1 00:00:29,680 --> 00:00:32,000 [theme music playing] 2 00:00:41,000 --> 00:00:43,960 [theme music playing] 3 00:00:52,040 --> 00:00:54,360 [theme music playing] 4 00:01:26,680 --> 00:01:28,640 The three of us are from Assam. 5 00:01:28,760 --> 00:01:33,040 And we solve period problems women face. 6 00:01:34,560 --> 00:01:37,440 Sharks, my sister is a government school teacher 7 00:01:37,720 --> 00:01:38,960 in a small town in Assam. 8 00:01:39,080 --> 00:01:41,800 She spends around 8 to 9 hours in school. 9 00:01:42,000 --> 00:01:44,560 She used to skip school whenever she had periods. 10 00:01:44,760 --> 00:01:47,720 Initially, I thought it was due to cramps or fatigue. 11 00:01:47,800 --> 00:01:49,440 But the problem was much bigger than that. 12 00:01:49,480 --> 00:01:50,880 She used to skip work 13 00:01:50,960 --> 00:01:54,760 because there were no hygienic facilities to change pads. 14 00:01:56,480 --> 00:01:59,000 There are no products made 15 00:01:59,080 --> 00:02:02,040 that would make her feel comfortable for a longer period. 16 00:02:02,440 --> 00:02:06,400 Pain is not the only thing that women have to face during periods. 17 00:02:06,480 --> 00:02:09,000 They have to keep changing their pads 18 00:02:09,120 --> 00:02:12,440 and rashes. There are many other problems they have to face. 19 00:02:12,520 --> 00:02:14,080 In my sister's case, 20 00:02:14,160 --> 00:02:16,120 she has a mental health condition 21 00:02:16,200 --> 00:02:19,880 and would often forget to change her pad. 22 00:02:21,120 --> 00:02:23,160 In the world, every month, 23 00:02:23,240 --> 00:02:27,040 around 180 crore women get periods. 24 00:02:33,920 --> 00:02:37,800 To free women from the hassle of periods, 25 00:02:37,960 --> 00:02:40,120 we've made GoPadFree. 26 00:02:41,040 --> 00:02:45,560 It is India's first 2-in-1 period product. 27 00:02:45,880 --> 00:02:47,880 It is leak-proof 28 00:02:47,960 --> 00:02:50,680 and can be used more than 50 times. 29 00:02:58,080 --> 00:03:02,000 ...menstrual cups and tampons. 30 00:03:02,640 --> 00:03:05,400 This means it is environment-friendly 31 00:03:05,600 --> 00:03:07,360 and pocket-friendly. 32 00:03:07,680 --> 00:03:09,800 To make GoPadFree more comfortable, 33 00:03:09,960 --> 00:03:13,040 we've made it from cotton using a patented technology. 34 00:03:17,400 --> 00:03:21,240 We make these products in our in-house manufacturing plant. 35 00:03:21,320 --> 00:03:24,640 Our vision is to be a part of 36 00:03:24,760 --> 00:03:26,520 every woman's wardrobe and period essentials. 37 00:03:26,600 --> 00:03:29,840 For this period-care innovation, our ask is 38 00:03:30,080 --> 00:03:31,840 Rs. 1 crore for 3% equity. 39 00:03:37,560 --> 00:03:39,200 Whoa! Wow! 40 00:03:40,480 --> 00:03:43,640 Satyajit, Kiriti, Sourav, welcome! 41 00:03:57,720 --> 00:03:59,920 We will get to the product. 42 00:04:00,120 --> 00:04:02,800 But first, tell us 43 00:04:02,880 --> 00:04:05,080 about your backgrounds 44 00:04:05,160 --> 00:04:08,440 and what qualifications you have to be able to solve this. 45 00:04:08,560 --> 00:04:09,760 I am an army kid. 46 00:04:09,840 --> 00:04:11,520 I've studied in many states. 47 00:04:11,640 --> 00:04:14,920 And then I did my engineering in electronics and communication. 48 00:04:15,320 --> 00:04:18,000 From a government institute, Annamalai University. 49 00:04:24,040 --> 00:04:26,360 After that, I moved to Amazon. 50 00:04:26,440 --> 00:04:29,840 Where I was handling emerging brands in India and the US. 51 00:04:29,920 --> 00:04:32,760 I developed a few products for marketing. 52 00:04:32,920 --> 00:04:35,440 In 2019, I quit Amazon 53 00:04:35,480 --> 00:04:38,640 and I started working full-time to create this category 54 00:04:38,720 --> 00:04:40,560 for Healthfab. 55 00:04:40,840 --> 00:04:44,520 I come from a small village in Assam called Nivia. 56 00:04:44,680 --> 00:04:47,520 I studied engineering at Assam Engineering College, Guwahati. 57 00:04:53,120 --> 00:04:56,360 Kiriti and I come from there. 58 00:04:56,520 --> 00:05:00,040 After that, I did my BTech from Manipal, Sikkim. 59 00:05:07,760 --> 00:05:10,080 ...with John Deere and Company, Pune. 60 00:05:10,240 --> 00:05:14,120 We met in Pune. 61 00:05:14,200 --> 00:05:17,760 And then we eventually conceived the idea of Healthfab. 62 00:05:18,760 --> 00:05:20,160 When was this invented? 63 00:05:20,280 --> 00:05:22,760 We started this in January 2020. 64 00:05:23,080 --> 00:05:24,280 We started in the pilot phase. 65 00:05:32,080 --> 00:05:34,760 - Right! Right? It takes a lot of time to change the habit. 66 00:05:35,080 --> 00:05:37,840 We decided that if there is traction in two years, 67 00:05:37,920 --> 00:05:40,000 we will take it ahead full-time. 68 00:05:40,080 --> 00:05:42,320 Let's see the product and demo. 69 00:05:42,440 --> 00:05:45,720 - I want to see how much blood it can hold. - Correct. 70 00:05:46,480 --> 00:05:48,880 [music playing] 71 00:05:52,800 --> 00:05:54,280 - Is this the product? - Yes. 72 00:05:58,200 --> 00:05:59,960 What I really liked about your product 73 00:06:10,880 --> 00:06:12,480 - to the back. - To the back. Yeah. 74 00:06:12,600 --> 00:06:15,440 But you know, I usually use the one with wings. 75 00:06:15,520 --> 00:06:17,680 - Because it shouldn't leak at the sides. - Yes. 76 00:06:17,760 --> 00:06:20,600 This is not solving the problem of the sides, right? 77 00:06:21,960 --> 00:06:22,840 It's solving. 78 00:06:22,920 --> 00:06:24,040 - It solves it. - How? 79 00:06:24,480 --> 00:06:26,120 Let me explain, our technology... 80 00:06:39,360 --> 00:06:43,840 Generally, a woman bleeds around 40-50 ml in five days. 81 00:06:43,960 --> 00:06:45,520 No, it's not just the quantity. 82 00:06:45,600 --> 00:06:47,720 Sometimes when you are working out 83 00:06:47,840 --> 00:06:49,600 or sleeping, 84 00:06:55,600 --> 00:06:58,040 - Okay! - You can see that we are currently using elastic. 85 00:06:58,120 --> 00:07:01,320 You mentioned leaking on the sides. 86 00:07:01,400 --> 00:07:04,120 We are moving towards non-elastic also. 87 00:07:04,200 --> 00:07:06,080 There won't be leakage on the sides. 88 00:07:06,600 --> 00:07:08,760 When you stick the pad, 89 00:07:08,880 --> 00:07:10,840 the material is such 90 00:07:10,920 --> 00:07:12,720 - that you don't feel the dampness. - Yes. 91 00:07:12,960 --> 00:07:16,320 Here, because of this material, 92 00:07:16,600 --> 00:07:18,680 a woman will feel dampness. 93 00:07:19,160 --> 00:07:21,160 We have served more than 2 lakh women 94 00:07:21,320 --> 00:07:23,240 and no one has complained about feeling dampness. 95 00:07:23,280 --> 00:07:26,480 The microfiber material absorbs 96 00:07:26,600 --> 00:07:28,520 the blood and securely holds it. 97 00:07:28,600 --> 00:07:31,400 And no one feels dampness on our product. 98 00:07:31,480 --> 00:07:34,560 Because you feel dampness when you put 30-40 ml at once. 99 00:07:34,640 --> 00:07:37,720 Technically, in 10 hours, you are just bleeding around 7-8 ml. 100 00:07:38,280 --> 00:07:41,360 - So, there won't be side leakage and dampness. - No. 101 00:07:41,440 --> 00:07:43,680 But I agree that it doesn't feel damp at the bottom. 102 00:07:43,800 --> 00:07:47,080 I've poured around 10-15 ml. 103 00:07:47,320 --> 00:07:48,760 - It did get absorbed. - And what happened? 104 00:07:48,800 --> 00:07:49,680 - It is absorbent. - You are not feeling the dampness? 105 00:07:49,760 --> 00:07:52,520 It is damp here for now, but it won't be there for long, I guess. 106 00:07:52,600 --> 00:07:54,080 But it is dry at the bottom. 107 00:07:57,000 --> 00:07:59,640 There are renowned and new-age brands as well. 108 00:07:59,760 --> 00:08:01,400 Compared to our technology 109 00:08:01,520 --> 00:08:03,240 theirs is half. 110 00:08:03,360 --> 00:08:05,600 - We are constantly doing the R&D. - What is half? 111 00:08:05,680 --> 00:08:07,960 - Absorbency capacity. - Yes, those products... 112 00:08:10,400 --> 00:08:13,360 What we are solving is we are making this 113 00:08:13,440 --> 00:08:15,600 for the periods you have on the first and second day. 114 00:08:15,720 --> 00:08:18,760 So, this product existed in the market, you made it better. 115 00:08:19,360 --> 00:08:22,280 This product wasn't available in India. It's available in the US. 116 00:08:22,360 --> 00:08:25,240 In the US, they use nylon and polyester. 117 00:08:25,360 --> 00:08:28,840 And in India, we use cotton and the supply chain is in India. 118 00:08:28,920 --> 00:08:30,520 Eventually, anyone can do this. 119 00:08:30,920 --> 00:08:33,880 We have 50 permutation combinations. 120 00:08:33,960 --> 00:08:37,560 It will take time to reach this level of absorbency. 121 00:08:37,680 --> 00:08:41,000 To do this... Even if I take a big brand and not a small one. 122 00:08:41,080 --> 00:08:44,160 We've noticed that mid-sized and big-sized brands have also launched. 123 00:08:44,320 --> 00:08:47,720 Also, the biggest player in the pantry category has launched it. 124 00:08:47,840 --> 00:08:50,720 - They are also doing around 3.7 stars. - Who are they? 125 00:08:50,840 --> 00:08:52,000 Jockey! 126 00:08:54,320 --> 00:08:56,440 Period panty... We are the first standalone brand. 127 00:08:56,520 --> 00:08:59,720 - We've invested in a company. - Yes, ma'am. 128 00:08:59,800 --> 00:09:01,080 - In season 3. - Yes, ma'am. 129 00:09:01,200 --> 00:09:02,760 They've also launched. 130 00:09:02,840 --> 00:09:06,720 If you see, they don't give 20% absorbency compared to our product. 131 00:09:06,840 --> 00:09:08,840 Maybe not now, but in the future, 132 00:09:08,920 --> 00:09:10,040 - they might. - I agree, sir. 133 00:09:10,120 --> 00:09:11,520 It's not impossible. 134 00:09:11,600 --> 00:09:13,760 But it will take around 3 years to launch it. 135 00:09:13,840 --> 00:09:15,560 - Until then... - Why do you think so? 136 00:09:15,720 --> 00:09:17,600 - I'll tell you, sir. - Please tell me. 137 00:09:17,720 --> 00:09:21,240 What we have done here is we have played at the fabric level. 138 00:09:21,560 --> 00:09:24,640 We buy cotton in the form of thread. 139 00:09:24,760 --> 00:09:27,840 And then we play on the entire production process 140 00:09:28,000 --> 00:09:29,200 from thread to fabric. 141 00:09:29,360 --> 00:09:32,320 Combination of layers and composition of the layers. 142 00:09:32,400 --> 00:09:36,440 Based on that, this absorbency was achieved. 143 00:09:36,520 --> 00:09:38,800 So, it will take time for others to learn. 144 00:09:38,880 --> 00:09:40,440 Understood! Let me speak now. 145 00:09:40,560 --> 00:09:41,920 Everyone can make it now. 146 00:09:42,000 --> 00:09:43,960 Jockey can also make it. Correct? 147 00:09:47,880 --> 00:09:49,440 They have distribution 148 00:09:49,600 --> 00:09:52,360 ...and everything that they can do. 149 00:09:52,440 --> 00:09:54,880 You are claiming two years. I doubt that. 150 00:09:55,000 --> 00:09:57,320 Please explain why they can't do that soon. 151 00:09:57,440 --> 00:10:01,160 Sir, I agree with you. Jockey might be able to do it in six months. 152 00:10:01,760 --> 00:10:04,280 This might be an SKU for Jockey. For us, it is our entire business. 153 00:10:04,320 --> 00:10:06,120 - And we... - Good point. 154 00:10:06,440 --> 00:10:08,360 We get into the depth of our business. 155 00:10:08,480 --> 00:10:10,040 Secondly, if you see 156 00:10:10,120 --> 00:10:11,840 that this is going to be a huge market. 157 00:10:11,920 --> 00:10:14,280 - Jockey won't be the only player. - Understood. 158 00:10:14,360 --> 00:10:16,800 You know, one of the biggest issues 159 00:10:16,880 --> 00:10:19,560 that women face, it could be related to pregnancy, 160 00:10:19,640 --> 00:10:22,720 - surgery or menopause. - Yes. 161 00:10:22,880 --> 00:10:24,360 Is urinary incontinence. 162 00:10:31,480 --> 00:10:34,120 Do you think this has a use case for urinary incontinence? 163 00:10:34,120 --> 00:10:38,000 Because you will be shocked at the percent of women 164 00:10:38,440 --> 00:10:39,320 who have urinary incontinence. 165 00:10:39,400 --> 00:10:42,160 Mild incontinence, urinary incontinence, 166 00:10:42,280 --> 00:10:43,960 is the next category we are getting into. 167 00:10:44,480 --> 00:10:46,120 Why a category? Why can't we use this? 168 00:10:46,200 --> 00:10:48,960 - Ma'am, blood and... - Viscosity... 169 00:10:49,080 --> 00:10:50,320 No, it just has to be thinner. 170 00:10:50,400 --> 00:10:52,480 Yeah! It's slightly thinner and the point is 171 00:10:52,560 --> 00:10:54,920 because the water moves faster. 172 00:10:55,000 --> 00:10:56,840 Right? It can't be held with the same strength. 173 00:10:56,880 --> 00:10:58,960 - Yes, that's why. - We studied Japan... 174 00:10:59,040 --> 00:11:00,360 Someone has a product. 175 00:11:00,560 --> 00:11:04,280 - Such panties... - There are urinary incontinence panties. 176 00:11:04,360 --> 00:11:05,600 It has a thick base. 177 00:11:05,680 --> 00:11:07,200 - Yes... - Is it sold in India? 178 00:11:07,320 --> 00:11:08,520 Not in India. It's available abroad. 179 00:11:08,560 --> 00:11:09,840 - It's not available in India, right? - No! 180 00:11:09,840 --> 00:11:11,600 - So, launch it in India. - We are working on it. 181 00:11:11,640 --> 00:11:12,680 In the next six months. 182 00:11:13,160 --> 00:11:15,880 Show us the video and then tell us the sales. 183 00:11:16,000 --> 00:11:17,520 [music playing] 184 00:11:41,200 --> 00:11:44,360 Thank you, guys! You did a great job. - Thank you! 185 00:11:44,480 --> 00:11:47,120 There is a lot of plastic being disposed of. 186 00:11:47,240 --> 00:11:50,080 What is your rating on Amazon? 187 00:11:50,160 --> 00:11:52,400 - 4.25 to 4... - 4.25. 188 00:11:53,200 --> 00:11:54,440 And what is Jockey's rating? 189 00:11:54,560 --> 00:11:55,960 3.7-3.8. 190 00:11:56,040 --> 00:11:58,040 Does anyone else have a rating like yours in India? 191 00:11:58,080 --> 00:11:58,920 Not yet. 192 00:11:59,040 --> 00:12:01,360 - Is there a product in the US above 4? - Yes. 193 00:12:01,440 --> 00:12:03,680 - Theirs is an equally good product. - Yes. 194 00:12:03,840 --> 00:12:05,720 - Okay! - Sales! 195 00:12:05,840 --> 00:12:08,240 So, let's start from the beginning, from when you started sales. 196 00:12:08,280 --> 00:12:10,200 FY19-20, we did Rs. 3 lakhs. 197 00:12:10,800 --> 00:12:13,440 - After that, we did Rs. 73 lakhs. - Okay. 198 00:12:13,520 --> 00:12:16,440 And then we did Rs. 1.1 crores and then Rs. 3.3 crores. 199 00:12:16,560 --> 00:12:19,000 Last year, we did Rs. 8.34 crores. 200 00:12:19,120 --> 00:12:20,520 - Oh my! - Wow! 201 00:12:22,760 --> 00:12:23,880 - This year? - And now? 202 00:12:23,960 --> 00:12:26,680 This year, we've already done Rs. 4.8 crores by September. 203 00:12:26,800 --> 00:12:27,800 We will do Rs. 11 crores. 204 00:12:29,840 --> 00:12:33,680 Until last year, we were selling the product for Rs. 799. 205 00:12:33,800 --> 00:12:37,960 Currently, with a better gross margin, we are selling for Rs. 499. 206 00:12:38,080 --> 00:12:40,560 We will deliver to more customers. 207 00:12:40,640 --> 00:12:44,080 This year, we will deliver to 1.10 lakh customers versus 50,000. 208 00:12:44,240 --> 00:12:47,160 Our MRR was Rs. 95 lakhs in July. 209 00:12:47,440 --> 00:12:50,600 In August and September, were Rs. 77 lakhs and Rs. 80 lakhs. 210 00:12:50,680 --> 00:12:52,640 We noticed that in August and September 211 00:12:52,760 --> 00:12:53,880 our CAC goes up by 30%. 212 00:12:57,440 --> 00:12:58,920 In November, we will do Rs. 1.1 crores. 213 00:12:58,960 --> 00:13:00,240 Is it profitable? 214 00:13:00,320 --> 00:13:01,760 Last year, the profit was Rs. 2 lakhs. 215 00:13:01,800 --> 00:13:03,200 Currently, we are not profitable. 216 00:13:03,320 --> 00:13:04,320 How much loss are you in? 217 00:13:04,720 --> 00:13:08,440 Currently our net loss on Rs. 4.8 crores is Rs. 85 lakhs. 218 00:13:08,520 --> 00:13:10,320 Out of that Rs. 42 lakhs is debt repayment 219 00:13:10,400 --> 00:13:11,800 and Rs. 43 lakhs is EBITDA loss. 220 00:13:11,880 --> 00:13:14,280 Valuation... Did you raise funding? When? 221 00:13:14,360 --> 00:13:16,000 We raised funding in 2022. 222 00:13:16,080 --> 00:13:18,160 - How much? - Rs. 2.17 crores. 223 00:13:18,240 --> 00:13:20,800 - Valuation? - Rs. 14 crores, pre-money. 224 00:13:26,520 --> 00:13:28,680 ...that Rs. 1 crore is a part of the Rs. 5 crore round. 225 00:13:28,720 --> 00:13:30,200 We've already received the term sheet 226 00:13:30,280 --> 00:13:31,800 - and the DD is done. - Oh! 227 00:13:31,880 --> 00:13:32,920 How much are they giving? 228 00:13:33,080 --> 00:13:35,240 The total is Rs. 5 crores. They are putting Rs. 3 crores. 229 00:13:35,280 --> 00:13:36,920 And the investor is putting Rs. 1 crore. 230 00:13:37,000 --> 00:13:38,320 Is the valuation the same? 231 00:13:38,400 --> 00:13:40,080 No! Rs. 28 crores pre-money. 232 00:13:40,160 --> 00:13:42,280 - Okay! - They've left the room for negotiation. 233 00:13:42,400 --> 00:13:43,520 Good! 234 00:13:44,400 --> 00:13:48,000 Tell me something. This one product costs Rs. 500. 235 00:13:48,080 --> 00:13:50,400 - Okay! It mentions 50 washes. - Yes. 236 00:13:50,520 --> 00:13:53,600 So, if I used it every time in life 237 00:13:53,680 --> 00:13:56,800 - for 8-10 hours, it costs Rs. 10. - Yes. 238 00:13:56,880 --> 00:13:58,600 The pad costs Rs. 6. 239 00:13:58,680 --> 00:14:00,560 The pad you are talking about 240 00:14:00,640 --> 00:14:02,080 is the lowest quality pad. 241 00:14:02,200 --> 00:14:04,760 - You get a decent one for Rs. 6. You get Stayfree. - If you... 242 00:14:04,880 --> 00:14:07,720 No, ma'am. That is around Rs. 8-10. 243 00:14:07,880 --> 00:14:10,440 No, you get Whisper XL for Rs. 8-Rs. 10. 244 00:14:11,000 --> 00:14:13,040 - Yes! - You get decent ones for Rs. 6. 245 00:14:13,120 --> 00:14:14,480 Our vision is, 246 00:14:28,360 --> 00:14:30,520 So, we want to make this a mass category. 247 00:14:30,600 --> 00:14:32,680 Every month a woman 248 00:14:32,760 --> 00:14:35,080 spends Rs. 100 in a shop. 249 00:14:35,200 --> 00:14:37,040 We want to make this a mass category. 250 00:14:37,600 --> 00:14:40,880 But that's good. The adoption will increase and it will grow. 251 00:14:41,080 --> 00:14:42,600 This is a good business. 252 00:14:42,680 --> 00:14:45,800 You could've come on Shark Tank when the sales were low. 253 00:14:45,880 --> 00:14:47,440 We would've gotten it for a good valuation. 254 00:14:47,440 --> 00:14:49,240 - Why didn't you apply earlier? - We tried last year. 255 00:14:49,240 --> 00:14:50,800 - We couldn't make it. - You couldn't? 256 00:14:51,560 --> 00:14:53,760 Vineeta and Namita, what about comfort? 257 00:14:54,040 --> 00:14:56,360 Do you think this would be a better alternative 258 00:14:56,480 --> 00:14:59,360 - than sanitary pads? - Yes, but you have to wash them. 259 00:14:59,480 --> 00:15:00,800 Washing it will require effort. 260 00:15:00,880 --> 00:15:04,320 And not just comfort. I am sorry, but they're very ugly. 261 00:15:05,240 --> 00:15:07,480 - We are working on that. - We agree on that. 262 00:15:07,840 --> 00:15:10,360 I guarantee you, that in the next six months, you will say 263 00:15:10,440 --> 00:15:12,600 - 'What a product!' - We'll send it to you. 264 00:15:13,960 --> 00:15:15,720 All right, we take your word for that. Let's move. 265 00:15:15,720 --> 00:15:17,600 What is your long-term vision for the company? 266 00:15:17,640 --> 00:15:21,360 Sir, we want to make this product a daily-use underwear. 267 00:15:30,720 --> 00:15:33,160 - And they don't have to think about pads. - Good! 268 00:15:33,240 --> 00:15:35,000 - Interesting! - Amazing! 269 00:15:35,800 --> 00:15:38,080 - Heartiest congratulations on your product. - Thank you! 270 00:15:38,200 --> 00:15:40,120 And thank you, seriously, 271 00:15:40,200 --> 00:15:41,840 on behalf of all the women. 272 00:15:41,960 --> 00:15:44,800 I will give you an offer. 273 00:15:47,040 --> 00:15:50,400 Rs. 50 lakhs for 1.75% and Rs. 50 lakhs debt 274 00:15:50,560 --> 00:15:52,840 at 9% interest for 3 years. 275 00:15:58,600 --> 00:16:00,520 ...that some of the other brands can copy. 276 00:16:01,200 --> 00:16:04,440 What I would like to tell you is you could be the first mover 277 00:16:04,640 --> 00:16:06,680 if you use my urinary incontinence idea 278 00:16:06,760 --> 00:16:08,560 because it's a big problem in this country. 279 00:16:08,680 --> 00:16:10,040 - Please come on board. - Hello! 280 00:16:10,120 --> 00:16:12,600 And secondly, these look horrible. 281 00:16:13,000 --> 00:16:14,560 - Make them nicer. - We are working on that. 282 00:16:14,600 --> 00:16:15,600 We're working on that. 283 00:16:15,760 --> 00:16:19,720 - Basically, I think I'll skip for today. - Okay. 284 00:16:19,800 --> 00:16:22,360 But I will be watching you guys. For today, I'm out. 285 00:16:22,480 --> 00:16:23,480 Thank you. 286 00:16:24,800 --> 00:16:27,040 After you get the funding, 287 00:16:27,160 --> 00:16:29,520 tell me one thing that you will not do in this company. 288 00:16:29,760 --> 00:16:31,040 What are your don'ts? 289 00:16:31,840 --> 00:16:35,240 I will never enter ten categories 290 00:16:35,320 --> 00:16:37,040 just to meet my sales. 291 00:16:37,120 --> 00:16:39,680 I want to stick to one or two categories 292 00:16:39,800 --> 00:16:41,000 and do big business there. 293 00:16:41,080 --> 00:16:43,120 Period panty should be synonymous with Healthfab. 294 00:16:43,600 --> 00:16:46,640 And what currently motivates you? 295 00:16:46,720 --> 00:16:48,000 I received a customer feedback. 296 00:16:48,080 --> 00:16:49,640 "My sister can't walk." 297 00:16:49,760 --> 00:16:51,320 "She had difficulty in changing her pads." 298 00:16:51,320 --> 00:16:53,200 "Now, I make her wear a period panty" 299 00:16:53,280 --> 00:16:55,080 "and she doesn't get rashes or irritation." 300 00:16:55,160 --> 00:16:57,560 So, we're driven by the customer's love. 301 00:16:58,240 --> 00:17:00,600 And what will make you happy in five years? 302 00:17:00,680 --> 00:17:03,200 Serving at least 1 crore women in India in the next five years. 303 00:17:03,280 --> 00:17:04,600 - We want to be... - Very nice. 304 00:17:04,760 --> 00:17:07,320 If there's any brand after Whisper, we should be the one. 305 00:17:07,440 --> 00:17:08,720 I'll make you an offer then. 306 00:17:10,000 --> 00:17:12,560 I think I love the humility of your team. 307 00:17:12,800 --> 00:17:15,440 And I love the fact that you wish to create an impact. 308 00:17:15,760 --> 00:17:18,040 That was evident. I just wanted to hear it. 309 00:17:18,320 --> 00:17:20,960 I'll give you what you asked for. Rs. 1 crore for 3% equity. 310 00:17:28,280 --> 00:17:29,280 Good offer. 311 00:17:29,840 --> 00:17:32,600 I have a few questions but I'd like to talk first. 312 00:17:32,680 --> 00:17:36,560 The level of entrepreneurship, especially in the last two years, 313 00:17:36,800 --> 00:17:38,720 the quality of entrepreneurs 314 00:17:39,360 --> 00:17:43,560 and the quality of business plans and ideas is remarkable. 315 00:17:45,640 --> 00:17:47,680 Not just in India, 316 00:17:47,840 --> 00:17:50,440 I think global entrepreneurs will now come from India. 317 00:17:50,520 --> 00:17:51,520 Absolutely. 318 00:17:52,960 --> 00:17:54,920 And you will build one global company. 319 00:17:56,240 --> 00:17:58,120 So, hats off. I salute you. 320 00:17:58,240 --> 00:17:59,240 - Thank you. - Thank you. 321 00:18:01,040 --> 00:18:02,040 Guys! 322 00:18:02,760 --> 00:18:03,760 Um... 323 00:18:03,760 --> 00:18:05,560 I was asking Vineeta 324 00:18:05,680 --> 00:18:08,760 if she thinks this is a real problem. 325 00:18:08,840 --> 00:18:10,400 She said, "Yes, it's a serious problem." 326 00:18:10,440 --> 00:18:13,280 I asked her if she thought you guys would do well. 327 00:18:13,360 --> 00:18:14,480 She said you'd do very well. 328 00:18:15,200 --> 00:18:17,960 And frankly, your sales do speak volumes. 329 00:18:18,040 --> 00:18:20,120 Rs. 11 crores in sales is no joke! 330 00:18:21,000 --> 00:18:24,280 Moreover, you reduced the price to help others. That is amazing. 331 00:18:24,640 --> 00:18:28,280 And you've to keep it profitable because it's not only a CSR venture. 332 00:18:28,360 --> 00:18:29,760 You also looked at profitability. 333 00:18:29,840 --> 00:18:31,200 So, very good. Good. 334 00:18:31,400 --> 00:18:33,320 You've grown the business well. 335 00:18:33,520 --> 00:18:35,000 You have a solid team. 336 00:18:35,200 --> 00:18:37,920 So, you put your forte to use which is engineering 337 00:18:38,120 --> 00:18:39,960 and we will bring you marketing muscle. 338 00:18:40,400 --> 00:18:41,560 Vineeta and I. 339 00:18:41,640 --> 00:18:43,840 We'll make you a combined offer. 340 00:18:44,160 --> 00:18:46,440 What you asked for, Rs. 1 crore for 3% equity. 341 00:18:53,200 --> 00:18:54,520 Let me tell you what happens now. 342 00:19:02,800 --> 00:19:04,800 competing at Rs. 1 crore for 3% equity. 343 00:19:06,880 --> 00:19:09,480 So, that's Rs. 50 lakhs for 1.5% equity. 344 00:19:10,280 --> 00:19:12,400 And Rs. 50 lakhs for 1.5% equity 345 00:19:12,480 --> 00:19:14,400 - isn't lucrative for me. - Increase the funding. 346 00:19:14,480 --> 00:19:15,680 - Increase the funding! - Yes. 347 00:19:16,760 --> 00:19:17,760 Join us, Anupam. 348 00:19:21,800 --> 00:19:23,280 Now, it's interesting. It's exciting. 349 00:19:23,360 --> 00:19:25,320 Would you be okay with Rs. 2 crore for 6% equity? 350 00:19:30,240 --> 00:19:32,160 If all four come on board, we'll take 7%. 351 00:19:40,520 --> 00:19:42,440 - 6% is something we've already committed. - No, we... 352 00:19:42,480 --> 00:19:43,920 Let's close the deal here. 353 00:19:44,040 --> 00:19:45,880 - Four Sharks for 7%. - Done. 354 00:19:53,520 --> 00:19:55,720 Good job. You guys are doing a wonderful job. 355 00:19:55,800 --> 00:19:57,520 You guys are creating a good impact. 356 00:20:01,520 --> 00:20:02,600 [camera shutter clicking] 357 00:20:03,960 --> 00:20:05,720 - You guys are a good team. - Thank you. 358 00:20:05,800 --> 00:20:07,040 - Thank you, bye. - Buh bye. 359 00:20:08,120 --> 00:20:09,280 [music fades] 360 00:20:16,560 --> 00:20:18,040 [uptempo music playing] 361 00:20:22,560 --> 00:20:23,800 [music concludes] 362 00:20:24,240 --> 00:20:27,720 Welcome to ACKO Change Makers where we really welcome change. 363 00:20:27,880 --> 00:20:31,440 And that is beautifully portrayed on the wall behind me 364 00:20:31,840 --> 00:20:33,880 on our Change Makers wall. 365 00:20:34,160 --> 00:20:36,440 Through a perfect mix of traditional and modern methods, 366 00:20:36,520 --> 00:20:40,200 we are encouraging inclusivity, generic quality and sustainability. 367 00:20:40,360 --> 00:20:43,400 And today's Change Makers are Team Healthfab. 368 00:20:43,480 --> 00:20:45,040 - Welcome, everyone. - Thank you. 369 00:20:53,240 --> 00:20:56,120 That felt great. I wanted to ask you about that. 370 00:20:56,320 --> 00:20:59,600 How come you went towards the female sector and not the male? 371 00:20:59,960 --> 00:21:03,200 We believe that when women get their period, 372 00:21:03,280 --> 00:21:05,880 - they suffer from many problems, right? - Hmm. 373 00:21:06,000 --> 00:21:09,080 It is the responsibility of men to help and support them 374 00:21:09,200 --> 00:21:11,600 and I think, if we could give them a bit more comfort, 375 00:21:11,680 --> 00:21:13,320 it would change the world in a better way. 376 00:21:13,360 --> 00:21:16,520 You're bringing about a nice change as entrepreneurs in this sector. 377 00:21:16,600 --> 00:21:20,600 What advice would you like to give our viewers, especially the men? 378 00:21:20,680 --> 00:21:21,960 What change can they bring about 379 00:21:21,960 --> 00:21:24,080 to be more sensitive and compassionate 380 00:21:24,160 --> 00:21:26,480 towards the women in their house during this period? 381 00:21:26,560 --> 00:21:28,600 I think men can help with the daily chores 382 00:21:28,680 --> 00:21:30,400 and provide them with emotional support. 383 00:21:30,480 --> 00:21:33,920 At least talk politely and offer women their help. 384 00:21:34,000 --> 00:21:35,320 Be with them in this change. 385 00:21:35,400 --> 00:21:38,880 - They go through this cycle every month. - Hmm. 386 00:21:38,960 --> 00:21:41,680 - Even a little change can help them a long way. - Amazing. 387 00:21:41,760 --> 00:21:44,000 So, communicate, help and be with them. 388 00:21:44,120 --> 00:21:45,040 That's the major part. 389 00:21:45,120 --> 00:21:46,520 All I can say is fab! 390 00:21:46,600 --> 00:21:48,120 Thank you for bringing about this change. 391 00:21:48,160 --> 00:21:50,160 It's also very sustainable. 392 00:21:50,280 --> 00:21:53,240 Similarly, ACKO too, with its revolutionary offerings 393 00:21:53,320 --> 00:21:55,120 is changing the insurance space. 394 00:21:55,200 --> 00:21:58,280 Now, only pay for a car while buying one 395 00:21:58,360 --> 00:22:00,440 and not for the car insurance. 396 00:22:00,560 --> 00:22:01,640 I bet you didn't know 397 00:22:01,720 --> 00:22:05,000 that buying car insurance from the showroom is not mandatory. 398 00:22:05,240 --> 00:22:07,120 Buy car insurance from ACKO 399 00:22:07,200 --> 00:22:09,520 and save up to Rs. 36,000. 400 00:22:09,800 --> 00:22:11,640 We welcome this change of yours. 401 00:22:11,760 --> 00:22:13,480 And to celebrate your time in the Tank, 402 00:22:13,560 --> 00:22:17,040 we wish to give you a memento so that you remember us forever. 403 00:22:17,120 --> 00:22:20,120 This is from ACKO Insurance, Shark Tank and me. 404 00:22:21,240 --> 00:22:22,280 [camera shutter clicking] 405 00:22:39,920 --> 00:22:41,480 [theme music playing] 406 00:23:04,280 --> 00:23:06,080 [theme music concludes] 407 00:23:08,080 --> 00:23:09,080 - And I am Akash. - Oi! 408 00:23:11,720 --> 00:23:14,680 Sharks, India and astronomy share a timeless bond. 409 00:23:14,760 --> 00:23:17,960 The Rigveda has mentions of celestial observations. 410 00:23:21,920 --> 00:23:23,560 His contributions, number zero and pi, 411 00:23:23,640 --> 00:23:25,840 are regarded as the foundation of mathematical astronomy. 412 00:23:25,880 --> 00:23:29,000 That's how we built an observatory on Jantar Mantar 413 00:23:29,080 --> 00:23:32,280 and could track the movements of the sun and other planets. 414 00:23:32,400 --> 00:23:34,480 In the field of modern science, 415 00:23:34,560 --> 00:23:37,440 ISRO's satellites Chandrayaan and Mangalyaan 416 00:23:37,600 --> 00:23:40,440 and the cutting-edge research of the Astronomical Society of India 417 00:23:40,560 --> 00:23:42,600 are taking this legacy forward. 418 00:23:42,680 --> 00:23:45,200 India has always been a great contributor 419 00:23:45,280 --> 00:23:47,200 when it comes to understanding the universe, 420 00:23:47,280 --> 00:23:48,800 but why isn't this legacy and expertise 421 00:23:48,880 --> 00:23:50,680 made available to the ordinary? 422 00:23:51,080 --> 00:23:52,680 We're fascinated by the universe too. 423 00:23:52,760 --> 00:23:54,480 Why must we stay confined to textbook images 424 00:23:54,560 --> 00:23:56,840 and science projects on the solar system? 425 00:23:56,960 --> 00:23:59,480 The category of these products is quite an unorganised sector. 426 00:23:59,600 --> 00:24:01,800 There's no teacher or expert to guide you 427 00:24:01,880 --> 00:24:03,360 on where to buy these products from. 428 00:24:03,440 --> 00:24:06,480 We identified this gap and initiated Pie Matrix. 429 00:24:06,920 --> 00:24:09,120 We are making user-friendly telescopes. 430 00:24:09,200 --> 00:24:10,920 We make quality products 431 00:24:11,200 --> 00:24:13,320 which let you explore the universe 432 00:24:13,400 --> 00:24:14,960 from your home or anywhere in the world. 433 00:24:23,000 --> 00:24:25,160 People think telescopes cost about Rs. 1 to 1.5 lakhs. 434 00:24:25,280 --> 00:24:26,440 We want to tell them 435 00:24:26,520 --> 00:24:28,440 that at a starting price of Rs. 4,000, 436 00:24:28,520 --> 00:24:32,160 they can explore the moon's craters, Saturn's rings and much more. 437 00:24:32,240 --> 00:24:34,840 Not only that, one of our main USPs is 438 00:24:34,960 --> 00:24:37,480 that you can assemble our telescopes in a few easy steps. 439 00:24:37,600 --> 00:24:39,800 Sharks, we're not just selling products, 440 00:24:39,920 --> 00:24:42,400 we sell experiences through step-by-step support, 441 00:24:51,240 --> 00:24:54,120 Our dream in the next three years 442 00:24:54,240 --> 00:24:58,000 is to show people a world outside this world through our products. 443 00:24:58,120 --> 00:25:01,400 And for that, our ask is Rs. 1 crore for 3% equity. 444 00:25:06,280 --> 00:25:09,360 - Nice. - On that note, today is the full moon. 445 00:25:09,520 --> 00:25:10,440 - Wow! - Oh! 446 00:25:10,520 --> 00:25:11,760 Yes, today's the full moon. 447 00:25:11,880 --> 00:25:13,680 - What timing! - You can actually see the moon's craters. 448 00:25:13,680 --> 00:25:14,600 And also, if you're lucky, 449 00:25:14,680 --> 00:25:16,480 we'll be able to show you Saturn's rings. 450 00:25:16,560 --> 00:25:17,360 - Oh my God! - Let's go. 451 00:25:17,440 --> 00:25:19,000 - Yes, let's go. - Let's go! 452 00:25:19,320 --> 00:25:20,560 Let's do this! 453 00:25:21,480 --> 00:25:22,920 Do I look excited? 454 00:25:23,080 --> 00:25:24,640 [music playing] 455 00:25:31,040 --> 00:25:32,640 Here, we have live footage of the moon 456 00:25:32,720 --> 00:25:33,960 we'll be showing you on this telescope. 457 00:25:34,000 --> 00:25:36,080 - I want to see Saturn's rings! - Yes, ma'am. Please. 458 00:25:36,240 --> 00:25:37,600 Here, we have Saturn. 459 00:25:37,840 --> 00:25:39,480 - You'll have to see it from here. - Here. 460 00:25:41,960 --> 00:25:42,840 I don't see anything. 461 00:25:42,960 --> 00:25:44,680 It needs to be set. I'll have to come there. 462 00:25:54,080 --> 00:25:55,560 So, I was wondering how you'd show it. 463 00:25:55,600 --> 00:25:57,000 Till then, we'll show you the moon. 464 00:25:57,040 --> 00:25:59,680 Saturn's rings are not visible on account of the smog. 465 00:25:59,760 --> 00:26:01,120 - There's too much light. - Actually... 466 00:26:01,160 --> 00:26:03,000 - What'll we see? - See whatever is visible. 467 00:26:03,080 --> 00:26:04,400 We'll show you the moon. 468 00:26:06,440 --> 00:26:08,000 You're not from Mumbai. 469 00:26:08,120 --> 00:26:09,120 No, I'm from Delhi. 470 00:26:09,160 --> 00:26:11,320 - But were you not at one place... - Yes. 471 00:26:11,400 --> 00:26:12,640 - At Jio. - We met at Jio. 472 00:26:12,720 --> 00:26:14,400 - We spoke. - Yes, that's what I'm saying. 473 00:26:14,480 --> 00:26:15,520 - Yes. - Exactly. 474 00:26:15,600 --> 00:26:17,640 - You remember. You tried this telescope. - Yes. 475 00:26:18,680 --> 00:26:20,120 Can you see the craters on the left? 476 00:26:20,880 --> 00:26:22,400 We'll zoom it even further. 477 00:26:22,960 --> 00:26:24,400 - Side... - That's the full moon. 478 00:26:24,480 --> 00:26:26,000 - This is the western side. - Don't touch. 479 00:26:26,000 --> 00:26:26,920 The telescope will move. 480 00:26:27,040 --> 00:26:28,240 Yes, I can see it. 481 00:26:31,440 --> 00:26:32,800 Can you see the surface of the moon? 482 00:26:32,800 --> 00:26:34,760 - You can see its craters. - [indistinct chatter] 483 00:26:34,880 --> 00:26:36,480 The galaxy won't be visible either. 484 00:26:36,560 --> 00:26:38,360 - And nothing else. - I can only see the moon. 485 00:26:39,480 --> 00:26:42,720 Actually, there's smog on Saturn too. 486 00:26:43,080 --> 00:26:45,040 - Come on. - Let's go. 487 00:26:45,120 --> 00:26:46,160 - Let's go. - Yes... 488 00:26:47,960 --> 00:26:50,160 - It was taken from this telescope. The imagery... - Okay. 489 00:26:50,200 --> 00:26:51,360 - Thank you. - Thank you, sir. 490 00:26:51,400 --> 00:26:53,280 - Yes. - Let's go. Thank you. 491 00:27:03,400 --> 00:27:04,760 [light-hearted music playing] 492 00:27:07,640 --> 00:27:09,000 All right, guys. 493 00:27:09,120 --> 00:27:11,680 - Aman and Akash! - Yes. 494 00:27:12,000 --> 00:27:13,800 - Welcome back. - Thank you. 495 00:27:13,960 --> 00:27:16,520 - Let me tell you a sad story about me first. - All right. 496 00:27:17,720 --> 00:27:21,480 When I was a child, someone gifted me a telescope 497 00:27:21,560 --> 00:27:22,560 but it broke. 498 00:27:22,920 --> 00:27:24,520 So, I didn't pursue it. 499 00:27:24,680 --> 00:27:27,080 But about 15 years back, my friend gave me one 500 00:27:27,240 --> 00:27:29,120 which was a lot more powerful. 501 00:27:29,200 --> 00:27:31,720 But then, a storm hit us. 502 00:27:31,800 --> 00:27:33,920 - I stay on the 18th floor and it broke... - Oh. 503 00:27:34,000 --> 00:27:35,320 After a few days. 504 00:27:35,440 --> 00:27:37,320 I thought I wasn't destined to have one. 505 00:27:37,400 --> 00:27:40,840 But now, after meeting you, my hope has been restored. 506 00:27:41,800 --> 00:27:43,080 What's your story? 507 00:27:43,160 --> 00:27:46,920 - Well, this isn't a business plan you come across. - Yes. 508 00:27:47,000 --> 00:27:49,840 Did something happen that... How did you stumble upon this? 509 00:27:50,480 --> 00:27:53,440 Basically, we travel a lot. 510 00:27:53,680 --> 00:27:54,680 We go to remote areas... 511 00:27:54,760 --> 00:27:56,640 - How do you know each other? - We're brothers. 512 00:27:56,720 --> 00:27:58,560 - We've known each other since childhood. - Who's older? 513 00:27:58,600 --> 00:27:59,640 - I'm older. - I'm younger. 514 00:27:59,720 --> 00:28:01,040 - He's younger. - How old are you? 515 00:28:01,040 --> 00:28:02,320 I'm 26 and he's 24. 516 00:28:02,440 --> 00:28:03,880 Okay. Please continue. 517 00:28:03,960 --> 00:28:05,680 So, we travel extensively. 518 00:28:06,200 --> 00:28:08,680 The first time we went to Ladakh... 519 00:28:08,800 --> 00:28:11,200 It was the first time we'd seen such a clear sky. 520 00:28:11,280 --> 00:28:13,320 You could see the belt of the Milky Way 521 00:28:13,400 --> 00:28:15,040 - and shooting stars. - With the naked eye? 522 00:28:15,040 --> 00:28:15,880 - With the naked eye. - Yes. 523 00:28:15,960 --> 00:28:17,320 When we went to Hanle... 524 00:28:17,480 --> 00:28:20,800 India has declared Hanle as an astronomical site. 525 00:28:20,880 --> 00:28:23,880 You'll find telescopes in almost all the hotels there. 526 00:28:24,120 --> 00:28:26,080 That's when we saw a telescope for the first time. 527 00:28:26,120 --> 00:28:28,240 - How long ago was this? - Two years ago. 528 00:28:28,320 --> 00:28:30,040 When they showed us the moon the first time, 529 00:28:30,120 --> 00:28:32,000 - we went, "Wow!" - Wow. 530 00:28:32,080 --> 00:28:33,880 We saw every crater. 531 00:28:33,960 --> 00:28:37,240 We have been curious since childhood as to how these things looked. 532 00:28:37,400 --> 00:28:39,440 That was a first-hand experience for us. 533 00:28:39,560 --> 00:28:41,000 Then we started thinking about it. 534 00:28:41,120 --> 00:28:42,880 We decided to pursue the market. 535 00:28:42,960 --> 00:28:46,200 There's no brand in India other than Pie Matrix 536 00:28:46,280 --> 00:28:47,520 that offers these products. 537 00:28:47,600 --> 00:28:49,200 What were you doing at the time? 538 00:28:49,600 --> 00:28:51,320 We have a family business. 539 00:28:51,400 --> 00:28:52,240 - Of what? - Sheet metal... 540 00:28:52,320 --> 00:28:53,720 Sheet metal fabrication. 541 00:28:53,800 --> 00:28:56,440 Basically, we are commercial kitchen equipment manufacturers. 542 00:28:56,520 --> 00:28:57,920 One of the biggest in Asia. 543 00:28:58,000 --> 00:29:00,320 We have a few factories throughout India. 544 00:29:00,480 --> 00:29:02,280 We have a factory in Vadi. 545 00:29:02,360 --> 00:29:05,160 I'd visit it and learn how things worked. 546 00:29:05,240 --> 00:29:06,360 That's what I was doing. 547 00:29:06,600 --> 00:29:08,280 And he just graduated from college. 548 00:29:08,400 --> 00:29:09,960 Do you manufacture them or import them? 549 00:29:12,840 --> 00:29:14,200 Do you have any photos? 550 00:29:14,280 --> 00:29:18,160 - Generally, people are oblivious to what they'll get to see. - Sure. 551 00:29:18,280 --> 00:29:19,840 Please show us photos then. 552 00:29:19,960 --> 00:29:21,320 This is our Instagram handle. 553 00:29:21,680 --> 00:29:22,680 So... 554 00:29:23,600 --> 00:29:24,600 What's this? 555 00:29:31,680 --> 00:29:33,160 This is the Butterfly Nebula. 556 00:29:33,480 --> 00:29:35,320 There are many such nebulas. 557 00:29:35,400 --> 00:29:37,040 The Orion Nebula and the Butterfly Nebula. 558 00:29:37,160 --> 00:29:38,600 Then, there's the Dumbbell Nebula. 559 00:29:38,800 --> 00:29:40,360 This one is the Pleiades star cluster. 560 00:29:40,440 --> 00:29:42,400 This is an open star cluster. 561 00:29:42,480 --> 00:29:44,680 It has many groups of stars. 562 00:29:44,760 --> 00:29:46,440 We took this photo with Helix. 563 00:29:47,320 --> 00:29:50,160 - Very nice. - Some pictures through the Helix Reflector Telescope. 564 00:29:50,280 --> 00:29:51,920 - Does this have an inbuilt camera? - See. 565 00:29:52,080 --> 00:29:53,560 We took this with our phones. 566 00:29:53,680 --> 00:29:54,920 - Some of the videos... - That would be nice... 567 00:29:54,960 --> 00:29:56,240 From our own camera. 568 00:29:56,320 --> 00:29:59,840 I uploaded a photo on my Instagram handle. I was watching... 569 00:29:59,920 --> 00:30:02,000 - You upload a photo of the moon with a telescope. - Yes. 570 00:30:02,040 --> 00:30:03,600 Yes, what brand was that? 571 00:30:03,680 --> 00:30:05,640 - Bresser, a German brand. - Is it not Indian? 572 00:30:05,720 --> 00:30:07,080 - German. No. - Not Indian. 573 00:30:07,960 --> 00:30:09,160 I don't get one thing. 574 00:30:09,240 --> 00:30:12,680 I might see it once or twice just out of curiosity. 575 00:30:13,120 --> 00:30:15,840 I won't come home every night and look at the stars. 576 00:30:15,920 --> 00:30:18,120 - Actually, not every night... - [chuckles] 577 00:30:18,200 --> 00:30:20,840 Sometimes, you'd want to just sit with your family 578 00:30:20,920 --> 00:30:22,240 - and take the products out. - I might do that once. 579 00:30:22,280 --> 00:30:23,920 Sir, we make sure 580 00:30:24,000 --> 00:30:26,240 your telescope doesn't gather dust in the drawing room. 581 00:30:26,520 --> 00:30:28,320 We'll send you daily reminders 582 00:30:28,400 --> 00:30:30,120 via WhatsApp and Instagram automation 583 00:30:30,240 --> 00:30:33,080 about astronomical events with interesting facts. 584 00:30:33,200 --> 00:30:35,880 So, we have a strong community 585 00:30:35,960 --> 00:30:37,720 of 15,000-20,000 people who use our products. 586 00:30:37,760 --> 00:30:40,080 We've never had this problem where people don't use them. 587 00:30:40,680 --> 00:30:43,920 - Your business is telescopes and binoculars. - Binoculars 588 00:30:46,000 --> 00:30:47,800 20%, and 80% comes from telescopes. 589 00:30:47,880 --> 00:30:51,080 Okay. You said in your pitch Rs. 4,000 was your starting price. 590 00:30:51,160 --> 00:30:52,040 Which one is that? 591 00:30:52,160 --> 00:30:54,040 - The small telescope Neo Refractor. - That one. 592 00:30:54,120 --> 00:30:57,880 How much does the big one cost on which we saw the moon? 593 00:30:57,960 --> 00:31:00,200 It's priced at Rs. 45,000 to 50,000, 594 00:31:00,320 --> 00:31:02,720 but we just got done with the R&D and we'll launch it soon. 595 00:31:02,840 --> 00:31:03,880 We haven't launched it yet. 596 00:31:03,880 --> 00:31:06,920 So, your products range from Rs. 4,000 to 50,000. 597 00:31:07,000 --> 00:31:08,840 Currently, from Rs. 4,000 to 2 lakhs. 598 00:31:08,920 --> 00:31:10,040 Which one sells the most? 599 00:31:17,080 --> 00:31:18,200 ...you go for Pegasus. 600 00:31:18,440 --> 00:31:19,960 That costs Rs. 12,500. 601 00:31:20,040 --> 00:31:22,480 Suppose you have a DSLR, 602 00:31:22,560 --> 00:31:25,960 want to mount it to get star trails as well as track objects... 603 00:31:26,040 --> 00:31:27,480 Suppose I focus on a planet. 604 00:31:27,600 --> 00:31:29,680 For photography purposes, I'll also need tracking. 605 00:31:29,800 --> 00:31:32,480 Helix solves that purpose and costs Rs. 27,000. 606 00:31:32,600 --> 00:31:33,600 What's tracking? 607 00:31:33,800 --> 00:31:35,520 - Tracking is done in slow motion... - Track an object. 608 00:31:35,520 --> 00:31:37,560 Tracking an object. The telescope will follow it. 609 00:31:37,680 --> 00:31:38,560 Tell me something. 610 00:31:38,640 --> 00:31:40,120 Technology is so advanced these days. 611 00:31:40,200 --> 00:31:41,960 Don't you have a product 612 00:31:42,040 --> 00:31:44,760 in which you feed what you want to track, say Saturn, 613 00:31:44,840 --> 00:31:47,400 - and it automatically tracks its position? - This is the one. 614 00:31:47,520 --> 00:31:49,240 - This is the one. - We already have that. 615 00:31:49,360 --> 00:31:51,120 This is the Vega Goto Telescope. 616 00:31:51,200 --> 00:31:53,280 - So, in this... - Why didn't you set it up outside? 617 00:31:53,360 --> 00:31:56,480 Nothing was visible. So, we thought we'd show you the moon and Saturn. 618 00:31:56,560 --> 00:31:59,040 - Okay. What's the price? - It costs Rs. 75,000. 619 00:32:07,400 --> 00:32:10,880 Then it will give you the list of planets and galaxies. Everything. 620 00:32:11,000 --> 00:32:12,800 You press "Okay" on Andromeda Galaxy. 621 00:32:12,880 --> 00:32:14,680 That way, it will go to the galaxy automatically. 622 00:32:14,720 --> 00:32:17,480 It'll track it all night if you want to do photography. 623 00:32:22,200 --> 00:32:23,760 - That's the R&D. - Point the telescope 624 00:32:23,840 --> 00:32:25,440 and by wearing an AR or VR device, 625 00:32:25,520 --> 00:32:28,760 - you can have a much richer experience. - Definitely. 626 00:32:28,840 --> 00:32:31,160 - Technology has made many advancements. - Yes. 627 00:32:31,280 --> 00:32:33,240 We're keeping up with them through R&D. 628 00:32:33,320 --> 00:32:35,560 What was the market size you saw? 629 00:32:35,640 --> 00:32:37,080 What did you see as the market size? 630 00:32:37,120 --> 00:32:40,640 Sir, there's no hard data in India to tell you the market size. 631 00:32:40,720 --> 00:32:42,320 We worked out an estimate. 632 00:32:42,480 --> 00:32:44,880 There are 60,000 premium private schools. 633 00:32:45,000 --> 00:32:47,200 If the school doesn't have an astronomy lab, 634 00:32:47,280 --> 00:32:49,040 - it'll definitely have an astronomy club. - Right. 635 00:32:49,040 --> 00:32:53,760 So, commercially, the telescopes start at Rs. 40,000. 636 00:32:54,080 --> 00:32:56,800 So, you could take the TAM as Rs. 250 crores. 637 00:32:56,880 --> 00:32:59,760 When you decided you wanted to do this business, 638 00:32:59,880 --> 00:33:01,480 you said you did research. 639 00:33:01,600 --> 00:33:02,720 Did you find a gap? 640 00:33:02,880 --> 00:33:06,320 There are products in the market. Then what gap did you find? 641 00:33:06,400 --> 00:33:11,120 International brands don't have that big a set-up in India. 642 00:33:11,200 --> 00:33:12,640 They sell through distributors. 643 00:33:12,760 --> 00:33:15,760 So, in the already existing mature astronomy market, 644 00:33:15,840 --> 00:33:19,240 they focus more on higher ends or professionals 645 00:33:19,320 --> 00:33:20,720 versus amateurs. 646 00:33:20,800 --> 00:33:22,640 Did you also feel they're unaffordable? 647 00:33:22,720 --> 00:33:25,640 And was your goal also to make them affordable? 648 00:33:25,720 --> 00:33:27,520 No, sir. They are affordable. 649 00:33:27,760 --> 00:33:30,120 Their price range is the same as ours. 650 00:33:30,240 --> 00:33:31,880 Okay. They don't have distribution. 651 00:33:31,960 --> 00:33:34,760 They don't have distribution and after-sales support. 652 00:33:34,840 --> 00:33:38,200 Plus, they've done cost-cutting in the amateur segment 653 00:33:38,280 --> 00:33:40,440 because they are focusing more on the professional. 654 00:33:40,520 --> 00:33:43,000 You've been in this business for two years, right? 655 00:33:43,120 --> 00:33:45,360 We started in November 2022 656 00:33:45,440 --> 00:33:48,760 but we began sales and operations last year in April. 657 00:33:48,880 --> 00:33:51,040 How much business have you done this year? 658 00:33:51,840 --> 00:33:53,800 We've done Rs. 1.65 crores till October. 659 00:33:53,880 --> 00:33:54,680 What! 660 00:33:54,760 --> 00:33:57,440 Have you sold commercial devices or... 661 00:33:57,520 --> 00:33:59,240 - No, sir. Only these amateur... - The amateur ones. 662 00:33:59,280 --> 00:34:00,960 Do you sell online D2C? 663 00:34:01,040 --> 00:34:03,440 D2C. We sell through Hamleys. Offline. 664 00:34:03,560 --> 00:34:04,680 I'll tell you the split. 665 00:34:04,840 --> 00:34:08,960 So, 74% of sales comes from online and 26% from offline. 666 00:34:09,040 --> 00:34:11,840 Out of 74%, 92% is from Amazon 667 00:34:12,120 --> 00:34:13,480 and 8% is from our website. 668 00:34:13,520 --> 00:34:14,800 What's the average ticket size? 669 00:34:14,880 --> 00:34:17,000 I can tell you about B2C for Amazon. 670 00:34:17,120 --> 00:34:19,160 Our average ticket size is Rs. 8,800. 671 00:34:19,280 --> 00:34:21,840 - What are your projected sales for this year? - Rs. 6.38 crores. 672 00:34:26,320 --> 00:34:29,240 How so? We already have in hand orders. 673 00:34:29,320 --> 00:34:30,800 How are Amazon orders in hand? 674 00:34:30,880 --> 00:34:34,160 - Sir, we have tenders for binoculars and others. - Tenders! 675 00:34:34,240 --> 00:34:35,720 There are loads of tenders for binoculars 676 00:34:35,760 --> 00:34:38,040 - for instance defence... - You mentioned only two channels. 677 00:34:38,080 --> 00:34:40,840 - 74% online, 26% Hamleys and retail. - Yes. 678 00:34:40,920 --> 00:34:42,160 What's this new thing? 679 00:34:42,280 --> 00:34:44,600 We wouldn't pay much attention to tenders earlier. 680 00:34:44,720 --> 00:34:45,960 But in the last two months, 681 00:34:52,360 --> 00:34:53,400 Our Google reviews are good. 682 00:34:53,400 --> 00:34:56,720 All our reviews on Amazon are 4.5 and above. 683 00:34:57,200 --> 00:34:59,960 The tender business hasn't started. You've just registered. 684 00:35:00,120 --> 00:35:02,080 You have no business, but might in future. 685 00:35:02,160 --> 00:35:04,200 - Sir, the sampling is done. - Got it... 686 00:35:04,280 --> 00:35:05,640 There's no revenue from it so far. 687 00:35:05,680 --> 00:35:08,040 - A little, not so much that we... - So, negligible. 688 00:35:08,120 --> 00:35:10,320 - Negligible. - What is your projected profit? 689 00:35:11,120 --> 00:35:15,120 Out of Rs. 1.65 crores, our COGS is 48%. 690 00:35:15,240 --> 00:35:16,960 Our marketing is 10%. 691 00:35:17,040 --> 00:35:19,120 Packaging and logistics is also 10%. 692 00:35:19,200 --> 00:35:21,320 Our fixed expenses account for 8%. 693 00:35:21,520 --> 00:35:23,760 Our overheads come to 2%. 694 00:35:23,920 --> 00:35:25,240 Our net profit is 22%. 695 00:35:25,320 --> 00:35:26,880 What's the US market size? 696 00:35:27,080 --> 00:35:28,880 - For... - Only for the products you're selling. 697 00:35:29,760 --> 00:35:32,160 - Sir, I could tell you the global market size. - Okay. 698 00:35:32,280 --> 00:35:34,760 The market size for telescopes and binoculars is $1.13 billion. 699 00:35:39,040 --> 00:35:40,720 - but those are industrial telescopes. - Yes. 700 00:35:40,760 --> 00:35:41,840 You sell consumer telescopes. 701 00:35:41,880 --> 00:35:43,360 - Yes, consumer telescopes. - Yes, amateur. 702 00:35:43,360 --> 00:35:45,200 - Amateur segment. - Only amateur segment right now. 703 00:35:45,200 --> 00:35:46,520 - You could say hobbyists. - Yes. 704 00:35:46,640 --> 00:35:48,360 - $1.13 billion. - Yes. 705 00:35:48,440 --> 00:35:52,000 I think you should invest in R&D. 706 00:35:52,200 --> 00:35:53,200 Hmm. 707 00:35:53,360 --> 00:35:54,720 Just assembling won't do 708 00:35:54,800 --> 00:35:57,720 because eventually, there's competition 709 00:35:57,800 --> 00:36:00,080 and this wouldn't grow into a big business. 710 00:36:00,360 --> 00:36:02,640 You need to bring some sort of differentiation 711 00:36:02,840 --> 00:36:04,720 and maybe, you need to think of a larger vision. 712 00:36:05,600 --> 00:36:06,600 I'm out right now 713 00:36:06,680 --> 00:36:09,160 because I don't see a good market size. 714 00:36:09,560 --> 00:36:10,560 But best of luck. 715 00:36:11,080 --> 00:36:12,440 Aman! Akash! 716 00:36:12,760 --> 00:36:14,480 I believe you're off to a good start. 717 00:36:14,760 --> 00:36:16,640 Here's your first positive. 718 00:36:17,080 --> 00:36:18,480 I'm happy to see an Indian brand 719 00:36:18,560 --> 00:36:20,840 compete in pricing with global brands, 720 00:36:20,920 --> 00:36:22,560 which is a rare sight. 721 00:36:22,720 --> 00:36:25,600 I believe I want to be out right now 722 00:36:25,720 --> 00:36:29,120 - because this is more of a hobby business now. - Hmm. 723 00:36:29,200 --> 00:36:31,160 Do you know when this will become a real business? 724 00:36:31,440 --> 00:36:34,080 When you make a foray into B2G. 725 00:36:39,160 --> 00:36:40,360 Crack that. 726 00:36:40,440 --> 00:36:42,320 Your future is closer than it appears to be. 727 00:36:42,400 --> 00:36:44,080 - You'll make crazy money there. - Thank you. 728 00:36:44,120 --> 00:36:45,800 - All the best. I'm out, guys. - Thank you. 729 00:36:46,160 --> 00:36:47,520 Aman and Akash! 730 00:36:47,600 --> 00:36:49,080 I think firstly, 731 00:36:49,200 --> 00:36:52,680 the build quality and design sensibilities 732 00:36:52,960 --> 00:36:55,880 of your products are quite solid. 733 00:36:56,400 --> 00:36:59,760 And even your logo, 734 00:36:59,840 --> 00:37:01,280 the pi symbol as a telescope, 735 00:37:01,440 --> 00:37:04,000 - then the half moon in 'Pie'... - Yes. 736 00:37:04,080 --> 00:37:05,920 They're very small details. 737 00:37:06,000 --> 00:37:08,000 'The sky is not the limit' tagline. 738 00:37:08,080 --> 00:37:11,800 I think the marketing, branding, aesthetic sense, 739 00:37:11,960 --> 00:37:14,400 the user experience of the product 740 00:37:14,520 --> 00:37:17,560 and the features are very good. 741 00:37:18,160 --> 00:37:22,280 The challenge is the added complexity in India. 742 00:37:22,360 --> 00:37:23,920 A founder told us 743 00:37:24,000 --> 00:37:27,240 that 12 out of the world's 15 most polluted cities are in India. 744 00:37:27,320 --> 00:37:31,760 Today, even with the best possible setup and founders, 745 00:37:32,080 --> 00:37:34,720 we could see only the moon. 746 00:37:34,840 --> 00:37:38,040 So, these challenges will keep increasing in India. 747 00:37:38,120 --> 00:37:39,720 For instance, in smaller cities, 748 00:37:39,800 --> 00:37:43,320 people could get frustrated after buying telescopes as they can't see anything. 749 00:37:43,400 --> 00:37:48,400 And $1.13 billion for a global market is very small. 750 00:37:48,480 --> 00:37:49,480 It's very niche. 751 00:37:49,560 --> 00:37:52,200 So, I see a TAM problem. 752 00:37:52,320 --> 00:37:55,920 As of now, I can't take a bet on a valuation of Rs. 33 crores. 753 00:37:56,040 --> 00:37:57,360 For that reason, I'm out. 754 00:37:58,840 --> 00:38:00,640 I think you should think a little deeper. 755 00:38:01,440 --> 00:38:03,800 It's imperative, 756 00:38:03,880 --> 00:38:06,360 while creating the market, to educate the consumer. 757 00:38:06,920 --> 00:38:08,280 On your Instagram page, 758 00:38:08,360 --> 00:38:10,400 there wasn't much educational content. 759 00:38:10,480 --> 00:38:13,520 I think I would like to see that in your business. 760 00:38:13,600 --> 00:38:15,760 I would like to see that openness to feedback. 761 00:38:15,880 --> 00:38:18,760 Going more on the education side to create a market. 762 00:38:18,840 --> 00:38:21,000 Today, I don't see that. 763 00:38:21,160 --> 00:38:22,800 And for that reason, I'm out. 764 00:38:24,560 --> 00:38:26,680 I think this is an ecosystem play. 765 00:38:27,480 --> 00:38:30,480 This technology is growing at a very fast pace. 766 00:38:30,680 --> 00:38:34,880 The world is fascinated with space and that's absolutely clear. 767 00:38:35,080 --> 00:38:38,120 Multi-billion dollar businesses are being built around space. 768 00:38:38,240 --> 00:38:40,680 That's absolutely clear. I'm making one myself. 769 00:38:41,080 --> 00:38:43,560 So, there is no question in my mind about that. 770 00:38:44,080 --> 00:38:48,080 I think the GTM has to be schools, astronomy clubs in schools... 771 00:38:48,080 --> 00:38:49,680 Yes. 772 00:38:49,840 --> 00:38:51,080 Through partners. 773 00:38:51,720 --> 00:38:53,840 Introduce children to astronomy, 774 00:38:54,320 --> 00:38:57,960 - then you can sell them telescopes and binoculars. - Yes. 775 00:38:58,040 --> 00:39:00,800 Right? That will take time. 10 years, 15 years... 776 00:39:00,920 --> 00:39:03,160 I don't know how long it will take 777 00:39:03,240 --> 00:39:05,080 but I'm willing to put a cheque here. 778 00:39:05,680 --> 00:39:08,400 But I'm not going by your valuation 779 00:39:08,720 --> 00:39:10,360 nor am I going to invest Rs. 1 crore 780 00:39:10,440 --> 00:39:12,680 because where the business will go is not clear now. 781 00:39:12,760 --> 00:39:14,240 So, I'll make you an offer. 782 00:39:14,400 --> 00:39:18,280 Rs. 75 lakhs as debt at 12% interest 783 00:39:18,320 --> 00:39:20,720 which you may draw as needed 784 00:39:20,920 --> 00:39:23,520 and I'll give you Rs. 25 lakhs 785 00:39:24,240 --> 00:39:25,680 for 5% equity... 786 00:39:33,320 --> 00:39:34,560 Until then, 787 00:39:34,760 --> 00:39:38,080 this cheque is just for me to closely work with you. 788 00:39:39,960 --> 00:39:41,120 Please discuss it. 789 00:39:41,240 --> 00:39:42,680 - Okay, we'll take two minutes. - Give us some time. 790 00:39:42,720 --> 00:39:43,960 No problem at all. 791 00:39:46,440 --> 00:39:47,880 [pensive music playing] 792 00:39:48,240 --> 00:39:50,280 A valuation of Rs. 5 crores! 793 00:39:50,360 --> 00:39:53,400 - The valuation doesn't make sense. - Their sales is Rs. 5 crore. 794 00:39:53,480 --> 00:39:55,840 Since he is the only one, he can give any valuation. 795 00:39:56,120 --> 00:39:59,240 - 'Hello?' - Dad, we just received an offer. 796 00:39:59,800 --> 00:40:01,600 He'll negotiate aggressively now. 797 00:40:01,920 --> 00:40:05,000 - They will turn it down. They don't need money. - Hmm. 798 00:40:05,200 --> 00:40:06,840 [gripping music playing] 799 00:40:13,160 --> 00:40:14,920 - Yes, sir. Aman! Akash! - Sir, first of all, 800 00:40:14,960 --> 00:40:16,680 - thank you, Anupam, for the offer. - Yes. 801 00:40:16,800 --> 00:40:17,960 But we have a counter. 802 00:40:18,080 --> 00:40:19,480 Looks difficult, but tell me. 803 00:40:19,600 --> 00:40:24,360 Sir, we can do Rs. 75 lakhs in exchange for 5% equity 804 00:40:24,520 --> 00:40:26,000 and Rs. 25 lakhs in debt. 805 00:40:31,960 --> 00:40:36,080 - That's my final offer. - So, he is giving you Rs. 25 lakhs for 5%. 806 00:40:36,160 --> 00:40:37,440 How you want to structure it is... 807 00:40:37,480 --> 00:40:39,040 - Decide. - Don't think about valuation. 808 00:40:39,120 --> 00:40:41,240 - You guys are smart. - Don't think about valuation. 809 00:40:41,360 --> 00:40:42,400 It's your call. 810 00:40:42,680 --> 00:40:45,160 [mumbling] 811 00:40:45,400 --> 00:40:46,960 [tense music playing] 812 00:40:48,120 --> 00:40:49,720 So, thank you for the offer 813 00:40:49,880 --> 00:40:52,280 - but I don't think we can... - No worries. 814 00:40:52,360 --> 00:40:55,040 - Respectfully accepted. - We also respect your offer but... 815 00:40:55,120 --> 00:40:56,320 - All the best. - All the best. 816 00:40:56,320 --> 00:40:57,240 Thank you. Lovely meeting you. 817 00:40:57,360 --> 00:40:59,400 - All right, good luck. Thank you. - Bye. 818 00:40:59,680 --> 00:41:02,280 'Basically, we had our projected sales in mind.' 819 00:41:02,440 --> 00:41:05,480 'We wanted a good valuation as well as their expertise.' 820 00:41:05,600 --> 00:41:09,120 'Since the gap between the valuation and our expectations was huge,' 821 00:41:09,320 --> 00:41:12,960 we didn't feel there would be much of a value addition. 822 00:41:13,080 --> 00:41:15,760 The valuation they offered matches our current turnover. 823 00:41:15,840 --> 00:41:18,400 - That's why it doesn't make any sense. - So, it didn't pan out. 824 00:41:19,120 --> 00:41:21,880 - Team Pie Matrix, welcome. - Thank you. 825 00:41:21,960 --> 00:41:23,920 I want to tell you one thing about my life. 826 00:41:24,000 --> 00:41:26,680 I was the president of the astronomy club in my school. 827 00:41:26,760 --> 00:41:27,640 - Oh! - Yes. 828 00:41:27,720 --> 00:41:29,720 - It was in the sixth or seventh grade. - Okay. 829 00:41:34,400 --> 00:41:39,120 - And we'd get only two seconds to use the telescope. - Yes. 830 00:41:39,360 --> 00:41:41,120 Um, at that time, I couldn't afford it 831 00:41:41,280 --> 00:41:42,640 but I just heard in your pitch, 832 00:41:42,760 --> 00:41:44,640 your telescope is actually very affordable. 833 00:41:44,720 --> 00:41:45,760 - Yes. - Yes, they are. 834 00:41:45,840 --> 00:41:48,080 I wish you existed back then. 835 00:41:48,320 --> 00:41:50,440 - If only Pie Matrix existed back then. - Me too. 836 00:41:50,520 --> 00:41:53,480 Are you personally interested in astronomy? 837 00:41:53,560 --> 00:41:54,400 - Yes, a lot. - Yes. 838 00:41:54,480 --> 00:41:56,000 After making our products... 839 00:41:56,080 --> 00:41:57,920 Our products are so amazing. 840 00:41:58,000 --> 00:41:59,520 We love exploring the sky. 841 00:41:59,600 --> 00:42:00,880 - And we do. - Okay. 842 00:42:00,960 --> 00:42:02,760 - It was a hobby. - Absolutely. 843 00:42:02,840 --> 00:42:05,760 - You got interested after you went to Ladakh. - Yes. 844 00:42:05,840 --> 00:42:07,000 Ladakh was the trigger point. 845 00:42:07,080 --> 00:42:08,280 - Ladakh was the trigger point. - Yes. 846 00:42:08,280 --> 00:42:10,680 - My birthday's coming up. I'm going to Ladakh. - Okay. 847 00:42:10,760 --> 00:42:14,040 Yes. And I know your telescope is outside. 848 00:42:14,120 --> 00:42:16,440 - So, I'm actually going to get your telescope... - Yes, absolutely. 849 00:42:16,480 --> 00:42:19,920 - I'll take it so I can see the stars there. - Yes, very clear. 850 00:42:20,000 --> 00:42:22,280 I ordered some essentials from Swiggy Instamart 851 00:42:22,360 --> 00:42:24,160 because my flight is in two days. 852 00:42:24,240 --> 00:42:26,480 My order arrived in ten minutes. 853 00:42:26,960 --> 00:42:30,040 - Let me tell you that I've ordered Ladakh essentials. - Okay. 854 00:42:30,160 --> 00:42:32,160 What do you think I must have ordered? 855 00:42:32,240 --> 00:42:33,920 What do you think I have to take to Ladakh? 856 00:42:34,040 --> 00:42:37,080 Coffee, snacks, energy drinks 857 00:42:37,160 --> 00:42:39,600 - because you'll have to stay up all night and see the stars. - Yes. 858 00:42:39,640 --> 00:42:40,640 Nice. And? 859 00:42:40,840 --> 00:42:43,600 - And I think some warm clothes. - Some warm clothes. 860 00:42:43,680 --> 00:42:46,560 Okay, close enough. I've ordered hot chocolate sachets 861 00:42:46,680 --> 00:42:47,920 and I've ordered gloves. 862 00:42:48,080 --> 00:42:49,960 - Oh, okay... - And a torch. 863 00:42:50,080 --> 00:42:51,280 Freezing temperatures. 864 00:42:51,360 --> 00:42:52,640 - Not bad, right? - Not at all. 865 00:42:52,760 --> 00:42:53,800 - Clothes... - You're all set. 866 00:42:53,840 --> 00:42:55,680 - You have the astronomy essentials. - Thank you. 867 00:42:55,720 --> 00:42:58,280 - You've to give me your telescope. That's left. - Absolutely. 868 00:42:58,400 --> 00:43:01,120 Guys, if you need travel essentials or absolutely anything else, 869 00:43:01,200 --> 00:43:03,800 it's available on Swiggy Instamart and gets delivered in ten minutes. 870 00:43:03,840 --> 00:43:05,160 I am going to take their advice 871 00:43:05,240 --> 00:43:07,440 on how to use their telescope on my trip 872 00:43:07,520 --> 00:43:09,000 while you go and place an order! 873 00:43:09,120 --> 00:43:12,040 'Shark Tank India co-presented by ACKO Insurance,' 874 00:43:12,160 --> 00:43:14,200 'PokerBaazi and Swiggy Instamart.' 875 00:43:14,280 --> 00:43:16,960 'Co-powered by Adani and Jaquar Bath & Light,' 876 00:43:17,040 --> 00:43:20,960 'and partners Rayzon Solar, ICICI Direct and Lenskart.' 877 00:43:21,120 --> 00:43:22,680 [theme music playing] 878 00:43:37,840 --> 00:43:39,720 [theme music concludes] 879 00:43:40,560 --> 00:43:42,640 - [Gujarati] How are you, Sharks? - [Gujarati] Great! 880 00:43:42,920 --> 00:43:46,000 Be it Navratri, Diwali, New Year or Janmashtami, 881 00:43:46,200 --> 00:43:48,480 presenting saris of all themes right here, right now. 882 00:43:50,440 --> 00:43:51,440 Vineeta! 883 00:43:52,000 --> 00:43:56,000 In a ready-to-wear cotton sari, you'll look as sweet as SUGAR. 884 00:43:56,080 --> 00:43:57,080 - [laughter] - Oh, my! 885 00:43:57,760 --> 00:43:58,760 Anupam! 886 00:43:58,800 --> 00:43:59,800 I won't wear a sari. 887 00:43:59,800 --> 00:44:02,000 Should I pack a designer sari for the missus? 888 00:44:02,080 --> 00:44:03,080 [chuckles] 889 00:44:03,480 --> 00:44:04,360 Yes, sir. 890 00:44:04,480 --> 00:44:08,120 Namita, you'll look like Kareena and Katrina in this Bandhej sari. 891 00:44:08,240 --> 00:44:09,920 And red is my favourite colour. 892 00:44:10,000 --> 00:44:11,200 Aman! Peyush! 893 00:44:11,440 --> 00:44:13,520 These are our top Banarasi saris. 894 00:44:13,600 --> 00:44:14,760 Get them packed 895 00:44:14,840 --> 00:44:17,320 before Sarla from Ahmedabad gets her hands on them. 896 00:44:17,400 --> 00:44:18,400 [chuckles] 897 00:44:18,480 --> 00:44:21,280 Sharks, our saris are world-famous in India 898 00:44:21,400 --> 00:44:23,200 - as they are so affordable! - Oh, my! 899 00:44:23,280 --> 00:44:25,840 Yes, Sharks. All the saris on the table 900 00:44:25,920 --> 00:44:27,640 will cost you not more than 901 00:44:27,800 --> 00:44:31,320 - between Rs. 599 to 1499. - Banarasi? 902 00:44:31,400 --> 00:44:33,440 Don't worry about the quality. 903 00:44:33,600 --> 00:44:35,760 Buy from us once and you'll be back to thank us. 904 00:44:35,840 --> 00:44:37,320 "This is superb, big brother!" 905 00:44:38,000 --> 00:44:38,880 Big brother! 906 00:44:38,960 --> 00:44:42,040 Sharks, online shopping is growing at a fast pace these days 907 00:44:42,400 --> 00:44:43,960 but online shopping doesn't provide 908 00:44:44,080 --> 00:44:46,320 the experience that comes with offline shopping. 909 00:44:46,600 --> 00:44:49,400 You see the same sari being sold at multiple prices. 910 00:44:49,560 --> 00:44:52,800 Then again, no verified seller or genuine quality. 911 00:44:53,000 --> 00:44:56,160 The miracle solution for all these problems is Sudathi. 912 00:45:02,960 --> 00:45:04,360 We are brothers from Surat 913 00:45:04,480 --> 00:45:06,080 and we bring to you 914 00:45:06,200 --> 00:45:08,800 India's most affordable online fashion brand Sudathi. 915 00:45:11,560 --> 00:45:14,920 Sudathi's two main categories are saris and kurta sets. 916 00:45:15,000 --> 00:45:16,080 They're so affordable 917 00:45:16,160 --> 00:45:18,800 that you'll never have to wait for an annual sale again! 918 00:45:18,960 --> 00:45:19,960 In just one year, 919 00:45:20,000 --> 00:45:23,280 Sudathi has made a place in the hearts of over three lakh Indians. 920 00:45:23,520 --> 00:45:25,400 Sharks, nowadays, 921 00:45:25,560 --> 00:45:29,480 over 50% of the customers come from Tier 2 and Tier 3 markets. 922 00:45:31,360 --> 00:45:32,760 Sudathi aims to provide 923 00:45:32,840 --> 00:45:34,720 affordable fashion to this very market. 924 00:45:34,840 --> 00:45:36,520 Our ask is, 925 00:45:36,960 --> 00:45:38,640 neither ours nor yours, 926 00:45:38,880 --> 00:45:40,840 let's close the deal at Rs. 1 crore for 1% equity. 927 00:45:46,200 --> 00:45:48,120 - Wow. - A valuation of Rs. 100 crores. 928 00:45:48,480 --> 00:45:49,320 Yes, ma'am. 929 00:45:49,400 --> 00:45:50,280 Viren, Darshan and... 930 00:45:50,400 --> 00:45:51,560 - Hiren! - Hiren. 931 00:45:51,640 --> 00:45:53,280 - All three brothers, right? - Yes. 932 00:45:53,360 --> 00:45:55,160 - Real brothers? - No, cousins. 933 00:45:55,960 --> 00:45:58,360 My father and his father are real brothers. 934 00:45:59,200 --> 00:46:00,760 I'm a cousin from the extended family. 935 00:46:00,840 --> 00:46:01,840 I see. 936 00:46:02,800 --> 00:46:04,200 Welcome to Shark Tank, guys. 937 00:46:04,320 --> 00:46:05,200 - Thank you, sir. - Thank you. 938 00:46:05,320 --> 00:46:07,080 How did you get into the sari business? 939 00:46:07,200 --> 00:46:09,840 I completed my master's in 2011. 940 00:46:10,040 --> 00:46:11,640 I did a BBA and an MBA in Finance. 941 00:46:11,720 --> 00:46:12,920 Then I came to Surat. 942 00:46:13,040 --> 00:46:15,880 - I was a team leader in Surat for the textile category. - Okay. 943 00:46:15,960 --> 00:46:19,560 I used to meet vendors and manufacturers at the time. 944 00:46:19,680 --> 00:46:23,840 From 2014 to 2024, I did trading. 945 00:46:23,960 --> 00:46:27,400 We'd supply to all these corporate brands 946 00:46:27,480 --> 00:46:29,240 and manufacture for them. 947 00:46:29,320 --> 00:46:31,800 Viren's dad and I did trading together. 948 00:46:31,960 --> 00:46:34,360 From what I learned and understood in my ten-year journey, 949 00:46:34,440 --> 00:46:37,080 I thought of building a D2C brand. 950 00:46:37,320 --> 00:46:39,560 Darshan joined us after the pandemic. 951 00:46:39,640 --> 00:46:43,400 He was in an IT college which shut down during the pandemic. 952 00:46:43,640 --> 00:46:46,880 Viren was in Canada doing digital marketing. 953 00:46:47,000 --> 00:46:48,760 He had a good job there. 954 00:46:49,000 --> 00:46:51,520 We said we were young and energetic 955 00:46:51,600 --> 00:46:54,640 and had the capacity to take risks and understand the market. 956 00:46:54,760 --> 00:46:56,440 That's how Sudathi was born. 957 00:46:56,520 --> 00:46:57,720 Which year was this? 958 00:46:58,040 --> 00:46:59,240 Last year, last September. 959 00:46:59,320 --> 00:47:00,240 It's been one year. 960 00:47:00,320 --> 00:47:01,640 - Just one year. - One year, yes. 961 00:47:02,240 --> 00:47:03,920 - This is... - You've decided what to give to who. 962 00:47:03,960 --> 00:47:05,280 This is our best-selling sari. 963 00:47:05,400 --> 00:47:07,240 - I want the best-selling sari. - Best-selling. 964 00:47:07,240 --> 00:47:08,680 - This is our ready-to-wear cotton sari. - What's this? 965 00:47:08,720 --> 00:47:11,440 - Are you really giving her a white sari? - Sari. 966 00:47:11,800 --> 00:47:13,960 It's pre-draped, this sari. 967 00:47:14,200 --> 00:47:15,360 It's beautiful though. 968 00:47:15,880 --> 00:47:17,280 Is this pre-stitched? 969 00:47:17,440 --> 00:47:18,920 - Yes. - Pre-stitched. 970 00:47:19,040 --> 00:47:21,120 This is my wife's favourite colour. Very good. 971 00:47:21,240 --> 00:47:22,920 - Thank you. Thank you so much. - You're welcome, ma'am. 972 00:47:22,960 --> 00:47:23,960 Lovely. 973 00:47:24,760 --> 00:47:25,760 Thank you. 974 00:47:25,920 --> 00:47:29,200 Sir, the sari which you're holding is just for Rs. 599. 975 00:47:29,280 --> 00:47:30,120 - Really? - This one? 976 00:47:30,200 --> 00:47:33,680 That's Rs. 999, free shipping and easy returns. 977 00:47:33,800 --> 00:47:34,600 This one? 978 00:47:34,800 --> 00:47:36,880 That's for Rs. 1,499. Kanjeevaram sari. 979 00:47:36,960 --> 00:47:37,960 Oh! 980 00:47:38,040 --> 00:47:39,160 That's for Rs. 599 981 00:47:39,240 --> 00:47:41,760 and that has the highest units sold on our website 982 00:47:41,840 --> 00:47:43,440 which is more than 15,000 units. 983 00:47:43,600 --> 00:47:46,280 - This one? - Embellished sari. Rs. 1,099. 984 00:47:46,360 --> 00:47:48,600 How much does your costliest sari cost? 985 00:47:48,760 --> 00:47:50,720 Rs. 2,499 which is... 986 00:47:50,800 --> 00:47:52,600 Your most expensive sari 987 00:47:52,720 --> 00:47:54,480 - is about Rs. 2,499. - Rs. 2,499. 988 00:47:54,560 --> 00:47:56,160 - Nothing above that. - No. 989 00:47:56,240 --> 00:47:58,280 How much does this sari cost normally? 990 00:47:58,400 --> 00:48:00,640 If you go to one of the good shops in the market, 991 00:48:00,720 --> 00:48:02,920 it'll cost you anywhere between Rs. 1,000 to 1,700. 992 00:48:03,200 --> 00:48:04,200 And you sell for Rs. 599. 993 00:48:14,440 --> 00:48:17,320 I am getting a polyester feel in this cloth. Please tell the truth. 994 00:48:18,240 --> 00:48:20,400 - This is made in Surat. - Yes. 995 00:48:20,560 --> 00:48:22,400 - And they are made by machines. - Okay. 996 00:48:22,480 --> 00:48:24,080 And the machine has polysilk. 997 00:48:32,080 --> 00:48:34,280 ...that is of a different fabric. It is silk. 998 00:48:34,400 --> 00:48:36,560 - The Kanjivaram silk that you are talking about - Yes. 999 00:48:36,680 --> 00:48:39,280 You will get it for more than 10,000 rupees, not less than that. 1000 00:48:39,360 --> 00:48:41,520 - The actual Kanjivaram. - Yes, the actual one. 1001 00:48:41,600 --> 00:48:44,200 But the one we get in the market is made up of polysilk. 1002 00:48:44,280 --> 00:48:45,200 Yes, you will get only polysilk. 1003 00:48:45,280 --> 00:48:48,200 Manyavar is a revolutionised market because 1004 00:48:48,280 --> 00:48:50,440 - they have their grip over a gap. - Yes, ma'am. 1005 00:48:50,520 --> 00:48:54,440 Like the men's wear and they went deep into it, right? 1006 00:48:54,520 --> 00:48:56,360 Here, I am sorry, but 1007 00:48:56,440 --> 00:48:59,160 the sarees that I am looking here and over there, 1008 00:48:59,440 --> 00:49:00,760 what is the difference? 1009 00:49:01,840 --> 00:49:05,760 Nowadays, the market is about Tier 2 and Tier 3. It's growing rapidly. 1010 00:49:05,920 --> 00:49:08,280 And the main thing about the market, according to our knowledge, 1011 00:49:08,320 --> 00:49:10,120 is that the aspiration for the market is high, 1012 00:49:10,240 --> 00:49:11,920 but the budget is very low. 1013 00:49:12,400 --> 00:49:14,200 Taking into the consideration that fashion, 1014 00:49:14,280 --> 00:49:17,720 as you said, this saree is available for the 3000 to 4000 range. 1015 00:49:17,840 --> 00:49:19,760 But we sell it for 1499. 1016 00:49:19,840 --> 00:49:21,400 The quality is 100% assured because 1017 00:49:21,480 --> 00:49:25,520 our customer return for the last one year is 5%. 1018 00:49:25,600 --> 00:49:27,880 Does this include everything? RTO, return, everything? 1019 00:49:27,960 --> 00:49:29,160 No, only customer delivery. 1020 00:49:29,240 --> 00:49:30,600 Tell me about RTO. 1021 00:49:30,680 --> 00:49:32,040 RTO is 23%. 1022 00:49:32,400 --> 00:49:35,280 You brought the other two into the business. It was your idea, right? 1023 00:49:35,400 --> 00:49:37,920 Yes, because I have been in this business for the past 10 years. 1024 00:49:38,280 --> 00:49:39,920 I have a question, that were you trading in 1025 00:49:39,920 --> 00:49:42,720 sarees, fabrics or garments? 1026 00:49:42,840 --> 00:49:44,040 Exactly what kind of trading you were doing? 1027 00:49:44,040 --> 00:49:45,760 - I was trading in sarees. - Only sarees. - Yes. 1028 00:49:45,800 --> 00:49:48,440 - You said your father was working with them. - Yes. 1029 00:49:48,560 --> 00:49:49,640 But is he not involved? 1030 00:49:49,760 --> 00:49:53,560 No. Only we three are involved in it because it is an IT business, 1031 00:49:53,640 --> 00:49:56,520 it is a product business, but that is our traditional trading business. 1032 00:49:56,600 --> 00:49:58,640 What is your shareholding and roles in the business? 1033 00:49:59,440 --> 00:50:00,920 I have 51%. 1034 00:50:01,000 --> 00:50:03,840 My role is business growth, strategist and kind of CEO. 1035 00:50:03,960 --> 00:50:05,200 What is a kind of CEO? 1036 00:50:05,280 --> 00:50:07,200 - Either you are a CEO or not. - CEO. 1037 00:50:07,280 --> 00:50:09,560 - Now he is CEO, not kind of, right? - No. 1038 00:50:09,640 --> 00:50:10,520 Okay. 1039 00:50:10,600 --> 00:50:11,360 Kind of CEO. 1040 00:50:11,440 --> 00:50:13,400 I am the Chief Marketing Officer. And I am... 1041 00:50:13,480 --> 00:50:15,320 Are you also 'kind of' or a CMO? 1042 00:50:15,400 --> 00:50:16,600 I am a CMO. 1043 00:50:16,680 --> 00:50:17,840 And your equity? 1044 00:50:17,920 --> 00:50:20,400 - Equity is 24.5%. - Equity 24.5% and yours? 1045 00:50:20,480 --> 00:50:21,960 Mine is 24.5%. 1046 00:50:22,040 --> 00:50:24,440 And I look after the operations and tech. I am CTO. 1047 00:50:24,560 --> 00:50:26,760 Only you invested in it or all the three of you? 1048 00:50:26,840 --> 00:50:27,960 We all have invested. 1049 00:50:28,040 --> 00:50:31,200 And I invested some money as a part of a loan in the beginning. 1050 00:50:31,960 --> 00:50:34,600 As far as I know, the saree market is quite competitive. 1051 00:50:34,680 --> 00:50:37,240 It's sold online. Even the brands are made online. 1052 00:50:37,320 --> 00:50:39,680 And there are many unorganised players as well in the market. 1053 00:50:39,680 --> 00:50:43,560 The saree that is available for 4500 rupees in the market, 1054 00:50:43,680 --> 00:50:47,480 how can you sell it for 1500 rupees? There's something I don't understand. 1055 00:50:48,400 --> 00:50:51,680 Because we are directly connected to the manufacturers. 1056 00:50:57,280 --> 00:50:59,240 Because he doesn't have exposure. 1057 00:50:59,360 --> 00:51:02,360 In Surat, there are officially more than 70,000 such kinds of manufacturers. 1058 00:51:02,440 --> 00:51:04,240 Let me close this for now and move on. 1059 00:51:04,320 --> 00:51:06,160 But I am not satisfied by your answer. 1060 00:51:06,960 --> 00:51:09,600 - Okay. - So, either you are saying that 1061 00:51:09,680 --> 00:51:12,440 the sellers are selling it for 4500 which they bought for 1000 rupees, 1062 00:51:12,480 --> 00:51:15,160 you also buy it for 1000 rupees but you sell it for 1500 rupees. 1063 00:51:15,240 --> 00:51:16,880 It will be difficult for you to make a profit 1064 00:51:16,920 --> 00:51:19,160 because your customer acquisition cost is the same. 1065 00:51:19,240 --> 00:51:22,360 Because you are competing with them and they have a margin, and you don't. 1066 00:51:22,480 --> 00:51:23,800 Or you are saying that 1067 00:51:23,920 --> 00:51:27,240 you buy it from the remote areas, who sell it to you at low prices. 1068 00:51:27,360 --> 00:51:29,040 It is difficult to scale this. 1069 00:51:29,120 --> 00:51:30,720 I don't understand 1070 00:51:30,800 --> 00:51:34,080 from where are you getting the stuff for one-third of the price. 1071 00:51:34,160 --> 00:51:35,560 But you are unable to make us understand. 1072 00:51:35,560 --> 00:51:37,800 - Let's keep it aside. - The price cannot be your USP. 1073 00:51:37,880 --> 00:51:41,440 Your biggest advantage is your sourcing. 1074 00:51:41,640 --> 00:51:44,840 But Aman, it can't be... I mean, everyone knows about Surat. 1075 00:51:45,400 --> 00:51:47,800 It's nothing that people are not aware. 1076 00:51:47,880 --> 00:51:50,840 What are you doing in the sourcing that others fail to understand? 1077 00:51:50,920 --> 00:51:53,200 So basically others can also do it, right? 1078 00:51:53,320 --> 00:51:56,200 Surat is the market of trust and relation. 1079 00:51:57,040 --> 00:51:58,480 If I am here for 10 years, 1080 00:51:58,560 --> 00:52:01,800 if I remember my journey from 2014, 1081 00:52:01,880 --> 00:52:03,480 and when I go to the market, 1082 00:52:03,560 --> 00:52:06,560 I never got that rate and bargain that time. 1083 00:52:06,680 --> 00:52:08,000 But the 10 years of trading, 1084 00:52:08,160 --> 00:52:10,200 where we have traded for more than 250 crores, 1085 00:52:10,280 --> 00:52:12,520 so the goodwill and bargain is so good for us 1086 00:52:12,600 --> 00:52:14,240 - that people trust us. - Okay. 1087 00:52:14,320 --> 00:52:16,680 It's not that uncle's business... 1088 00:52:16,720 --> 00:52:17,960 How big is it? 1089 00:52:18,360 --> 00:52:19,440 300 crores. 1090 00:52:19,520 --> 00:52:21,880 - What is your equity share in that? - 30%. 1091 00:52:21,960 --> 00:52:24,200 Yeah! Now listen. 1092 00:52:24,760 --> 00:52:28,200 Is it possible that the extra items coming out from there, 1093 00:52:28,880 --> 00:52:31,000 or the inventory that is piled up, 1094 00:52:31,080 --> 00:52:34,840 you are selling those items cheaply, that is why your cost is less for sourcing? 1095 00:52:34,920 --> 00:52:38,320 It is 100% fresh stock. New design, new things. 1096 00:52:39,040 --> 00:52:40,800 Now my question is, where do you sell it? 1097 00:52:40,880 --> 00:52:44,200 100% of the sales are done only on our website. 1098 00:52:44,280 --> 00:52:46,520 - Wow! - So you are saying that, within one year 1099 00:52:46,600 --> 00:52:49,600 the customers come and trust you, and buy it from your website? 1100 00:52:49,680 --> 00:52:50,760 - Yes. - Yes, ma'am. 1101 00:52:50,840 --> 00:52:52,560 And they are buying it because of the price. 1102 00:52:52,560 --> 00:52:55,520 - Price and quality. - Affordable pricing and quality. 1103 00:52:55,640 --> 00:52:58,600 So, basically, in September, we calculated our GMV to be 4.66 crores. 1104 00:52:58,680 --> 00:52:59,880 What is GMV? 1105 00:52:59,960 --> 00:53:02,120 Net sales that are booked. 1106 00:53:02,240 --> 00:53:03,360 - In the month of September. - Gross... 1107 00:53:03,400 --> 00:53:04,480 - In September... - Yes. 1108 00:53:04,560 --> 00:53:08,400 On sales, tell me the net of discount and net of tax and net sales. 1109 00:53:08,480 --> 00:53:10,080 And tell me the net of the returns. 1110 00:53:10,720 --> 00:53:11,880 2.66 crores. 1111 00:53:11,960 --> 00:53:14,160 So 2.66 crores is your net of GST, 1112 00:53:14,240 --> 00:53:16,960 - net of return, net sales in September. - Everything. 1113 00:53:17,080 --> 00:53:19,360 And you started this last year in November. 1114 00:53:19,440 --> 00:53:20,920 - Yes. - We started in September. 1115 00:53:21,000 --> 00:53:22,680 - In September... - Not bad, in one year... 1116 00:53:22,720 --> 00:53:25,080 In the first financial year our net was 2.87 crores. 1117 00:53:25,160 --> 00:53:26,480 And how much for this year? 1118 00:53:26,560 --> 00:53:28,200 This year, we made 8.1 crores. 1119 00:53:28,280 --> 00:53:29,640 What was the sales in quarter 1? 1120 00:53:29,720 --> 00:53:31,800 In July, it was 1.15 crores. 1121 00:53:32,200 --> 00:53:34,360 In August, it was 1.90 crores. 1122 00:53:35,320 --> 00:53:37,520 And in September, it was 2.66 crores. 1123 00:53:37,600 --> 00:53:39,320 What are the expenses on marketing per month? 1124 00:53:39,320 --> 00:53:40,760 24% of this. 1125 00:53:40,840 --> 00:53:42,280 Expected sales this year? 1126 00:53:42,360 --> 00:53:44,400 - 30 to 35 crores. - Oh my God! 1127 00:53:44,480 --> 00:53:48,040 In two years, you made sales of 35 crores. It's a big business establishment. 1128 00:53:48,160 --> 00:53:50,400 What is the profit for the month of September? 1129 00:53:50,480 --> 00:53:51,560 10% EBITDA. 1130 00:53:51,640 --> 00:53:53,720 - Not bad. - You made around 25 lacs. 1131 00:53:53,840 --> 00:53:54,520 Yes. 1132 00:53:54,600 --> 00:53:59,640 I want to understand one thing, out of 2.55 crores of your business 1133 00:53:59,800 --> 00:54:02,560 how much is repeat business and how much is new? 1134 00:54:02,720 --> 00:54:03,880 12% repeat. 1135 00:54:04,000 --> 00:54:05,640 Isn't 12% repeat too less 1136 00:54:05,720 --> 00:54:08,240 because last month it was 1.92 crores? 1137 00:54:08,520 --> 00:54:10,800 So you have a 25% growth in the business. 1138 00:54:10,880 --> 00:54:13,760 I feel the repeat is a little less. 1139 00:54:13,840 --> 00:54:16,200 When we talk about Tier 2 and Tier 3 1140 00:54:16,400 --> 00:54:18,680 and cost-conscious buyers, 1141 00:54:18,800 --> 00:54:21,040 they buy 4 to 5 sarees in a year. 1142 00:54:21,120 --> 00:54:23,080 They don't buy more than that. 1143 00:54:23,080 --> 00:54:24,800 This is the perception of the customer. 1144 00:54:24,880 --> 00:54:27,600 The frequency of buying is not much. 1145 00:54:27,680 --> 00:54:30,920 - So, looking at the monthly repeat rate will be inaccurate. - will be irrelevant. 1146 00:54:31,000 --> 00:54:34,040 So, last month, where you made 2.66 crores, 1147 00:54:34,200 --> 00:54:36,320 how many were Kurti sets and how many sarees? 1148 00:54:36,400 --> 00:54:37,440 3% - 3% Kurti. 1149 00:54:37,600 --> 00:54:38,800 This is very little. 1150 00:54:38,880 --> 00:54:40,520 - So this is a saree business. - Yes. 1151 00:54:40,600 --> 00:54:42,120 - 100%. - You have just started. - Yes. 1152 00:54:42,200 --> 00:54:43,800 Okay, tell me the unit economics. 1153 00:54:43,920 --> 00:54:45,560 635 is the ASP, 1154 00:54:45,640 --> 00:54:48,280 out of that, 49% is the cost of goods, 1155 00:54:48,360 --> 00:54:50,040 24% is for advertisements, 1156 00:54:50,120 --> 00:54:51,680 13% logistics, 1157 00:54:51,760 --> 00:54:54,800 9% for maintenance and operations and 5% for EBITDA. 1158 00:54:54,920 --> 00:54:57,680 - But right now, you said 10% profit EBITDA. - Yes. 1159 00:54:57,800 --> 00:55:00,200 This is the benchmark, but last September, 1160 00:55:00,360 --> 00:55:03,800 it was unexpected during sales, we can't call it as main profit. 1161 00:55:03,920 --> 00:55:05,320 Our journey previously, 1162 00:55:05,440 --> 00:55:08,120 was along with the COGS and metrics. 1163 00:55:08,240 --> 00:55:10,320 What will be the EBITDA in the future? 1164 00:55:10,400 --> 00:55:11,880 We'll be able to do 8% to 10%. 1165 00:55:12,000 --> 00:55:13,840 8% to 10% in the next six months. 1166 00:55:13,920 --> 00:55:15,280 8% to 10% can be easily achieved. 1167 00:55:15,360 --> 00:55:18,200 8 crores of sales took place in H1. 1168 00:55:18,320 --> 00:55:21,680 - So, 9 or 10% of it will be 80 lacs. - Yes. 1169 00:55:21,800 --> 00:55:24,040 The yearly salary is 1.5 crores. 1170 00:55:24,160 --> 00:55:27,160 With 1.5 crores, you manage to give salaries to the warehouse 1171 00:55:27,240 --> 00:55:29,400 - and take for yourself. - Everything. Hmm. 1172 00:55:29,480 --> 00:55:33,040 It means approximately in 10 to 11 lacs, everything is managed. 1173 00:55:33,280 --> 00:55:35,040 Around 3% is the salary. 1174 00:55:35,240 --> 00:55:36,440 1% is the packaging cost. 1175 00:55:36,520 --> 00:55:40,760 1.5% for the web maintenance and... 1176 00:55:40,840 --> 00:55:43,920 But you might have hired a developer or someone in the team. 1177 00:55:44,040 --> 00:55:46,800 During this 100% of the business development, 1178 00:55:46,960 --> 00:55:49,320 we have never hired a third-party agency. 1179 00:55:49,400 --> 00:55:52,000 - He looks after IT and Tech. - I look after it. - Marketing... 1180 00:55:52,080 --> 00:55:53,800 - Is there anyone else in the IT team? - No. 1181 00:55:53,840 --> 00:55:55,600 - Did you develop everything alone? - Yes. 1182 00:55:55,680 --> 00:55:58,280 Why did you do only D2C? 1183 00:55:58,920 --> 00:56:01,040 In the last 10 years, during trading with a brand, 1184 00:56:01,120 --> 00:56:03,800 I did business and also faced a setback. 1185 00:56:03,880 --> 00:56:07,600 I lost my peace for 2 to 3 months due to that one setback. 1186 00:56:07,720 --> 00:56:08,640 The reason behind it is 1187 00:56:08,720 --> 00:56:11,600 their too much interference in every matter and 1188 00:56:11,720 --> 00:56:16,320 command control that you either work on their terms or develop your own. 1189 00:56:16,400 --> 00:56:19,880 My second learning was that many unorganised players come there. 1190 00:56:20,040 --> 00:56:21,720 I sell this saree for 599, 1191 00:56:21,800 --> 00:56:24,760 but someone else might sell it for 499 with cheaper quality. 1192 00:56:24,840 --> 00:56:27,280 He would replicate it, and I won't be able to do anything. 1193 00:56:27,360 --> 00:56:32,360 So until his benchmark diminishes, I have to wait and watch. 1194 00:56:33,640 --> 00:56:34,840 What is your vision? 1195 00:56:34,920 --> 00:56:37,800 What will be Sudathi in the next five years? 1196 00:57:12,240 --> 00:57:15,400 I am not at all convinced because 1197 00:57:15,720 --> 00:57:18,000 whatever pricing pressure you get in the marketplace, 1198 00:57:18,080 --> 00:57:21,880 the D2C has more than that. We have been through the D2C business. 1199 00:57:21,920 --> 00:57:25,400 You will get it eventually. But now your scale is low 1200 00:57:25,480 --> 00:57:28,400 and the problems in the market places, 1201 00:57:28,520 --> 00:57:31,840 problems like duplicating the products, or others, 1202 00:57:31,920 --> 00:57:35,240 eventually, you have to solve these problems 1203 00:57:35,320 --> 00:57:36,960 because the brand is something 1204 00:57:37,040 --> 00:57:38,800 which has its availability. 1205 00:57:38,920 --> 00:57:40,640 Availability means 1206 00:57:40,800 --> 00:57:43,360 a trust is built when it is market-based. 1207 00:57:43,480 --> 00:57:45,760 Okay, good luck. But I am out. 1208 00:57:51,800 --> 00:57:53,800 And I liked what you said, 1209 00:57:53,880 --> 00:57:55,880 you want to become the Zudio of the saree business. 1210 00:58:03,800 --> 00:58:07,400 I will give you 1 crore. 1211 00:58:07,520 --> 00:58:09,080 But I want 4%. 1212 00:58:17,000 --> 00:58:18,920 - is unbelievable. - It's not yet achieved. 1213 00:58:19,000 --> 00:58:21,600 - It's eight crores. - It will happen, maybe 15 crores also. 1214 00:58:21,760 --> 00:58:24,680 But 15 to 20 crores within a year 1215 00:58:24,760 --> 00:58:26,960 with a 5% EBITDA is phenomenal. 1216 00:58:27,760 --> 00:58:29,720 To become a Zudio for sarees, 1217 00:58:29,800 --> 00:58:33,120 there is a mindset for the brand building. 1218 00:58:33,480 --> 00:58:35,800 I think what I feel now is that 1219 00:58:39,520 --> 00:58:42,640 I am not getting a clarity, as an investor 1220 00:58:43,280 --> 00:58:45,160 will you make the Zudio of the sarees 1221 00:58:45,240 --> 00:58:48,440 and will I get the exit as an investor? 1222 00:58:48,800 --> 00:58:51,280 So because of that lack of confidence, 1223 00:58:51,520 --> 00:58:54,440 I am sorry, but I am out. 1224 00:58:57,760 --> 00:59:00,080 - It's an interesting industry. - Yes. 1225 00:59:00,160 --> 00:59:01,760 Your honesty and transparency... 1226 00:59:04,840 --> 00:59:07,400 ...something is hidden but it's not seen. 1227 00:59:07,600 --> 00:59:10,680 You are saying everything honestly and transparently. 1228 00:59:10,800 --> 00:59:12,920 I fully agree with you 1229 00:59:13,400 --> 00:59:16,320 that you don't want to do business in the marketplace. 1230 00:59:16,400 --> 00:59:18,560 Marketplaces will destroy you. 1231 00:59:18,640 --> 00:59:21,400 - The brand won't be created at least in the initial stage. - Yes. 1232 00:59:21,480 --> 00:59:23,520 You have to create a brand pull. 1233 00:59:23,880 --> 00:59:27,480 Let me give you an offer. 1 crore for 3.5%. 1234 00:59:32,120 --> 00:59:35,200 Overall, I liked that you have a strong ideology 1235 00:59:35,280 --> 00:59:39,160 about quality and economics. 1236 00:59:43,520 --> 00:59:45,400 - because you know - Yes. 1237 00:59:45,480 --> 00:59:49,640 And you've seen both sides, and I have to trust your judgement there. 1238 00:59:50,040 --> 00:59:53,320 One thing that I think which is needed the most 1239 00:59:53,440 --> 00:59:57,760 is the mindset because without a team, 1240 00:59:57,800 --> 00:59:58,880 - Yes. - It won't happen. 1241 00:59:59,000 --> 01:00:02,960 And building a strong mindset of sharing 1242 01:00:03,600 --> 01:00:06,360 and investing in that team, 1243 01:00:06,480 --> 01:00:09,360 - I don't think you can create a Zudio. - Okay. 1244 01:00:09,440 --> 01:00:12,160 - And secondly, the right partners with capital. - Yes, sir. 1245 01:00:12,240 --> 01:00:14,920 Okay? I think I can help you with this 1246 01:00:15,080 --> 01:00:17,400 both on the supply side, brand building side 1247 01:00:17,480 --> 01:00:19,840 and most importantly, to make it omni-channel. 1248 01:00:19,920 --> 01:00:20,600 To make it omni-channel. 1249 01:00:20,720 --> 01:00:22,600 Yes, and what tech is to be built for it. 1250 01:00:22,680 --> 01:00:27,320 I think it is very similar to the space of eyewear, what I have seen. 1251 01:00:27,400 --> 01:00:30,040 My offer to you is one crore for 3%. 1252 01:00:34,000 --> 01:00:37,320 My offer is Rs 1 crore for 3 per cent. 1253 01:00:49,240 --> 01:00:51,360 Anupam sir, Aman sir and Peyush sir, 1254 01:00:51,440 --> 01:00:54,400 how about you three come together for Rs 1 crore for 3 per cent? 1255 01:00:56,520 --> 01:00:59,560 But that's too less skin in the game. Think about it. 1256 01:00:59,680 --> 01:01:01,840 How can we help you with just 1 per cent? 1257 01:01:01,960 --> 01:01:04,480 You need to increase the equity if you want the three of us. 1258 01:01:04,560 --> 01:01:05,600 That can work. 1259 01:01:05,720 --> 01:01:07,440 So, we have a counteroffer. 1260 01:01:07,560 --> 01:01:10,240 Three sharks for Rs 1 crore for 4.5 per cent. 1261 01:01:17,760 --> 01:01:20,040 Sir, can we hear your revised offers individually? 1262 01:01:20,120 --> 01:01:22,680 Yes. I offered Rs 1 crore for 2.5 per cent. 1263 01:01:35,280 --> 01:01:39,240 ...could you agree to 2 per cent for 1 per cent each for Rs 1 crore? 1264 01:01:44,520 --> 01:01:46,800 Okay. So, we'll select individually now. 1265 01:01:46,880 --> 01:01:50,280 - Can I recommend something? - Yes, please. 1266 01:01:50,360 --> 01:01:52,000 You have two options now. 1267 01:01:52,120 --> 01:01:54,480 You can choose an individual shark. 1268 01:01:54,680 --> 01:01:58,640 Anupam wants more equity in the multiple sharks deal. 1269 01:01:58,720 --> 01:01:59,800 Wait a minute. Okay? 1270 01:01:59,880 --> 01:02:01,880 - So, this... - We'll be back. 1271 01:02:01,960 --> 01:02:03,240 [laughing] 1272 01:02:03,320 --> 01:02:05,600 Oh, God! Let's do one thing. 1273 01:02:05,680 --> 01:02:07,440 They don't want to do a deal with me. 1274 01:02:07,520 --> 01:02:09,200 - No, it's not like that. - So, they can... 1275 01:02:09,320 --> 01:02:10,800 - It's not like that. - They are okay with 1276 01:02:10,840 --> 01:02:12,520 joining you. 1277 01:02:12,600 --> 01:02:15,040 I feel this matter is too political. 1278 01:02:15,160 --> 01:02:16,760 No. It's not political. 1279 01:02:16,840 --> 01:02:18,360 Do you want him or not? 1280 01:02:18,480 --> 01:02:19,400 That is not the point. 1281 01:02:19,480 --> 01:02:21,320 - Listen, brothers. - Listen. 1282 01:02:21,440 --> 01:02:23,480 We'll have one deal. The three of us will be there. 1283 01:02:23,600 --> 01:02:25,760 Okay? You don't have any other offer. 1284 01:02:25,840 --> 01:02:27,480 You only have one offer. 1285 01:02:27,560 --> 01:02:31,360 Rs 1 crore for 4 per cent and three sharks. That's the only offer. 1286 01:02:36,680 --> 01:02:37,680 - Peyush, do you have a problem? - There is no other... 1287 01:02:37,720 --> 01:02:38,960 - Guys! - I cannot go against this. 1288 01:02:38,960 --> 01:02:41,160 - There is no other deal. - Wow! - 4 per cent for three sharks? 1289 01:02:41,160 --> 01:02:42,280 It doesn't matter. 1290 01:02:42,360 --> 01:02:43,360 Guys, I'm out! 1291 01:02:43,480 --> 01:02:45,560 - What did I tell you? - I'm out! 1292 01:02:48,160 --> 01:02:49,720 Wait a minute, Anupam. Let's see. 1293 01:02:49,800 --> 01:02:51,120 Let's get done with it. 1294 01:02:51,200 --> 01:02:52,880 - They didn't want to do it. - Sir, please. 1295 01:02:52,960 --> 01:02:55,440 - So, we optimised it for them. - We can't optimise so much! 1296 01:02:55,520 --> 01:02:57,240 He's trying to separate us. 1297 01:02:57,320 --> 01:02:59,480 He's asking us to do it their way. 1298 01:03:00,440 --> 01:03:03,720 You have Rs 1 crore for 4 per cent and three of us. Yes or no? 1299 01:03:04,880 --> 01:03:06,040 Yeah. That's the only offer. 1300 01:03:06,120 --> 01:03:07,560 Just say yes or no. 1301 01:03:09,240 --> 01:03:10,640 Yes or no? 1302 01:03:13,080 --> 01:03:14,640 - Yes. - Yes, sir. - Deal done. 1303 01:03:25,640 --> 01:03:27,200 - We've learnt it from you. - Yes, good. 1304 01:03:27,280 --> 01:03:30,440 Three men selling 'saris'! Very nice! 1305 01:03:30,520 --> 01:03:31,680 Six men now. 1306 01:03:31,760 --> 01:03:34,240 - Six men! - Yes. Six men selling 'saris'. 1307 01:03:34,320 --> 01:03:35,320 Amazing! 1308 01:03:43,960 --> 01:03:45,280 Thank you. 1309 01:03:45,400 --> 01:03:46,400 Thank you, sir. 1310 01:03:46,440 --> 01:03:47,600 Shut the door now. 1311 01:03:47,680 --> 01:03:48,720 Oh, my God! 1312 01:03:49,680 --> 01:03:51,480 We lost something at the end of the day. 1313 01:03:51,560 --> 01:03:53,320 However, we wanted the three sharks. 1314 01:03:53,440 --> 01:03:54,440 So, it was a win-win. 1315 01:03:54,520 --> 01:03:57,040 They wanted the percentage, and we wanted the sharks to join us. 1316 01:03:57,040 --> 01:03:58,400 So, both got what they wanted. 1317 01:03:58,720 --> 01:04:00,280 So, Viren, Hiren and Darshan, 1318 01:04:00,360 --> 01:04:03,280 welcome to the PokerBaazi zone where you hold the cards. 1319 01:04:05,520 --> 01:04:06,320 No. 1320 01:04:06,400 --> 01:04:07,560 No! 1321 01:04:07,640 --> 01:04:09,520 So, Poker and business are very similar. 1322 01:04:29,320 --> 01:04:32,200 But today, we'll focus on the top five. 1323 01:04:32,320 --> 01:04:35,720 - Our five hands in focus are these. - Okay. 1324 01:04:35,800 --> 01:04:38,800 Okay? You tell us your priority 1325 01:04:38,880 --> 01:04:40,720 of the five in focus. 1326 01:04:40,840 --> 01:04:42,680 - So, the product comes first. - Okay. 1327 01:04:42,760 --> 01:04:44,600 - Quality Assurance. - Hmm. 1328 01:04:44,680 --> 01:04:46,240 Customer service. 1329 01:04:47,240 --> 01:04:48,720 Strategy. 1330 01:04:49,320 --> 01:04:51,280 We'll replace production 1331 01:04:51,400 --> 01:04:53,080 with marketing. 1332 01:04:53,160 --> 01:04:56,760 So, your Royal Flush, 1333 01:04:56,840 --> 01:04:59,400 - the highest priority, is the product. - Yes. 1334 01:04:59,600 --> 01:05:01,960 Your Flush is marketing. 1335 01:05:02,040 --> 01:05:03,400 Yes. 1336 01:05:03,480 --> 01:05:07,800 I thought logistics and operations must be hectic for you, 1337 01:05:07,880 --> 01:05:10,680 considering it's on a website. It's E-commerce. 1338 01:05:10,840 --> 01:05:14,640 Technology has smoothened out logistics now. 1339 01:05:14,760 --> 01:05:17,040 We have automation and AI at our disposal. 1340 01:05:17,120 --> 01:05:21,040 Logistics was manual before. But it's entirely automated now. 1341 01:05:21,120 --> 01:05:22,560 So, that's not so much of a headache. 1342 01:05:22,640 --> 01:05:25,160 But a customer expects a lot from the products today. 1343 01:05:25,280 --> 01:05:27,240 Why is customer service so important? 1344 01:05:27,360 --> 01:05:28,440 It's even before marketing. 1345 01:05:28,440 --> 01:05:31,920 Marketing brings customers. Yet, you ranked service before it. 1346 01:05:32,000 --> 01:05:35,000 If a customer is happy with a product they get... 1347 01:05:58,280 --> 01:05:59,720 Yeah, thank you. 1348 01:05:59,880 --> 01:06:03,280 The total prize pool is Rs 100 crores. 1349 01:06:03,440 --> 01:06:05,400 You, too, should download the PokerBaazi app. 1350 01:06:05,520 --> 01:06:07,800 Use your strategy to secure the winning hand. 1351 01:06:07,880 --> 01:06:09,760 Download the PokerBaazi app now. 1352 01:06:18,320 --> 01:06:19,800 ...to have a shark with us, 1353 01:06:19,880 --> 01:06:22,600 who you will see sitting on the sofa today 1354 01:06:22,680 --> 01:06:26,320 because, at times, he goes into nap mode in the middle of a pitch. 1355 01:06:26,400 --> 01:06:27,840 - Yeah. - Aman sir, how are you? 1356 01:06:27,960 --> 01:06:29,920 I'm great. It's good to see you again, Aashish. 1357 01:06:30,000 --> 01:06:33,800 Today's question was sent by 26-year-old Subhash from Bikaner. 1358 01:06:33,880 --> 01:06:34,880 The question is this. 1359 01:06:52,360 --> 01:06:56,560 People all over India are getting inspired by Shark Tank. 1360 01:06:56,640 --> 01:06:58,600 They're starting businesses. 1361 01:06:58,680 --> 01:07:00,160 It's a good sign for the country. 1362 01:07:06,560 --> 01:07:09,160 You have to look into the finances. 1363 01:07:09,240 --> 01:07:11,320 You have to focus on the branding. 1364 01:07:11,440 --> 01:07:13,760 You have to focus on tech if yours is a tech company. 1365 01:07:13,840 --> 01:07:16,240 You said yours is an FMCG company. 1366 01:07:16,320 --> 01:07:19,840 Two things are crucial, product and brand. 1367 01:07:19,920 --> 01:07:22,880 If your product is good, you must ensure it reaches the consumers. 1368 01:07:23,000 --> 01:07:27,840 Why would anyone buy your product if they don't know what it is? 1369 01:07:27,920 --> 01:07:30,320 Right? You're not the first one to make that product. 1370 01:07:30,440 --> 01:07:34,400 I always say that every product without a brand 1371 01:07:34,480 --> 01:07:36,320 is just a commodity. Right? 1372 01:07:36,400 --> 01:07:38,440 Somehow, you need to relay the information 1373 01:07:38,520 --> 01:07:40,440 about what's good in your product. 1374 01:07:40,520 --> 01:07:42,160 Only marketing can do that. 1375 01:07:42,240 --> 01:07:43,520 Marketing has two aspects. 1376 01:07:43,600 --> 01:07:45,720 That is brand marketing and performance marketing. 1377 01:07:45,800 --> 01:07:49,160 Initially, you won't be able to do brand marketing owing to the money 1378 01:07:49,520 --> 01:07:52,560 unless you're an influencer who can tell people 1379 01:07:52,640 --> 01:07:54,360 or if you get an opportunity 1380 01:07:54,440 --> 01:07:57,480 like that of Shark Tank. Brands get good opportunities here. 1381 01:08:32,240 --> 01:08:35,120 That's where your brand marketing will start and give you returns. 1382 01:08:35,200 --> 01:08:37,120 That's great. Today was a free mentoring session. 1383 01:08:37,160 --> 01:08:38,440 Thank you so much for asking that question. 1384 01:08:38,480 --> 01:08:41,240 See you in the next Ask the Shark with a new question and a new shark.