,960 --> 00:52:43,040 Wow! 1035 00:52:43,440 --> 00:52:47,280 Upamanyu, you have an amazing innovation. 1036 00:52:47,360 --> 00:52:49,400 - It is quite unique. - Thank you so much. 1037 00:52:49,480 --> 00:52:52,080 It makes us want to drink it. We are excited. 1038 00:52:52,200 --> 00:52:55,120 - Thank you so much! - Share your background with us. 1039 00:52:55,320 --> 00:52:58,560 How did you get to this innovation? 1040 00:52:58,640 --> 00:53:00,040 I am a small-town boy. 1041 00:53:00,120 --> 00:53:02,560 I always wanted to get a job outside my city. 1042 00:53:02,640 --> 00:53:04,720 But around 8th-9th grade, 1043 00:53:04,840 --> 00:53:06,960 I wanted to return and start a business here. 1044 00:53:07,040 --> 00:53:08,880 I didn't know that the word 'entrepreneur' existed. 1045 00:53:08,920 --> 00:53:11,280 I went to Shrimanta Shankar Academy, Guwahati, in 12th grade. 1046 00:53:11,320 --> 00:53:12,480 After that, I went to Delhi University. 1047 00:53:12,520 --> 00:53:14,960 Right out of college, I worked in companies like Wizcraft. 1048 00:53:15,040 --> 00:53:17,200 After working for them for 2.5-3 years, 1049 00:53:17,280 --> 00:53:18,920 I moved to Sennheiser Audio. 1050 00:53:19,000 --> 00:53:22,280 I worked for 2.5 years in the consumer segment. 1051 00:53:22,360 --> 00:53:24,360 - I met your dad. - Nice. 1052 00:53:24,640 --> 00:53:26,600 My friend told me 1053 00:53:26,680 --> 00:53:30,000 - that he started a processing unit for optical lenses. - Wow! 1054 00:53:30,280 --> 00:53:32,400 He asked me if I can help him and become a co-founder. 1055 00:53:32,480 --> 00:53:35,240 I thought that this is a good excuse to return. 1056 00:53:35,320 --> 00:53:38,760 I thought I will help him for 6 months or 1 year with sales. 1057 00:53:38,840 --> 00:53:41,040 Then I found out that life was going to push me around. 1058 00:53:41,120 --> 00:53:42,720 I spent three years there. 1059 00:53:42,840 --> 00:53:46,080 I had a personal reason for entering the tea business. 1060 00:53:46,160 --> 00:53:48,040 I will share that later. I don't want to make this long. 1061 00:53:48,080 --> 00:53:51,080 I noticed that small tea growers are struggling. 1062 00:53:51,240 --> 00:53:54,240 I witnessed that there are fewer organic tea producers. 1063 00:53:54,320 --> 00:53:55,600 I decided to solve this problem. 1064 00:53:55,680 --> 00:53:58,280 In that process, we developed Woolah. 1065 00:53:58,360 --> 00:54:00,600 A lot of problems have started to solve automatically. 1066 00:54:00,680 --> 00:54:02,440 There is a pull from the consumers. 1067 00:54:02,840 --> 00:54:05,280 You skipped your personal story. 1068 00:54:05,360 --> 00:54:06,880 - Right! - What was the personal story? 1069 00:54:06,960 --> 00:54:08,880 And does that have something to do with the company name? 1070 00:54:08,920 --> 00:54:11,000 Woolah means happiness in Assamese. 1071 00:54:14,280 --> 00:54:15,880 My uncle was a tea taster. 1072 00:54:16,560 --> 00:54:19,320 In 1996, he quit his job as a tea taster. 1073 00:54:19,400 --> 00:54:22,160 - Back then, it used to be a high-paying job. - Really? 1074 00:54:22,240 --> 00:54:24,840 He started an NGO called Atma Nirbhar - Ek Challenge. 1075 00:54:24,960 --> 00:54:27,960 He hired differently-abled people to pack teas. 1076 00:54:28,040 --> 00:54:31,120 I used to visit my uncle's home during school holidays to work 1077 00:54:31,200 --> 00:54:32,480 with differently-abled people. 1078 00:54:32,560 --> 00:54:34,440 I wanted to do something in the tea industry. 1079 00:54:34,840 --> 00:54:36,600 I prepared tea for you. 1080 00:54:36,720 --> 00:54:38,080 - It will cool down. - Yes, please. 1081 00:54:38,160 --> 00:54:40,400 - The tea should be hot. - Let me bring it. 1082 00:54:40,480 --> 00:54:43,000 - Tea! Tea! - Bring it. 1083 00:54:43,080 --> 00:54:44,120 Did you also sell tea? 1084 00:54:44,800 --> 00:54:46,320 [laughing] 1085 00:55:03,160 --> 00:55:04,240 But we want to see what it looks like. 1086 00:55:04,280 --> 00:55:06,240 - Yes. - Does it open up in the water? 1087 00:55:06,360 --> 00:55:08,400 - In hot water? Wow, super. - Yes. 1088 00:55:08,480 --> 00:55:10,600 Do we have to keep dipping it or just drink it? 1089 00:55:10,680 --> 00:55:12,440 - It is done. The brew is ready. - It's ready. 1090 00:55:12,480 --> 00:55:15,280 [music playing] 1091 00:55:16,760 --> 00:55:17,920 The tea is very good. 1092 00:55:18,040 --> 00:55:18,920 Yeah, it's nice. 1093 00:55:19,000 --> 00:55:20,520 It tastes authentic. 1094 00:55:22,040 --> 00:55:24,040 Upamanyu, the colours are very vibrant. 1095 00:55:24,120 --> 00:55:25,640 - Thank you so much. - Nice colours. 1096 00:55:25,720 --> 00:55:26,720 Look, how interesting. 1097 00:55:26,800 --> 00:55:28,480 - So cool, right? - This is really cute. 1098 00:55:28,600 --> 00:55:30,920 - It comes out from here. - I want them all. 1099 00:55:31,040 --> 00:55:34,000 And it expands in water. 1100 00:55:36,280 --> 00:55:38,400 Hold on! There is a QR code here. 1101 00:55:38,480 --> 00:55:40,800 What do you show in the QR code? 1102 00:55:40,880 --> 00:55:42,960 We've partnered with a startup, 1103 00:55:43,040 --> 00:55:44,160 and by scanning the QR code, 1104 00:55:44,200 --> 00:55:46,840 you'll be able to see a 360-degree view of the plucking happening 1105 00:55:46,920 --> 00:55:48,200 - on our organic farm. - Wow! 1106 00:55:48,280 --> 00:55:49,920 - How interesting. - Show it to us. 1107 00:55:51,600 --> 00:55:54,360 - We see this video if we scan the QR. - Yes. 1108 00:55:54,440 --> 00:55:56,960 - Wow! - If we go right or left, 1109 00:55:57,040 --> 00:55:59,400 you will see 360-degree plucking. 1110 00:55:59,480 --> 00:56:01,880 On top, you can see the name of the farm. 1111 00:56:02,000 --> 00:56:04,200 - Tingkhong region in Dibrugarh, Assam. - Oh, very nice. 1112 00:56:05,080 --> 00:56:08,120 Are there particular leaves that can be compressed like this? 1113 00:56:08,280 --> 00:56:09,800 We can do this with all the tea leaves. 1114 00:56:18,560 --> 00:56:21,520 Rolling the tea leaves 1115 00:56:21,680 --> 00:56:23,240 in a compressed form 1116 00:56:23,320 --> 00:56:26,200 is entirely your idea? 1117 00:56:26,280 --> 00:56:28,400 There are two similar products. 1118 00:56:28,480 --> 00:56:30,400 There is pu'er tea which is found in China. 1119 00:56:30,480 --> 00:56:31,920 They age the tea in earthen pots. 1120 00:56:32,000 --> 00:56:33,960 They used to compress it. 1121 00:56:34,040 --> 00:56:36,440 You have to break it, put it in teapots 1122 00:56:36,560 --> 00:56:38,160 and it's all over. 1123 00:56:38,240 --> 00:56:39,840 You can't drink it in a cup. 1124 00:56:39,920 --> 00:56:42,440 That's why you mentioned tea dip. 1125 00:56:42,520 --> 00:56:45,920 - Yes, bagless tea dip. - You are claiming bagless tea dip is unique. 1126 00:56:46,000 --> 00:56:47,800 - It does not exist. - You are confirming that. 1127 00:56:47,800 --> 00:56:50,000 Yes, we applied for a patent, and it will be granted. 1128 00:56:50,080 --> 00:56:51,600 - Where? In India or abroad? - In India. 1129 00:56:51,640 --> 00:56:53,360 We applied patent in India it is yet to be granted. 1130 00:56:53,360 --> 00:56:55,000 A patent is pending in the US. 1131 00:57:00,840 --> 00:57:03,520 It has been around for 1000 years, they are ornamental teas. 1132 00:57:03,600 --> 00:57:05,560 It is in a ball form, but it has the same issue. 1133 00:57:05,640 --> 00:57:06,920 You have to put it in a teapot. 1134 00:57:07,120 --> 00:57:09,920 It blooms, but they are not green tea, black tea or processed teas. 1135 00:57:11,040 --> 00:57:14,520 It must be time-consuming to compress it like this. 1136 00:57:14,600 --> 00:57:16,800 The second method will be automated. 1137 00:57:16,880 --> 00:57:18,720 When we developed this technology. 1138 00:57:18,800 --> 00:57:21,960 We checked if this can be scalable or not in the future. 1139 00:57:22,080 --> 00:57:25,560 We will develop the technology in three phases. 1140 00:57:34,640 --> 00:57:37,520 You must've made the first prototype. How was that? 1141 00:57:37,600 --> 00:57:39,480 Or is this your first prototype? 1142 00:57:39,840 --> 00:57:42,200 When we initially compressed it, it used to open up. 1143 00:57:42,320 --> 00:57:43,640 It wouldn't maintain the shape. 1144 00:57:43,720 --> 00:57:45,680 We initially made it in a square shape. 1145 00:57:45,760 --> 00:57:47,640 Four sides on top and bottom. 1146 00:57:47,720 --> 00:57:49,760 If even a single corner breaks, 1147 00:57:49,840 --> 00:57:52,040 it indicates that the leaf has a high chance of expanding. 1148 00:57:52,040 --> 00:57:54,680 We considered making it cylindrical, with two sides, 1149 00:57:54,760 --> 00:57:57,480 - which would create more pressure and stop it from breaking. - Smart. 1150 00:57:57,520 --> 00:57:59,080 When we make it in the garden, 1151 00:57:59,160 --> 00:58:02,120 we seal it right away when it comes out of the dryer 1152 00:58:02,200 --> 00:58:03,600 to lock in the freshness. 1153 00:58:03,680 --> 00:58:06,680 After that, our packaging unit comes over there 1154 00:58:06,800 --> 00:58:08,000 and then we make a sachet. 1155 00:58:09,400 --> 00:58:10,560 How do you infuse 1156 00:58:10,640 --> 00:58:15,440 flavours like strawberry, cinnamon, or others? 1157 00:58:15,520 --> 00:58:18,080 - Tea business is seasonal. - Okay. 1158 00:58:18,160 --> 00:58:20,040 We don't know which flavour will be sold. 1159 00:58:20,120 --> 00:58:21,560 - Very smart. - We've left two holes. 1160 00:58:21,600 --> 00:58:24,040 When it reaches the packaging unit from the processing unit, 1161 00:58:24,120 --> 00:58:26,520 we add organic extract to it. 1162 00:58:27,160 --> 00:58:29,040 You use the green coloured boxes 1163 00:58:29,120 --> 00:58:31,320 - so that you have flexibility... - Right! 1164 00:58:31,400 --> 00:58:33,440 To put in any flavour. Very smart thinking. 1165 00:58:33,520 --> 00:58:35,760 - One question. You are using this thread. - Yes. 1166 00:58:35,920 --> 00:58:38,200 - What is it made of? - It's made of cotton. 1167 00:58:42,560 --> 00:58:44,480 - Fantastic, man. Cheers. - Thank you so much. 1168 00:58:44,960 --> 00:58:47,600 There are many tea gardens in India. 1169 00:58:47,680 --> 00:58:49,760 But there is no global brand from India. 1170 00:58:49,880 --> 00:58:52,160 Of course, there is VAHDAM, they are focusing on exports. 1171 00:58:52,280 --> 00:58:54,000 - Teabox is a great brand. - Right! 1172 00:58:54,080 --> 00:58:56,360 - Tetley. - Tata. Tetley, of course. 1173 00:58:56,440 --> 00:58:57,880 With these brands, 1174 00:58:58,040 --> 00:59:01,600 is your USP only convenience 1175 00:59:01,680 --> 00:59:04,560 and sustainability? Why will you become 1176 00:59:04,680 --> 00:59:07,200 a bigger and global brand than them? What do you think? 1177 00:59:07,280 --> 00:59:08,840 It will definitely become a global brand 1178 00:59:08,880 --> 00:59:12,200 because all the brands are looking for sustainable alternatives. 1179 00:59:12,320 --> 00:59:14,240 There is no other sustainable alternative than this. 1180 00:59:14,280 --> 00:59:16,920 The tea bag market is 7 billion dollars. 1181 00:59:17,000 --> 00:59:19,560 Out of that, 92%-97% of tea 1182 00:59:19,640 --> 00:59:21,160 is consumed through tea bags. 1183 00:59:21,240 --> 00:59:22,680 Because of the convenience of tea bags, 1184 00:59:22,720 --> 00:59:24,600 people stopped drinking good tea. 1185 00:59:24,680 --> 00:59:27,000 How big is the total global market of tea bags? 1186 00:59:27,120 --> 00:59:28,880 7 billion dollars. 1187 00:59:28,960 --> 00:59:30,080 - Tea bags alone? - Tea bags. 1188 00:59:40,800 --> 00:59:44,240 Okay! We launched in January 2021. 1189 00:59:44,720 --> 00:59:46,720 In the first year, we made Rs. 13 lakhs. 1190 00:59:46,800 --> 00:59:49,080 - In the second year, it was Rs. 58 lakhs. - Okay. 1191 00:59:49,160 --> 00:59:52,160 The following year it was Rs. 95 lakhs. 1192 00:59:52,280 --> 00:59:54,400 Last financial year it was Rs. 2 crore. 1193 00:59:54,480 --> 00:59:55,400 - Nice! - Not bad. 1194 00:59:55,480 --> 00:59:57,240 You are doubling every year. Okay. 1195 00:59:57,800 --> 01:00:00,360 How much did you make in the first 6 months this year and last month? 1196 01:00:00,400 --> 01:00:02,400 It's Rs. 1.3 crores. 1197 01:00:02,480 --> 01:00:03,400 Last month? 1198 01:00:03,480 --> 01:00:04,840 In September, it was Rs. 17 lakhs. 1199 01:00:11,520 --> 01:00:12,400 Per month? 1200 01:00:12,480 --> 01:00:13,920 - No, annually. - Per year. 1201 01:00:14,480 --> 01:00:15,320 And then? 1202 01:00:15,400 --> 01:00:18,520 Last year, we were at a loss. The EBITDA was Rs. 6 lakhs. 1203 01:00:18,640 --> 01:00:20,280 This year, we are profitable. 1204 01:00:21,080 --> 01:00:22,480 When did you raise the first round? 1205 01:00:22,480 --> 01:00:24,600 In July 2022. 1206 01:00:24,680 --> 01:00:26,320 - Amount? - Rs. 2 crores. 1207 01:00:26,480 --> 01:00:27,480 From whom? 1208 01:00:27,560 --> 01:00:29,120 There are two HNI angels. 1209 01:00:29,240 --> 01:00:31,400 - Valuation? - The valuation was Rs. 10 crores. 1210 01:00:31,480 --> 01:00:33,880 There's no other investor. Did you raise only one investment? 1211 01:00:33,960 --> 01:00:36,000 Only one. We are talking to someone for the next round. 1212 01:00:36,000 --> 01:00:37,720 We are working towards capacity building. 1213 01:00:37,840 --> 01:00:38,720 Who are you speaking with? 1214 01:00:38,800 --> 01:00:41,000 Sir, there are angels. Most of them are our customers. 1215 01:00:41,080 --> 01:00:43,320 Why are you not making a profit in this business? 1216 01:00:44,640 --> 01:00:46,720 - We are spending the most on marketing. - How much? 1217 01:00:46,800 --> 01:00:48,680 The acquisition cost is Rs. 590. 1218 01:00:48,800 --> 01:00:50,440 - Rs. 590? - Yes. 1219 01:00:52,000 --> 01:00:54,400 Is the CAC Rs. 590 on a product worth Rs. 450? 1220 01:00:54,480 --> 01:00:56,760 - No! Our AOV is Rs. 1,300. - Okay. 1221 01:01:01,040 --> 01:01:02,280 Why isn't the business growing? 1222 01:01:02,360 --> 01:01:04,080 Why is it not profitable? 1223 01:01:04,440 --> 01:01:06,040 Currently, our capacity... 1224 01:01:06,120 --> 01:01:08,440 We are operating at maximum capacity. 1225 01:01:13,640 --> 01:01:14,880 Why do you have to sell online? 1226 01:01:14,960 --> 01:01:17,760 You can export. You are not making any profit. 1227 01:01:17,880 --> 01:01:20,120 No, let's understand distribution. 1228 01:01:20,200 --> 01:01:22,480 - We assumed the distribution. - Yes. 1229 01:01:22,640 --> 01:01:23,680 Where do you distribute? 1230 01:01:23,760 --> 01:01:25,400 We are currently selling online. 1231 01:01:25,520 --> 01:01:27,160 Only your online store? 1232 01:01:27,240 --> 01:01:29,240 No, our online store and Amazon. 1233 01:01:29,800 --> 01:01:30,760 And what is the split? 1234 01:01:30,840 --> 01:01:33,240 - There is more. Last year, Rs. 2 crore... - Yes? 1235 01:01:33,360 --> 01:01:36,520 Around 12% is gifting and B2B orders. 1236 01:01:36,600 --> 01:01:38,120 The rest of the sales, 1237 01:01:38,200 --> 01:01:40,760 more than 65% come from our online store. 1238 01:01:40,840 --> 01:01:42,440 And the remaining comes from Amazon. 1239 01:01:42,520 --> 01:01:45,040 Cost per teabag is Rs. 30. 1240 01:01:54,760 --> 01:01:58,400 How big is the super premium luxury tea 1241 01:01:58,480 --> 01:01:59,880 in India? 1242 01:01:59,960 --> 01:02:02,200 This category is small, so we want to bring our price down. 1243 01:02:02,240 --> 01:02:04,120 For which we want to build the capacity. 1244 01:02:04,200 --> 01:02:05,640 How much will Rs. 30 come down to? 1245 01:02:14,880 --> 01:02:17,200 Based on your pricing, 1246 01:02:17,280 --> 01:02:20,600 you're unable to acquire customers and convert them. 1247 01:02:20,720 --> 01:02:22,840 - Because of this, you spend on CAC. - Right! 1248 01:02:22,920 --> 01:02:25,320 - That's why you are unable to scale from where you are. - Right! 1249 01:02:25,320 --> 01:02:27,640 You are in exclusive premium category 1250 01:02:27,720 --> 01:02:29,920 - at Rs. 30 per tea bag. - Right! 1251 01:02:30,520 --> 01:02:31,840 What is the gross margin in the business? 1252 01:02:31,840 --> 01:02:33,680 - I will tell you about the unit economics. - Sure. 1253 01:02:33,720 --> 01:02:36,440 Out of Rs. 100, Rs. 5 is GST. 1254 01:02:36,520 --> 01:02:38,560 Rs. 30 is COGS. 1255 01:02:38,760 --> 01:02:40,000 Rs. 35 marketing. 1256 01:02:40,080 --> 01:02:43,320 - Okay. - 18% is salary and office expenses. 1257 01:02:43,400 --> 01:02:45,080 And the remaining, 1258 01:02:45,160 --> 01:02:47,520 that is around 2%, is our EBITDA. 1259 01:02:49,360 --> 01:02:52,920 The making cost for this is Rs. 10. 1260 01:02:53,040 --> 01:02:55,120 Why does it cost Rs. 10? 1261 01:02:55,200 --> 01:02:57,760 How will you bring it down to Rs. 5 or Rs. 3? 1262 01:02:57,840 --> 01:02:59,280 Right now, only 20% 1263 01:02:59,360 --> 01:03:01,800 of our process involves machines. 1264 01:03:07,880 --> 01:03:09,480 ...will be automated. 1265 01:03:09,560 --> 01:03:13,120 Where skilled craftsmanship is required, women will work. 1266 01:03:13,240 --> 01:03:16,160 They will generate more income and the product's capacity 1267 01:03:16,240 --> 01:03:18,080 will grow four times in terms of efficiency. 1268 01:03:18,200 --> 01:03:22,000 Currently, our plan is to make around 10-12 lakh dips. 1269 01:03:22,080 --> 01:03:25,480 My plan is to make 60-70 lakh dips. 1270 01:03:31,520 --> 01:03:33,360 ...they want one container in two months, 1271 01:03:33,440 --> 01:03:35,480 otherwise they will not entertain you. Because they have 1272 01:03:35,480 --> 01:03:37,480 around 15,000 stores. 1273 01:03:37,600 --> 01:03:40,240 What is the cost of the machinery that you want to install? 1274 01:03:40,320 --> 01:03:42,560 For the machine, we require Rs. 60 lakhs minimum. 1275 01:03:42,640 --> 01:03:45,320 And Rs. 40 lakhs for machines that are used in the tea industry. 1276 01:03:45,400 --> 01:03:47,200 The total cost of the existing machines used for processing tea 1277 01:03:47,240 --> 01:03:48,400 and the new one is Rs. 1 crore. 1278 01:03:48,440 --> 01:03:51,440 By raising Rs. 50 lakhs, you can't bring the cost down 1279 01:03:51,640 --> 01:03:52,880 to Rs. 3, right? 1280 01:03:53,000 --> 01:03:55,000 No! We need Rs. 3 crores. 1281 01:03:55,360 --> 01:03:56,240 What is the split? 1282 01:03:56,320 --> 01:03:58,600 How much do you currently spend on the dip and packaging? 1283 01:03:58,680 --> 01:04:00,960 40% is our packaging cost. 1284 01:04:01,320 --> 01:04:03,160 - Okay! - The other thing costs Rs. 4. 1285 01:04:03,240 --> 01:04:04,920 - The tea dip costs Rs. 6. - Yes. 1286 01:04:04,960 --> 01:04:09,840 This tea worth six rupees, with a 60 lakh per year manufacturing capacity 1287 01:04:09,960 --> 01:04:12,360 for which you need three crore, 1288 01:04:12,440 --> 01:04:14,000 how much will it cost then? 1289 01:04:14,120 --> 01:04:15,800 It will cost 3.5 rupees then. 1290 01:04:15,880 --> 01:04:18,520 You said that when you install the machine, 1291 01:04:18,600 --> 01:04:21,280 - the first phase will see a 35 per cent drop. - Yes. 1292 01:04:21,360 --> 01:04:25,480 - So, your cost of 10 rupees today will become 6.50 rupees. - Yes. 1293 01:04:25,560 --> 01:04:28,240 And in the second phase? Then it will cost seven to 10 crore. 1294 01:04:28,320 --> 01:04:31,520 Now you need three crore, and later you'll need seven to 10 crore. 1295 01:04:31,600 --> 01:04:33,600 Out of the three crores, how much commitment do you have? 1296 01:04:33,640 --> 01:04:36,240 There's a commitment of up to 3.2 crore. 1297 01:04:36,320 --> 01:04:38,560 If the commitment is 3.2 crore, what will you do with 50 lakh? 1298 01:04:38,560 --> 01:04:40,960 Why don't you close that and move on? 1299 01:04:41,640 --> 01:04:43,880 Sir, I need your mentorship. 1300 01:04:43,960 --> 01:04:45,880 So how much will you raise, 3.2 crore? 1301 01:04:46,000 --> 01:04:47,400 No, for now, we'll stick to three crore. 1302 01:04:47,440 --> 01:04:49,600 You'll cut down that 0.2, take 50 lakh from us, 1303 01:04:49,680 --> 01:04:51,160 - and 2.5 crore from them. - Yes. 1304 01:04:51,640 --> 01:04:52,960 I have an idea. 1305 01:04:53,040 --> 01:04:55,000 If you're getting this three crore, 1306 01:04:56,240 --> 01:04:58,480 I am willing to give you 50 lakh, but for five per cent. 1307 01:05:04,960 --> 01:05:07,240 This experience will be necessary, Upamanyu. 1308 01:05:07,520 --> 01:05:09,800 You won't be able to do it by selling online alone. 1309 01:05:16,360 --> 01:05:17,440 So, that's my offer to you. 1310 01:05:17,520 --> 01:05:18,920 I am extremely passionate. 1311 01:05:19,000 --> 01:05:21,840 I believe this can be made very big 1312 01:05:21,920 --> 01:05:24,440 with the right guidance and direction. 1313 01:05:30,040 --> 01:05:31,760 - You need to crack that. - Right. 1314 01:05:31,840 --> 01:05:34,240 I don't think this is a product to experience. 1315 01:05:34,320 --> 01:05:36,560 I think it's a convenience product. 1316 01:05:36,880 --> 01:05:39,800 So, my point is, don't get caught up in the cafe wave. 1317 01:05:42,160 --> 01:05:45,920 So, I'd like to make you an offer because I really believe in you. 1318 01:05:48,160 --> 01:05:51,320 I will give you 50 lakh for 4.5 per cent. 1319 01:05:51,400 --> 01:05:52,720 Oh, my god! 1320 01:05:54,600 --> 01:05:57,640 But I would like a one per cent royalty on sales 1321 01:05:57,720 --> 01:06:00,040 until I get my 50 lakh back. 1322 01:06:07,880 --> 01:06:11,600 I understand what you're doing, so pick the right person. 1323 01:06:20,640 --> 01:06:21,920 It's an incredible story. 1324 01:06:22,040 --> 01:06:24,560 If you want to build that, 1325 01:06:24,680 --> 01:06:26,760 you can't be in such a hurry. 1326 01:06:27,280 --> 01:06:30,680 This box for 30 rupees, 1327 01:06:30,760 --> 01:06:32,720 no one is digesting it. 1328 01:06:32,840 --> 01:06:36,080 So, unless you solve the problem of pricing, 1329 01:06:36,160 --> 01:06:40,000 if the market leader is selling for five rupees, selling for 10 rupees 1330 01:06:40,120 --> 01:06:44,200 won't work until you solve that. 1331 01:06:45,160 --> 01:06:48,560 So, I'm giving you my offer. 1332 01:06:50,920 --> 01:06:52,600 Similar to his offer. 1333 01:06:52,680 --> 01:06:55,560 Subject to the three crore coming in, 1334 01:06:55,800 --> 01:06:58,080 and you pricing 1335 01:06:58,160 --> 01:07:00,880 effectively from April 2025, 1336 01:07:00,960 --> 01:07:04,520 where this bag will be sold for 10 rupees. 1337 01:07:04,640 --> 01:07:08,520 Is that something you're considering, or is it not possible? 1338 01:07:08,920 --> 01:07:10,400 It won't be possible by April. 1339 01:07:10,480 --> 01:07:12,560 Maybe by August or September, it might be possible. 1340 01:07:12,640 --> 01:07:14,640 Can it be sold for 10 rupees by September? 1341 01:07:14,720 --> 01:07:19,200 We don't want to go below the MRP until August or September 1342 01:07:19,320 --> 01:07:21,200 because the product's exploration will decrease. 1343 01:07:21,280 --> 01:07:23,920 - We'd like to reach between 18 rupees to 20 rupees. - I agree. 1344 01:07:24,000 --> 01:07:26,040 - Over time, it will gradually increase. - Okay. 1345 01:07:26,120 --> 01:07:28,280 I like your honesty. 1346 01:07:28,480 --> 01:07:30,520 I really appreciate it when a founder 1347 01:07:30,600 --> 01:07:34,560 holds on to their opinion like this and stands firm. 1348 01:07:34,680 --> 01:07:35,960 So that's great. 1349 01:07:36,040 --> 01:07:38,840 I don't think even at 20 rupees, 1350 01:07:38,920 --> 01:07:42,120 you'll be able to create a 100 crore brand. 1351 01:07:42,240 --> 01:07:44,880 So, I have some misalignment with your priorities. 1352 01:07:45,000 --> 01:07:48,720 For this reason, I don't want to partner with you today. 1353 01:07:48,920 --> 01:07:52,280 Good luck! I would love to see such innovation 1354 01:07:52,360 --> 01:07:54,440 coming from Shark Tank and becoming global. 1355 01:07:57,480 --> 01:07:59,120 - Upamanyu, do you have money in the bank? - Yes. 1356 01:07:59,160 --> 01:08:00,840 - How much? - Around 18 lakh. 1357 01:08:00,960 --> 01:08:02,720 If funding doesn't rise now, it will be over. 1358 01:08:03,560 --> 01:08:05,040 The talks are happening... 1359 01:08:05,120 --> 01:08:08,680 But there's a difference between talks and money coming in. 1360 01:08:10,080 --> 01:08:11,160 What if it doesn't come in? 1361 01:08:12,000 --> 01:08:13,280 - It won't be over, sir. - Why? 1362 01:08:13,400 --> 01:08:14,080 We will make it, sir. 1363 01:08:14,160 --> 01:08:15,520 [laughs] 1364 01:08:15,600 --> 01:08:17,520 We've come this far 1365 01:08:17,600 --> 01:08:19,760 and are standing before you, sir. We will do it. 1366 01:08:23,200 --> 01:08:25,320 My problem is that we haven't been able to raise funds. 1367 01:08:25,360 --> 01:08:26,520 So, did you try? 1368 01:08:26,600 --> 01:08:27,840 - Yes, I tried. - What happened? 1369 01:08:27,920 --> 01:08:32,240 At that time, our burden was three lakhs in the initial 2013 phase. 1370 01:08:32,400 --> 01:08:35,240 I thought that since so many farmers are connected with me, 1371 01:08:35,360 --> 01:08:38,680 I couldn't scale down their production, I had to scale up. 1372 01:08:38,840 --> 01:08:41,000 There were so many of them. So I thought we'd learn 1373 01:08:41,080 --> 01:08:42,600 how to make the business profitable. 1374 01:08:42,680 --> 01:08:45,160 Over time, we've reached here. 1375 01:08:45,240 --> 01:08:47,560 And we'll increase the profit level even further. 1376 01:08:47,680 --> 01:08:50,040 Upamanyu, when it comes to selling tea, 1377 01:08:50,120 --> 01:08:52,440 you've passionately reached the farmers, 1378 01:08:52,560 --> 01:08:54,760 meaning you know how to go from the tea garden 1379 01:08:54,840 --> 01:08:58,080 to this point, understanding how to make it work. 1380 01:08:58,360 --> 01:09:00,960 You don't understand business. 1381 01:09:01,880 --> 01:09:03,560 You either need a co-founder 1382 01:09:03,640 --> 01:09:05,920 or someone who can help you understand 1383 01:09:06,040 --> 01:09:08,160 how to do business properly. This is such good innovation, 1384 01:09:08,200 --> 01:09:11,320 if you sell this internationally, it could attract solid businesses. 1385 01:09:11,400 --> 01:09:13,680 - It's just that you're waiting for that right break. - Right. 1386 01:09:13,680 --> 01:09:15,160 - You need a break. - Right. 1387 01:09:15,920 --> 01:09:17,560 So, I'm offering you. 1388 01:09:20,880 --> 01:09:23,320 Fifty lakh for five per cent, with a 10 crore valuation. 1389 01:09:32,560 --> 01:09:34,400 I don't have any conditions. 1390 01:09:35,720 --> 01:09:39,520 If everyone knows that Aman Gupta is coming, we'll take three crore more. 1391 01:09:40,000 --> 01:09:42,000 Don't be under any misconception. 1392 01:09:45,240 --> 01:09:47,320 I think the challenge 1393 01:09:47,440 --> 01:09:49,960 in your business is that it's a new form factor, 1394 01:09:50,240 --> 01:09:51,880 which takes time. 1395 01:09:51,960 --> 01:09:54,520 Secondly, you've raised very little money, only two crores. 1396 01:09:54,600 --> 01:09:56,280 Third, it's a competitive category, 1397 01:09:56,520 --> 01:09:59,040 where habits are already being built. 1398 01:09:59,560 --> 01:10:01,800 - Fourth, there's no scale, so there's no price. - Right. 1399 01:10:01,840 --> 01:10:04,600 I don't think until the scale comes, the price will come. 1400 01:10:04,800 --> 01:10:07,480 The good part in all of this is you. 1401 01:10:07,680 --> 01:10:08,520 Thank you so much. 1402 01:10:08,600 --> 01:10:11,720 There is a very strong sense of purpose coming through. 1403 01:10:12,240 --> 01:10:14,720 I think that can take you very far. 1404 01:10:20,600 --> 01:10:25,240 If everyone is okay, we all put in 50 lakh each and take 20 per cent. 1405 01:10:29,280 --> 01:10:30,840 Actually, I wrote the offer 1406 01:10:30,920 --> 01:10:33,440 as two crores for 20 per cent. But then... 1407 01:10:33,680 --> 01:10:36,160 Then do it now. Are you okay with this? 1408 01:10:36,280 --> 01:10:38,400 I have no problem with it fundamentally. 1409 01:10:38,680 --> 01:10:41,600 - One second. Are you in agreement? - No, I'm not in agreement. 1410 01:10:42,840 --> 01:10:44,320 I personally feel 1411 01:10:44,400 --> 01:10:47,720 that rather than doing one more angel round, 1412 01:10:47,840 --> 01:10:51,320 you need to get a solid institutional investor. 1413 01:10:51,400 --> 01:10:54,720 I would prefer that you take 4.5 per cent from me, 1414 01:10:54,800 --> 01:10:55,840 and with my help, bring in 1415 01:10:55,920 --> 01:10:59,160 a big institutional investor who can help you with marketing. 1416 01:10:59,880 --> 01:11:01,640 I am the institution sitting here. 1417 01:11:03,240 --> 01:11:06,000 My five companies in Shark Tank are doing 50 crore. 1418 01:11:06,080 --> 01:11:08,040 This institution is sitting right in front of you. 1419 01:11:09,160 --> 01:11:10,600 Aman, are you in the deal? 1420 01:11:13,720 --> 01:11:14,720 No. 1421 01:11:16,440 --> 01:11:18,920 I think your dilution has become too much. 1422 01:11:20,280 --> 01:11:22,920 Me and Anupam, we are okay to give you one crore 1423 01:11:23,040 --> 01:11:24,640 - for 10 per cent. - What will happen with one crore? 1424 01:11:24,680 --> 01:11:25,480 Ten per cent. 1425 01:11:25,600 --> 01:11:27,640 Nothing will happen, then it will have to be around three crore. 1426 01:11:27,680 --> 01:11:29,480 So what are you doing then? What's your offer? 1427 01:11:29,600 --> 01:11:31,160 Decide what needs to be done. 1428 01:11:32,360 --> 01:11:35,880 If you think taking money today and leaving the external option behind, 1429 01:11:36,120 --> 01:11:37,400 then you can consider us. 1430 01:11:37,520 --> 01:11:41,200 - We are happy to give you one crore for 10%. - Yes. 1431 01:12:09,200 --> 01:12:11,880 Upamanyu, two offers from him, two offers from them, 1432 01:12:11,960 --> 01:12:13,520 and one offer from me, you decide. 1433 01:12:15,920 --> 01:12:17,720 How does it feel, you've got many offers? 1434 01:12:17,800 --> 01:12:19,000 You got five offers! 1435 01:12:19,760 --> 01:12:21,440 So many offers! 1436 01:12:23,160 --> 01:12:24,520 Thank you so much. 1437 01:12:24,600 --> 01:12:27,160 This shows how much support you all want to give. 1438 01:12:27,480 --> 01:12:31,000 So for the time being, I don't want to dilute too much. 1439 01:12:31,280 --> 01:12:34,200 Aman, can I give you a counteroffer? 1440 01:12:36,200 --> 01:12:39,840 You can give 2.5 per cent at the same amount 1441 01:12:39,920 --> 01:12:42,200 and take 2.5 per cent advisory. 1442 01:12:47,160 --> 01:12:48,240 Done! Good? 1443 01:12:48,360 --> 01:12:51,320 - Thank you so much, the deal is final. - Deal final! 1444 01:12:57,080 --> 01:12:58,840 Currently, we are raising funds 1445 01:12:58,920 --> 01:13:00,880 because we want to create a big category. 1446 01:13:00,960 --> 01:13:03,280 We want to be the leader of this bagless category. 1447 01:13:03,400 --> 01:13:05,680 So we will need to raise a lot of funds over time. 1448 01:13:05,760 --> 01:13:08,680 That's why we took Aman's offer in a different way so that 1449 01:13:08,760 --> 01:13:11,560 the valuation doesn't go down, and he gets the stake he deserves. 1450 01:13:15,120 --> 01:13:17,000 Upamanyu, how did you feel before going inside? 1451 01:13:17,080 --> 01:13:19,200 I was a bit excited initially. 1452 01:13:19,280 --> 01:13:21,520 And in the middle, I was nervous. 1453 01:13:21,600 --> 01:13:22,840 Now it feels good. 1454 01:13:26,120 --> 01:13:27,440 I have become a celebrity. 1455 01:13:27,520 --> 01:13:30,800 We have to pay a lot of attention to our skin. I try to stay hydrated. 1456 01:13:30,880 --> 01:13:32,760 And while watching your pitch, 1457 01:13:32,840 --> 01:13:36,080 I noticed that your tea bags can be used to make iced tea and juices. 1458 01:13:36,200 --> 01:13:38,640 So, I ordered lemon, honey, and mint from Swiggy Instamart. 1459 01:13:38,720 --> 01:13:39,720 Let's make it together. 1460 01:13:39,800 --> 01:13:42,240 Look, it's here in 10 minutes. Wow, this is really great! 1461 01:13:42,320 --> 01:13:44,640 Thank you so much. Should we start making green tea then? 1462 01:13:44,760 --> 01:13:46,040 Sure. Oh, order ice too. 1463 01:13:46,120 --> 01:13:47,720 It'll be here in 10 minutes. Don't worry. 1464 01:13:47,800 --> 01:13:48,880 Order from Swiggy Instamart. 1465 01:13:48,920 --> 01:13:50,000 Go on, order whatever you need. 1466 01:13:50,040 --> 01:13:52,880 Hydrate yourself. Although, among the two of us, I'm the rich one. 1467 01:13:55,680 --> 01:14:00,160 Greetings and welcome to the special segment for Invest Smart with ICICI Direct. 1468 01:14:00,480 --> 01:14:01,760 I'm your wealth buddy 1469 01:14:01,840 --> 01:14:06,480 and today we'll discuss some important aspects of the world of investment. 1470 01:14:06,680 --> 01:14:11,600 Which will help you make informed and confident investment decisions. 1471 01:14:11,920 --> 01:14:12,760 Let's begin. 1472 01:14:12,840 --> 01:14:17,000 We have with us Aishwarya Goyal and Reshu Goyal from the brand Fidelo. 1473 01:14:17,080 --> 01:14:18,680 When you make any investments 1474 01:14:18,840 --> 01:14:22,160 what strategies do you follow and what are your expectations? 1475 01:14:22,280 --> 01:14:26,160 At the time of investing, a couple of things have to be kept in mind. 1476 01:14:26,280 --> 01:14:28,800 How will the returns come? Should you take the risk or not? 1477 01:14:28,880 --> 01:14:32,320 When are you expecting the returns? We take the decision accordingly. 1478 01:14:32,400 --> 01:14:35,160 - On the ICICI Direct app - Okay. 1479 01:14:42,320 --> 01:14:44,120 - But there is one challenge. - Okay. 1480 01:14:44,200 --> 01:14:46,320 You need about Rs 1,00,000. 1481 01:14:51,840 --> 01:14:55,480 If I find a good investment which has a good track record 1482 01:14:55,560 --> 01:14:58,640 then we think of investing in it. 1483 01:14:58,720 --> 01:15:01,320 If we find someone who can finance us 1484 01:15:01,480 --> 01:15:03,160 then we can think about that. 1485 01:15:03,280 --> 01:15:05,720 - But I'll give you one more option. - Okay. 1486 01:15:05,840 --> 01:15:09,640 - If you want to build in your personal investment stock market, - Okay. 1487 01:15:21,920 --> 01:15:24,360 you can still buy worth one lakh rupees 1488 01:15:24,440 --> 01:15:28,400 and ICICI Direct will pay the remaining amount on your behalf, 1489 01:15:40,840 --> 01:15:42,680 To simply your investments, 1490 01:15:52,600 --> 01:15:55,560 'Shark Tank India, co-presented by ACKO Insurance,' 1491 01:15:55,640 --> 01:15:57,720 'PokerBaazi and Swiggy Instamart.' 1492 01:15:57,800 --> 01:16:00,440 'Co-powered by Adani, and Jaquar Bath and Light.' 1493 01:16:00,520 --> 01:16:03,520 'And partners, Rayzon Solar, ICICI Direct,' 1494 01:16:03,600 --> 01:16:05,280 'Lenskart and Sofy.' 1495 01:16:16,520 --> 01:16:18,480 That's about me. How are you, Vineeta? 1496 01:16:18,640 --> 01:16:20,200 [laughing] 1497 01:16:20,400 --> 01:16:24,520 We have with us the co-founder and CEO of SUGAR Cosmetics, Vineeta Singh. 1498 01:16:24,600 --> 01:16:27,360 The question has been sent by Mukesh Kedia. 1499 01:16:47,200 --> 01:16:48,880 Greenwashing means 1500 01:16:57,920 --> 01:17:00,240 And beyond hair oil, 1501 01:17:00,320 --> 01:17:03,560 which does not need stability or preservatives, 1502 01:17:03,640 --> 01:17:07,080 the shampoos, face washes or moisturizers of most brands 1503 01:17:07,200 --> 01:17:10,360 have some or the other chemicals. Because if there is no chemical, 1504 01:17:10,360 --> 01:17:13,840 - you have to keep it in the fridge and it won't last for more than a month. - Hmm. 1505 01:17:14,080 --> 01:17:16,160 Not all chemicals are bad. 1506 01:17:16,240 --> 01:17:17,960 And we must know 1507 01:17:18,040 --> 01:17:20,280 that there's nothing that is 100% natural. 1508 01:17:20,360 --> 01:17:22,240 But which are those products 1509 01:17:22,320 --> 01:17:24,920 which don't have harmful, toxic, 1510 01:17:25,040 --> 01:17:26,640 and cancer-inducing chemicals. 1511 01:17:26,720 --> 01:17:29,760 - We must stay away from them, not from all chemicals. - Hmm. 1512 01:18:03,960 --> 01:18:05,080 Log on to the Sony LIV app, 1513 01:18:05,160 --> 01:18:07,840 choose your favourite Shark and send your question. I will ask them. 1514 01:18:07,880 --> 01:18:09,400 We'll meet in the next, 'Ask The Shark' 1515 01:18:09,480 --> 01:18:10,960 with a new question and a new Shark.