1 00:00:23,320 --> 00:00:24,800 [music playing] 2 00:00:43,800 --> 00:00:45,360 [theme music playing] 3 00:01:11,960 --> 00:01:13,880 [theme music concludes] 4 00:01:14,320 --> 00:01:15,400 Greetings, Sharks. 5 00:01:19,880 --> 00:01:21,640 I am the founder of FundooLabs. 6 00:01:22,680 --> 00:01:24,600 At FundooLabs, we make 7 00:01:37,360 --> 00:01:41,560 I studied engineering and got into automation design. 8 00:01:42,000 --> 00:01:43,560 After working in the industry, 9 00:01:43,640 --> 00:01:46,040 I realised that young engineers 10 00:01:51,640 --> 00:01:55,600 to arouse an interest in science among young kids. 11 00:01:55,720 --> 00:01:58,240 That's how FundooLabs began. 12 00:01:58,360 --> 00:01:59,760 The mission of FundooLabs 13 00:01:59,840 --> 00:02:03,600 is to make science and technology experiential 14 00:02:03,840 --> 00:02:06,120 as well as fun-filled. 15 00:02:06,720 --> 00:02:11,200 Our toys are loved by kids who are 4 to 14 years old 16 00:02:11,360 --> 00:02:14,600 as they boost their creativity, critical thinking, 17 00:02:19,800 --> 00:02:22,560 are available in over 3,000 retail stores in India 18 00:02:22,640 --> 00:02:25,640 through our offline distribution channel. 19 00:02:25,720 --> 00:02:31,000 All our toys are 100% safe and BIS-approved. 20 00:02:35,800 --> 00:02:37,840 through offline distribution channels, 21 00:02:38,240 --> 00:02:40,840 we've grown our business 200% year on year. 22 00:02:41,160 --> 00:02:46,080 FundooLabs aims to touch a revenue of Rs. 200 crores by 2030. 23 00:02:46,440 --> 00:02:48,600 To achieve that target, 24 00:02:48,680 --> 00:02:52,720 our ask is Rs. 60 lakhs for 4% equity. 25 00:02:54,440 --> 00:02:56,240 Sharks, join us 26 00:03:10,560 --> 00:03:12,160 Ma'am, before we begin the discussion, 27 00:03:12,320 --> 00:03:15,960 I'd like to call upon our expert product toy tester here. 28 00:03:16,080 --> 00:03:17,200 Sure, go ahead. 29 00:03:17,280 --> 00:03:18,920 [pleasant music playing] 30 00:03:20,080 --> 00:03:21,480 - Oh, hello! - Hi. 31 00:03:21,560 --> 00:03:22,560 Hello, Sharks. 32 00:03:25,600 --> 00:03:28,160 My job is to use FundooLabs products, 33 00:03:28,360 --> 00:03:30,040 gift them to my friends, 34 00:03:30,120 --> 00:03:32,840 collate their feedback and give it to my dad. 35 00:03:32,920 --> 00:03:33,720 - Oh! - Great job. 36 00:03:33,800 --> 00:03:37,200 I have five years of experience doing that. 37 00:03:37,320 --> 00:03:40,160 So, I am basically a professional guinea pig 38 00:03:40,240 --> 00:03:44,400 - for all the present and upcoming products of FundooLabs. - Amazing. 39 00:03:44,680 --> 00:03:47,720 So, Sharks, I would like to give you a quick demo of all our products. 40 00:03:47,920 --> 00:03:49,200 All right, let's do that. 41 00:03:51,120 --> 00:03:54,400 Our first category is Fruit Jelly Slime. 42 00:03:54,520 --> 00:03:58,000 This must look like pink water to you 43 00:03:58,240 --> 00:04:02,200 but it is a completely non-sticky jiggly slime. 44 00:04:08,720 --> 00:04:12,040 - you get a really unique sensation. - Whoa! 45 00:04:12,360 --> 00:04:16,040 Now, let's move on to Mint Chocolate Butter Slime Kit. 46 00:04:30,440 --> 00:04:32,320 - My daughter would love you. - Yes. 47 00:04:32,440 --> 00:04:34,280 Kids are very fond of slime. 48 00:04:34,440 --> 00:04:38,560 This is the Funfetti Cake Slime Kit 49 00:04:38,760 --> 00:04:42,280 which is a thick and glossy slime. 50 00:04:50,720 --> 00:04:52,560 You're going to love it. 51 00:04:52,880 --> 00:04:54,800 - Should we, Dad? - Let's try. 52 00:04:55,600 --> 00:04:57,120 Oh my God! Tug of war! 53 00:04:58,600 --> 00:04:59,760 Good heavens! 54 00:04:59,880 --> 00:05:02,000 - Come on. - Oh, God. 55 00:05:02,080 --> 00:05:04,800 - Come on... - In this case, it's the kid and father! 56 00:05:05,120 --> 00:05:06,240 - Wow! - Two. 57 00:05:07,680 --> 00:05:09,560 - Whoa! - Oh! 58 00:05:10,240 --> 00:05:12,600 Wait, one more is left. 59 00:05:12,720 --> 00:05:16,240 We have Aqua Squish Ocean World Kit 60 00:05:22,400 --> 00:05:25,160 Like this dolphin and octopus. 61 00:05:26,240 --> 00:05:30,160 - Namita, would you like to make squishies with me? - Of course! 62 00:05:30,360 --> 00:05:31,600 - Wow! - I love them. 63 00:05:31,680 --> 00:05:32,760 - Very innovative. - Nice. 64 00:05:33,600 --> 00:05:35,120 Love it! 65 00:05:35,240 --> 00:05:37,640 So, you can choose any mould that you want. 66 00:05:37,720 --> 00:05:39,000 And then what do I do? 67 00:05:39,480 --> 00:05:41,360 Now, you have all of these colours. 68 00:05:41,440 --> 00:05:43,760 So, fill them to the very brim the way you want. 69 00:05:44,160 --> 00:05:46,320 I love all this. Ah! 70 00:05:46,680 --> 00:05:49,320 Thank you so much for picking me. I love doing all this. 71 00:05:49,640 --> 00:05:51,120 - This is so cool. - I know. 72 00:05:51,200 --> 00:05:52,600 - Kids love all this. - Yes. 73 00:05:52,720 --> 00:05:54,400 [light-hearted music playing] 74 00:06:05,440 --> 00:06:08,280 - Basically, slime is your core... - Yes. 75 00:06:08,360 --> 00:06:10,200 Now, you're supposed to put this in here. 76 00:06:10,320 --> 00:06:13,040 - Inside, like this? - Yes, place them parallelly. 77 00:06:15,960 --> 00:06:18,960 - We'd love it if you gave us some gifts. - Yes, sir. 78 00:06:19,080 --> 00:06:21,520 - Definitely. - Regardless of whether you take the investment. 79 00:06:25,120 --> 00:06:27,280 Now, you can see this is shrinking. 80 00:06:27,360 --> 00:06:29,280 Yes. Yay! I see that. 81 00:06:29,520 --> 00:06:31,320 Yes. Now, gently shake it. 82 00:06:31,520 --> 00:06:33,680 - Will it come out on its own? - Yes. 83 00:06:35,360 --> 00:06:36,680 It did come out. 84 00:06:36,920 --> 00:06:38,480 Whoa! There you go. 85 00:06:38,600 --> 00:06:40,200 - Do I turn it? - Will this solidify? 86 00:06:40,400 --> 00:06:42,560 Yes. Don't touch it now. 87 00:06:42,680 --> 00:06:45,880 - After 10 to 15 minutes, it will... - Will it become like this? 88 00:06:46,000 --> 00:06:47,960 - Yes. After 10 to 15 minutes. - How sweet! 89 00:06:48,040 --> 00:06:49,440 - This one. Wow! - Show me. 90 00:06:49,720 --> 00:06:51,360 [light-hearted music playing] 91 00:06:57,600 --> 00:06:58,920 Very cute. 92 00:06:59,000 --> 00:07:00,000 Thank you, sir. 93 00:07:00,120 --> 00:07:01,280 - Thank you, Priyanshi. - Thanks... 94 00:07:01,320 --> 00:07:02,360 Thank you for the demo. 95 00:07:02,440 --> 00:07:03,760 - Bye! - Bye, nice meeting you. 96 00:07:03,840 --> 00:07:05,480 - It's slime. - Distribute it... 97 00:07:09,600 --> 00:07:10,680 - Naitik! - Yes? 98 00:07:10,800 --> 00:07:12,560 - Yes, ma'am. - We can make this at home too. 99 00:07:12,560 --> 00:07:16,160 My son borrows recipes from YouTube and makes slime at home. 100 00:07:16,240 --> 00:07:19,520 Our kit contains the required materials separately. 101 00:07:19,680 --> 00:07:23,200 So, kids will get the same experience from our kit. 102 00:07:23,280 --> 00:07:25,360 - Okay! - It has slime glue and an activator 103 00:07:25,640 --> 00:07:28,200 which they can mix to make slime. 104 00:07:28,480 --> 00:07:31,680 We started our business with DIYs. 105 00:07:31,760 --> 00:07:34,040 When we launched our products in the market. 106 00:07:34,280 --> 00:07:36,760 Retail store owners told us, 107 00:07:36,840 --> 00:07:38,800 "Sir, your slime is quite good" 108 00:07:38,880 --> 00:07:41,560 "but the market for the ready-to-play slime is way bigger." 109 00:07:41,640 --> 00:07:43,480 So, we did more research 110 00:07:43,560 --> 00:07:45,640 and identified what the problem was. 111 00:07:45,720 --> 00:07:48,360 Many times, what happens is 112 00:07:48,440 --> 00:07:49,920 mothers don't want to buy their kids slime 113 00:07:49,920 --> 00:07:51,800 because they will put it in their hair, 114 00:07:51,920 --> 00:07:53,600 - on the sofa and so on. - Absolutely. 115 00:07:53,680 --> 00:07:55,960 - It's very true. Very good point. - Yes. 116 00:07:56,320 --> 00:07:58,320 - I hide it every time. - Right. 117 00:07:58,400 --> 00:08:00,680 - The moment it arrives, I hide it. - That problem exists. 118 00:08:00,720 --> 00:08:02,320 I began researching 119 00:08:02,440 --> 00:08:06,040 how to make slime non-sticky by keeping the feel intact. 120 00:08:06,120 --> 00:08:07,600 - Your... - That's your formula. 121 00:08:07,680 --> 00:08:11,400 Your slime is bleeding colour. My hands have turned green. 122 00:08:13,040 --> 00:08:18,320 Sir, Mint Chocolate Butter Slime Kit that you have uses food colour. 123 00:08:18,640 --> 00:08:21,160 The food colour is a little high in concentration. 124 00:08:21,240 --> 00:08:23,680 So, if you play with it for a long time, your hands... 125 00:08:23,760 --> 00:08:25,320 I didn't play for a long time. I... 126 00:08:25,520 --> 00:08:28,080 - I just... - I played for a long time but the colour didn't bleed. 127 00:08:29,560 --> 00:08:31,400 - Look, my hands have turned green. - Yes. 128 00:08:31,480 --> 00:08:34,280 Since it is food colour, it is completely safe. 129 00:08:34,440 --> 00:08:37,240 It's safe, but any colour is not healthy, right? 130 00:08:37,360 --> 00:08:38,640 - You should be careful... - Sure. 131 00:08:38,720 --> 00:08:40,320 - If it bleeds colour. - We'll take care. 132 00:08:45,800 --> 00:08:48,400 Sir, my father had a wholesale store. 133 00:08:48,480 --> 00:08:51,440 I used to sit at the shop since I was in the first grade. 134 00:08:51,520 --> 00:08:53,400 I'd man the cash counter for about an hour 135 00:08:53,480 --> 00:08:54,760 and tend to the customers. 136 00:08:54,840 --> 00:08:57,760 - Cash counter. - I used to count money from that time. 137 00:08:57,840 --> 00:09:00,400 I became good at business by the twelfth grade. 138 00:09:00,480 --> 00:09:03,640 - I could handle the shop in my father's absence. - Well done. 139 00:09:04,200 --> 00:09:05,480 I was good at studies. 140 00:09:05,560 --> 00:09:08,040 So, I did engineering in biomedical instrumentation 141 00:09:08,120 --> 00:09:09,720 as I always had an interest in science. 142 00:09:09,800 --> 00:09:12,280 I used to make science projects even when I was in school. 143 00:09:12,360 --> 00:09:13,840 I cleared the GATE exam 144 00:09:23,960 --> 00:09:26,600 I had a house, a car, a wife and kids. 145 00:09:27,040 --> 00:09:28,480 - [laughter] - And a mother too. 146 00:09:28,560 --> 00:09:30,920 - A mother too. - Yes. 147 00:09:31,360 --> 00:09:35,240 I always aspired to do something on my own. 148 00:09:35,480 --> 00:09:38,520 I also deliberated about what I was good at. 149 00:09:39,000 --> 00:09:41,160 - Very good. - Priyanshi is growing up fast 150 00:09:41,240 --> 00:09:42,920 and she's a really curious child. 151 00:09:43,040 --> 00:09:45,240 She asks me a lot of questions. 152 00:09:45,320 --> 00:09:47,360 - She chews my ears off! - [laughs] 153 00:09:47,640 --> 00:09:52,600 So, I'm the kind of father who loves to give demos. 154 00:09:52,680 --> 00:09:54,200 Be it experiments or demos. 155 00:09:54,280 --> 00:09:57,720 I felt that I could fuel her curiosity 156 00:09:57,800 --> 00:10:02,120 and because of that, she knows more science than her classmates. 157 00:10:02,280 --> 00:10:07,160 So, I thought I could make science easy and fun for kids. 158 00:10:07,240 --> 00:10:08,080 Nice. 159 00:10:08,160 --> 00:10:10,200 I quit my job at L&T in 2016. 160 00:10:11,120 --> 00:10:14,440 I thought I'd conduct scientific workshops which kids could attend, 161 00:10:14,840 --> 00:10:16,400 do science-based experiments 162 00:10:16,480 --> 00:10:19,760 and learn science experientially and in a fun way. 163 00:10:20,560 --> 00:10:23,240 We ran workshops in 2017 164 00:10:23,320 --> 00:10:25,000 and saw a gradual progression. 165 00:10:25,080 --> 00:10:27,240 We collaborated with schools 166 00:10:27,320 --> 00:10:29,720 and made STEM laboratories in them. 167 00:10:30,240 --> 00:10:33,280 We did that until 2020 or 2021. 168 00:10:33,400 --> 00:10:35,640 Parallelly, sir, while working in the school segment, 169 00:10:35,720 --> 00:10:39,000 I felt that schools were a price-sensitive market. 170 00:10:39,080 --> 00:10:40,960 Scalability was an issue with schools. 171 00:10:41,120 --> 00:10:44,640 Sir, when the pandemic hit us in 2020-2021, 172 00:10:44,840 --> 00:10:46,680 schools had shut down completely. 173 00:10:46,760 --> 00:10:50,160 I thought this was a good time to pivot 174 00:10:50,520 --> 00:10:53,920 where I could work outside the school segment 175 00:10:54,000 --> 00:10:55,120 and also scale. 176 00:10:55,520 --> 00:10:59,240 I had 200 unique experiments which I offered in my workshops. 177 00:10:59,720 --> 00:11:01,960 I picked one product out of that which was slime. 178 00:11:02,120 --> 00:11:04,880 I thought such a thing didn't exist in India 179 00:11:05,080 --> 00:11:06,400 and kids really wanted it. 180 00:11:06,480 --> 00:11:07,880 I designed two kits. 181 00:11:08,000 --> 00:11:10,560 Candy Slime Kit and Blue Galaxy Slime Kit. 182 00:11:10,840 --> 00:11:15,000 Because I'm a bit of a risk taker, I made 10,000 kits of each of them. 183 00:11:15,080 --> 00:11:16,360 - Whoa! - Gosh! 184 00:11:16,440 --> 00:11:17,600 You call this taking small risks! 185 00:11:17,600 --> 00:11:18,600 - [laughter] - Wow! 186 00:11:18,640 --> 00:11:19,840 How much money did you invest? 187 00:11:20,040 --> 00:11:22,960 At inception, I invested Rs. 30 lakhs in FundooLabs. 188 00:11:23,080 --> 00:11:25,040 - I exhausted that money in 2 years. - Oh, God. 189 00:11:25,160 --> 00:11:27,480 In 2 years, I made that Rs. 30 lakhs back. 190 00:11:27,560 --> 00:11:30,320 - So, in 2020-21, I was at zero again. - Okay. 191 00:11:30,520 --> 00:11:33,560 - I then used that Rs. 30 lakhs to make two more slime kits. - Gosh! 192 00:11:33,640 --> 00:11:35,200 So, I ventured out. 193 00:11:35,360 --> 00:11:39,600 I got small orders for 2, 5 and sometimes, 6 kits. 194 00:11:39,680 --> 00:11:42,200 I knew retail wouldn't make me money. 195 00:11:42,280 --> 00:11:43,480 Then I started roaming... 196 00:11:43,560 --> 00:11:45,920 I'd always meet the retailers first 197 00:11:46,040 --> 00:11:49,440 and ask them about the distributors and then go and meet them. 198 00:11:49,520 --> 00:11:51,640 Did you sell all the 20,000 units? 199 00:11:51,720 --> 00:11:53,560 - Yes? - Yes, in 1.5 years. 200 00:11:54,240 --> 00:11:58,160 After that, I made 14 new products and sold them. 201 00:11:58,200 --> 00:11:59,200 The sales were good 202 00:11:59,280 --> 00:12:02,240 as I'd done market research and made them in that price range. 203 00:12:02,800 --> 00:12:05,280 Until now, 95% of the total slime 204 00:12:05,360 --> 00:12:07,640 which has been sold in India is Chinese. 205 00:12:14,400 --> 00:12:17,200 We buy a lot of slime. It is needed at home. 206 00:12:17,280 --> 00:12:19,720 I buy gifts for my kids when I go home. 207 00:12:22,960 --> 00:12:24,760 I don't look for Blobbie slime. 208 00:12:25,800 --> 00:12:28,920 - What you are selling in comparison to the others... - Right. 209 00:12:29,040 --> 00:12:30,920 Didn't you face a problem, 210 00:12:31,000 --> 00:12:34,000 because you're obviously priced higher than the competition? 211 00:12:34,840 --> 00:12:37,080 If we consider the price of Chinese slime, 212 00:12:37,200 --> 00:12:39,720 it is available for Rs. 40 or 50 or Rs. 100 213 00:12:39,800 --> 00:12:41,800 but its quantity is 40 to 50 ml. 214 00:12:42,120 --> 00:12:44,080 When we launched our first product, 215 00:12:52,040 --> 00:12:53,720 - They'll sell your slime. - Yes. 216 00:12:53,800 --> 00:12:55,320 Then I might have bought yours. 217 00:12:55,720 --> 00:12:56,760 Possibly, sir. 218 00:12:57,480 --> 00:12:59,720 Naitik, what's your reach in general trade? 219 00:12:59,800 --> 00:13:02,960 - We have 25 exclusive distributors. - 25. 220 00:13:03,160 --> 00:13:04,600 And through these 25 distributors, 221 00:13:04,680 --> 00:13:07,160 we're available at around 3,000 retail counters. 222 00:13:07,920 --> 00:13:11,440 While the business was being built, did you have backing? 223 00:13:11,520 --> 00:13:12,800 How did you run your household? 224 00:13:12,880 --> 00:13:14,920 - Sir, I had Rs. 30 lakhs. - Yes. 225 00:13:15,000 --> 00:13:17,520 I had a small set-up with a 400-square-foot office. 226 00:13:17,600 --> 00:13:19,160 I went from 400 to 800. 227 00:13:19,320 --> 00:13:21,840 Then we wanted to grow further. 228 00:13:21,920 --> 00:13:23,320 In terms of money, 229 00:13:23,480 --> 00:13:26,800 throughout our sales, we've remained profitable. 230 00:13:26,960 --> 00:13:29,160 If you look at 2021-22 or 2022-23, 231 00:13:29,280 --> 00:13:32,240 we tapered the business in schools 232 00:13:32,520 --> 00:13:36,080 and now, in 2024-25, we do 100% manufacturing of toys. 233 00:13:36,720 --> 00:13:38,080 We started with our products. 234 00:13:38,240 --> 00:13:41,080 If you see, in 2021-22, 235 00:14:17,440 --> 00:14:19,520 - This is your main source of revenue. - Yes, sir. 236 00:14:19,600 --> 00:14:22,600 Let's say I invested Rs. 60 lakhs of my own. 237 00:14:22,720 --> 00:14:24,560 My wife and parents invested too. 238 00:14:24,680 --> 00:14:27,000 So, the family has invested around Rs. 90 lakhs. 239 00:14:40,840 --> 00:14:42,120 Tell me something. 240 00:14:42,480 --> 00:14:45,400 Would kids know the nuances of slime? 241 00:14:45,440 --> 00:14:50,760 My daughter has never told me which slime she wants to date. 242 00:14:51,680 --> 00:14:53,720 She never took a brand name. 243 00:14:54,520 --> 00:14:57,920 Sir, the slime industry in India is in the growth stage. 244 00:14:57,960 --> 00:15:00,920 Kids watch international videos and demand slime. 245 00:15:01,480 --> 00:15:04,240 Building a brand is not that important. 246 00:15:04,320 --> 00:15:07,520 If the formulation is great 247 00:15:07,840 --> 00:15:11,240 and no one in the market is able to provide it... 248 00:15:11,320 --> 00:15:12,120 They are! 249 00:15:12,200 --> 00:15:14,680 Slime worth crores is being sold. 250 00:15:14,720 --> 00:15:16,840 - You can get that banned eventually. - Sir... 251 00:15:16,920 --> 00:15:18,360 Organised retailers won't sell that. 252 00:15:18,480 --> 00:15:21,880 - Sir, online and big retailers in India don't sell it. - Okay. 253 00:15:21,920 --> 00:15:24,360 - Does the modern retailer sell slime? - Yes. 254 00:15:24,440 --> 00:15:25,840 Do they sell your slime? 255 00:15:27,200 --> 00:15:30,240 No, sir. There are players in India that make slime 256 00:15:30,360 --> 00:15:31,640 and are BIS-certified too. 257 00:15:31,720 --> 00:15:32,720 - Is that so? - Yes. 258 00:15:32,760 --> 00:15:34,240 How big? Who's the largest player? 259 00:15:34,320 --> 00:15:35,360 We are the largest player. 260 00:15:40,640 --> 00:15:42,400 There's no market in India! 261 00:15:43,080 --> 00:15:46,400 Not only does FundooLabs intend to make slime 262 00:15:46,480 --> 00:15:48,480 but also to add scientific products. 263 00:15:48,560 --> 00:15:50,560 We're introducing a new kit now 264 00:15:50,680 --> 00:15:52,520 - called Squishy Human Organs. - Gosh! 265 00:15:52,920 --> 00:15:54,560 That really worries me. 266 00:15:55,160 --> 00:15:58,200 - The adults might buy that. - I'm already too troubled. 267 00:15:58,280 --> 00:16:00,520 - My daughter will start throwing organs at me. - Yes. 268 00:16:00,600 --> 00:16:02,720 - Don't make it. - She might throw a heart at you. 269 00:16:02,800 --> 00:16:05,600 With that kit, kids can make a heart, 270 00:16:05,760 --> 00:16:10,840 kidneys, lungs and even a ureter. 271 00:16:10,920 --> 00:16:12,800 So, by doing this, 272 00:16:12,880 --> 00:16:16,640 we are subtly introducing education with our fun play. 273 00:16:17,000 --> 00:16:19,360 Another upcoming product is Fizzy Colour Tablets. 274 00:16:22,600 --> 00:16:25,640 There are no bathtubs in India, only buckets. 275 00:16:25,800 --> 00:16:28,120 We've made a small tablet which we're going to launch soon. 276 00:16:28,200 --> 00:16:30,800 If you put it in water, it will fizz 277 00:16:30,880 --> 00:16:32,400 - and like effervescent tablets... - Yes. 278 00:16:32,400 --> 00:16:34,200 The entire water... 279 00:16:34,440 --> 00:16:35,800 - The colour will change. - Yes. 280 00:16:35,880 --> 00:16:37,640 If I put a blue tablet in water, 281 00:16:37,720 --> 00:16:40,360 - the water... - I brought so many of them from the US! 282 00:16:40,440 --> 00:16:42,560 Tell us a few more products that are in the pipeline. 283 00:16:42,680 --> 00:16:44,080 - Just to get an idea. - Those days. 284 00:16:51,080 --> 00:16:52,560 and add chemicals to it. 285 00:16:52,640 --> 00:16:55,640 You make a tree out of paper. 286 00:16:55,800 --> 00:16:58,040 Within 15 minutes, 287 00:16:58,120 --> 00:17:00,640 it will become a fluffy tree. 288 00:17:00,720 --> 00:17:01,560 - This... - You're so happy! 289 00:17:01,640 --> 00:17:02,640 [laughter] 290 00:17:02,680 --> 00:17:03,880 Just talking about it. 291 00:17:04,080 --> 00:17:05,400 - Excellent. - The product... 292 00:17:05,480 --> 00:17:06,960 Because I'm in love with my product. 293 00:17:07,040 --> 00:17:08,200 Tell us a few more. 294 00:17:08,280 --> 00:17:10,040 I want to make fake blood. 295 00:17:10,440 --> 00:17:11,680 - That's what I wanted to hear. - [shrieking] 296 00:17:11,720 --> 00:17:12,600 I was waiting for it! 297 00:17:12,680 --> 00:17:17,360 Well, kids love doing creepy things 298 00:17:17,440 --> 00:17:18,600 and I do too. 299 00:17:18,680 --> 00:17:20,560 [laughter] 300 00:17:21,840 --> 00:17:23,680 - So... - Lovely! 301 00:17:23,760 --> 00:17:27,040 - The truth is out. - You're too good. 302 00:17:27,120 --> 00:17:28,120 Tell us a unique product. 303 00:17:28,200 --> 00:17:29,200 For big kids. 304 00:17:29,280 --> 00:17:31,560 - Let's say you and me... - Yes. 305 00:17:31,640 --> 00:17:33,640 - Those who are grown up but... Yes. - Kids like us. 306 00:17:33,760 --> 00:17:36,000 - Are kids at heart. - Yes. 307 00:17:36,120 --> 00:17:37,520 I want to invent a gun. 308 00:17:37,640 --> 00:17:39,280 Fill in a few chemicals, 309 00:17:39,520 --> 00:17:41,600 pour water and close it. 310 00:17:41,680 --> 00:17:44,800 There will be a blast when you pull the trigger after five minutes. 311 00:17:45,440 --> 00:17:48,960 Two chemicals will react releasing a gas. 312 00:17:49,200 --> 00:17:51,960 The reaction will be so quick that it will cause a blast. 313 00:17:52,520 --> 00:17:54,160 [hysterical laugh] 314 00:17:55,360 --> 00:17:57,160 Do explosions take place at your home? 315 00:17:57,240 --> 00:17:58,920 I've set things on fire too, sir. 316 00:18:00,400 --> 00:18:02,360 Doesn't your daughter scold you? 317 00:18:02,440 --> 00:18:04,280 No, she helps me. 318 00:18:04,480 --> 00:18:07,560 Her mother says, "Hey, you'll destroy something." 319 00:18:07,640 --> 00:18:09,160 I tell her, "We'll deal with it later." 320 00:18:09,240 --> 00:18:10,960 Let us try doing something new 321 00:18:11,160 --> 00:18:13,080 - which is there or is not there... - So cute. 322 00:18:13,200 --> 00:18:14,600 - In the international market. - You know who you are? 323 00:18:14,640 --> 00:18:16,560 You're the real Santa Claus without a beard. 324 00:18:16,640 --> 00:18:18,200 [all laugh] 325 00:18:18,560 --> 00:18:20,440 - He's even wearing red. - [laughs] 326 00:18:21,680 --> 00:18:23,160 Naitik, I'll make you an offer. 327 00:18:23,320 --> 00:18:25,160 [triumphant music playing] 328 00:18:26,040 --> 00:18:29,080 - I understand the Gen Z market very well. - Right. 329 00:18:29,160 --> 00:18:31,000 I'll be able to sell the products to them well. 330 00:18:31,360 --> 00:18:32,160 The same goes for you. 331 00:18:32,240 --> 00:18:34,560 You're well-versed in the market for kids. 332 00:18:34,640 --> 00:18:37,160 You know, a lot of kids watch this on YouTube nowadays. 333 00:18:37,240 --> 00:18:40,360 You'll need to market this on YouTube a little. 334 00:18:40,440 --> 00:18:42,680 You could also take this international in my view. 335 00:18:42,760 --> 00:18:43,840 We have already begun. 336 00:18:43,920 --> 00:18:45,120 Last month, we shipped 337 00:18:45,200 --> 00:18:47,480 - a consignment to Sri Lanka. - Very nice. 338 00:18:47,560 --> 00:18:49,880 From next year, we will target the US market. 339 00:18:50,000 --> 00:18:51,480 That is where the future is. 340 00:18:51,640 --> 00:18:53,880 I'll make you an offer. Rs. 60 lakhs for 10%. 341 00:19:00,400 --> 00:19:02,240 Is that mostly offline? 342 00:19:02,360 --> 00:19:04,040 - 100% offline. - 100%. 343 00:19:04,120 --> 00:19:06,240 Let me give you this year's revenue. 344 00:19:06,320 --> 00:19:08,120 In April, it was Rs. 22 lakhs. 345 00:19:08,400 --> 00:19:10,960 In May and June, it was Rs. 18 lakhs each. 346 00:19:11,120 --> 00:19:14,080 In July, it was Rs. 22 lakhs again. Rs. 37 lakhs in August. 347 00:19:14,240 --> 00:19:15,640 Rs. 32 lakhs in September. 348 00:19:15,680 --> 00:19:18,640 Next three months, we'll do Rs. 42-45 lakhs on average. 349 00:19:18,720 --> 00:19:19,800 What's causing this growth? 350 00:19:19,880 --> 00:19:22,280 Are you opening more counters or is it from repeat orders? 351 00:19:22,360 --> 00:19:23,920 As per the bifurcation, 352 00:19:24,080 --> 00:19:26,600 general trade comprises 48%, 353 00:19:26,880 --> 00:19:29,760 modern trade of 36%, 354 00:19:29,840 --> 00:19:32,240 quick commerce of 12% 355 00:19:32,320 --> 00:19:34,160 and online of 4%. 356 00:19:34,240 --> 00:19:35,840 Are all your channels money-making 357 00:19:35,920 --> 00:19:37,880 - or are some channels compensating for others? - No, sir. 358 00:19:37,880 --> 00:19:40,160 I'm making equal money from all the channels. 359 00:19:46,640 --> 00:19:48,800 I started selling on Amazon, 360 00:19:48,880 --> 00:19:51,160 but I soon realised how long it'd take. 361 00:19:51,360 --> 00:19:53,480 So, I started venturing into general trade. 362 00:19:53,600 --> 00:19:57,200 I got that, but why didn't you start online in the last 6 months? 363 00:19:57,360 --> 00:19:59,960 Sir, I'm operating at my full bandwidth. 364 00:20:00,040 --> 00:20:02,560 The business of Rs. 35 to 40 lakhs I'm currently doing 365 00:20:02,640 --> 00:20:03,640 is my production... 366 00:20:03,760 --> 00:20:05,800 - The funds you'll raise now... - Yes? 367 00:20:05,880 --> 00:20:07,880 Will you invest towards factory expansion? 368 00:20:07,960 --> 00:20:10,080 Sir, we've recently expanded our factory. 369 00:20:10,160 --> 00:20:11,360 What's the capacity now? 370 00:20:11,440 --> 00:20:13,680 - I can generate Rs. 1 crore from one factory. - 1 crore. 371 00:20:13,720 --> 00:20:15,520 - Yes. - You'll reach Rs. 1 crore very soon 372 00:20:15,600 --> 00:20:17,560 - if you make innovations at this rate. - Yes, correct. 373 00:20:17,560 --> 00:20:20,840 If you want to do 10x, say go to Rs 4 crores from 40 lakhs, 374 00:20:20,920 --> 00:20:22,320 what CapEx would you be looking at? 375 00:20:22,440 --> 00:20:24,360 If I talk about machinery, 376 00:20:24,440 --> 00:20:27,760 then Rs. 40 to 50 lakhs will cover 10x. 377 00:20:27,840 --> 00:20:30,000 But currently, the capital 378 00:20:30,160 --> 00:20:32,520 is going towards stock and debtors. 379 00:20:32,600 --> 00:20:34,720 Shouldn't you be preparing for the next two years? 380 00:20:34,800 --> 00:20:36,280 Why are you raising only Rs. 60 lakhs? 381 00:20:36,560 --> 00:20:38,720 Sir, I want to raise Rs. 60 lakhs now 382 00:20:38,800 --> 00:20:41,520 and touch Rs. 10 crores next year. 383 00:20:41,640 --> 00:20:43,240 - Rs. 10 crores per year. - Per year. 384 00:20:43,320 --> 00:20:44,760 - Okay. - And I will. 385 00:20:44,840 --> 00:20:45,840 You will! 386 00:20:45,920 --> 00:20:48,560 I will raise a new round after that 387 00:20:48,640 --> 00:20:51,240 when I want to expand internationally and for D2C. 388 00:20:51,320 --> 00:20:53,000 - Very good. Good point. - Got it. Quickly! 389 00:20:53,040 --> 00:20:54,880 What are your unit economics? Quickly. 390 00:20:55,120 --> 00:20:56,920 If I sell a product for Rs. 100, 391 00:20:57,080 --> 00:20:59,080 my COGS is 48%. 392 00:20:59,160 --> 00:21:01,960 - This is on Rs. 100 of net revenue, right? - B2B. 393 00:21:02,040 --> 00:21:02,920 My net revenue. 394 00:21:03,040 --> 00:21:04,640 - Yes. - After tax. 395 00:21:04,800 --> 00:21:05,920 - Before tax. - Okay. 396 00:21:06,000 --> 00:21:08,160 - So, COGS is 48%. - Right. 397 00:21:08,240 --> 00:21:11,560 Our operation cost currently is 21%. 398 00:21:11,640 --> 00:21:12,640 Okay. 399 00:21:12,720 --> 00:21:14,520 Sales and marketing is 9%. 400 00:21:14,640 --> 00:21:16,280 Outward freight is 3%. 401 00:21:16,320 --> 00:21:17,720 And EBITDA is 18%. 402 00:21:17,800 --> 00:21:19,400 You're making 18% EBITDA. 403 00:21:19,520 --> 00:21:21,240 That's good but your expenditure will rise. 404 00:21:21,320 --> 00:21:23,360 Manpower... Do you draw a salary? 405 00:21:23,680 --> 00:21:25,560 - Yes, I do. - How much? 406 00:21:25,640 --> 00:21:26,920 - Rs. 1 lakh. - Okay. 407 00:21:26,920 --> 00:21:30,080 Anupam, more than salary, it's an inventory issue. 408 00:21:30,360 --> 00:21:33,040 - As you increase SKUs... - Right. 409 00:21:33,160 --> 00:21:35,880 Keeping that inventory, your working capital will be blocked. 410 00:21:36,160 --> 00:21:39,440 Sir, let's look at the ratio of our general trade and modern trade. 411 00:21:39,520 --> 00:21:41,560 We get payments in modern trade faster. 412 00:21:41,640 --> 00:21:43,440 In how much time? What are your payment terms? 413 00:22:01,880 --> 00:22:03,200 2.5 months. 414 00:22:03,400 --> 00:22:04,400 Whew! 415 00:22:05,440 --> 00:22:07,880 You know, my problem is, 416 00:22:08,200 --> 00:22:10,120 how will you build a brand? 417 00:22:10,880 --> 00:22:12,720 Then you have your own manufacturing. 418 00:22:13,000 --> 00:22:14,360 There are working capital issues 419 00:22:14,440 --> 00:22:17,200 in terms of just a large number of MT and GT, 420 00:22:17,360 --> 00:22:19,040 debtor days and inventory. 421 00:22:24,240 --> 00:22:26,320 to deal with a supply chain complexity 422 00:22:26,400 --> 00:22:27,880 and to make a brand 423 00:22:27,960 --> 00:22:31,480 with so many SKUs with a science handle. 424 00:22:32,680 --> 00:22:34,760 I think Aman made you a great offer. 425 00:22:34,840 --> 00:22:38,240 Today, I'm not getting that clarity. It's a little early for me. 426 00:22:38,480 --> 00:22:39,840 So, for today, I'm out. 427 00:22:41,040 --> 00:22:44,680 Naitik, GT forms a very large part of your business. 428 00:22:44,800 --> 00:22:48,840 I find your GT economics a bit scary. 429 00:22:49,520 --> 00:22:51,280 That's why I feel that right now, 430 00:22:51,600 --> 00:22:52,960 in a Rs. 3-crore business, 431 00:22:53,040 --> 00:22:55,640 Rs. 1.5 crores coming in with the GT risks 432 00:22:59,360 --> 00:23:00,360 Okay. 433 00:23:01,960 --> 00:23:04,760 I recommend you take Aman's offer. I'm out for now. 434 00:23:06,680 --> 00:23:09,680 I think, Naitik, there will be a challenge going forward 435 00:23:09,760 --> 00:23:11,680 because this is quite a price-sensitive category. 436 00:23:12,720 --> 00:23:14,960 There will be competition and copies soon. 437 00:23:15,040 --> 00:23:18,040 - I know you'll be ahead of other people. - Yes, sir. 438 00:23:18,120 --> 00:23:20,520 - Your business is good, you'll make money. - Right. 439 00:23:20,600 --> 00:23:23,600 I don't know where I'll add value. You know everything. 440 00:23:24,560 --> 00:23:26,240 I'd like to be out for now. 441 00:23:27,080 --> 00:23:28,840 If you need help with the manufacturing 442 00:23:28,920 --> 00:23:30,320 you can call me anyway. 443 00:23:30,760 --> 00:23:32,760 - Right, best of luck. - All right. 444 00:23:32,920 --> 00:23:36,600 You're very passionate about science and it's remarkable. 445 00:23:36,840 --> 00:23:40,520 That translates into dedication, focus and hard work, 446 00:23:41,000 --> 00:23:42,760 - and enjoying it while you're doing it... - Yes. 447 00:23:42,760 --> 00:23:44,120 That's the biggest thing. 448 00:23:44,200 --> 00:23:45,280 So, I'll make you an offer. 449 00:23:45,320 --> 00:23:46,800 - Ooh! - Thank you, sir. 450 00:23:47,000 --> 00:23:51,680 I think Rs. 60 lakhs for 8% would be fair. 451 00:23:57,120 --> 00:23:59,600 Rs. 60 lakhs for 10% and Rs. 60 lakhs for 8%. 452 00:24:00,440 --> 00:24:02,960 Sir, I want to give you an explanation. 453 00:24:03,040 --> 00:24:06,400 Our yearly run rate is Rs. 3.5 crores now. 454 00:24:06,480 --> 00:24:09,280 Next year, we'll definitely do Rs. 10 crores. 455 00:24:09,640 --> 00:24:11,600 If not, at least Rs. 8 crores. 456 00:24:11,680 --> 00:24:13,520 Right. Listen, Anupam. 457 00:24:13,680 --> 00:24:16,200 Look. Let's do Rs. 60 lakhs for 10% equity 458 00:24:16,280 --> 00:24:18,280 - and collaborate. - Why 10? Let's do 12%. 459 00:24:18,560 --> 00:24:19,960 - Okay. - Here's an offer. 460 00:24:20,040 --> 00:24:22,800 Rs. 60 lakhs for 12% equity. 461 00:24:23,880 --> 00:24:26,920 If you do Rs. 8 crores next year, 462 00:24:27,080 --> 00:24:28,160 you take back... 463 00:24:28,360 --> 00:24:29,520 - Claw back. - 2%. 464 00:24:34,120 --> 00:24:37,000 I need Rs. 60 lakhs for 5% equity. 465 00:24:40,760 --> 00:24:43,000 I want to make a Rs. 200-crore business 466 00:24:43,080 --> 00:24:46,080 - and also raise many subsequent rounds. - Very good. 467 00:24:46,160 --> 00:24:47,400 Great line of thought. 468 00:24:47,520 --> 00:24:48,640 We'll just discuss this. 469 00:24:48,880 --> 00:24:50,400 [pensive music playing] 470 00:24:58,800 --> 00:24:59,920 Final offer. 471 00:25:00,240 --> 00:25:01,760 Fair and square. 472 00:25:08,560 --> 00:25:09,600 Go ahead. 473 00:25:10,240 --> 00:25:13,080 Rs. 60 lakhs for 6% equity. Sir, please do it. 474 00:25:21,280 --> 00:25:23,880 Lucky 7... Lucky 7. Rs. 60 lakhs... 475 00:25:25,280 --> 00:25:26,280 - Do one thing. - Yes. 476 00:25:26,320 --> 00:25:27,480 Take another Rs. 6 lakhs. 477 00:25:28,000 --> 00:25:29,920 - The valuation will be Rs. 10 crores. - Yes. 478 00:25:30,680 --> 00:25:32,600 - Let's close it. - Done, that's great. 479 00:25:32,880 --> 00:25:34,280 [tense music playing] 480 00:25:35,280 --> 00:25:36,360 Rs. 66 lakhs... 481 00:25:36,680 --> 00:25:37,760 - 7% equity. - 7%. 482 00:25:38,120 --> 00:25:39,800 That's slightly less than Rs. 10 crores. 483 00:25:42,000 --> 00:25:43,360 But it's okay... 484 00:25:43,440 --> 00:25:44,600 - 6.67%. - No! 485 00:25:44,720 --> 00:25:46,120 - Done! Yay! - Great. 486 00:25:57,600 --> 00:25:59,640 - Priyanshi! Your daddy got it! - Nice. 487 00:25:59,720 --> 00:26:01,240 First, congratulate him. 488 00:26:01,480 --> 00:26:02,840 - Congratulations. - We got a deal. 489 00:26:02,920 --> 00:26:04,360 - And thanks to you. - Thanks to you. 490 00:26:04,600 --> 00:26:06,040 - Congratulations. - And... 491 00:26:06,120 --> 00:26:07,120 Here's your cheque. 492 00:26:07,200 --> 00:26:09,040 - Make sure he spends it wisely. - Yes. 493 00:26:09,160 --> 00:26:10,440 [joyous music playing] 494 00:26:11,120 --> 00:26:12,200 [camera shutter clicking] 495 00:26:13,440 --> 00:26:17,320 'I really liked the episodes in Shark Tank Seasons 1 and 2.' 496 00:26:17,480 --> 00:26:18,400 In Shark Tank 2... 497 00:26:18,480 --> 00:26:21,040 I tried to manifest being on Shark Tank 3. 498 00:26:21,120 --> 00:26:23,080 I didn't even know what the process was back then. 499 00:26:23,440 --> 00:26:26,200 I manifested being on Shark Tank 4. 500 00:26:26,480 --> 00:26:30,000 I made it through four rounds and now, we've got a cheque. 501 00:26:30,400 --> 00:26:32,280 So, manifestation definitely works. 502 00:26:32,360 --> 00:26:35,440 Sometimes, you make it later than sooner. 503 00:26:35,520 --> 00:26:37,720 I would say you must not stop 504 00:26:37,800 --> 00:26:40,680 unless your manifestation actualises. 505 00:26:40,760 --> 00:26:42,360 [uptempo music playing] 506 00:26:46,600 --> 00:26:48,080 [music concludes] 507 00:26:48,760 --> 00:26:51,880 Welcome to ACKO Change Makers where we really welcome change, 508 00:26:52,040 --> 00:26:55,560 whose lovely portrayal we saw on our Change Makers wall. 509 00:26:55,800 --> 00:26:58,720 We empower change in deep-rooted cultural practices 510 00:26:58,800 --> 00:27:00,440 using smart techniques. 511 00:27:00,760 --> 00:27:03,280 Here with us is today's Change Maker Naitik. 512 00:27:03,680 --> 00:27:05,800 - How are you, Naitik? - Yes, I'm very good. How are you? 513 00:27:05,800 --> 00:27:07,160 - Brilliant pitch. - Thank you. 514 00:27:07,240 --> 00:27:09,200 - Loved it. Loved the products as well. - Thank you. 515 00:27:09,240 --> 00:27:11,240 What I loved best was 516 00:27:11,320 --> 00:27:14,280 - how your daughter supported you. - Yes. 517 00:27:14,360 --> 00:27:17,600 India does need the change you're bringing about. 518 00:27:17,680 --> 00:27:19,640 If we look at the growth of any country, 519 00:27:19,720 --> 00:27:21,200 - that happens through STEM. - Yes. 520 00:27:21,280 --> 00:27:23,280 - Science, Technology, Engineering, Mathematics. - Yes. 521 00:27:23,320 --> 00:27:26,080 I wish to ask you a question on behalf of our audience. 522 00:27:26,280 --> 00:27:28,600 What changes can they bring in their day-to-day lives 523 00:27:28,760 --> 00:27:31,480 to help them better their children's STEM skills? 524 00:27:31,560 --> 00:27:35,120 - They should definitely buy our products. - Why not? 525 00:27:35,200 --> 00:27:37,000 Secondly, we see 526 00:27:37,080 --> 00:27:40,080 that kids are spending a lot of time on their screens. 527 00:27:40,200 --> 00:27:43,920 - Kids are happy to see someone do something good. - Yes. 528 00:27:44,000 --> 00:27:47,720 - But the real satisfaction lies in doing it yourself. - Nice. 529 00:27:47,800 --> 00:27:49,760 I want to tell everyone 530 00:27:49,880 --> 00:27:52,440 that instead of just seeing what others are doing good, 531 00:27:52,560 --> 00:27:53,920 - you do good. - You do it too. 532 00:27:54,000 --> 00:27:56,840 Doing and observing good, no matter how small it may be, 533 00:27:56,920 --> 00:28:00,400 - brings you hundred times the experience and joy. - Right. 534 00:28:00,520 --> 00:28:02,160 Sir, just as you've brought about a positive change, 535 00:28:02,160 --> 00:28:04,840 similarly, ACKO too, with its range of revolutionary offerings, 536 00:28:04,920 --> 00:28:06,880 is bringing change in the insurance landscape. 537 00:28:07,040 --> 00:28:08,360 When buying a car, 538 00:28:08,440 --> 00:28:10,760 you only need to pay for the car at the showroom and not insurance. 539 00:28:10,800 --> 00:28:13,640 By doing so, you can save up to Rs. 36,000 540 00:28:13,760 --> 00:28:15,640 provided you buy insurance from ACKO. 541 00:28:15,800 --> 00:28:17,800 Sir, we wish to appreciate your change 542 00:28:17,880 --> 00:28:20,680 and give you a special gift on behalf of ACKO and Shark Tank. 543 00:28:20,880 --> 00:28:21,760 Thank you. 544 00:28:21,880 --> 00:28:23,240 [joyous music playing] 545 00:28:29,040 --> 00:28:30,200 [camera shutter clicking] 546 00:28:30,920 --> 00:28:32,280 Congratulations! 547 00:28:32,360 --> 00:28:33,680 Happy for you, brother. 548 00:28:36,320 --> 00:28:38,320 Did someone have a baby? Who's getting married? 549 00:28:38,440 --> 00:28:41,480 No. My friend won the Lenskart contest. 550 00:28:44,040 --> 00:28:44,920 - Yes. - I know now. 551 00:28:45,000 --> 00:28:46,160 You could win too. 552 00:28:46,240 --> 00:28:48,360 Visit the Lenskart app or Lenskart.com 553 00:28:48,440 --> 00:28:49,800 and participate in the contest. 554 00:28:49,960 --> 00:28:51,560 Tell them what needs to be done. 555 00:28:51,640 --> 00:28:54,120 The same thing you do in front of the screen. 556 00:29:07,200 --> 00:29:08,600 This instant. I am too. 557 00:29:08,760 --> 00:29:11,240 All right! All right... 558 00:29:12,960 --> 00:29:15,240 'Gaon!' Wow! That's wonderful. 559 00:29:15,680 --> 00:29:17,920 'Dumara, Tirhut, Champaran.' 560 00:29:18,160 --> 00:29:21,360 Champaran is indigo farming! Mahatma Gandhi. 561 00:29:22,280 --> 00:29:24,040 [theme music playing] 562 00:29:46,520 --> 00:29:47,680 [theme music concludes] 563 00:29:47,760 --> 00:29:48,760 Greetings, Sharks. 564 00:29:49,080 --> 00:29:50,080 How are you? 565 00:29:50,960 --> 00:29:52,000 - Good. - Great. 566 00:29:55,280 --> 00:29:57,680 Sharks, in India, thousands of people 567 00:29:57,800 --> 00:30:00,280 from the villages come to the cities harbouring dreams. 568 00:30:00,680 --> 00:30:03,640 I too came to Delhi from Bihar with some dreams. 569 00:30:03,840 --> 00:30:06,960 And I realised that you get everything in the cities 570 00:30:07,080 --> 00:30:09,280 except the taste of village food. 571 00:30:09,800 --> 00:30:12,600 Especially our food from Bihar. 572 00:30:13,040 --> 00:30:16,040 Be it the 'litti chokha' your mother makes 573 00:30:16,280 --> 00:30:20,200 - or the aroma of mutton cooked on a low flame. - Right. 574 00:30:20,280 --> 00:30:24,520 Or be it everyone's favourite comfort food 'dal bhat bhujia'. 575 00:30:24,920 --> 00:30:28,560 Every bite of it embodies a mother's love and sweetness. 576 00:30:29,000 --> 00:30:30,600 Sharks, not just Bihar, 577 00:30:30,800 --> 00:30:34,480 - but the food of every village represents its culture. - Yes. 578 00:30:34,560 --> 00:30:38,040 Sharks, you too must crave the food from your village. 579 00:30:38,360 --> 00:30:39,840 We can thank globalisation 580 00:30:39,960 --> 00:30:42,760 - for putting pizzas and burgers on our plates... - Yes. 581 00:30:42,840 --> 00:30:45,800 But they taste nothing like the food from our village. 582 00:30:45,880 --> 00:30:47,560 To plug this gap, 583 00:30:47,720 --> 00:30:50,120 we started Gaon in 2017, 584 00:30:50,240 --> 00:30:52,000 a multi-brand food company 585 00:30:52,080 --> 00:30:54,160 that serves authentic Indian delicacies 586 00:30:54,240 --> 00:30:57,160 from selected states to people with pride. 587 00:31:04,920 --> 00:31:06,920 Not only that, we are among the first few 588 00:31:07,000 --> 00:31:10,920 who launched Bihari and Rajasthani food in Delhi NCR 589 00:31:13,160 --> 00:31:17,240 We've delivered over 4 lakh orders until now. 590 00:31:17,720 --> 00:31:20,680 Sharks, Gaon started as a single outlet 591 00:31:20,760 --> 00:31:23,320 and today is a cloud kitchen and a multi-brand company. 592 00:31:23,440 --> 00:31:27,800 Our aim is to serve small bite-sized variants of 'litti chokha' 593 00:31:27,880 --> 00:31:30,480 as a healthy alternative to samosas and momo 594 00:31:30,560 --> 00:31:32,840 - not just in India but the global market. - Whoa! 595 00:31:32,920 --> 00:31:34,800 Sharks, we're not just a food business, 596 00:31:34,880 --> 00:31:38,800 we're here to revolutionise Indian flavours and traditions. 597 00:31:39,040 --> 00:31:43,480 All we want is there to be a Gaon in every Indian state 598 00:31:43,560 --> 00:31:47,280 and our ask is Rs. 80 lakhs for 4% equity. 599 00:31:52,520 --> 00:31:54,840 ...now all that’s left is to add tempering! 600 00:31:54,880 --> 00:31:56,880 - That's amazing! - Thank you! 601 00:31:57,040 --> 00:31:58,200 - Did you bring Litti? - Yes. 602 00:31:58,400 --> 00:32:00,720 - Yes, we have everything. - Litti Chokha! Wow! I love it! 603 00:32:03,120 --> 00:32:04,440 Hello, sir. 604 00:32:04,520 --> 00:32:06,840 [music playing] 605 00:32:13,240 --> 00:32:14,800 - This is for you, Anupam. - Okay! 606 00:32:14,880 --> 00:32:16,800 Thank you, brother! Mr. Alok! 607 00:32:17,840 --> 00:32:19,360 Bajra Roti. 608 00:32:21,160 --> 00:32:23,160 We have a beverage for you. 609 00:32:23,280 --> 00:32:25,560 Hmm! The garlic chutney is too good. 610 00:32:25,840 --> 00:32:27,360 - Did you make it? - Yes! 611 00:32:27,440 --> 00:32:28,440 What's this? 612 00:32:28,760 --> 00:32:30,040 This is Sattu Cooler. 613 00:32:30,120 --> 00:32:30,960 Yeah! 614 00:32:31,080 --> 00:32:33,480 - Thank you! - Shake it a little. 615 00:32:33,560 --> 00:32:34,640 - Shake it! - Yeah! 616 00:32:34,920 --> 00:32:36,800 - What's this? - A different variant of Litti. 617 00:32:36,880 --> 00:32:39,480 - There are four types of Litti! - Four types! This is Aloo Litti. 618 00:32:39,520 --> 00:32:41,960 This is our signature Sattu Litti. 619 00:32:42,160 --> 00:32:43,360 This is Paneer Litti. 620 00:32:43,480 --> 00:32:45,120 - Is there sattu in this one? - Yes. 621 00:32:45,240 --> 00:32:46,520 - Sattu? - Yes. 622 00:32:46,720 --> 00:32:48,320 [music playing] 623 00:32:49,240 --> 00:32:50,680 Thank you! Thank you so much. 624 00:32:51,440 --> 00:32:52,520 The food is delicious. 625 00:32:52,600 --> 00:32:54,560 [music playing] 626 00:32:55,560 --> 00:32:58,080 Alok, are these four Littis fried? 627 00:32:58,360 --> 00:32:59,800 No, they are all roasted. 628 00:32:59,880 --> 00:33:01,200 - Is it not fried? - It's not. 629 00:33:01,320 --> 00:33:03,320 It's still so delicious. 630 00:33:03,640 --> 00:33:04,880 The kadhi is irresistible. 631 00:33:04,960 --> 00:33:06,160 - Thank you! - The food is good. 632 00:33:06,160 --> 00:33:08,400 - Is this Kadhi a speciality of Bihar... - Thank you, sir. 633 00:33:08,440 --> 00:33:09,760 Or is it a common dish? 634 00:33:09,840 --> 00:33:11,120 No! It's Rajasthani Kadhi. 635 00:33:11,240 --> 00:33:13,480 - Your Chokha is delicious. - Thank you, sir. 636 00:33:13,600 --> 00:33:15,400 - Is this Lavang Latika sweet? - Yes. 637 00:33:15,480 --> 00:33:16,720 It's our dessert. 638 00:33:17,520 --> 00:33:18,960 This tastes different. 639 00:33:19,240 --> 00:33:22,560 If you sip it a little later, the taste will hit you a little later. 640 00:33:22,720 --> 00:33:23,880 It's high in protein. 641 00:33:23,960 --> 00:33:28,080 - High in protein, sir. Yes. - You can have it as a health drink. 642 00:33:28,560 --> 00:33:31,000 - We are trying to change villages into cities. - Yes. 643 00:33:31,120 --> 00:33:33,240 - You said there is a village in every city. - Yes, sir. 644 00:33:33,240 --> 00:33:35,240 You have a brilliant vision. 645 00:33:35,560 --> 00:33:38,320 Share your story with us. It sounds intriguing. 646 00:33:38,480 --> 00:33:41,240 - I studied in Champaran. - Okay. 647 00:33:41,320 --> 00:33:44,280 When I came to Delhi, I wanted to do BTech. 648 00:33:44,400 --> 00:33:47,360 I didn't have the courage to tell my dad that I won't pursue BTech. 649 00:33:47,440 --> 00:33:49,520 Because I've always wanted to pursue entrepreneurship. 650 00:33:49,520 --> 00:33:50,600 I have seen my dad 651 00:33:50,720 --> 00:33:52,680 and the impact he has had on people. 652 00:33:52,760 --> 00:33:53,640 What did your dad do? 653 00:33:53,760 --> 00:33:55,280 He is a businessman. 654 00:33:55,360 --> 00:33:56,720 But in the beginning, he started 655 00:33:56,800 --> 00:33:59,680 by selling goods on a bicycle. That's how his journey unfolded. 656 00:33:59,800 --> 00:34:02,600 - Okay! - I came here to do BTech in 2009. 657 00:34:02,880 --> 00:34:06,200 But after coming here, I told him I won't do BTech. 658 00:34:06,440 --> 00:34:10,000 'I want to pursue a BBA or MBA or step into entrepreneurship.' 659 00:34:10,440 --> 00:34:13,160 We started Gaon as a dine-in restaurant. 660 00:34:18,720 --> 00:34:21,560 Hold on! How did you start? You might have invested money. 661 00:34:21,640 --> 00:34:24,080 After completing my MBA, I got a job. 662 00:34:24,160 --> 00:34:26,400 There was a Paytm company called Little app. 663 00:34:26,520 --> 00:34:27,840 - Okay! - I handled 664 00:34:28,320 --> 00:34:30,240 - national partnerships there. - Okay. 665 00:34:30,320 --> 00:34:33,360 While working, you opened a restaurant. 666 00:34:33,480 --> 00:34:34,840 When did you open this restaurant? 667 00:34:34,920 --> 00:34:36,200 In 2018. 668 00:34:36,280 --> 00:34:37,400 How much did you invest? 669 00:34:37,680 --> 00:34:40,040 We started with Rs. 9.5 lakhs. 670 00:34:40,120 --> 00:34:41,280 Who invested? You or your dad? 671 00:34:41,360 --> 00:34:44,920 I invested and took help from my friends and cousins. 672 00:34:45,360 --> 00:34:48,120 - Where is this outlet? - It's a cloud kitchen now. 673 00:34:52,720 --> 00:34:55,600 - And one was in East of Kailash. - Just to clarify, 674 00:34:55,800 --> 00:34:58,520 you don't have a restaurant where you can sit and eat. 675 00:34:58,680 --> 00:35:01,200 - Currently no. - You started a restaurant first 676 00:35:01,320 --> 00:35:03,520 - before COVID. It shut down because of COVID. - Yes. 677 00:35:03,600 --> 00:35:05,280 When you started again, 678 00:35:05,400 --> 00:35:07,320 - you thought cloud kitchen was a better model. - Yes. 679 00:35:07,360 --> 00:35:09,400 - You started a cloud kitchen. - Yes. 680 00:35:09,520 --> 00:35:12,880 But it reads, 'Your gateway to authentic Indian delicacies.' 681 00:35:13,000 --> 00:35:15,560 It doesn't specify the exact cuisine. 682 00:35:16,640 --> 00:35:19,280 This is our longer vision. 683 00:35:19,400 --> 00:35:21,720 We currently serve Bihari, Awadhi, and Rajasthani cuisines. 684 00:35:27,480 --> 00:35:28,400 Yes! 685 00:35:28,480 --> 00:35:29,920 When you opened the first outlet, 686 00:35:30,320 --> 00:35:32,080 did you decide on any speciality? 687 00:35:32,760 --> 00:35:35,120 Yes, we started with Bihari and Rajasthani cuisines. 688 00:35:35,200 --> 00:35:36,720 You launched multi-cuisine. 689 00:35:36,800 --> 00:35:40,400 - 7-8 Bihari items, 8-9 Rajasthani items. - Right! 690 00:35:40,520 --> 00:35:42,440 - You had a 'thali' concept. - Yes, it was. 691 00:35:43,000 --> 00:35:45,880 - But there is a restaurant in Delhi that serves Bihari food. - Yes. 692 00:35:45,960 --> 00:35:46,960 It's expensive. 693 00:35:47,240 --> 00:35:48,080 Yes! 694 00:35:48,160 --> 00:35:50,880 - People go there to have Litti Chokha. - Yes. 695 00:35:50,960 --> 00:35:53,200 There are people from Bihar in Delhi. 696 00:35:53,400 --> 00:35:55,800 Why aren't there many restaurants in Delhi that serve Bihari food? 697 00:35:55,800 --> 00:35:58,320 That time has arrived now. Now almost all brand houses, 698 00:35:58,560 --> 00:36:00,800 be it Rebel Foods or 699 00:36:00,960 --> 00:36:03,800 - there might be another brand in Shark Tank. - Which one? 700 00:36:04,120 --> 00:36:05,960 - Dil Foods sells Bihari cuisine. - Dil Foods serves Bihari cuisine. 701 00:36:06,000 --> 00:36:08,240 - Okay! - Basically, we've 702 00:36:08,320 --> 00:36:10,200 created the awareness we had to. 703 00:36:10,840 --> 00:36:12,600 People have seen that market. 704 00:36:12,680 --> 00:36:14,640 - Now, everyone is entering Bihari cuisine. - Okay! 705 00:36:14,640 --> 00:36:17,600 When we were in the market, we had to explain what this cuisine is. 706 00:36:17,720 --> 00:36:19,200 For example, Champaran Handi. 707 00:36:19,480 --> 00:36:23,160 We aim to make it the next Biryani of India. 708 00:36:23,640 --> 00:36:25,440 And for Litti to become the new samosa. 709 00:36:26,280 --> 00:36:27,640 What is your model? 710 00:36:27,800 --> 00:36:30,000 We set up a kitchen with the vision 711 00:36:30,080 --> 00:36:32,400 of creating 3-4 brands from the same space. 712 00:37:08,760 --> 00:37:10,080 - Yes! - Correct? 713 00:37:10,160 --> 00:37:12,240 - How many cloud kitchens do you have currently? - We have four. 714 00:37:12,280 --> 00:37:14,360 - Are all four in Delhi NCR? - Yes, all four are in Delhi NCR. 715 00:37:14,400 --> 00:37:16,680 What is the rating on Swiggy and Zomato? 716 00:37:16,960 --> 00:37:19,000 They all have 4 or slightly more than 4. 717 00:37:19,080 --> 00:37:22,400 - How much does Gaon have? - Gaon has 4 across the platform. 718 00:37:39,520 --> 00:37:41,240 In the first year, we made Rs. 90 lakhs. 719 00:37:41,640 --> 00:37:46,280 - That's in FY20-21. In FY21-22, it was 1.62 crores. - Okay. 720 00:37:46,360 --> 00:37:49,760 - Then in the third year, it was Rs. 3.86 crores. - Not bad. 721 00:37:49,840 --> 00:37:51,960 The year ended on 31st March. 722 00:37:52,160 --> 00:37:53,760 We closed at Rs. 5.5 crores. 723 00:37:53,840 --> 00:37:55,280 How much revenue did you generate in the last six months? 724 00:37:55,320 --> 00:37:57,960 In the last six months, we've generated Rs. 3.08 crores in revenue. 725 00:37:58,520 --> 00:38:00,400 - Last month? - Rs. 49 lakhs. 726 00:38:00,760 --> 00:38:02,600 How much revenue do you expect this year? Around Rs. 8 crores? 727 00:38:02,600 --> 00:38:05,360 We are targeting Rs. 7.5 crores even without raising extra funds 728 00:38:05,440 --> 00:38:06,640 and continue operating as we are. 729 00:38:06,640 --> 00:38:08,320 Tell us your unit economics. 730 00:38:08,640 --> 00:38:11,480 Anupam, our COGS is 31%. 731 00:38:11,680 --> 00:38:14,840 Our salaries are 10.5%. 732 00:38:15,040 --> 00:38:17,080 - Okay! - Our rentals contribute to 6.5%. 733 00:38:17,200 --> 00:38:19,280 Electricity and water is 3.5%. 734 00:38:19,560 --> 00:38:21,640 And 2% is our marketing cost. 735 00:38:21,720 --> 00:38:22,760 That's it? 736 00:38:23,240 --> 00:38:24,960 3.5 is our packing cost. 737 00:38:25,040 --> 00:38:27,080 We have a 15% discount. 738 00:38:27,240 --> 00:38:28,560 Oh, did you apply it afterwards? 739 00:38:28,640 --> 00:38:31,280 And our overall blended commission stands at 20%. 740 00:38:31,360 --> 00:38:32,640 How much are you left with? 741 00:38:32,720 --> 00:38:34,760 Currently, our net margin is 7%. 742 00:38:35,680 --> 00:38:36,560 Very good. 743 00:38:36,640 --> 00:38:38,080 What was the total sales last month? 744 00:38:38,120 --> 00:38:39,920 Rs. 49 lakhs. How much are you left with? 745 00:38:40,000 --> 00:38:43,360 - From last month's sales, only Rs. 1.5 lakhs is left. - Why? 746 00:38:43,440 --> 00:38:45,080 The last three months have been 747 00:38:45,160 --> 00:38:47,360 a slow period for any restaurant business. 748 00:38:47,440 --> 00:38:49,160 Due to festivities, I believe. 749 00:38:49,280 --> 00:38:53,400 But from November to January, it's the peak season. 750 00:38:53,480 --> 00:38:56,000 If our sales are low, then on average 751 00:38:56,200 --> 00:38:57,600 around Rs. 55 lakhs... 752 00:38:57,680 --> 00:38:59,440 Even at this scale, 753 00:38:59,600 --> 00:39:02,240 - you are able to make a profit. That's great. - We are profitable. 754 00:39:02,640 --> 00:39:05,520 Because there is no cost, and salary expenses are not very high. 755 00:39:05,840 --> 00:39:07,080 10% is salaries. 756 00:39:07,200 --> 00:39:09,360 Even as they scale, if it's 10%... 757 00:39:09,440 --> 00:39:11,080 That is the cook's salary, right? 758 00:39:11,160 --> 00:39:14,280 No! It includes the salaries of people from the founding team. 759 00:39:14,360 --> 00:39:16,800 - There are more people? Tell us in detail. - Who are they? 760 00:39:17,360 --> 00:39:21,080 It's me. Recently, Shashank joined the cap table. 761 00:39:21,160 --> 00:39:22,160 One of the co-founders. 762 00:39:22,240 --> 00:39:23,600 How much equity does Shashank hold? 763 00:39:23,680 --> 00:39:25,320 Shashank has 10%. 764 00:39:25,400 --> 00:39:26,400 And you? 765 00:39:26,480 --> 00:39:28,440 - I have 80% equity. - Who else? 766 00:39:28,560 --> 00:39:30,720 The remaining 5% is ESOP 767 00:39:30,800 --> 00:39:32,520 and there are two more co-founders who have 2.5% each. 768 00:39:32,520 --> 00:39:35,720 - Co-founder. - Our brothers helped us in the initial stage 769 00:39:35,840 --> 00:39:38,200 when we started Gaon in 2017. 770 00:39:38,320 --> 00:39:40,120 How much will you make this year? Rs.6-Rs.8 crores? 771 00:39:40,160 --> 00:39:41,720 We are targeting Rs. 7.5 crores 772 00:39:41,800 --> 00:39:44,320 even without raising extra funds and continue operating as we are. 773 00:39:44,360 --> 00:39:45,960 How many chefs do you currently have? 774 00:39:46,280 --> 00:39:48,040 We have one head chef managing four kitchens. 775 00:39:48,080 --> 00:39:49,400 There are four outlet chefs. 776 00:39:49,480 --> 00:39:51,040 This is a specialised skill. 777 00:39:51,120 --> 00:39:52,240 Getting the taste just right 778 00:39:52,280 --> 00:39:53,880 and maintaining consistency across all outlets is a challenge. 779 00:39:53,920 --> 00:39:56,000 If a chef leaves and joins another kitchen, 780 00:39:56,120 --> 00:39:57,760 the unique taste goes with them. 781 00:39:57,840 --> 00:39:59,160 How do you manage that? 782 00:39:59,280 --> 00:40:02,040 We hire staff from the same region 783 00:40:02,120 --> 00:40:03,120 where the food is prepared. 784 00:40:03,160 --> 00:40:05,720 Suppose we are in Rajasthan, the cook is from Rajasthan. 785 00:40:05,800 --> 00:40:08,040 As you rightly said, there is a manpower issue in this industry. 786 00:40:08,040 --> 00:40:10,680 We have prepared backups for our backups. 787 00:40:11,600 --> 00:40:13,920 Alok, I want to understand the process 788 00:40:14,000 --> 00:40:16,160 - of your cloud kitchen. - Yes. 789 00:40:16,240 --> 00:40:17,560 So that I get confidence 790 00:40:17,640 --> 00:40:20,000 - that you will be able to scale like Rebel Foods. - Yes. 791 00:40:20,080 --> 00:40:21,800 - For a really large pan-India brand. - Yes. 792 00:40:21,960 --> 00:40:24,120 They've standardized everything 793 00:40:24,320 --> 00:40:26,360 so that in every cloud kitchen, 794 00:40:26,440 --> 00:40:28,480 right from the utensils used 795 00:40:28,680 --> 00:40:29,880 to the cooking techniques, 796 00:40:30,000 --> 00:40:31,600 they have transformed the process into a science 797 00:40:31,600 --> 00:40:33,080 - with a well-defined SOP. - Yes. 798 00:40:33,160 --> 00:40:35,360 So, how will you do that 799 00:40:35,440 --> 00:40:37,880 for the food that is very regional 800 00:40:37,960 --> 00:40:40,560 and brings the same taste 801 00:40:40,680 --> 00:40:42,840 - across cloud kitchens in India? - Yes. 802 00:40:43,160 --> 00:40:45,280 Ma'am, we've started working on this. 803 00:40:45,360 --> 00:40:47,280 We already have SOP's for our businesses. 804 00:40:47,360 --> 00:40:48,840 Ours is a hub-and-spoke model. 805 00:40:48,960 --> 00:40:51,280 Whichever city we go to, we make a big kitchen. 806 00:40:51,360 --> 00:40:53,160 We don't use freezing technology. 807 00:40:53,240 --> 00:40:55,000 We believe in serving warm food. 808 00:40:55,120 --> 00:40:58,120 In fact, our signature dish, Champaran Handi Mutton, 809 00:40:58,200 --> 00:41:00,440 what we do is we are trying 810 00:41:00,640 --> 00:41:03,640 to make it in an oven. This helps us scale efficiently 811 00:41:03,880 --> 00:41:05,640 by reducing manual intervention. 812 00:41:05,760 --> 00:41:08,160 And we can easily scale it with just two staff members 813 00:41:08,240 --> 00:41:09,960 in any city. 814 00:41:10,520 --> 00:41:12,560 We have a bigger vision when it comes to Litti. 815 00:41:12,640 --> 00:41:15,080 Because Litti required a machine... 816 00:41:15,200 --> 00:41:16,480 We are in discussions with a company in Gujarat 817 00:41:16,520 --> 00:41:18,520 to develop automated machines that will produce bite-sized portions. 818 00:41:18,560 --> 00:41:19,600 We want to change the narrative 819 00:41:19,600 --> 00:41:22,720 so that people don't just ask for '6 momo with chutney' 820 00:41:22,880 --> 00:41:25,160 but instead say, 'Give 6 littis with chutney.' 821 00:41:25,280 --> 00:41:27,080 The consistency is missing. 822 00:41:27,160 --> 00:41:30,600 - We will have automated machines in our main kitchen. - Very nice. 823 00:41:30,720 --> 00:41:32,120 They will be round in size and... 824 00:41:32,200 --> 00:41:33,680 Standardized size and taste. 825 00:41:33,760 --> 00:41:35,600 Right! It will be the same. 826 00:41:35,800 --> 00:41:38,520 With food businesses, we've noticed 827 00:41:38,840 --> 00:41:41,760 that vendor selection, audit of qualities, 828 00:41:41,880 --> 00:41:44,680 become very important when you want to scale it. 829 00:41:44,760 --> 00:41:47,080 Our hero product, Champaran, 830 00:41:47,440 --> 00:41:49,640 we are so particular with its sourcing 831 00:41:49,720 --> 00:41:51,200 or whatever item we buy. For instance, 832 00:41:51,280 --> 00:41:52,640 when it comes to goat meat, 833 00:41:52,760 --> 00:41:56,720 we specifically procure Khasi, a tender version of goat meat. 834 00:41:56,800 --> 00:41:59,640 It gets expensive for us because we don't want to compromise on quality. 835 00:41:59,880 --> 00:42:02,280 Generally, for every vendor selection we've made, 836 00:42:02,400 --> 00:42:06,840 we have multiple layers of backups in place. 837 00:42:06,920 --> 00:42:08,880 I know Sagar of Wow! Momo. 838 00:42:08,960 --> 00:42:10,840 Before launching 839 00:42:11,200 --> 00:42:12,960 any momo, 840 00:42:13,040 --> 00:42:14,720 they follow a scientific process 841 00:42:14,800 --> 00:42:17,600 to determine the stuffing. 842 00:42:17,720 --> 00:42:21,040 - Litti is your hero product, which you aim to take global. - Yes. 843 00:42:21,120 --> 00:42:22,560 - Which I am very excited about. - Yes. 844 00:42:22,600 --> 00:42:25,760 How do you decide which stuffing will appeal 845 00:42:25,840 --> 00:42:27,640 to people across India and globally, 846 00:42:27,720 --> 00:42:30,960 rather than just those from Bihar? 847 00:42:31,440 --> 00:42:35,040 We've been developing this product for the past nine months 848 00:42:35,440 --> 00:42:38,560 and have even had potential investors try it. 849 00:42:46,360 --> 00:42:48,920 After that, we call them and ask how they like it. 850 00:42:49,160 --> 00:42:52,120 We focus more on the ones that receive better feedback 851 00:42:56,560 --> 00:42:57,960 and we have four more. 852 00:42:58,120 --> 00:43:01,760 We made 28 items, but we couldn't bring them all. 853 00:43:02,200 --> 00:43:04,960 - So, you have fillings of a total of 9 littis. - Yes. 854 00:43:05,040 --> 00:43:06,880 Other than that, we can infuse them. 855 00:43:06,960 --> 00:43:09,280 - Litti Pau, Litti Chaat. - Oh, that way. 856 00:43:09,360 --> 00:43:12,760 - Basically our snacks brand, Tirhut... - Very good. 857 00:43:13,000 --> 00:43:14,360 It will be more of a QSR model. 858 00:43:14,520 --> 00:43:16,640 This model because... You mentioned Wow! Momo. 859 00:43:16,720 --> 00:43:18,440 They are doing a business of Rs. 400 crores. 860 00:43:18,560 --> 00:43:20,920 But on the outlet level, it is not beyond Rs. 6 lakhs. 861 00:43:21,160 --> 00:43:22,680 We have two brands that have already... 862 00:43:22,720 --> 00:43:24,680 With all due respect to Wow! Momo. 863 00:43:24,840 --> 00:43:27,800 We are already doing a business of around Rs. 16 lakhs. 864 00:43:28,000 --> 00:43:30,480 Even if you exclude Champaran and Gaon, 865 00:43:30,560 --> 00:43:31,960 we are already above that threshold 866 00:43:32,080 --> 00:43:34,000 compared to big brands. 867 00:43:34,480 --> 00:43:36,800 Do you want to build a Litti-focused company, 868 00:43:36,920 --> 00:43:38,920 a cloud kitchen brand, 869 00:43:39,000 --> 00:43:40,920 or an authentic regional cuisine brand? 870 00:43:41,720 --> 00:43:44,520 We want to make a multi-brand food company. 871 00:43:44,600 --> 00:43:47,400 Looking at the growth of your revenue, 872 00:43:47,720 --> 00:43:49,080 in the last three years, 873 00:43:49,160 --> 00:43:52,960 your revenue was Rs. 3.8 crores, Rs. 5.5 crores and 7.5 crores. 874 00:43:53,200 --> 00:43:56,080 - If I only look at Champaran's sales... - Yes! 875 00:43:56,160 --> 00:43:57,120 How much would that be? 876 00:43:57,200 --> 00:44:00,440 The split is 40-60 split. 60% is Gaon and 40% is Champaran. 877 00:44:00,560 --> 00:44:02,960 Has this ratio remained consistent over the past three years? 878 00:44:03,640 --> 00:44:06,160 Is Champaran growing at the same rate? 879 00:44:06,320 --> 00:44:10,000 Yes! Gaon has been around longer, so it has a stronger brand recall. 880 00:44:10,080 --> 00:44:12,120 Our repeat rate with Gaon is stable 881 00:44:12,200 --> 00:44:13,480 and the same applies to Champaran. 882 00:44:13,480 --> 00:44:15,960 If I look at one of your cloud kitchens, 883 00:44:16,040 --> 00:44:17,360 which one is the oldest? 884 00:44:17,480 --> 00:44:18,480 It's DLF Phase 1. 885 00:44:26,480 --> 00:44:29,560 - I am not sure of the exact... - Approximately! 886 00:44:29,920 --> 00:44:32,240 The sales were approximately... 887 00:44:32,880 --> 00:44:34,080 Just Gaon, right? 888 00:44:34,160 --> 00:44:35,720 Any will do. 889 00:44:35,800 --> 00:44:38,360 - Tell me about all the cloud kitchens.- I'll do that. 890 00:44:58,120 --> 00:45:01,400 - From Rs. 90 lakhs to almost Rs. 2 crores in 3 years. - 3 years. 891 00:45:01,600 --> 00:45:04,320 According to you, how much will it grow next year? 892 00:45:04,400 --> 00:45:06,840 My ideal number should be Rs. 30 lakhs for one outlet. 893 00:45:06,920 --> 00:45:10,600 This means that if it reaches Rs. 3.6 crores... 894 00:45:10,680 --> 00:45:13,040 That is ideal for you, but will it reach that level in the next 2 years? 895 00:45:13,080 --> 00:45:14,760 Yes, we will reach that level in two years. 896 00:45:20,400 --> 00:45:23,320 - Your rent is low. It's around Rs. 70,000. - Yes. 897 00:45:23,400 --> 00:45:26,840 - It's Rs. 50,000... - I've never heard of making sales 898 00:45:27,120 --> 00:45:29,840 of Rs 30 lakhs where the rent is so low. 899 00:45:30,000 --> 00:45:31,320 We will do it, ma'am. 900 00:45:32,080 --> 00:45:34,960 - How? - Currently, we make around Rs. 17 lakhs. We will do it. 901 00:45:35,040 --> 00:45:36,840 Your average is around Rs. 12 lakhs. 902 00:45:36,920 --> 00:45:39,840 - Yes, around Rs. 12 lakhs. Yes. - It's Rs. 12 lakhs per centre. 903 00:45:40,000 --> 00:45:41,880 These are the sales from 3-4 brands. 904 00:45:41,960 --> 00:45:44,160 - So, growth... - Form 2 brands, ma'am. 905 00:45:44,240 --> 00:45:47,960 You said your revenue is Rs. 50 lakhs on average. 906 00:45:48,080 --> 00:45:50,720 That is after or before the discount. 907 00:45:50,800 --> 00:45:51,840 That's before the discount. 908 00:45:51,840 --> 00:45:53,560 - The discount was applied after this. - Yes. 909 00:45:53,560 --> 00:45:56,280 - Okay! So, it's about Rs. 45 lakhs post-discount. - Yes. 910 00:45:56,360 --> 00:45:59,200 After deducting the discount and commission, the net revenue 911 00:45:59,280 --> 00:46:04,080 - decreases by around 20%-25%. - Yes. 912 00:46:04,480 --> 00:46:06,280 There is one thing that's bothering me. 913 00:46:07,440 --> 00:46:09,720 When we start a business, 914 00:46:09,960 --> 00:46:13,120 we start with one business or one brand 915 00:46:13,200 --> 00:46:15,320 because there are many variables in a business. 916 00:46:15,600 --> 00:46:18,600 What made you think that you should start four brands? 917 00:46:18,920 --> 00:46:20,600 We haven't sourced anything from outside. 918 00:46:20,680 --> 00:46:23,520 We initially focused on Gaon and our hero dish was Champaran meat. 919 00:46:23,800 --> 00:46:26,160 It contributed to around 45% of our sales. 920 00:46:26,240 --> 00:46:28,120 Now, we have metrics from Swiggy and Zomato. 921 00:46:28,240 --> 00:46:29,680 We know that when people visit 922 00:46:29,760 --> 00:46:31,960 and see a lengthy menu, they get confused. 923 00:46:32,200 --> 00:46:35,240 And the menu-to-cart ratio and cart-to-order ratio declined. 924 00:46:35,520 --> 00:46:38,440 When the menu was limited, the vision behind building Champaran 925 00:46:38,520 --> 00:46:40,640 was because we couldn't open Gaon due to more CapEx, 926 00:46:40,760 --> 00:46:42,920 we can tie up with any partner for Champaran. 927 00:46:43,080 --> 00:46:44,880 By transitioning to oven-based preparation, 928 00:46:45,080 --> 00:46:47,440 we could establish outlets anywhere and scale efficiently. 929 00:46:47,520 --> 00:46:48,840 Similarly, with Tirhut, 930 00:46:49,080 --> 00:46:51,160 we perfected Litti. 931 00:46:51,240 --> 00:46:53,800 From Litti, the idea evolved into the creation of a new snack brand. 932 00:46:53,800 --> 00:46:56,880 We didn't outsource anything. It is complimenting our business. 933 00:46:57,080 --> 00:46:58,960 And it is essentially helping us reduce wastage. 934 00:46:59,160 --> 00:47:02,400 The game you are playing is the game of shelf space. 935 00:47:02,680 --> 00:47:04,480 For example, just like SEO in Google, 936 00:47:04,560 --> 00:47:07,680 a single search should display four entries instead of just one. 937 00:47:07,880 --> 00:47:11,160 That's why you are capturing shelf space 938 00:47:11,240 --> 00:47:13,800 in food marketplaces by launching different brands, 939 00:47:13,920 --> 00:47:15,480 ensuring each has a unique identity. 940 00:47:15,560 --> 00:47:17,000 If someone searches for Litti, 941 00:47:17,200 --> 00:47:19,080 out of 10 entries, at least 3 should feature your brand 942 00:47:19,080 --> 00:47:20,400 under the names Gaon, 943 00:47:20,480 --> 00:47:23,280 - Champaran and Tirhut. - You can say that. 944 00:47:23,400 --> 00:47:25,520 - Is that your game? - Yes. 945 00:47:26,320 --> 00:47:29,240 I think you are headed towards standardization. 946 00:47:29,320 --> 00:47:31,080 You don't know how that can be done. 947 00:47:31,160 --> 00:47:32,840 In a real sense, you have no idea. 948 00:47:33,920 --> 00:47:35,760 Second, you have not expanded beyond Delhi yet. 949 00:47:35,920 --> 00:47:37,400 - Yes. - So it's uncertain whether 950 00:47:37,480 --> 00:47:39,960 you can effectively cater to 951 00:47:40,080 --> 00:47:41,960 and manage operations in other cities. 952 00:47:43,000 --> 00:47:45,080 Because of these two reasons, I am out. 953 00:47:45,960 --> 00:47:48,440 - But I wish you all the best. - Thank you, Aman. 954 00:47:49,840 --> 00:47:51,280 Alok, 955 00:47:51,800 --> 00:47:54,280 your thinking is 10x. 956 00:47:55,520 --> 00:47:56,360 That's great. 957 00:47:56,480 --> 00:47:58,120 My thinking was just like yours 958 00:47:58,280 --> 00:48:00,000 15 years ago. 959 00:48:00,240 --> 00:48:02,080 My company's name was Enable India. 960 00:48:02,160 --> 00:48:05,000 I used to say we will enable India and people used to laugh at me. 961 00:48:05,520 --> 00:48:08,040 But I made a huge mistake in that. 962 00:48:08,840 --> 00:48:10,280 You are also making the same mistake. 963 00:48:10,720 --> 00:48:12,560 Along with Lenskart, 964 00:48:12,640 --> 00:48:15,680 I started Watchkart, Bagskart and Jewelskart. 965 00:48:16,080 --> 00:48:18,200 But destiny... 966 00:48:18,280 --> 00:48:20,360 Within a year we understood 967 00:48:20,960 --> 00:48:23,080 that if we want to do 10x, we need to focus. 968 00:48:23,200 --> 00:48:26,880 I would advise you to focus on one thing. 969 00:48:27,600 --> 00:48:30,760 It could be Litti that becomes huge. That's what I understand 970 00:48:31,000 --> 00:48:32,600 from what Namita said. 971 00:48:32,800 --> 00:48:36,800 It will grow big when you focus on the smallest details, 972 00:48:36,880 --> 00:48:40,280 - create differentiation, and scale effectively. - We'll do that. 973 00:48:40,520 --> 00:48:42,280 I am out of this for now. 974 00:48:42,880 --> 00:48:46,400 But I genuinely think you can make it big with your vision. 975 00:48:46,480 --> 00:48:47,680 - We will. - Best of luck! 976 00:48:47,760 --> 00:48:48,600 Thank you! 977 00:48:48,720 --> 00:48:51,640 So, Alok! What I've understood 978 00:48:51,720 --> 00:48:55,520 is that these are all similar types of Indian delicacies, 979 00:48:55,600 --> 00:48:57,120 - but their branding is different. - Yes. 980 00:48:57,120 --> 00:48:58,600 I doubt there will be 981 00:48:58,680 --> 00:49:01,840 a significant difference in the food across 982 00:49:01,920 --> 00:49:05,000 - Dumara, Champaran, and Gaon. - Yes. 983 00:49:05,160 --> 00:49:08,280 I don't look at it as a different brand but as a different product. 984 00:49:08,360 --> 00:49:12,160 - Yes. - I believe your scalability is your cloud kitchen economics. 985 00:49:12,240 --> 00:49:15,840 Your scalability lies in the fact that you spend only 2% on marketing, 986 00:49:16,160 --> 00:49:20,120 which is rare among most cloud kitchen companies I've seen. 987 00:49:20,280 --> 00:49:23,280 Based purely on your positioning, 988 00:49:23,440 --> 00:49:26,320 pricing and cloud kitchen economics, 989 00:49:26,400 --> 00:49:29,320 you have managed to scale profitably up to this point. 990 00:49:29,640 --> 00:49:32,400 I think your seven-year journey, 991 00:49:32,520 --> 00:49:35,720 filled with trials, failures, and pivots, 992 00:49:35,840 --> 00:49:37,720 has given you these small learnings. 993 00:49:37,800 --> 00:49:39,960 Like when you say, 'I have a backup for my backup.' 994 00:49:40,040 --> 00:49:41,200 Even the equity 995 00:49:41,480 --> 00:49:43,880 from your first restaurant, where initial investors 996 00:49:43,960 --> 00:49:45,920 and partners had a stake, even they have equity. 997 00:49:46,000 --> 00:49:49,040 I believe you have a strong entrepreneurial instinct. 998 00:49:49,320 --> 00:49:50,760 So, I will give you an offer. 999 00:49:50,960 --> 00:49:52,360 - Wow! - Thank you! 1000 00:49:53,560 --> 00:49:56,680 Rs. 40 lakhs for 4% equity. 1001 00:49:56,760 --> 00:49:59,280 I'll also offer you Rs. 40 lakhs in debt 1002 00:49:59,440 --> 00:50:02,600 at 10% interest for three years. 1003 00:50:09,040 --> 00:50:11,160 to take something regional and make it global. 1004 00:50:11,400 --> 00:50:14,120 And every question I asked on scaling, 1005 00:50:14,360 --> 00:50:16,800 be it SOPs, 1006 00:50:16,920 --> 00:50:18,200 vendor selection. 1007 00:50:18,600 --> 00:50:20,680 How do you decide which product to launch? 1008 00:50:20,760 --> 00:50:24,480 For every question you answered fast 1009 00:50:24,720 --> 00:50:26,560 and gave specific answers. 1010 00:50:26,640 --> 00:50:28,120 - So, I really like that. - Thank you! 1011 00:50:28,280 --> 00:50:30,840 As an entrepreneur, fantastic! 1012 00:50:30,960 --> 00:50:33,680 - Thank you! - You are introducing regional flavour. 1013 00:50:33,760 --> 00:50:35,280 It is the pride of India. 1014 00:50:35,480 --> 00:50:37,880 To take Litti global, and that is very exciting. 1015 00:50:39,120 --> 00:50:41,400 I'll match Vineeta's offer with you. 1016 00:50:44,120 --> 00:50:46,680 I will be direct. 1017 00:50:47,040 --> 00:50:49,320 - You asked for 4%, right? - Yes, 4%. 1018 00:50:49,400 --> 00:50:52,000 - She said Rs. 40 lakhs for 4%. - Yes. 1019 00:50:52,240 --> 00:50:54,240 - That's Rs. 80 lakhs for 8%. - Yes. 1020 00:50:54,840 --> 00:50:57,640 - I think it can get better. - Yes. 1021 00:50:57,760 --> 00:51:01,280 So, Rs. 80 lakhs for 7% is the fair offer. 1022 00:51:04,880 --> 00:51:06,560 [music playing] 1023 00:51:07,360 --> 00:51:10,040 Vineeta and Namita, do you want to change your offer? 1024 00:51:10,160 --> 00:51:11,200 No, our offers will be the same. 1025 00:51:11,240 --> 00:51:14,160 Okay, you have three offers. Decide and let us know. 1026 00:51:14,440 --> 00:51:16,720 - Thank you, Shark! Thank you for the offer. - I'm very happy for you. 1027 00:51:16,760 --> 00:51:18,960 - Thank you! - Go and think. 1028 00:51:19,040 --> 00:51:20,960 [music playing] 1029 00:51:21,440 --> 00:51:23,280 How predictable are you! 1030 00:51:23,480 --> 00:51:25,400 I am not trying to be unpredictable. 1031 00:51:26,640 --> 00:51:27,520 'Hello!' 1032 00:51:27,600 --> 00:51:30,000 Shashank, we have received three offers. 1033 00:51:30,120 --> 00:51:32,640 Namita, Vineeta and you should join. 1034 00:51:42,480 --> 00:51:44,920 Sharks, we want all three of you together. 1035 00:51:46,440 --> 00:51:49,400 Our counter for all three of you is Rs. 80 lakhs for 5%. 1036 00:51:56,320 --> 00:51:57,920 and then we can make an offer. 1037 00:51:58,400 --> 00:51:59,760 [laughing] 1038 00:52:00,360 --> 00:52:04,080 If you want multiple Sharks, you need to give more equity. 1039 00:52:05,800 --> 00:52:08,520 My offer won't change, It will be just me for the same offer. 1040 00:52:10,080 --> 00:52:13,800 Rs. 40 lakhs for 4%, Rs. 40 lakhs debt at 9% for 3 years. 1041 00:52:19,960 --> 00:52:22,720 Rs. 80 lakhs for 8%, 1042 00:52:22,880 --> 00:52:24,080 Vineeta and I. 1043 00:52:28,120 --> 00:52:30,520 Rs. 40 lakhs 4%, Rs. 80 lakhs 8%. 1044 00:52:32,560 --> 00:52:34,480 Thank you, Namita ma'am, for your offer. 1045 00:52:35,360 --> 00:52:37,240 But we would like to go with two Sharks. 1046 00:52:37,520 --> 00:52:39,240 [music playing] 1047 00:52:55,040 --> 00:52:56,280 Thank you, Sharks! Thank you! 1048 00:52:57,560 --> 00:53:01,000 My grandparents always dreamed of seeing my name 1049 00:53:01,080 --> 00:53:01,960 in a newspaper. 1050 00:53:02,040 --> 00:53:04,880 This was my first time on TV. I was nervous and my legs were trembling. 1051 00:53:05,480 --> 00:53:06,320 I am excited. 1052 00:53:06,400 --> 00:53:08,720 In our village, when someone achieves something, 1053 00:53:08,840 --> 00:53:10,280 it inspires others to do the same. 1054 00:53:10,360 --> 00:53:14,200 Entrepreneurship is something that is not yet popular there. 1055 00:53:14,560 --> 00:53:16,320 If even one person accomplishes something, 1056 00:53:16,520 --> 00:53:18,960 others are sure to follow. 1057 00:53:19,320 --> 00:53:21,400 If this works out, 1058 00:53:21,520 --> 00:53:23,760 it will be like a movement in our village. 1059 00:53:24,000 --> 00:53:26,040 Each moment is really significant. 1060 00:53:26,200 --> 00:53:28,760 Alok, welcome to the PokerBaazi Zone, 1061 00:53:28,840 --> 00:53:30,760 - where you hold the cards. - Thank you! 1062 00:53:38,440 --> 00:53:41,960 A sequence is made according to your poker hand strength. 1063 00:53:42,040 --> 00:53:45,560 We call that sequence hand rankings. This is how it looks. 1064 00:53:46,080 --> 00:53:49,720 Your highest winning hand is Royal Flush. 1065 00:54:14,360 --> 00:54:16,800 - Right! - So, Quality and Assurance 1066 00:54:16,920 --> 00:54:19,680 will be our second priority, which is here. 1067 00:54:20,800 --> 00:54:22,120 How will procurement be done? 1068 00:54:22,240 --> 00:54:24,360 Sattu comes from Bihar. 1069 00:54:24,440 --> 00:54:26,000 - Nice! - You get it in the market, 1070 00:54:26,080 --> 00:54:28,080 but the authentic powdered sattu 1071 00:54:28,240 --> 00:54:30,760 has spiciness that you get only if you get it from Bihar. 1072 00:54:30,960 --> 00:54:34,880 So, Operations and Logistics help us procure our products 1073 00:54:35,000 --> 00:54:37,600 - and it also covers delivery. - Right! 1074 00:54:37,760 --> 00:54:40,920 - Next comes Marketing. - Okay! 1075 00:54:41,000 --> 00:54:42,560 And because we've made so much, 1076 00:54:42,720 --> 00:54:44,760 and out in a lot of hard work 1077 00:54:45,040 --> 00:54:47,640 - and investment. - Sales! 1078 00:54:47,840 --> 00:54:50,400 - Sales comes after this. - Okay. 1079 00:54:50,560 --> 00:54:52,360 Sales! Sales is the fifth one. 1080 00:54:52,440 --> 00:54:54,440 These are the five essential rankings 1081 00:55:23,480 --> 00:55:26,400 Apply your winning strategy, and create your winning hand. 1082 00:55:26,480 --> 00:55:28,200 Download the PokerBaazi app now. 1083 00:55:28,320 --> 00:55:31,320 'Shark Tank India, co-presented by ACKO Insurance, 1084 00:55:31,400 --> 00:55:33,400 'PokerBaazi and Swiggy Instamart.' 1085 00:55:33,480 --> 00:55:36,200 'Co-powered by Adani and Jaquar Bath and Light.' 1086 00:55:36,280 --> 00:55:39,240 'And partners, Rayzon Solar, ICICI Direct, ' 1087 00:55:39,320 --> 00:55:41,040 'Lenskart and Sofy.' 1088 00:55:41,120 --> 00:55:43,240 [theme music playing] 1089 00:55:52,600 --> 00:55:54,920 [theme music playing] 1090 00:56:05,120 --> 00:56:06,720 - Greetings, Sharks! - Greetings, Sharks! 1091 00:56:07,200 --> 00:56:09,880 We thought it was going to be very cold here, 1092 00:56:10,040 --> 00:56:11,800 so we wrapped a shawl around us. 1093 00:56:12,920 --> 00:56:16,920 But do you know what? The same shawl that keeps us warm 1094 00:56:17,080 --> 00:56:19,840 - will keep us cool in summer. - Wow! 1095 00:56:25,280 --> 00:56:26,280 Hi, Sharks! 1096 00:56:40,040 --> 00:56:42,880 We are from the small village of Kdonghulu 1097 00:56:43,080 --> 00:56:45,240 in the Ri Bhoi district of Meghalaya. 1098 00:56:45,440 --> 00:56:49,040 We, mother and daughter, are the founders of Eriweave. 1099 00:56:49,120 --> 00:56:50,880 [music playing] 1100 00:56:51,440 --> 00:56:54,120 At Eriweave, we are dedicated 1101 00:56:54,240 --> 00:56:58,640 to first bring sustainable economic development to our community 1102 00:56:58,720 --> 00:56:59,920 by crafting 1103 00:57:00,000 --> 00:57:04,360 Eri silk yarn and organically dyed handwoven Eri silk fabric 1104 00:57:04,720 --> 00:57:07,280 from the locally sourced Eri silk cocoon. 1105 00:57:07,680 --> 00:57:11,080 Eri silk is an all-weather, eco-friendly fabric 1106 00:57:16,120 --> 00:57:19,520 we also have scarves, shawls and yardage fabric too. 1107 00:57:21,000 --> 00:57:22,200 We achieved this 1108 00:57:22,320 --> 00:57:24,480 through our old-aged traditional 1109 00:57:24,680 --> 00:57:25,920 handwoven art 1110 00:57:26,080 --> 00:57:28,800 where we used natural fibres and organic dye. 1111 00:57:29,000 --> 00:57:31,000 I learnt this skill from my mother. 1112 00:57:31,160 --> 00:57:33,000 I learnt it from my mother too. 1113 00:57:34,000 --> 00:57:36,000 In our community, in the past, 1114 00:57:36,160 --> 00:57:38,160 women used to spin the yarn. 1115 00:57:38,600 --> 00:57:39,760 But over the years, 1116 00:57:39,880 --> 00:57:43,800 this beautiful tradition that brings livelihood 1117 00:57:44,200 --> 00:57:45,480 is dyeing. 1118 00:57:45,560 --> 00:57:46,920 But why, Sharks? 1119 00:57:47,200 --> 00:57:48,360 The answer is, 1120 00:57:48,560 --> 00:57:52,360 there is a gap between the market and our poor artisans. 1121 00:57:53,040 --> 00:57:56,000 So, Eriweave was founded to bridge this gap. 1122 00:57:57,240 --> 00:57:59,520 Since our inception in 2019, 1123 00:57:59,640 --> 00:58:03,080 and with a seed capital of only Rs. 50,000, 1124 00:58:03,280 --> 00:58:04,520 we have already 1125 00:58:04,760 --> 00:58:08,760 positively impacted the livelihood of 100 families 1126 00:58:13,360 --> 00:58:15,560 Shark, I have one question for you. 1127 00:58:15,920 --> 00:58:17,840 Did you hear of Eri silk before this? 1128 00:58:18,160 --> 00:58:20,080 - No! - Exactly! 1129 00:58:20,160 --> 00:58:24,120 Very few people know that such a wonderful fabric exists. 1130 00:58:24,440 --> 00:58:28,600 But at Eriweave, we will change this by bringing Eri silk to everyone. 1131 00:58:29,160 --> 00:58:32,200 And for this, we seek your support 1132 00:58:32,360 --> 00:58:36,160 with an investment of Rs. 20 lakhs at 12% equity. 1133 00:58:43,400 --> 00:58:46,440 to pan-India and the global audience. 1134 00:58:46,520 --> 00:58:50,000 At Eriweave, we make every weave count. 1135 00:58:50,480 --> 00:58:52,280 - Thank you! - Thank you! 1136 00:58:52,640 --> 00:58:54,320 It was wonderful to hear your pitch. 1137 00:58:54,400 --> 00:58:57,120 So excited to see Meghalaya 1138 00:58:57,320 --> 00:58:59,440 represented on Shark Tank. 1139 00:58:59,680 --> 00:59:01,240 Tell us a little bit about Meghalaya. 1140 00:59:01,360 --> 00:59:05,280 Meghalaya is famous for tourism because of its climate. 1141 00:59:05,560 --> 00:59:07,760 The climate is cool. 1142 00:59:07,880 --> 00:59:10,480 And Shillong is famous for its music 1143 00:59:10,680 --> 00:59:13,200 and also for its Eri silk. 1144 00:59:14,120 --> 00:59:14,960 Awesome! 1145 00:59:15,080 --> 00:59:16,640 How is the startup culture over there? 1146 00:59:16,880 --> 00:59:19,080 - In Meghalaya. - Ten years ago, the ecosystem 1147 00:59:19,160 --> 00:59:21,120 wasn't supportive. 1148 00:59:21,280 --> 00:59:23,560 But then the government took the initiative. 1149 00:59:23,880 --> 00:59:26,960 I am a first-generation entrepreneur. 1150 00:59:27,080 --> 00:59:28,880 I started from scratch. 1151 00:59:30,000 --> 00:59:32,400 But then, I am determined to learn 1152 00:59:32,480 --> 00:59:35,760 and I got myself associated with entrepreneurs. 1153 00:59:35,840 --> 00:59:37,080 And I got myself 1154 00:59:37,240 --> 00:59:41,400 incubated with the IIM Kolkata Innovation Park 1155 00:59:41,560 --> 00:59:43,880 and other incubation centres. 1156 00:59:44,000 --> 00:59:45,960 So, this is how we learn. 1157 00:59:46,120 --> 00:59:47,160 Oh, very nice. 1158 00:59:47,240 --> 00:59:48,720 It's great to hear that you have 1159 00:59:48,880 --> 00:59:51,440 opportunities for incubation and mentoring 1160 00:59:51,600 --> 00:59:55,240 - and that it's all over India. That's wonderful. - Thank you! 1161 00:59:55,320 --> 00:59:57,320 And of course, we forgot to mention, 1162 00:59:57,680 --> 00:59:59,520 you are looking gorgeous. 1163 00:59:59,600 --> 01:00:00,400 - Thank you! - Thank you! 1164 01:00:00,480 --> 01:00:03,200 Tell us a little bit about the outfit that you're wearing. 1165 01:00:03,280 --> 01:00:04,880 It's from the Jaintia tribe. 1166 01:00:05,240 --> 01:00:07,000 And this is from the Khasi tribe. 1167 01:00:07,320 --> 01:00:08,240 Okay! 1168 01:00:08,320 --> 01:00:10,040 They look similar. 1169 01:00:10,160 --> 01:00:12,880 - Yes, but the way we wear it... - Oh! 1170 01:00:13,080 --> 01:00:14,120 Is different. 1171 01:00:14,200 --> 01:00:16,080 Are you okay? You had some... 1172 01:00:16,960 --> 01:00:19,320 - I had an accident, sir. - Oh! 1173 01:00:19,880 --> 01:00:21,320 Is that recent or... 1174 01:00:22,200 --> 01:00:25,400 - Five months ago, sir. - Oh, this is recent. Okay! 1175 01:00:25,640 --> 01:00:26,800 And this stole, 1176 01:00:26,880 --> 01:00:30,320 is it a part of Meghalaya's culture 1177 01:00:30,400 --> 01:00:32,720 or a tribe? Or is it just 1178 01:00:32,840 --> 01:00:34,320 Eriweave's culture? 1179 01:00:34,480 --> 01:00:37,800 Our great-grandmother used to make this shawl. 1180 01:00:37,880 --> 01:00:39,640 [music playing] 1181 01:00:44,760 --> 01:00:46,560 - Is this a shawl? - No, it's a scarf. 1182 01:00:46,760 --> 01:00:47,600 Okay! 1183 01:00:47,680 --> 01:00:48,520 Oh, nice. 1184 01:00:48,640 --> 01:00:50,040 I like this one. 1185 01:00:53,120 --> 01:00:54,480 Thank you very much. 1186 01:00:57,560 --> 01:00:59,200 - Thank you! - Thank you! 1187 01:01:01,920 --> 01:01:03,160 It's very beautiful. 1188 01:01:07,000 --> 01:01:08,360 The quality is great. 1189 01:01:08,440 --> 01:01:10,440 - Thank you, sir. Thank you so much. - This, you said 1190 01:01:10,440 --> 01:01:13,120 - keeps you cool in the summer... - Yes! 1191 01:01:13,200 --> 01:01:14,680 - And warm in the winter. - In winter. 1192 01:01:21,200 --> 01:01:22,760 - Yes, sir. - Oh wow! 1193 01:01:22,920 --> 01:01:24,200 It's very soft. 1194 01:01:24,560 --> 01:01:26,560 It is not poking you! It normally pokes you. 1195 01:01:26,640 --> 01:01:28,880 This feels like the woven texture of wool 1196 01:01:28,960 --> 01:01:31,160 and not silk. 1197 01:01:31,240 --> 01:01:33,880 Yes, it will have a quality that falls between wool and cotton. 1198 01:01:33,960 --> 01:01:34,960 How much is this for? 1199 01:01:35,040 --> 01:01:36,960 That is for Rs. 1,700, sir. 1200 01:01:37,720 --> 01:01:38,800 Not bad! 1201 01:01:39,040 --> 01:01:42,000 And it's a very good gift. It makes for a good gift. 1202 01:01:42,880 --> 01:01:46,360 Why are you so passionate about this business? 1203 01:01:46,720 --> 01:01:49,680 I've gone through a tough time. 1204 01:01:49,760 --> 01:01:51,560 I had to struggle financially. 1205 01:01:51,680 --> 01:01:53,600 In what way? Can you elaborate a little? 1206 01:01:53,720 --> 01:01:57,120 Sir, I got married at the young age of 20. 1207 01:01:57,440 --> 01:02:00,640 My marriage didn't go well. 1208 01:02:01,080 --> 01:02:02,960 So, I got divorced. 1209 01:02:03,040 --> 01:02:04,040 Oh! 1210 01:02:04,600 --> 01:02:08,360 And then I had to take care of four daughters. 1211 01:02:08,440 --> 01:02:10,000 - Four daughters? - Yes! 1212 01:02:10,080 --> 01:02:11,520 - She's the third one. - I am the third child. 1213 01:02:11,560 --> 01:02:12,480 Okay! 1214 01:02:12,560 --> 01:02:15,440 Besides my teaching job, 1215 01:02:15,560 --> 01:02:17,560 I had to earn extra income. 1216 01:02:17,920 --> 01:02:18,960 How did you do that? 1217 01:02:19,120 --> 01:02:20,120 By weaving. 1218 01:02:20,240 --> 01:02:22,160 Because I know the skill of weaving. 1219 01:02:22,480 --> 01:02:26,040 Then I started the awareness among our people. 1220 01:02:26,480 --> 01:02:28,680 Giving awareness to our women. 1221 01:02:29,040 --> 01:02:31,600 Why not spin the yarn and earn something? 1222 01:02:31,680 --> 01:02:34,400 Because I know the value of Rs. 100. 1223 01:02:35,000 --> 01:02:38,800 So, I started the movement called 'Kamai Haba Shongkai'. 1224 01:02:39,080 --> 01:02:41,560 That means Earning in Leisure Time. 1225 01:02:45,800 --> 01:02:48,960 They earn Rs. 50-Rs. 100 a day. 1226 01:02:57,720 --> 01:03:01,240 'and at other times, the market prices fall,' 1227 01:03:01,440 --> 01:03:03,960 'causing great losses for our farmers.' 1228 01:03:07,160 --> 01:03:10,360 'Weaving is something that was passed down to us.' 1229 01:03:10,400 --> 01:03:13,840 'Back in my grandma's and my mother's time, 1230 01:03:13,960 --> 01:03:15,400 'people used to spin the yarn' 1231 01:03:15,560 --> 01:03:17,120 'and also do the weaving.' 1232 01:03:17,240 --> 01:03:19,040 [music playing] 1233 01:03:20,840 --> 01:03:23,920 'But in my time, this tradition had died.' 1234 01:03:24,080 --> 01:03:25,600 'So, why not revive it?' 1235 01:03:25,680 --> 01:03:27,680 [music playing] 1236 01:03:29,920 --> 01:03:31,680 'The idea came to me' 1237 01:03:31,760 --> 01:03:34,240 'when I got an order to weave 50 scarves.' 1238 01:03:34,360 --> 01:03:36,920 'Here, in our area, we can produce' 1239 01:03:37,240 --> 01:03:38,640 'the Eri silk cocoon' 1240 01:03:38,720 --> 01:03:42,040 'which is the raw material for the Eri silk yarn and fabric.' 1241 01:03:42,120 --> 01:03:44,240 [music playing] 1242 01:03:45,560 --> 01:03:47,160 The Eri silk cocoon 1243 01:03:47,240 --> 01:03:48,800 differs from other silks 1244 01:03:48,880 --> 01:03:51,680 in how we produce the yarn. 1245 01:03:51,920 --> 01:03:53,120 Other silks 1246 01:03:53,240 --> 01:03:56,080 are boiled with the worm. So, the worm dies. 1247 01:03:56,280 --> 01:03:59,000 But what do we do in Eri silk? 1248 01:03:59,080 --> 01:04:01,920 The worm is allowed to leave the cocoon. 1249 01:04:02,040 --> 01:04:04,040 Then, we boil the cocoon, 1250 01:04:04,120 --> 01:04:07,240 and extract the yarn out of the cocoon. 1251 01:04:07,320 --> 01:04:09,280 [inspirational music playing] 1252 01:04:13,840 --> 01:04:15,600 We extract the yarn gently 1253 01:04:15,680 --> 01:04:17,240 because we don't kill the worm 1254 01:04:17,360 --> 01:04:18,400 with the cocoon. 1255 01:04:18,640 --> 01:04:21,120 So that's why it is also called the peace silk. 1256 01:04:21,240 --> 01:04:23,640 It starts with rearing. 1257 01:04:23,840 --> 01:04:25,880 One cycle of rearing the worm, 1258 01:04:25,960 --> 01:04:29,600 in which it produces cocoons, will take a month. 1259 01:04:29,680 --> 01:04:32,080 We boil that cocoon. 1260 01:04:32,360 --> 01:04:34,880 After boiling, we extract the yarn. 1261 01:04:35,000 --> 01:04:37,960 From there, after extracting the yarn, 1262 01:04:38,040 --> 01:04:39,440 we dye that yarn 1263 01:04:39,640 --> 01:04:41,600 with organic ingredients. 1264 01:04:41,920 --> 01:04:45,480 So, after dyeing, it goes for weaving. 1265 01:04:45,560 --> 01:04:47,560 [inspirational music playing] 1266 01:04:49,520 --> 01:04:52,320 After the weaving, we sell 1267 01:04:52,400 --> 01:04:54,280 the finished products in the market. 1268 01:04:54,400 --> 01:04:57,640 The process here is slow, time-consuming 1269 01:04:57,880 --> 01:05:00,000 and labour-intensive. 1270 01:05:01,480 --> 01:05:05,640 Our business has impacted not only 1271 01:05:05,800 --> 01:05:09,080 our area of operation but also outside areas. 1272 01:05:09,160 --> 01:05:10,280 We feel proud 1273 01:05:10,360 --> 01:05:13,760 to have this tradition. We want to take 1274 01:05:13,960 --> 01:05:16,320 this tradition of ours to the world, 1275 01:05:16,400 --> 01:05:21,080 especially when the tradition is giving livelihood to our people. 1276 01:05:21,200 --> 01:05:23,760 [inspirational music playing] 1277 01:05:24,960 --> 01:05:26,280 I want to say something. 1278 01:05:26,360 --> 01:05:28,840 There is something very special about this product of yours. 1279 01:05:29,000 --> 01:05:29,920 It's very cosy. 1280 01:05:30,000 --> 01:05:33,360 I wore it first but took it off. Now, I feel like wearing it again. 1281 01:05:33,440 --> 01:05:34,360 - Yes. - Right? 1282 01:05:34,440 --> 01:05:36,760 So, it has warmth, 1283 01:05:37,040 --> 01:05:38,160 which is comforting. 1284 01:05:38,280 --> 01:05:39,720 Where do you sell this? 1285 01:05:39,800 --> 01:05:41,920 80 per cent of 1286 01:05:42,000 --> 01:05:46,760 our sales are B2B sales to the retailers in our city. 1287 01:05:46,880 --> 01:05:49,040 - In Shillong? - In Shillong, yes. 1288 01:05:49,320 --> 01:05:50,000 Okay. 1289 01:05:50,080 --> 01:05:53,880 - But do others make these shawls, too, or is it only you? - Yes, sir. 1290 01:05:53,960 --> 01:05:57,080 - There are others in Meghalaya. - Do more people make this? - Yes. 1291 01:05:57,400 --> 01:05:59,000 How big is the business now? 1292 01:05:59,080 --> 01:06:03,800 In the three years of our operation, we've only made Rs 45 lakhs, sir. 1293 01:06:04,000 --> 01:06:05,640 That's not only. It's a lot of money. 1294 01:06:05,920 --> 01:06:07,880 How much was the sale last year? 1295 01:06:08,160 --> 01:06:09,480 Rs 18 lakhs, sir. 1296 01:06:09,640 --> 01:06:11,120 - 18 lakhs. - That's wonderful. 1297 01:06:11,400 --> 01:06:13,000 How much did you sell last month? 1298 01:06:13,160 --> 01:06:15,080 Last month's sale was Rs 2.2 lakhs, sir. 1299 01:06:15,160 --> 01:06:16,760 Out of this Rs 2.2 lakhs, 1300 01:06:16,840 --> 01:06:18,960 how much went to these 100 women? 1301 01:06:19,520 --> 01:06:21,280 How much profit did you have? 1302 01:06:21,560 --> 01:06:22,920 To be honest, 1303 01:06:23,520 --> 01:06:25,400 the business we are in 1304 01:06:25,960 --> 01:06:29,680 - is challenging to make a lot of profit. - That's right. 1305 01:06:30,720 --> 01:06:33,240 But we look at the social empowerment it's providing. 1306 01:06:33,320 --> 01:06:37,200 - So, sir, 60 per cent will go to our artisans. - Okay. 1307 01:06:37,400 --> 01:06:39,520 Then, 20 per cent goes to our operations. 1308 01:06:39,600 --> 01:06:41,360 The rest 20 per cent is profit. 1309 01:06:41,440 --> 01:06:43,960 So, you still saved Rs 40,000 1310 01:06:44,240 --> 01:06:45,480 - as profit. - Yes, sir. 1311 01:06:45,640 --> 01:06:50,360 You paid out almost 1.5 lakhs 1312 01:06:50,600 --> 01:06:52,480 - to those 100 women. - Yes, sir. 1313 01:06:52,560 --> 01:06:56,040 - That is quite commendable. I salute you. - Thank you, sir. 1314 01:06:56,320 --> 01:06:58,080 Who decides the designs? 1315 01:06:58,160 --> 01:07:02,160 Till now, I have been looking into the designs and production. 1316 01:07:02,280 --> 01:07:04,680 That is why we need a team. 1317 01:07:08,760 --> 01:07:13,080 How do you divide your time between teaching and being an entrepreneur? 1318 01:07:13,160 --> 01:07:17,120 I believe in prioritising and time management. If you can 1319 01:07:17,200 --> 01:07:18,720 manage time, you can do anything. 1320 01:07:18,840 --> 01:07:20,960 - Wow! Impressive! - Superb! 1321 01:07:22,000 --> 01:07:24,880 Why are you not raising some grants for this business? 1322 01:07:25,000 --> 01:07:27,120 If you secure 1323 01:07:27,200 --> 01:07:29,200 funding for this business, 1324 01:07:29,520 --> 01:07:31,760 profit pressures will increase significantly. 1325 01:07:31,920 --> 01:07:34,960 Yes. We have applied for the grant. 1326 01:07:35,120 --> 01:07:36,560 Then, we got incubated 1327 01:07:37,120 --> 01:07:39,680 in IIM Kolkata and PRIME Meghalaya. 1328 01:07:39,760 --> 01:07:41,640 That is a startup hub in Meghalaya. 1329 01:07:41,760 --> 01:07:43,480 We got a grant of Rs 5 lakhs 1330 01:07:43,640 --> 01:07:45,640 after 2019. 1331 01:07:46,000 --> 01:07:49,280 Also, sir, we have 1332 01:07:49,720 --> 01:07:51,680 a venture fund in that field. 1333 01:07:51,840 --> 01:07:54,040 Is that venture fund also a grant? 1334 01:07:54,120 --> 01:07:55,520 No, sir. It's a loan. 1335 01:07:56,360 --> 01:08:01,080 I mean that our 20 per cent profit is 1336 01:08:01,280 --> 01:08:03,560 being used to repay the loan. 1337 01:08:03,640 --> 01:08:04,960 How much loan did you take? 1338 01:08:05,120 --> 01:08:06,440 Rs 35 lakhs, sir. 1339 01:08:06,560 --> 01:08:08,120 Is there an interest on the amount? 1340 01:08:08,200 --> 01:08:10,080 It's on 12 per cent interest. 1341 01:08:18,760 --> 01:08:20,840 How do you intend to pay back that loan in the future? 1342 01:08:20,840 --> 01:08:24,000 Sorry. Before that, how do you pay the interest on that loan 1343 01:08:24,080 --> 01:08:27,120 if you make Rs 40,000 a month? 1344 01:08:27,320 --> 01:08:30,120 Your annual outgoing for the interest 1345 01:08:30,480 --> 01:08:32,760 - is almost Rs 4 lakhs. - Yes, Rs 4.2 lakhs. 1346 01:08:32,880 --> 01:08:33,960 So, that means 1347 01:08:34,400 --> 01:08:36,960 all the money you make goes towards the interest. 1348 01:08:37,040 --> 01:08:41,480 Yes, sir. We just broke even if you calculate all that 1349 01:08:41,560 --> 01:08:42,560 - till now. - Okay. 1350 01:08:55,360 --> 01:08:57,200 could spend something on the marketing 1351 01:08:57,640 --> 01:09:00,440 to make a scaled-up sale, 1352 01:09:00,760 --> 01:09:02,760 we can make more revenue. 1353 01:09:02,840 --> 01:09:04,040 It is unclear 1354 01:09:04,200 --> 01:09:06,320 whether you will make money from that 1355 01:09:06,480 --> 01:09:08,320 or lose it. 1356 01:09:08,960 --> 01:09:10,800 Sometimes, you have to lose some money 1357 01:09:10,880 --> 01:09:12,520 to create demand in such businesses 1358 01:09:12,680 --> 01:09:14,040 - to make money. - Yes. 1359 01:09:14,120 --> 01:09:17,400 But today, you don't have any money to lose. 1360 01:09:17,680 --> 01:09:18,440 Yes, sir. 1361 01:09:18,520 --> 01:09:20,840 If you take equity or more debt 1362 01:09:21,800 --> 01:09:23,960 and lose that money, it will be a huge risk 1363 01:09:24,120 --> 01:09:26,520 because you won't be able to pay your loan, either. 1364 01:09:26,640 --> 01:09:28,800 - Yes, sir. You are right. - Yeah. 1365 01:09:29,240 --> 01:09:31,920 But we have to take the risk. 1366 01:09:32,920 --> 01:09:34,680 I have a suggestion, Iaishah. 1367 01:09:34,800 --> 01:09:37,080 You told us that you sell this for Rs 1700. 1368 01:09:51,760 --> 01:09:53,040 Amazon 1369 01:09:53,160 --> 01:09:55,720 and your website, 1370 01:09:55,800 --> 01:09:59,440 - you could sell it to the consumer for Rs 3500. - Yes. 1371 01:09:59,840 --> 01:10:02,640 Is that your plan? To build a brand 1372 01:10:02,720 --> 01:10:05,520 - and sell it directly to the consumers? - Yes, ma'am. 1373 01:10:05,680 --> 01:10:10,120 Okay. But who will do the process of putting it online 1374 01:10:10,240 --> 01:10:14,480 and making a web store? All of this requires effort. 1375 01:10:15,280 --> 01:10:16,920 We have hired that team. 1376 01:10:17,200 --> 01:10:20,720 Okay. Is that not something you can do, Lebaini? 1377 01:10:20,800 --> 01:10:23,000 That is why I am going for an MBA 1378 01:10:23,400 --> 01:10:26,320 - to do it all by myself. But not for now, ma'am. - Okay. 1379 01:10:26,440 --> 01:10:29,960 You've not tried listing it on Amazon or other websites. 1380 01:10:30,040 --> 01:10:32,800 Yes, ma'am. We find listing it difficult. 1381 01:10:32,880 --> 01:10:34,160 I tried to list it on Amazon. 1382 01:10:34,280 --> 01:10:36,280 What do you find difficult? 1383 01:10:36,360 --> 01:10:39,120 There are so many things 1384 01:10:39,320 --> 01:10:41,040 to do for listing 1385 01:10:41,120 --> 01:10:44,160 that I always get confused. 1386 01:10:44,400 --> 01:10:46,040 - That's why I gave up. - Okay. 1387 01:10:46,160 --> 01:10:50,240 Firstly, I will definitely be 1388 01:10:50,400 --> 01:10:52,600 a customer of your product. 1389 01:10:52,760 --> 01:10:53,760 Thank you, sir. 1390 01:10:53,800 --> 01:10:55,520 It is a special product. 1391 01:10:56,240 --> 01:11:00,080 Right now, you should be deciding 1392 01:11:00,360 --> 01:11:02,240 the direction of your business 1393 01:11:07,680 --> 01:11:10,880 But you're running it as a profitable enterprise. 1394 01:11:11,200 --> 01:11:13,640 So, both these things 1395 01:11:13,760 --> 01:11:15,840 can work together, but you need to be clear. 1396 01:11:15,920 --> 01:11:17,280 That clarity is not evident 1397 01:11:17,360 --> 01:11:19,480 because of the grant and loan you have taken. 1398 01:11:19,640 --> 01:11:21,840 I am unsure if you can achieve 1399 01:11:22,000 --> 01:11:24,520 your goal with the same intensity 1400 01:11:24,640 --> 01:11:27,920 with all this happening in the background. 1401 01:11:28,120 --> 01:11:29,880 That is why I am out. 1402 01:11:30,080 --> 01:11:31,520 Thank you, sir. Noted. 1403 01:11:31,720 --> 01:11:33,080 Thank you. Best of luck. 1404 01:11:33,160 --> 01:11:36,640 Creating Eri silk as a phenomenon 1405 01:11:36,760 --> 01:11:39,760 will require a lot of marketing and plenty of money. 1406 01:11:40,080 --> 01:11:43,240 I'm not ready to spend so much money 1407 01:11:43,320 --> 01:11:45,800 on promoting this as a category. 1408 01:11:49,000 --> 01:11:50,440 - Thank you, sir. - Thank you, sir. 1409 01:11:51,400 --> 01:11:53,240 Iaishah and Lebaini, 1410 01:11:53,800 --> 01:11:56,080 we all love the product you've created. 1411 01:11:56,200 --> 01:12:00,520 When it airs on Shark Tank, 1412 01:12:00,600 --> 01:12:02,720 several people will want to buy it. 1413 01:12:03,040 --> 01:12:06,600 But they won't be able to because it's not available online. 1414 01:12:07,560 --> 01:12:10,040 If I want to make Eriweave 1415 01:12:10,160 --> 01:12:13,440 a global brand that reaches 1416 01:12:18,400 --> 01:12:20,640 I need to figure out 1417 01:12:20,880 --> 01:12:23,400 how to create a simple website, 1418 01:12:23,640 --> 01:12:27,200 an Instagram page that talks about my story, 1419 01:12:27,480 --> 01:12:29,520 and an Amazon listing. 1420 01:12:29,880 --> 01:12:32,160 The moment you do that 1421 01:12:32,360 --> 01:12:35,520 automatically, I can promise you 1422 01:12:35,600 --> 01:12:39,640 that within two or three days, you will earn more than 1423 01:12:40,000 --> 01:12:42,520 your Rs 20 lakh sale right now. 1424 01:12:44,000 --> 01:12:47,160 So, right now, 1425 01:12:47,320 --> 01:12:49,320 I cannot partner with you as an investor. 1426 01:12:49,400 --> 01:12:53,840 But if there are any roadblocks, you can come to my office 1427 01:12:54,080 --> 01:12:55,840 in Mumbai for a week 1428 01:12:56,000 --> 01:12:57,880 until everything gets listed. 1429 01:12:58,040 --> 01:13:00,920 I'll be happy to provide you with all of that support. 1430 01:13:01,040 --> 01:13:02,200 Okay? Good luck. 1431 01:13:02,520 --> 01:13:04,080 - Thank you so much. - Thank you, ma'am. 1432 01:13:08,240 --> 01:13:11,200 Building our office and infrastructure. 1433 01:13:11,360 --> 01:13:14,560 You spent Rs 35 lakhs on an office. Being a startup, 1434 01:13:14,640 --> 01:13:16,760 shouldn't you have worked 1435 01:13:16,960 --> 01:13:19,360 from any small place, maybe from your home? 1436 01:13:19,440 --> 01:13:21,320 Sir, we needed a training centre. 1437 01:13:21,440 --> 01:13:23,120 So, we have a training centre. 1438 01:13:23,240 --> 01:13:25,880 But didn't you keep any money or room 1439 01:13:26,080 --> 01:13:27,400 to grow the business? 1440 01:13:27,480 --> 01:13:31,120 We spent Rs 25 lakhs on infrastructure and machines. 1441 01:13:31,280 --> 01:13:33,520 We've kept Rs 10 lakhs as working capital. 1442 01:13:33,640 --> 01:13:36,080 - But do you still have Rs 10 lakhs? - Yes, sir. 1443 01:13:36,320 --> 01:13:37,840 Okay. Understood. 1444 01:13:38,520 --> 01:13:42,000 I don't see much of a business right now. 1445 01:13:42,320 --> 01:13:43,200 Okay, sir. 1446 01:13:43,280 --> 01:13:47,000 But I also believe that everyone 1447 01:13:47,400 --> 01:13:49,760 deserves an opportunity. 1448 01:13:49,920 --> 01:13:53,000 We're too proud of ourselves 1449 01:13:53,960 --> 01:13:55,720 because we built a business. 1450 01:13:58,280 --> 01:14:01,400 But the truth is we achieved that because we had an opportunity. 1451 01:14:02,480 --> 01:14:04,080 Either we had an education 1452 01:14:05,000 --> 01:14:06,600 because our parents could afford it, 1453 01:14:06,720 --> 01:14:08,560 or somebody had a mentor, 1454 01:14:09,880 --> 01:14:12,040 or a VC backed somebody. 1455 01:14:12,720 --> 01:14:15,920 But a lot of people don't have the opportunity. 1456 01:14:16,600 --> 01:14:19,640 How will you prove yourself without getting a chance? 1457 01:14:20,240 --> 01:14:23,440 - Right. - Sometimes, that is the fundamental difference 1458 01:14:23,600 --> 01:14:26,280 between somebody successful and one who is not. 1459 01:14:28,720 --> 01:14:30,840 I'll give you an offer. 1460 01:14:31,960 --> 01:14:35,800 Out of Rs 20 lakhs, I will give you Rs 10 lakhs as interest-free debt. 1461 01:14:36,000 --> 01:14:40,040 You can retire the Rs 10 lakhs you have from Rs 35 lakhs. 1462 01:14:40,160 --> 01:14:42,040 Okay? Once you have less outgo, 1463 01:14:42,120 --> 01:14:44,280 you can reinvest money in your business. 1464 01:14:44,840 --> 01:14:48,840 I will give you the remaining Rs 10 lakhs for 10 per cent. 1465 01:14:52,440 --> 01:14:55,360 Iaishah and Lebaini, 1466 01:14:56,000 --> 01:14:59,040 like my co-Shark said, there are many challenges. 1467 01:14:59,160 --> 01:15:01,200 You have a big debt. 1468 01:15:01,560 --> 01:15:04,160 Also, your business sense 1469 01:15:04,240 --> 01:15:06,880 is less regarding understanding, 1470 01:15:07,120 --> 01:15:10,360 listing of Amazon, brand-building, 1471 01:15:10,480 --> 01:15:11,840 scaling... 1472 01:15:11,920 --> 01:15:14,360 It's a natural response to say I am out. 1473 01:15:22,640 --> 01:15:24,440 So, I will give you an offer. 1474 01:15:26,040 --> 01:15:30,960 I think today's episode can be an example for numerous women. 1475 01:15:31,120 --> 01:15:32,720 [sentimental music playing] 1476 01:15:33,640 --> 01:15:35,240 I hope those are tears of joy. 1477 01:15:35,440 --> 01:15:36,840 - Yes, ma'am. - Yeah? 1478 01:15:37,240 --> 01:15:39,160 You're a role model 1479 01:15:39,240 --> 01:15:41,680 to numerous women out there. 1480 01:15:42,880 --> 01:15:45,080 We'll build Amazon and all that together. 1481 01:15:45,560 --> 01:15:46,560 Okay? 1482 01:15:46,640 --> 01:15:48,600 I will give you what you asked for. 1483 01:15:48,680 --> 01:15:51,360 I will give you Rs 20 lakhs for 12 per cent 1484 01:15:53,400 --> 01:15:57,160 because I want people like you to show the rest of the country 1485 01:15:57,240 --> 01:15:59,040 that a lot can happen 1486 01:15:59,240 --> 01:16:00,920 in small villages 1487 01:16:01,120 --> 01:16:03,040 and a lot can be done 1488 01:16:03,480 --> 01:16:05,360 by women. 1489 01:16:06,520 --> 01:16:08,360 Wow! Superb! 1490 01:16:08,440 --> 01:16:09,800 I'll join you, Namita, if you like. 1491 01:16:09,840 --> 01:16:11,760 - I would love that, Anupam. - Okay. 1492 01:16:19,160 --> 01:16:21,720 - All right. The deal is final. - The deal is final. 1493 01:16:21,800 --> 01:16:22,960 Let's do it, Anupam. 1494 01:16:23,040 --> 01:16:24,120 Yes, ma'am. 1495 01:16:24,200 --> 01:16:26,360 [triumphant music playing] 1496 01:16:28,320 --> 01:16:30,280 - I'm so proud of you. - Thank you. 1497 01:16:30,360 --> 01:16:31,880 Lovely! 1498 01:16:32,160 --> 01:16:34,840 [triumphant music playing] 1499 01:16:37,600 --> 01:16:38,960 - Thank you. - Thank you. 1500 01:16:39,840 --> 01:16:40,600 Thank you, Shark. 1501 01:16:40,720 --> 01:16:43,280 - Thank you, bye. Have fun. Enjoy. - Congratulations. 1502 01:16:46,920 --> 01:16:47,920 So cute! 1503 01:16:48,360 --> 01:16:50,040 Look at that. 1504 01:16:50,920 --> 01:16:53,280 We are happy to get the deal. 1505 01:16:53,360 --> 01:16:54,680 Most importantly, 1506 01:16:54,800 --> 01:16:58,400 they also promised us. 1507 01:16:58,720 --> 01:17:00,120 Vineeta ma'am promised 1508 01:17:00,200 --> 01:17:02,160 to teach her. 1509 01:17:12,440 --> 01:17:15,360 I will call will be our artisans. 1510 01:17:15,440 --> 01:17:17,960 I'm sure they will dance out of excitement 1511 01:17:18,160 --> 01:17:21,440 upon knowing it now. 1512 01:17:21,800 --> 01:17:24,920 - Team Eriweave, congratulations! - Thank you. 1513 01:17:30,920 --> 01:17:32,720 Have you come to Mumbai for the first time? 1514 01:17:33,320 --> 01:17:36,360 - Yes. This is our second time. - Second time? 1515 01:17:36,520 --> 01:17:38,880 I know that you have come from Meghalaya. 1516 01:17:38,960 --> 01:17:42,320 I know you didn't get time to try local Mumbai food. 1517 01:17:42,480 --> 01:17:46,160 So, I have ordered 'vada pav' for you. 1518 01:17:46,360 --> 01:17:47,800 I've ordered a sauce 1519 01:17:47,880 --> 01:17:49,200 and the 'pav'. 1520 01:17:49,280 --> 01:17:52,400 'Vada' will be made freshly, and I want you to try it. 1521 01:17:52,480 --> 01:17:54,120 - It's a gift from me to you. - That's so cute. Thank you. 1522 01:17:54,160 --> 01:17:55,240 I know you don't have time. 1523 01:17:55,320 --> 01:17:58,160 I ordered it from Swiggy Instamart, and it came in ten minutes. 1524 01:17:58,360 --> 01:18:00,640 I will prepare the 'vada pav' for you 1525 01:18:00,720 --> 01:18:03,400 with my hands. So, I will keep this. 1526 01:18:03,920 --> 01:18:06,160 What are your plans? Do you plan to do something? 1527 01:18:06,280 --> 01:18:08,640 Will you explore Mumbai? 1528 01:18:08,720 --> 01:18:12,120 We want to but don't have time. We're leaving tomorrow. 1529 01:18:12,200 --> 01:18:13,520 - Are you leaving tomorrow? - Yes! 1530 01:18:13,720 --> 01:18:15,720 Don't worry. If you need anything 1531 01:18:15,920 --> 01:18:18,280 or want to buy gifts for your friends and family, 1532 01:18:18,440 --> 01:18:21,080 you can even get souvenirs from Swiggy Instamart. 1533 01:18:21,160 --> 01:18:22,360 They will come in ten minutes. 1534 01:18:22,440 --> 01:18:25,400 - Do that, and congratulations. - Yes. 1535 01:18:25,520 --> 01:18:29,040 It was a wholesome pitch. I loved it a lot. 1536 01:18:29,120 --> 01:18:31,080 - You can hold this. - Thank you so much. 1537 01:18:31,200 --> 01:18:31,800 Thank you so much. 1538 01:18:31,880 --> 01:18:35,520 Guys, I will eat 'vada pav' with them now. You, too, create your vibe 1539 01:18:35,600 --> 01:18:37,520 and order anything from Swiggy Instamart. 1540 01:18:37,600 --> 01:18:39,920 You can find anything there. We got it in ten minutes here. 1541 01:19:03,000 --> 01:19:05,840 and she is the ultimate boss in every way possible. 1542 01:19:05,920 --> 01:19:08,680 Vineeta, the co-founder of SUGAR Cosmetics. 1543 01:19:11,520 --> 01:19:13,640 So, Anishka Adukia 1544 01:19:13,880 --> 01:19:16,720 has asked today's question. She is from Jaisalmer. 1545 01:19:35,800 --> 01:19:38,760 There are two sides of every coin. 1546 01:19:38,840 --> 01:19:41,880 Similarly, every good thing has a flip side to it. 1547 01:19:42,240 --> 01:19:45,400 The popularity we've got because of Shark Tank 1548 01:19:45,480 --> 01:19:47,600 has definitely benefited us. 1549 01:19:47,760 --> 01:19:50,280 When I am at the airport, 1550 01:19:50,400 --> 01:19:52,800 young girls come to me and say, 1551 01:19:52,880 --> 01:19:54,560 'I want to grow up and become an entrepreneur.' 1552 01:19:54,600 --> 01:19:57,680 I didn't have such role models while growing up. 1553 01:19:57,760 --> 01:20:00,120 I didn't know I could do it. 1554 01:20:00,240 --> 01:20:02,440 That is why this journey was more challenging for me. 1555 01:20:02,520 --> 01:20:05,280 For me, the ability to be a role model, 1556 01:20:05,360 --> 01:20:08,800 - especially to young girls, is a major privilege. - Yeah. 1557 01:20:42,880 --> 01:20:46,040 This popularity has helped me 1558 01:20:46,120 --> 01:20:47,960 become a much stronger founder 1559 01:20:48,040 --> 01:20:50,400 because I am able to handle criticism, 1560 01:20:50,480 --> 01:20:52,440 a difficult skill to acquire otherwise. 1561 01:20:52,560 --> 01:20:54,120 Thank you so much for sharing that 1562 01:20:54,200 --> 01:20:55,960 and being honest and vulnerable with us. 1563 01:20:56,160 --> 01:20:59,480 I am still here for you all. We'll meet again with 1564 01:20:59,560 --> 01:21:01,760 a new question and a new Shark on Ask the Shark.