1 00:00:20,280 --> 00:00:21,480 [clanking] 2 00:00:24,760 --> 00:00:25,760 [table screeching] 3 00:00:32,360 --> 00:00:33,720 [music playing] 4 00:00:47,360 --> 00:00:49,040 [music concludes] 5 00:00:49,760 --> 00:00:51,360 [theme music playing] 6 00:01:23,000 --> 00:01:24,360 [theme music concludes] 7 00:01:24,680 --> 00:01:27,480 Sharks, the whole world is fed up 8 00:01:27,600 --> 00:01:31,560 with the same old boring content on professional platforms nowadays. 9 00:01:32,000 --> 00:01:34,480 Made with the purpose of guidance at one point, 10 00:01:34,560 --> 00:01:37,160 these platforms have become a hub for work anniversaries, 11 00:01:37,320 --> 00:01:40,480 achievements and articles like 'The Five Things I Learnt'! 12 00:01:40,600 --> 00:01:44,160 If someone has a genuine professional query, 13 00:01:44,280 --> 00:01:46,520 who do they go to if not this clutter? 14 00:01:46,800 --> 00:01:47,800 Let me tell you. 15 00:01:47,840 --> 00:01:49,400 Here, to Medial. 16 00:01:55,480 --> 00:01:57,000 And we bring you Medial. 17 00:01:57,160 --> 00:01:59,800 Medial is a professional social media platform 18 00:01:59,960 --> 00:02:02,440 that declutters the noise of the internet 19 00:02:02,520 --> 00:02:03,800 and provides young professionals 20 00:02:12,520 --> 00:02:14,920 and seek professional advice 21 00:02:37,760 --> 00:02:40,800 Sharks, by 2030, Indian start-ups are expected 22 00:02:40,960 --> 00:02:43,720 to add Rs. 80 lakh crores to the GDP. 23 00:02:49,320 --> 00:02:52,880 On Medial, young professionals can ask questions ranging from 24 00:02:53,040 --> 00:02:55,080 getting jobs to raising funds without any hesitation. 25 00:02:55,120 --> 00:02:57,200 That's why we've built an inclusive community. 26 00:02:57,600 --> 00:03:00,000 I take immense pleasure, Sharks, in saying that 27 00:03:00,080 --> 00:03:03,480 today, Medial has over 75,000 users 28 00:03:03,600 --> 00:03:04,960 and our mission is 29 00:03:05,040 --> 00:03:08,520 to make Medial India's first social media platform 30 00:03:08,800 --> 00:03:10,600 that is globally relevant, 31 00:03:10,680 --> 00:03:14,280 - because this wide space exists globally. - Absolutely. 32 00:03:14,360 --> 00:03:16,760 And our ask is 33 00:03:16,920 --> 00:03:19,080 Rs. 50 lakhs for 1% of our company. 34 00:03:24,480 --> 00:03:25,760 - Thank you. - Thank you, Namita. 35 00:03:28,520 --> 00:03:32,320 We worked together even in our last start-up. 36 00:03:32,920 --> 00:03:35,400 We bonded over cricket for almost two and a half years. 37 00:03:35,520 --> 00:03:39,040 When we got the idea for Medial and decided to build it, 38 00:03:39,120 --> 00:03:40,520 that is when we got together. 39 00:03:40,760 --> 00:03:42,840 - Which company was this? - Pratilipi. 40 00:03:43,120 --> 00:03:45,120 - You've worked with Pratilipi! - Yes. 41 00:03:48,120 --> 00:03:49,120 where all of us worked. 42 00:03:49,120 --> 00:03:51,520 Writers can write and read in multiple languages. 43 00:03:52,280 --> 00:03:54,160 What did you do there? What were your roles? 44 00:03:54,280 --> 00:03:56,160 When I was in college in 2020, 45 00:03:56,240 --> 00:03:58,600 Pratilipi acquired my start-up which I had been running since college. 46 00:03:58,640 --> 00:04:00,040 - Did you get money? - Yes. 47 00:04:01,040 --> 00:04:01,920 How much? 48 00:04:02,040 --> 00:04:03,960 - It was an equity swap, not a cash deal. - Okay. 49 00:04:10,800 --> 00:04:12,800 and a techie at a junior level. 50 00:04:13,000 --> 00:04:16,200 I scaled there. I spent four years in the company. 51 00:04:21,680 --> 00:04:24,200 - What's your background? - We're brothers. 52 00:04:24,960 --> 00:04:28,080 Harsh used to manage tech in my previous start-up. 53 00:04:28,160 --> 00:04:29,960 Unofficially at first as he was in college. 54 00:04:30,040 --> 00:04:31,520 But eventually, after the acquisition, 55 00:04:31,560 --> 00:04:33,560 Harsh officially joined them full-time. 56 00:04:33,640 --> 00:04:34,920 What's your story? 57 00:04:35,040 --> 00:04:37,080 I worked there as a platform engineer. 58 00:04:37,320 --> 00:04:40,320 Majorly, my work included overseeing infrastructure, DevOps 59 00:04:40,400 --> 00:04:41,960 and other such branches. 60 00:04:44,680 --> 00:04:46,000 Sir, Hood was launched first. 61 00:04:50,600 --> 00:04:52,680 - Anonymity is just one of our features. - Okay. 62 00:04:52,840 --> 00:04:55,440 We believe that no social media 63 00:04:55,600 --> 00:04:57,480 can scale to a great extent 64 00:04:57,560 --> 00:04:59,120 without real identities. 65 00:04:59,560 --> 00:05:01,720 That makes monetising tough, right? 66 00:05:01,800 --> 00:05:04,080 As also, collecting the data of individuals. 67 00:05:04,200 --> 00:05:05,960 Suppose you want to run ads in future, 68 00:05:06,040 --> 00:05:07,440 the targeting becomes difficult. 69 00:05:07,920 --> 00:05:09,520 When that isn't one of your features 70 00:05:09,640 --> 00:05:11,440 and you're aware of the barriers, 71 00:05:11,640 --> 00:05:13,640 then why did you offer anonymity? 72 00:05:13,720 --> 00:05:15,400 It's because we're a professional platform. 73 00:05:15,400 --> 00:05:17,360 It has generally been observed on professional platforms, 74 00:05:17,400 --> 00:05:18,600 and even when we were conducting surveys, 75 00:05:18,600 --> 00:05:20,120 that people are afraid. 76 00:05:20,200 --> 00:05:21,760 They will be cautious of what they say 77 00:05:21,840 --> 00:05:23,280 and be really formal. 78 00:05:23,440 --> 00:05:25,960 A lot of people feel that they should not sound stupid 79 00:05:26,120 --> 00:05:27,520 or that they might be judged. 80 00:05:27,600 --> 00:05:30,320 So, people wouldn't create content on such platforms, right? 81 00:05:31,120 --> 00:05:32,800 So, we gave that as an option. 82 00:05:32,880 --> 00:05:35,760 It says, "Not meant to propagate sensationalism or hate." 83 00:05:35,840 --> 00:05:36,960 You have to make a choice. 84 00:05:37,040 --> 00:05:39,360 Right? You can't ride this boat and that boat... 85 00:05:40,480 --> 00:05:41,280 Together. 86 00:05:41,360 --> 00:05:42,880 - Aman can but you can't. - [chuckles] 87 00:05:43,680 --> 00:05:45,560 Quickly give us your demo 88 00:05:45,640 --> 00:05:48,240 or everyone here will start grilling you. 89 00:05:48,440 --> 00:05:49,880 I'll give you a demo. 90 00:05:50,920 --> 00:05:52,240 [music playing] 91 00:05:55,880 --> 00:05:58,880 Sharks, this platform is divided into UGC and PGC, 92 00:06:03,200 --> 00:06:05,280 the first string you see is our home feed. 93 00:06:50,440 --> 00:06:52,720 on the remaining ideas. 94 00:06:53,240 --> 00:06:54,360 When did you start? 95 00:06:54,440 --> 00:06:56,160 We started in 2023. 96 00:06:56,520 --> 00:06:57,600 What's the traction now? 97 00:06:57,680 --> 00:06:59,520 Overall, we have 75,000 users. 98 00:06:59,800 --> 00:07:02,720 We have daily active users of 7,500 99 00:07:10,560 --> 00:07:13,040 And many times, they return to the app for news. 100 00:07:13,240 --> 00:07:16,720 This seems to me like a bit of a feature factory. 101 00:07:17,720 --> 00:07:19,400 When you see a good feature, you borrow it. 102 00:07:19,480 --> 00:07:21,120 - It's a bit of Twitter... - Hmm. 103 00:07:21,200 --> 00:07:23,040 A bit of Google News, 104 00:07:23,280 --> 00:07:25,240 there are some elements of LinkedIn, 105 00:07:35,120 --> 00:07:37,520 if they could integrate all the features into one product. 106 00:07:42,440 --> 00:07:43,680 But that never happens 107 00:07:43,760 --> 00:07:46,880 because the positioning is never clear in the minds 108 00:07:47,000 --> 00:07:48,760 of the customers or users. 109 00:07:49,080 --> 00:07:51,640 For instance, there's a company in your space called Grapevine. 110 00:07:51,720 --> 00:07:54,080 It is very focused on the professional use case. 111 00:07:54,240 --> 00:07:56,920 As far as I've heard, their platform has good traction. 112 00:07:58,360 --> 00:07:59,440 You don't agree! 113 00:07:59,560 --> 00:08:02,400 No. They have traction for different reasons, right? 114 00:08:02,480 --> 00:08:05,640 They're 24x more funded than us and have been around for way longer. 115 00:08:06,720 --> 00:08:07,920 I wish to tell you 116 00:08:08,240 --> 00:08:09,280 that oftentimes, 117 00:08:09,360 --> 00:08:12,080 we get dismissive about our competition too soon. 118 00:08:12,200 --> 00:08:14,440 No, Saumil is a good friend by the way. 119 00:08:14,520 --> 00:08:17,120 - I'm not dismissive. - But you were dismissive about your friend! 120 00:08:17,600 --> 00:08:20,000 No. I think a few of our core metrics 121 00:08:20,080 --> 00:08:22,120 are performing better than them at this stage. 122 00:08:22,200 --> 00:08:24,880 - As of... - How? Your DAU/MAU ratio is 25%. 123 00:08:24,960 --> 00:08:25,960 - Yes. - Right. 124 00:08:26,040 --> 00:08:27,200 That's not great. 125 00:08:27,680 --> 00:08:28,840 [tense music playing] 126 00:08:29,080 --> 00:08:33,320 - Niket, let's suppose in a day... You said your DAU is 7,500. - Hmm. 127 00:08:33,560 --> 00:08:36,520 5-10% of which must be power users. 128 00:08:42,680 --> 00:08:45,160 Sir, overall 2% of them must be power users, 129 00:08:50,760 --> 00:08:53,640 I see some power users on the charts 130 00:08:53,720 --> 00:08:55,680 that spend 7-8 hours in a day. 131 00:08:55,920 --> 00:08:56,920 What do they do? 132 00:08:57,120 --> 00:08:58,600 They majorly run the feed. 133 00:08:58,840 --> 00:09:01,440 - They comment on every post. - Reply to every comment and post. 134 00:09:01,520 --> 00:09:02,720 They like basically everything. 135 00:09:02,760 --> 00:09:04,640 An interesting metric that we noticed 136 00:09:04,720 --> 00:09:06,360 a month or two after the feed was launched 137 00:09:06,400 --> 00:09:08,320 was that our K-factor was steadily increasing. 138 00:09:08,480 --> 00:09:09,560 Explain K-factor. 139 00:09:19,800 --> 00:09:21,480 then today, it is 1.1. 140 00:09:21,560 --> 00:09:23,640 We've seen a consistent increase in it. 141 00:09:24,720 --> 00:09:28,320 - If you incentivise users for referrals... - Hmm. 142 00:09:28,560 --> 00:09:30,720 Forget 1.2, you'll go way beyond. 143 00:09:32,320 --> 00:09:34,080 So, K-factor is only one metric. 144 00:09:34,320 --> 00:09:35,400 Don't digress. 145 00:09:35,560 --> 00:09:38,400 - Don't switch the narrative, okay? - Absolutely. 146 00:09:39,000 --> 00:09:42,040 Do you have an atomic network 147 00:09:42,200 --> 00:09:46,120 or an atomic use case that it is going off the charts? 148 00:09:46,400 --> 00:09:48,800 The increase that began was mostly 149 00:09:48,880 --> 00:09:50,600 because every person who visits the platform 150 00:09:50,640 --> 00:09:54,040 brings one or two of his most trusted friends 151 00:09:54,120 --> 00:09:56,840 - who he talks to... - By the way, if the answer is no, just say no. 152 00:09:57,400 --> 00:09:59,200 Or say, "I don't know as yet." 153 00:09:59,720 --> 00:10:01,720 An interesting statistic is 154 00:10:01,840 --> 00:10:04,440 that if a user follows another user, 155 00:10:04,560 --> 00:10:07,600 then their retention invariably goes above 90% 156 00:10:07,680 --> 00:10:09,360 and in some cases, 95%. 157 00:10:09,600 --> 00:10:10,680 What day retention? 158 00:10:10,760 --> 00:10:11,600 - D1. - 1. 159 00:10:11,680 --> 00:10:13,400 Okay. What is your overall D1 retention? 160 00:10:13,480 --> 00:10:14,600 D1, 50%. 161 00:10:15,800 --> 00:10:17,680 How many people follow each other? 162 00:10:17,840 --> 00:10:19,960 That is very little, not that much. 163 00:10:20,320 --> 00:10:21,720 - That metric... - So, you... Look. 164 00:10:21,800 --> 00:10:24,160 - You could take any hurdle... - Right. 165 00:10:24,240 --> 00:10:27,040 And say, "If this hurdle is crossed," 166 00:10:27,200 --> 00:10:28,720 "my retention is 100%." 167 00:10:28,800 --> 00:10:30,600 - Implying you're terrific. - Yes. 168 00:10:30,760 --> 00:10:31,760 No! 169 00:10:33,120 --> 00:10:35,000 Because if that hurdle is very high, 170 00:10:35,120 --> 00:10:37,960 then very few people will jump over it, to start with. 171 00:10:38,400 --> 00:10:40,040 I can promise you this. 172 00:10:40,120 --> 00:10:42,200 We will figure out every way possible 173 00:10:42,400 --> 00:10:44,280 to increase these numbers. 174 00:10:45,640 --> 00:10:48,320 - Are you confident about this product? - Yes, sir. 175 00:10:48,400 --> 00:10:52,640 What makes you think that this would be the next big thing? 176 00:10:52,880 --> 00:10:55,800 You asked us about a feature that outperformed, 177 00:10:55,880 --> 00:10:57,600 a use case we hadn't cracked. 178 00:10:57,680 --> 00:10:59,160 One feature was Start-up Showcase 179 00:10:59,240 --> 00:11:00,680 when we first launched. 180 00:11:00,800 --> 00:11:02,040 What was it exactly? 181 00:11:02,120 --> 00:11:04,120 Start-up Showcase was a section in the app 182 00:11:04,200 --> 00:11:07,000 wherein anyone in India could pitch their ideas. 183 00:11:07,400 --> 00:11:08,800 The public upvotes. 184 00:11:08,880 --> 00:11:12,920 And out of the top 25 ideas, a VC selects the top 3. 185 00:11:13,080 --> 00:11:14,440 When we launched this feature, 186 00:11:14,520 --> 00:11:16,960 we thought we'd initially get about 50 ideas, 187 00:11:30,840 --> 00:11:32,400 - They'd become Sharks. - Right. 188 00:11:32,480 --> 00:11:33,960 - Yes, they'd become Sharks. - Sharks. 189 00:11:35,280 --> 00:11:37,160 For that, we even got sponsorships 190 00:11:37,240 --> 00:11:40,720 and branding deals on their own from big companies. 191 00:11:43,160 --> 00:11:44,680 Build India's Product Hunt. 192 00:11:53,560 --> 00:11:56,360 The next social networks to come, the big ones, 193 00:11:56,640 --> 00:11:58,320 were Snapchat and Instagram. 194 00:11:58,400 --> 00:11:59,320 Why were they started? 195 00:11:59,400 --> 00:12:01,000 New networks get built 196 00:12:01,080 --> 00:12:03,920 when an existing social network grows very large 197 00:12:04,080 --> 00:12:06,320 and makes way for opportunities. 198 00:12:07,400 --> 00:12:11,200 That gives rise to an Instagram or a Snapchat. 199 00:12:11,320 --> 00:12:13,200 They have a unique insight 200 00:12:13,280 --> 00:12:15,080 like disappearing videos 201 00:12:15,160 --> 00:12:18,440 or building photo-based social networks. 202 00:12:19,600 --> 00:12:21,280 I still haven't understood 203 00:12:21,680 --> 00:12:24,280 what your insight is 204 00:12:24,480 --> 00:12:26,320 that'll give you a right to exist. 205 00:12:26,400 --> 00:12:28,760 Very honestly, we're experimenting with a lot many features, 206 00:12:28,840 --> 00:12:30,120 as you can see in the app. 207 00:12:30,360 --> 00:12:32,640 We're trying to be clear. It's very early for us. 208 00:12:32,720 --> 00:12:35,440 We just launched Start-up Showcase and we're still testing it out. 209 00:12:35,520 --> 00:12:36,600 But we promise you. 210 00:12:36,720 --> 00:12:39,160 The moment we find the metric, it's all we'll focus on. 211 00:12:40,680 --> 00:12:43,160 What's the equity split between the four of you? 212 00:12:43,320 --> 00:12:45,000 16.72% with each. 213 00:12:45,160 --> 00:12:46,200 Some is with the investors. 214 00:12:46,240 --> 00:12:48,080 - Who's the investor? - Give us details. 215 00:12:48,240 --> 00:12:51,920 In 2023, at the idea stage, we raised about Rs. 1 crore. 216 00:12:52,000 --> 00:12:54,560 The first cheque was from a VC and five were from angels. 217 00:12:54,640 --> 00:12:55,920 At what valuation, Niket? 218 00:12:56,000 --> 00:12:59,320 At the time, the post-money valuation was Rs. 15.2 crores. 219 00:12:59,800 --> 00:13:01,800 In 2024, we raised another round 220 00:13:01,880 --> 00:13:03,480 for half a million dollars, Rs. 4 crores, 221 00:13:03,520 --> 00:13:05,280 in which our valuation was Rs. 20 crores. 222 00:13:05,520 --> 00:13:06,520 When was this? 223 00:13:10,400 --> 00:13:13,920 What are you even doing? I fail to understand. 224 00:13:15,560 --> 00:13:18,040 I mean, it's a bit of a joke if you ask me. 225 00:13:19,560 --> 00:13:21,280 You have no business, product, 226 00:13:21,360 --> 00:13:23,400 traction, micro-use case 227 00:13:23,600 --> 00:13:25,120 and no power-use case. 228 00:13:30,760 --> 00:13:32,400 And you're not aware of it. 229 00:13:34,800 --> 00:13:37,120 You're LinkedIn, Twitter, this, that... Everything! 230 00:13:38,040 --> 00:13:40,560 I'll ask you a few questions and I want answers. 231 00:13:40,680 --> 00:13:41,720 This time, please answer them 232 00:13:41,760 --> 00:13:44,400 because no matter what you're asked, you just beat around the bush. 233 00:13:45,440 --> 00:13:47,840 And you're just fishing for funding 234 00:13:47,920 --> 00:13:49,800 because I'm not even clear why you've come here. 235 00:13:51,240 --> 00:13:54,040 You want Rs. 50 lakhs for 1%. Why? 236 00:13:54,320 --> 00:13:57,080 - Sir, majorly for your network. - What network? 237 00:13:57,280 --> 00:14:00,000 We thought that suppose we face a tech issue 238 00:14:00,080 --> 00:14:02,440 or if we're missing clarity of thought, 239 00:14:02,600 --> 00:14:05,560 we could get it from you provided you were interested in it. 240 00:14:05,680 --> 00:14:08,520 You must have a network of 8-10 invested people. 241 00:14:09,840 --> 00:14:12,440 So, you have enough resources to network. 242 00:14:12,880 --> 00:14:14,800 What can one more person do? 243 00:14:14,920 --> 00:14:17,000 I think you've come here for marketing which is okay. 244 00:14:18,080 --> 00:14:19,800 But that is not your problem. 245 00:14:19,920 --> 00:14:21,720 Your problem is product-market fit. 246 00:14:27,880 --> 00:14:30,680 Actual conversations take place here and real problems are discussed. 247 00:14:30,760 --> 00:14:31,920 - A professional... - Like what? 248 00:14:32,520 --> 00:14:34,480 For instance, you're in a tech career. 249 00:14:34,560 --> 00:14:36,480 You want to decide if you should move to another stream 250 00:14:36,520 --> 00:14:38,120 or continue with your existing tech career. 251 00:14:38,160 --> 00:14:39,960 Who will you ask? You have no one. 252 00:14:40,040 --> 00:14:41,080 Twitter and Reddit... 253 00:14:41,160 --> 00:14:42,840 Such communities exist on many such platforms. 254 00:14:42,880 --> 00:14:44,680 All I'm saying is they are scattered. 255 00:14:44,760 --> 00:14:48,040 If we integrate them, we could build monetisation use cases. 256 00:14:48,120 --> 00:14:49,280 Ugh! 257 00:14:50,840 --> 00:14:55,000 I think you want to build one type of business 258 00:14:55,720 --> 00:14:57,600 but you've built something different. 259 00:15:00,000 --> 00:15:01,480 It happens to many founders. 260 00:15:01,560 --> 00:15:03,800 I guess it must have happened to me as well in the early days. 261 00:15:03,840 --> 00:15:06,680 Focus on what is working and grow that kernel. 262 00:15:06,800 --> 00:15:08,960 Feedback taken, Kunal. We'll definitely think about this. 263 00:15:09,000 --> 00:15:11,480 If you implement Kunal's feedback, 264 00:15:11,800 --> 00:15:14,320 your whole business model will go for a toss. 265 00:15:14,400 --> 00:15:16,240 - So, yes. I... - You understand? 266 00:15:17,920 --> 00:15:21,600 You know, for today, I'm out because I don't have that clarity. 267 00:15:22,800 --> 00:15:24,080 You can't be all over the place. 268 00:15:24,440 --> 00:15:25,320 Thank you. 269 00:15:25,400 --> 00:15:27,360 Focus on one use case 270 00:15:27,560 --> 00:15:29,400 that everyone else is ignoring 271 00:15:30,040 --> 00:15:32,040 and build a brand and high stickiness 272 00:15:32,640 --> 00:15:35,080 against that use case. 273 00:15:36,280 --> 00:15:39,920 Brand perceptions these days have narrowed down. 274 00:15:40,760 --> 00:15:41,760 Think about it. 275 00:15:41,840 --> 00:15:43,120 WhatsApp is only chat. 276 00:15:43,240 --> 00:15:45,920 It is so integrated into your life, 277 00:15:46,080 --> 00:15:48,720 but that has also struggled over the years 278 00:15:48,840 --> 00:15:50,960 and is trying to still expand use cases. 279 00:15:51,280 --> 00:15:52,120 Hmm. 280 00:15:52,200 --> 00:15:54,160 If you really want to bring about disruption, 281 00:15:54,320 --> 00:15:55,720 then start from the bottom up. 282 00:15:56,200 --> 00:15:58,800 You can't aggregate those at the top and do it. 283 00:15:58,920 --> 00:16:01,160 They're way smarter than all of us put together. 284 00:16:01,360 --> 00:16:03,240 - Good luck! I am out. - Thank you. 285 00:16:04,560 --> 00:16:07,560 I hope that you take a tough decision 286 00:16:07,680 --> 00:16:10,120 to strip out all the other things 287 00:16:10,200 --> 00:16:12,360 and take a hard call for your product. 288 00:16:12,800 --> 00:16:15,720 So when this goes on air, we are ready 289 00:16:15,840 --> 00:16:17,840 to discover 1000 of start-ups 290 00:16:18,200 --> 00:16:20,400 and they showcase themselves 291 00:16:20,480 --> 00:16:23,480 and then start their business idea's flywheel. 292 00:16:25,000 --> 00:16:29,160 But for now, we are a little behind from our destination. 293 00:16:29,800 --> 00:16:31,320 Hence, today I am out. 294 00:16:31,480 --> 00:16:32,680 Thank you. 295 00:16:33,280 --> 00:16:36,560 I think, in the ecosystem to showcase the start-ups, 296 00:16:36,880 --> 00:16:41,400 there I think your DAU might be relatively less on that larger scale. 297 00:16:41,520 --> 00:16:42,360 Correct. 298 00:16:42,440 --> 00:16:45,120 - But you will get high-value users. - Correct. 299 00:16:45,200 --> 00:16:47,080 Then they would be uniquely or with 300 00:16:47,200 --> 00:16:50,680 large platform, they can be value accretive for both. 301 00:16:50,760 --> 00:16:54,920 So I want to help you to go into that path. 302 00:16:55,600 --> 00:16:57,400 So I will give you a conditional offer. 303 00:16:57,520 --> 00:16:59,240 Oh, boy! 304 00:16:59,840 --> 00:17:03,200 You want 50 lakh. We'll invest that in your company. 305 00:17:05,120 --> 00:17:06,720 But your previous round 306 00:17:07,000 --> 00:17:08,760 - for which you received the amount this month, - Yes. 307 00:17:08,800 --> 00:17:11,560 I want to invest in that round's valuation 308 00:17:11,760 --> 00:17:14,720 because of which I will get a 2.5% ownership. 309 00:17:15,080 --> 00:17:16,280 But the condition is that 310 00:17:16,360 --> 00:17:18,120 - you will position your platform around 311 00:17:18,240 --> 00:17:20,240 - Medial as the 'Start-up Showcase' App. - Right. 312 00:17:23,080 --> 00:17:26,520 - We get it. - You would design your business around that 313 00:17:26,600 --> 00:17:28,920 so that when the show airs', 314 00:17:29,200 --> 00:17:30,560 until then 315 00:17:30,800 --> 00:17:34,600 you will welcome disproportionate number of start-ups to your platform 316 00:17:34,680 --> 00:17:37,120 so that they can bring as many users as possible 317 00:17:37,280 --> 00:17:39,640 and with that, you can reach your first million users. 318 00:17:39,720 --> 00:17:42,120 Thank you, Ritesh sir, for the offer. 319 00:17:44,800 --> 00:17:47,440 Will you change your business in the future? 320 00:17:48,040 --> 00:17:51,160 We can shift the focus without making many changes in the App. 321 00:17:51,920 --> 00:17:53,560 By making 'Start-up showcase' as the homepage 322 00:17:53,600 --> 00:17:55,600 or shifting branding and marketing over there. 323 00:17:55,760 --> 00:17:57,600 The App can still be built-in other pockets. 324 00:17:57,720 --> 00:17:59,120 So, for money, you will change 325 00:17:59,200 --> 00:18:01,560 - your dream of what you started on. - No, it's not just for money. 326 00:18:01,560 --> 00:18:02,600 Then? 327 00:18:02,800 --> 00:18:03,840 If it's about clarity 328 00:18:03,840 --> 00:18:05,400 and if we are doubling down and getting the results, 329 00:18:05,400 --> 00:18:08,400 then why not chase that? We are open to considering new things. 330 00:18:08,480 --> 00:18:09,480 That might help us. 331 00:18:09,640 --> 00:18:11,160 We don't want to create it in a closed environment. 332 00:18:11,160 --> 00:18:14,080 You made your product by aggregating it. 333 00:18:15,320 --> 00:18:17,080 You are shaping your product roadmap 334 00:18:17,160 --> 00:18:19,040 by gathering input from everyone. 335 00:18:19,400 --> 00:18:21,480 I don't think you can build anything, my friend. 336 00:18:23,960 --> 00:18:25,040 Sorry, Aman. 337 00:18:25,120 --> 00:18:27,840 - Sorry to interrupt. - No, I agree with what you are saying, Anupam. 338 00:18:28,920 --> 00:18:31,200 I like founders 339 00:18:31,560 --> 00:18:33,520 who are more connected, 340 00:18:33,680 --> 00:18:35,480 smart and confident 341 00:18:35,720 --> 00:18:37,040 but are humble. 342 00:18:37,840 --> 00:18:43,040 I will not be able to join in this rat race. I am out. 343 00:18:43,880 --> 00:18:45,000 Thank you. 344 00:18:46,360 --> 00:18:48,840 - Can we just take 1... 45 seconds? - Sure. 345 00:18:48,920 --> 00:18:49,920 Thank you. 346 00:18:50,040 --> 00:18:51,160 [music playing] 347 00:18:55,600 --> 00:18:58,200 I think that Ritesh sir is open 348 00:18:58,400 --> 00:19:00,720 for us to experiment. He has a thought. 349 00:19:00,880 --> 00:19:02,280 He seems quite supportive. 350 00:19:02,360 --> 00:19:04,840 He will accept the offer and not take it later. 351 00:19:05,040 --> 00:19:06,480 I assure you. 352 00:19:06,560 --> 00:19:08,200 The other investors won't let that happen. 353 00:19:09,160 --> 00:19:12,040 A lot of times, we bet on the founders, Ritesh. 354 00:19:12,120 --> 00:19:15,360 And these founders are an absolutely confused lot. 355 00:19:15,440 --> 00:19:17,160 But the engineering skills are good, right? 356 00:19:17,360 --> 00:19:19,360 We are trying to help them find clarity. 357 00:19:19,440 --> 00:19:20,760 You can't run it for them. 358 00:19:21,520 --> 00:19:23,560 [music playing] 359 00:19:29,320 --> 00:19:30,760 Ritesh sir, deal done. 360 00:19:35,920 --> 00:19:39,000 - You have raised Rs. 5 crores until now. - Yes. 361 00:19:39,120 --> 00:19:40,960 You promised the investors 362 00:19:41,080 --> 00:19:43,280 - and they agreed to join you on that premise. - Right! 363 00:19:43,360 --> 00:19:45,440 Now, for Rs. 50 lakhs, 364 00:19:45,720 --> 00:19:47,000 you will disappoint them... 365 00:19:47,080 --> 00:19:49,600 - But they have already created the startup showcase. - Hold on. 366 00:19:51,960 --> 00:19:54,680 - It's just a question for them. - You can ask them once I give this. 367 00:19:56,680 --> 00:19:58,000 You didn't give them the deal. 368 00:19:58,760 --> 00:20:01,200 This is not the event that happened that I could ask the question. 369 00:20:01,240 --> 00:20:03,400 It wouldn't make sense if I asked him in the beginning. 370 00:20:03,520 --> 00:20:04,600 Let me give them the cheque 371 00:20:04,640 --> 00:20:07,240 - and then you discuss it. - But I still want to ask the question. 372 00:20:17,880 --> 00:20:18,880 No, I won't join them. 373 00:20:20,240 --> 00:20:22,600 They are not startups. We'll bring those who are interested. 374 00:20:22,640 --> 00:20:24,080 No, we are also a startup. 375 00:20:24,240 --> 00:20:25,600 How will you... I want to know. 376 00:20:26,760 --> 00:20:28,920 They gave you Rs. 5 crores and you made them a promise. 377 00:20:29,040 --> 00:20:30,640 - Right? - We will do that, sir. 378 00:20:30,760 --> 00:20:33,480 Now, for Rs. 50 lakhs, which is 10% of that amount, 379 00:20:33,560 --> 00:20:35,320 you will change your direction. 380 00:20:36,240 --> 00:20:38,520 We won't change anything in the app. 381 00:20:38,600 --> 00:20:40,600 We will temporarily shift the central focus 382 00:20:40,760 --> 00:20:43,760 to the startup showcase and see if our metrics blow up or not. 383 00:20:43,960 --> 00:20:46,000 You will just move the focus and keep the rest? 384 00:20:46,120 --> 00:20:47,600 - Yes, we will. - Correct. 385 00:20:48,760 --> 00:20:50,400 Like I said earlier, I feel... 386 00:20:50,480 --> 00:20:52,840 I'll say it again, you are here for marketing. 387 00:20:52,920 --> 00:20:54,000 Nothing wrong with that. 388 00:20:54,080 --> 00:20:55,800 But you should've clearly said that. 389 00:20:55,920 --> 00:20:57,640 I think the pitch would've gone differently. 390 00:20:58,640 --> 00:21:00,040 I'll tell you one more thing. 391 00:21:00,120 --> 00:21:02,240 Anyone can applause and do cheerleading. 392 00:21:04,280 --> 00:21:06,880 The real value you will get is tough love. 393 00:21:06,960 --> 00:21:09,160 That's the definition of a good coach. 394 00:21:09,400 --> 00:21:10,600 Remember that. 395 00:21:11,440 --> 00:21:13,720 - Yes, sir. - Right? If you've managed to secure funding 396 00:21:13,840 --> 00:21:15,720 just by agreeing with everything, 397 00:21:15,920 --> 00:21:17,960 it will create problems for you in the future. 398 00:21:19,760 --> 00:21:21,880 And Niket, you mentioned at the start 399 00:21:21,960 --> 00:21:24,600 - that you will focus on the product you made. - Right. 400 00:21:24,680 --> 00:21:26,880 I want to nudge you on that path. 401 00:21:27,000 --> 00:21:29,600 Stand by your opinion 402 00:21:29,720 --> 00:21:30,840 and I'm sure you will do very well. 403 00:21:30,840 --> 00:21:31,680 - All the very best. - Thank you. 404 00:21:31,760 --> 00:21:32,880 - Thank you so much, Sharks. - Thank you so much. 405 00:21:32,920 --> 00:21:34,200 - Take care. - Congratulations! 406 00:21:34,640 --> 00:21:35,640 Thank you! 407 00:21:36,520 --> 00:21:38,000 [music playing] 408 00:21:38,240 --> 00:21:40,080 We need investors who can support us 409 00:21:40,160 --> 00:21:41,640 in experimenting and creating something 410 00:21:41,640 --> 00:21:43,520 that's hard to create nowadays. 411 00:21:43,760 --> 00:21:46,280 No company from India has managed to make a global social media. 412 00:21:46,560 --> 00:21:49,120 If we try to do something that's impossible, 413 00:21:49,200 --> 00:21:52,040 for that we need immense support, especially from our investors. 414 00:21:52,160 --> 00:21:53,680 The narrative here seems to suggest 415 00:21:53,800 --> 00:21:55,520 that they might be changing their path, 416 00:21:55,720 --> 00:21:57,400 but I feel they were already on this route. 417 00:21:57,600 --> 00:22:00,360 They launched the features more than a month ago. 418 00:22:00,680 --> 00:22:03,880 I believe they would have eventually done the same thing after a year. 419 00:22:04,240 --> 00:22:07,240 I'm just pushing them to accelerate along the same path. 420 00:22:07,320 --> 00:22:09,080 'I don't think these guys can win.' 421 00:22:09,720 --> 00:22:11,920 Founders have an approach 422 00:22:12,120 --> 00:22:13,920 that makes them winners. 423 00:22:15,040 --> 00:22:18,600 They listen to everyone. 424 00:22:19,280 --> 00:22:21,720 But they are not so quick to change their models 425 00:22:21,920 --> 00:22:23,480 and agree with everyone. 426 00:22:23,840 --> 00:22:26,200 Hi, guys! Welcome to the PokerBaazi Zone, 427 00:22:26,280 --> 00:22:27,320 where you hold the card. 428 00:22:32,280 --> 00:22:33,760 Have you ever played poker? 429 00:22:33,840 --> 00:22:35,480 - No! - Not really. 430 00:22:35,720 --> 00:22:38,800 - This is not a Bengaluru trait that you've missed. - Yes. 431 00:22:38,880 --> 00:22:40,240 - Yeah! - No worries, I am here. 432 00:22:40,320 --> 00:22:42,840 There are a lot of similarities between poker and business, okay? 433 00:22:42,880 --> 00:22:46,000 There is risk involved. There's strategy and analysis. 434 00:23:13,280 --> 00:23:15,920 Your top is Straight and your bottom is High Card. 435 00:23:16,000 --> 00:23:17,040 - Okay! - Right? 436 00:23:17,360 --> 00:23:18,640 Could you tell me 437 00:23:18,800 --> 00:23:21,640 which five functions are in focus in your business? 438 00:23:22,040 --> 00:23:24,440 - I think the first one will be Distribution. - Distribution. 439 00:23:24,520 --> 00:23:26,560 Hmm! Distribution. Okay! Next? 440 00:23:26,680 --> 00:23:28,200 - I think Tech & Product. - Tech & Product. 441 00:23:28,200 --> 00:23:29,840 - Third? - I think Team Culture. 442 00:23:29,920 --> 00:23:30,920 Team Culture. 443 00:23:31,280 --> 00:23:32,480 - Right! - Marketing is next. 444 00:23:33,560 --> 00:23:35,120 - High Card. - Fundraising. 445 00:23:36,080 --> 00:23:38,440 You received a conditional offer. 446 00:23:38,520 --> 00:23:41,400 Do you think you will pursue fundraising after this? 447 00:23:41,520 --> 00:23:43,640 We will need a lot of fundraising in the initial days. 448 00:23:43,720 --> 00:23:45,480 - Just like any other social media. - Right! 449 00:24:11,360 --> 00:24:14,240 If you have the skills and strategy, 450 00:24:14,320 --> 00:24:16,720 then go on PokerBaazi and create your winning hand. 451 00:24:16,800 --> 00:24:17,960 Go and download the app now. 452 00:24:18,080 --> 00:24:21,040 'Shark Tank India, co-presented by ACKO Insurance, ' 453 00:24:21,120 --> 00:24:23,160 'PokerBaazi and Swiggy Instamart.' 454 00:24:23,240 --> 00:24:25,840 'Co-powered by Adani and Jaquar Bath and Light.' 455 00:24:26,040 --> 00:24:29,840 And partners, Rayzon Solar, ICICI Direct and Lenskart.' 456 00:24:30,160 --> 00:24:32,040 [music playing] 457 00:24:43,000 --> 00:24:45,120 [theme music playing] 458 00:24:57,000 --> 00:24:58,400 Greetings to you from 459 00:24:58,560 --> 00:25:01,680 the founders of Panchal Dairy and the Maldhari community of Gujarat. 460 00:25:02,840 --> 00:25:04,040 I am Arpan Rabari. 461 00:25:10,520 --> 00:25:13,200 Maldhari is the oldest profession in the world. 462 00:25:21,200 --> 00:25:23,960 that's why our livelihood wasn't running smoothly. 463 00:25:24,120 --> 00:25:26,960 And the youngsters were settling in the city. 464 00:25:27,280 --> 00:25:28,880 We thought, if this continued, 465 00:25:28,960 --> 00:25:30,920 then one day our tradition would fade away. 466 00:25:31,000 --> 00:25:32,720 So, we tried a cheese. 467 00:25:32,920 --> 00:25:35,120 We tried an actual cheese. 468 00:25:36,640 --> 00:25:40,600 That is when we started Panchal Dairy. 469 00:25:40,720 --> 00:25:42,720 And we started making different cheeses 470 00:25:42,800 --> 00:25:44,800 from artisanal goat and sheep milk, 471 00:25:44,880 --> 00:25:46,800 such as feta, marinated feta, 472 00:25:46,880 --> 00:25:50,640 fresh goat cheese, halloumi, ricotta, Saint-Marcellin. 473 00:25:50,840 --> 00:25:53,160 We made different types of cheese. 474 00:25:53,240 --> 00:25:55,880 We are not using any shortcuts or chemicals. 475 00:25:55,960 --> 00:25:57,600 We use fresh 476 00:25:57,680 --> 00:26:00,240 and natural ingredients to make them. 477 00:26:06,040 --> 00:26:09,280 Panchal Dairy has also entered the World Cheese Awards. 478 00:26:10,240 --> 00:26:13,520 Our product is not just a creation, 479 00:26:13,600 --> 00:26:15,080 it is a symbol of our heritage. 480 00:26:15,200 --> 00:26:18,080 Every piece of cheese reflects the stories of our people, 481 00:26:18,240 --> 00:26:19,960 the songs of our goats and sheep 482 00:26:20,080 --> 00:26:22,720 and the purity of our grass. 483 00:26:23,280 --> 00:26:25,280 Sir, our intention is straightforward. 484 00:26:25,600 --> 00:26:27,960 To empower our people 485 00:26:28,160 --> 00:26:31,760 and share our flavours with the country and the world. 486 00:26:31,920 --> 00:26:36,200 We ask for Rs. 20 lakhs for 10% equity. 487 00:26:40,760 --> 00:26:42,040 [laughing] 488 00:26:52,560 --> 00:26:54,240 - It is like attending a wedding for us. - That means a lot. 489 00:26:54,240 --> 00:26:57,480 - You might marry an investor here. - Very nice. 490 00:26:59,240 --> 00:27:00,280 Which city are you from? 491 00:27:00,360 --> 00:27:02,680 I am from Janivadla near Surendranagar. 492 00:27:02,760 --> 00:27:05,120 - Which city is nearby? Rajkot! - Closer to Rajkot. 493 00:27:05,240 --> 00:27:06,240 - Yes, sir. - Yes. 494 00:27:06,360 --> 00:27:07,640 When you started, 495 00:27:07,720 --> 00:27:09,360 did you plan to do something else 496 00:27:09,440 --> 00:27:11,280 - or did you decide to do this? - Yes, sir. 497 00:27:11,440 --> 00:27:13,360 We were preparing for a government job. 498 00:27:14,160 --> 00:27:17,840 - Then? - It got delayed due to Covid. 499 00:27:17,920 --> 00:27:19,760 An NGO was working towards improving 500 00:27:19,880 --> 00:27:21,640 the health of our goats and sheep there. 501 00:27:21,720 --> 00:27:25,720 And then we thought of doing something with goat and sheep milk. 502 00:27:25,880 --> 00:27:28,400 We went to serve, but we ended up receiving blessings. 503 00:27:28,480 --> 00:27:30,360 Amazing! 504 00:27:30,600 --> 00:27:33,360 We went to help our community thrive. 505 00:27:33,440 --> 00:27:35,560 We realised that people are importing milk 506 00:27:35,720 --> 00:27:37,360 rather than buying from us. 507 00:27:37,520 --> 00:27:39,400 So, we started this. 508 00:27:39,480 --> 00:27:40,760 It would help our community. 509 00:27:40,840 --> 00:27:43,200 People have started this business, but it could benefit us. 510 00:27:43,280 --> 00:27:45,520 We left everything behind and got involved in this. 511 00:27:45,760 --> 00:27:47,000 Could we try the cheese? 512 00:27:47,120 --> 00:27:48,840 [music playing] 513 00:27:50,040 --> 00:27:50,880 What should I take? 514 00:27:50,960 --> 00:27:52,360 This one is here. 515 00:27:52,560 --> 00:27:53,720 Should I take the entire thing? 516 00:27:53,760 --> 00:27:55,520 [music playing] 517 00:27:59,800 --> 00:28:00,800 Okay, brother. 518 00:28:02,560 --> 00:28:04,360 The fresh cheese is delicious. 519 00:28:05,080 --> 00:28:07,160 I am amazed by this 520 00:28:18,000 --> 00:28:19,560 with this idea from a village? 521 00:28:19,640 --> 00:28:21,840 How did you realise that there's a market for it? 522 00:28:21,920 --> 00:28:23,760 This is what is really surprising me right now. 523 00:28:24,880 --> 00:28:29,200 We discussed with the NGO about what we can do. 524 00:28:29,280 --> 00:28:31,840 Because we had to do something with goat and sheep milk. 525 00:28:31,960 --> 00:28:33,440 But how? 526 00:28:33,680 --> 00:28:34,880 That's when the NGO 527 00:28:35,040 --> 00:28:37,880 introduced us to Namrata Sundaresan. 528 00:28:37,960 --> 00:28:40,520 She told us about artisanal cheese. 529 00:28:40,600 --> 00:28:42,520 Which city is she from? 530 00:28:42,600 --> 00:28:44,040 She is from Chennai. 531 00:28:49,520 --> 00:28:53,200 She told us that this could be our asset, so, we bought it. 532 00:28:53,320 --> 00:28:55,520 - You mostly make it by hand. - Mostly by hand. 533 00:28:55,600 --> 00:28:58,120 It doesn't require too many assets. There are two refrigerators, 534 00:28:58,320 --> 00:29:00,480 one draining table and small moulds. 535 00:29:00,560 --> 00:29:02,800 - Is there a video we can watch? - Yes. 536 00:29:11,400 --> 00:29:12,960 [music playing] 537 00:29:28,960 --> 00:29:30,320 - Very nice. - Thank you. 538 00:29:30,400 --> 00:29:33,240 - You've become experts in making cheese. - Yes, sir. 539 00:29:33,440 --> 00:29:35,640 Recently, our fresh goat cheese 540 00:29:35,960 --> 00:29:38,840 was nominated in the World Cheese Awards 541 00:29:39,040 --> 00:29:41,000 - held in Norway last year. - What are you saying? 542 00:29:46,400 --> 00:29:49,920 I used to wonder how you could make this in a small village. 543 00:29:50,120 --> 00:29:52,120 - You mentioned 'artisanal'. - Artisanal. 544 00:29:52,200 --> 00:29:55,080 It is typically linked to urban centres and metro areas. 545 00:29:55,240 --> 00:29:57,400 That's amazing. There are how many people in your village? 546 00:29:57,440 --> 00:29:58,920 - There must be around 1,500 families. - Yes. 547 00:29:58,960 --> 00:30:00,680 - It is a village of 1,500 families. - Yes. 548 00:30:00,760 --> 00:30:03,240 - You are making artisanal cheese there. - Yes. 549 00:30:03,480 --> 00:30:05,880 - This is incredible. - And you are going to Norway for this. 550 00:30:05,920 --> 00:30:08,160 - You submitted this in Norway for an award. - Yes. 551 00:30:08,240 --> 00:30:09,120 That is amazing. 552 00:30:09,240 --> 00:30:10,440 - Congratulations. - Very good. 553 00:30:10,560 --> 00:30:11,600 Congratulations. 554 00:30:11,920 --> 00:30:14,200 - You must have seen... - Yes. 555 00:30:14,280 --> 00:30:17,400 In factories where milk is extracted to make cheese, 556 00:30:17,520 --> 00:30:20,640 the process of extracting cow's milk has transitioned 557 00:30:20,720 --> 00:30:22,400 from manual to automated methods. 558 00:30:22,640 --> 00:30:26,000 Have you looked into whether there's something similar for goats 559 00:30:26,200 --> 00:30:28,440 around the world, or is this technology exclusive to cows? 560 00:30:28,440 --> 00:30:30,120 We have not tried that. 561 00:30:31,160 --> 00:30:34,120 - I want to understand the product a little. - Yes, sir. 562 00:30:34,280 --> 00:30:35,680 And your revenues. 563 00:30:35,760 --> 00:30:37,360 We started in 2022. 564 00:30:38,080 --> 00:30:41,080 In the first year, our revenue was Rs. 6.20 lakhs. 565 00:30:41,200 --> 00:30:43,880 In the second year, it was Rs. 6.64 lakhs. 566 00:30:44,240 --> 00:30:47,240 And last year, our revenue was Rs. 1.78 lakhs. 567 00:30:52,080 --> 00:30:53,680 You tell us what they are saying, Namita. 568 00:30:53,720 --> 00:30:56,000 No, I asked why the sales went down. 569 00:30:56,080 --> 00:30:57,800 They said it's year-to-date. 570 00:30:58,000 --> 00:30:59,440 So, what will the exit for the year be? 571 00:30:59,440 --> 00:31:01,600 - This year, it will exceed Rs. 7 lakhs. - Yes. 572 00:31:01,680 --> 00:31:02,560 That is also flat. 573 00:31:02,680 --> 00:31:04,520 Since last year, it has been stagnant. 574 00:31:05,040 --> 00:31:07,560 In the first year, we were not just selling cheese. 575 00:31:07,640 --> 00:31:10,040 - Milk and cheese. - The revenue was from milk and cheese. 576 00:31:10,120 --> 00:31:11,240 But you don't sell it now, right? 577 00:31:11,280 --> 00:31:14,000 No! We only sell cheese now. 578 00:31:14,120 --> 00:31:16,080 Could you provide the cheese sales data for the past three years? 579 00:31:16,080 --> 00:31:18,960 In the first year, it was around Rs. 3.5 lakhs. 580 00:31:19,040 --> 00:31:22,320 - Okay. - In the second year, I think it was Rs. 4 lakhs. 581 00:31:22,400 --> 00:31:24,040 But in the first year, 582 00:31:24,160 --> 00:31:26,840 we mostly provided samples. 583 00:31:26,920 --> 00:31:30,520 - And we sold the most at events and exhibitions. - Understood. 584 00:31:30,640 --> 00:31:33,440 Because of that, a large portion went towards sampling. 585 00:31:34,120 --> 00:31:35,160 Tell me something. 586 00:31:35,360 --> 00:31:38,480 Where do you sell your products 587 00:31:38,640 --> 00:31:40,440 worth Rs. 6-7 lakhs and how? 588 00:31:40,520 --> 00:31:43,880 Sir, mostly we sell it through Namrata ma'am's website. 589 00:32:08,840 --> 00:32:11,040 So, 90% of products are sold on Namrata's site. 590 00:32:11,120 --> 00:32:12,880 80% on her website 591 00:32:12,960 --> 00:32:15,440 - and the rest comes from events and exhibitions. - Understood. 592 00:32:15,480 --> 00:32:17,000 I get it. Do you make a profit? 593 00:32:17,080 --> 00:32:18,400 - Not yet. - Nothing? 594 00:32:18,560 --> 00:32:20,440 - No! - Have you invested your money? 595 00:32:20,520 --> 00:32:21,920 - Yes. - How much have you invested? 596 00:32:21,960 --> 00:32:23,240 We invested Rs. 8 lakhs. 597 00:32:23,400 --> 00:32:24,400 - Rs. 8 lakhs! - Wow! 598 00:32:25,440 --> 00:32:27,160 Who invested? Is it your money? 599 00:32:27,240 --> 00:32:28,240 We invested our money 600 00:32:28,320 --> 00:32:31,320 and took some from the women in the community. 601 00:32:31,400 --> 00:32:33,280 Who invested and where did they get the money from? 602 00:32:33,320 --> 00:32:34,800 In our community, 603 00:32:34,960 --> 00:32:37,720 women handle the accounts. 604 00:32:37,800 --> 00:32:39,120 - Wow! - Amazing! 605 00:32:39,200 --> 00:32:41,120 We convinced the women 606 00:32:41,200 --> 00:32:43,320 that we were setting up a business 607 00:32:43,480 --> 00:32:46,560 and if they supported us and if we became successful, 608 00:32:47,000 --> 00:32:49,880 it would benefit them, and we would collect milk from them. 609 00:32:50,040 --> 00:32:51,880 - Very nice. - Let me tell you, sir, 610 00:33:06,320 --> 00:33:07,880 - when we grow. - Because you are adding value 611 00:33:07,880 --> 00:33:08,720 - to their product. - Yes. 612 00:33:08,880 --> 00:33:11,640 How much time does Ms. Namrata spend with you? 613 00:33:11,760 --> 00:33:14,720 If a new customer wants a certain type of cheese, 614 00:33:14,880 --> 00:33:17,360 we contact her 615 00:33:17,440 --> 00:33:19,440 - and she makes the new type of cheese. - Okay. 616 00:33:19,560 --> 00:33:21,080 And you have not given her equity. 617 00:33:21,200 --> 00:33:22,320 No, nothing. 618 00:33:22,400 --> 00:33:24,720 She has contributed a lot to your business, 619 00:33:24,800 --> 00:33:26,120 so why didn't you give her equity? 620 00:33:26,120 --> 00:33:29,120 She runs a business. She is a cheese trainer. 621 00:33:29,200 --> 00:33:32,480 - She has... - You have a business relationship with her. 622 00:33:32,600 --> 00:33:35,080 - Yes, sir. - She might be successful 623 00:33:35,160 --> 00:33:37,040 - and she wants to help you. - Yes. 624 00:33:37,160 --> 00:33:39,440 - People don't always want equity. - Yes. 625 00:33:39,920 --> 00:33:42,720 You invested Rs. 8 lakhs. 626 00:33:43,040 --> 00:33:44,680 How do you cover your expenses? 627 00:33:45,600 --> 00:33:49,040 We are covering our expenses with what we have. 628 00:33:49,120 --> 00:33:51,440 - Do you take salaries? - We withdrew it once 629 00:33:54,480 --> 00:33:55,960 How much is your monthly expense, friend? 630 00:33:55,960 --> 00:33:58,520 Around Rs. 30,000-Rs. 35,000. 631 00:33:58,920 --> 00:34:01,320 You are saying you have money left for three months. 632 00:34:01,400 --> 00:34:03,960 If you exhaust this money, 633 00:34:04,760 --> 00:34:08,200 will you go to those women again? Do you have a plan in place? 634 00:34:08,320 --> 00:34:09,840 We will apply for a loan 635 00:34:09,920 --> 00:34:11,920 or something. That is what we have planned. 636 00:34:12,000 --> 00:34:13,200 Against what? 637 00:34:15,440 --> 00:34:17,080 Will you mortgage the house? 638 00:34:17,160 --> 00:34:19,880 Against our assets. 639 00:34:20,000 --> 00:34:21,880 When you entered this business, 640 00:34:22,000 --> 00:34:24,320 I think you got into it by chance. 641 00:34:25,280 --> 00:34:27,520 You didn't want to get into this. 642 00:34:28,160 --> 00:34:30,160 You were seeking government jobs. 643 00:34:30,240 --> 00:34:32,160 - Yes, sir. - And you thought of giving it a try. 644 00:34:32,320 --> 00:34:35,360 If you get a government job, will you go back? 645 00:34:35,440 --> 00:34:37,480 - No, sir. We will grow this. - Why? 646 00:34:38,360 --> 00:34:39,880 Arpanbhai and Bhimshibhai, 647 00:34:39,960 --> 00:34:42,840 you worked hard for 2-3 years. 648 00:34:43,200 --> 00:34:45,240 You understood the business. 649 00:34:45,360 --> 00:34:47,600 Now you want to take the next step and do something. 650 00:34:47,680 --> 00:34:49,240 What is your vision? 651 00:34:49,920 --> 00:34:52,720 Sir, our market... 652 00:34:52,800 --> 00:34:54,800 First tell me, what is your ultimate goal for this? 653 00:34:55,000 --> 00:34:57,720 We want to make this profitable 654 00:34:57,840 --> 00:34:59,240 and empower our community. 655 00:34:59,920 --> 00:35:02,000 And the market is very far for us. 656 00:35:02,080 --> 00:35:04,560 We know that, 657 00:35:04,640 --> 00:35:07,720 but we don't know where people will buy. 658 00:35:07,800 --> 00:35:09,680 So, to get there, we... 659 00:35:09,760 --> 00:35:12,760 There is one more challenge. If your market is far, 660 00:35:13,160 --> 00:35:14,640 as far as I understand 661 00:35:14,920 --> 00:35:18,200 anything that is fresh, it has a short shelf life. 662 00:35:18,320 --> 00:35:19,320 Yes, sir. 663 00:35:19,720 --> 00:35:23,680 Is that not creating a problem in distribution? 664 00:35:23,760 --> 00:35:27,080 No, sir. We have a tie-up with Blue Dart. 665 00:35:27,160 --> 00:35:29,320 They are shipping all over India within 24 hours. 666 00:35:29,680 --> 00:35:31,480 - So... - That must be in small lots 667 00:35:31,600 --> 00:35:33,720 - that people use for consumption. - Yes, sir. 668 00:35:33,920 --> 00:35:35,520 There are bulk orders too. 669 00:35:35,600 --> 00:35:38,520 We use thermocol... We supply it 670 00:35:38,600 --> 00:35:41,000 - with the cold chain. - What is the shelf life of fresh goat cheese? 671 00:35:41,040 --> 00:35:43,080 Fresh goat cheese has a shelf life is 2 months. 672 00:35:43,320 --> 00:35:45,520 - In that case, you can also export it. - Yes, sir. 673 00:35:46,400 --> 00:35:48,320 Does it require specific packaging? 674 00:35:48,440 --> 00:35:50,520 Do you have to sell it in cold storage or not? 675 00:35:50,600 --> 00:35:53,640 - Supply! - No! We need to maintain the temperature. 676 00:35:53,800 --> 00:35:56,680 You are doing Rs. 7 lakhs per year in business. 677 00:35:56,760 --> 00:35:59,160 - Let's assume, you get Rs. 20 lakhs. - Yes. 678 00:35:59,320 --> 00:36:02,920 How far will this business go after investing Rs. 20 lakhs? 679 00:36:03,640 --> 00:36:07,840 We believe it will reach around Rs. 15 lakhs. 680 00:36:08,280 --> 00:36:10,200 Because without putting in too much effort, 681 00:36:10,320 --> 00:36:12,480 we are making Rs. 7 lakhs. 682 00:36:12,600 --> 00:36:15,280 If we properly enter the market, it can grow. 683 00:36:15,480 --> 00:36:18,480 You said you'll turn Rs. 7 lakhs into Rs. 15 lakhs. 684 00:36:18,640 --> 00:36:21,840 - Yes. - Eventually, let's assume we meet after five years. 685 00:36:22,000 --> 00:36:24,600 - Yes, sir. - How much revenue do you think you can make? 686 00:36:25,120 --> 00:36:26,920 Not next year, five years later. 687 00:36:27,280 --> 00:36:28,720 Revenue in the next five years? 688 00:36:28,800 --> 00:36:32,280 What do you wish for? How far do you want to go? 689 00:36:33,040 --> 00:36:34,040 How far do we want to go? 690 00:36:34,080 --> 00:36:36,040 We want to make it an international brand. 691 00:36:36,120 --> 00:36:38,560 How big do you think the business can get? 692 00:36:38,640 --> 00:36:40,800 We have a goal to reach there. 693 00:36:40,880 --> 00:36:42,640 What is the goal? Do you have something in mind? 694 00:36:42,680 --> 00:36:44,240 We have not thought about that. 695 00:36:46,120 --> 00:36:47,600 Arpan and Bhimshi, 696 00:36:47,680 --> 00:36:49,960 I think as everyone said, 697 00:36:50,240 --> 00:36:52,200 you two are truly inspiring individuals. 698 00:36:52,320 --> 00:36:54,000 What you've done, creating artisanal cheese 699 00:36:54,000 --> 00:36:55,040 in such a small village 700 00:36:55,120 --> 00:36:58,080 and how quickly you're naming cheese. It's impressive. 701 00:36:58,240 --> 00:36:59,840 Most people in urban cities also 702 00:36:59,960 --> 00:37:02,440 don't know the names of these cheeses. That is great. 703 00:37:02,520 --> 00:37:04,840 But I also think 704 00:37:04,960 --> 00:37:06,920 you don't have a strong hold on business. 705 00:37:08,400 --> 00:37:10,720 I think this is too early for me. 706 00:37:11,160 --> 00:37:12,960 You have not decided 707 00:37:13,040 --> 00:37:16,240 how big this will be and how to distribute it. 708 00:37:16,640 --> 00:37:20,840 I don't know how I will be able to help you at this stage. 709 00:37:22,760 --> 00:37:24,680 - So, I am out. - Thank you, sir. 710 00:37:25,720 --> 00:37:30,000 Your intention has inspired me. 711 00:37:30,720 --> 00:37:32,080 Your way of thinking is truly visionary. 712 00:37:32,120 --> 00:37:35,760 You started from a village, but you are going international. 713 00:37:35,880 --> 00:37:40,040 But your business has just started. 714 00:37:40,560 --> 00:37:44,440 And I might not be able to help you in this business. 715 00:37:45,240 --> 00:37:46,800 But you should keep at it. 716 00:37:47,120 --> 00:37:49,920 When this business 717 00:37:50,000 --> 00:37:52,280 is around Rs. 50 lakhs 718 00:37:52,440 --> 00:37:54,480 and you need help 719 00:37:55,080 --> 00:37:56,560 with export, 720 00:37:56,720 --> 00:37:58,440 that's when I'll be able to help you more. 721 00:37:58,560 --> 00:38:00,400 Therefore, I am out. 722 00:38:00,520 --> 00:38:01,600 Thank you, sir. 723 00:38:02,240 --> 00:38:03,920 From a small village, 724 00:38:04,520 --> 00:38:05,520 you are trying to make 725 00:38:05,600 --> 00:38:08,680 - the world's best product and not just in India. - Yes, sir. 726 00:38:08,800 --> 00:38:11,600 - I appreciate you a lot for that. - Thank you, sir. 727 00:38:11,720 --> 00:38:15,840 - You have been pursuing this for the last 3 years. - Yes, sir. 728 00:38:15,920 --> 00:38:19,640 And that's why I think you've seen low times. 729 00:38:19,840 --> 00:38:22,920 But I also believe you need to see that for the next 2.5 years 730 00:38:23,120 --> 00:38:24,800 to be able to decide 731 00:38:24,920 --> 00:38:28,120 whether you want to do that for the next 15 years. 732 00:38:28,280 --> 00:38:30,880 Because I believe 733 00:38:31,040 --> 00:38:33,760 you are passionate about your community. 734 00:38:34,200 --> 00:38:38,480 But I am not certain if you are passionate about your business. 735 00:38:38,720 --> 00:38:40,720 So, for that reason, I am out. 736 00:38:41,720 --> 00:38:42,560 It's a good mission. 737 00:38:42,640 --> 00:38:45,280 You should do well. I hope you do great. 738 00:38:45,440 --> 00:38:48,520 I think you shouldn't look for an investor now. 739 00:38:48,600 --> 00:38:50,600 You should make this better. 740 00:38:50,720 --> 00:38:53,120 How to make it better without an investor 741 00:38:53,480 --> 00:38:55,000 and how to sell your products more. 742 00:38:55,080 --> 00:38:56,800 If you take money from investors, 743 00:38:57,000 --> 00:39:00,200 there will be paperwork, too much work and exit clauses. 744 00:39:00,280 --> 00:39:03,240 You need more time to understand that. 745 00:39:03,320 --> 00:39:07,000 For that reason, I am out. 746 00:39:07,120 --> 00:39:08,160 - Thank you, sir. - Thanks. 747 00:39:08,480 --> 00:39:11,280 There is an invisible power in India. 748 00:39:11,480 --> 00:39:14,160 You told us two things. One is Namrata ma'am. 749 00:39:14,360 --> 00:39:16,120 Without any expectation, 750 00:39:16,200 --> 00:39:18,120 she doesn't want equity or anything in return. 751 00:39:18,200 --> 00:39:21,320 The way she has backed you, even to come to Rs. 7 lakhs, 752 00:39:21,400 --> 00:39:23,120 - is truly commendable. - It's amazing. 753 00:39:25,160 --> 00:39:27,680 The second thing you said was that to had to pitch to the women 754 00:39:27,760 --> 00:39:29,560 who are at home. 755 00:39:29,800 --> 00:39:31,880 We should appreciate them 756 00:39:32,040 --> 00:39:33,560 - on national television. - Good point. 757 00:39:33,680 --> 00:39:34,480 Right? 758 00:39:34,560 --> 00:39:36,040 Now, let's come to your business. 759 00:39:36,160 --> 00:39:38,320 I noticed one thing in manufacturing. 760 00:39:38,400 --> 00:39:41,120 - Small things like wearing gloves while working. - Yes. 761 00:39:41,440 --> 00:39:44,520 Hygiene is a crucial thing in food products. 762 00:39:44,680 --> 00:39:47,560 I asked about automation, videos, 763 00:39:47,800 --> 00:39:50,280 how it is made in the world and distribution. 764 00:39:50,360 --> 00:39:53,120 There are a lot of things you must learn. 765 00:39:53,360 --> 00:39:55,000 I will give you a challenge. 766 00:39:55,920 --> 00:39:59,200 I will give you Rs. 2 lakhs as a loan from my CSR fund. 767 00:40:00,120 --> 00:40:01,480 We will 768 00:40:01,880 --> 00:40:04,400 give you enough money for six months. 769 00:40:04,840 --> 00:40:08,440 If you can prove to me that the flat revenue of Rs. 7 lakhs 770 00:40:08,600 --> 00:40:09,840 for the past four years 771 00:40:10,000 --> 00:40:12,080 can be grown month-by-month 772 00:40:12,200 --> 00:40:16,000 and exit this year at Rs. 14-15 lakhs, 773 00:40:16,120 --> 00:40:20,000 then after successfully meeting that challenge, I will invest in you. 774 00:40:20,200 --> 00:40:21,640 Wow! Nice. 775 00:40:23,560 --> 00:40:24,560 What do you think? 776 00:40:26,280 --> 00:40:28,400 - We will do it, ma'am. - Do you accept the challenge? 777 00:40:28,920 --> 00:40:29,800 - We accept it. - Yes, ma'am. We accept. 778 00:40:29,920 --> 00:40:30,920 Superb! 779 00:40:31,600 --> 00:40:36,040 I will guide you once every two weeks on Zoom 780 00:40:36,560 --> 00:40:38,080 about distribution, 781 00:40:38,240 --> 00:40:40,400 marketplaces and manufacturing as we mentioned. 782 00:40:40,480 --> 00:40:42,720 Automation and what is going on in the world. 783 00:40:42,880 --> 00:40:44,880 But as an investor, I am out. 784 00:40:45,040 --> 00:40:46,840 - Okay. Thank you, ma'am and sir. - Thank you. 785 00:40:46,840 --> 00:40:47,840 Many congratulations. 786 00:40:47,880 --> 00:40:49,720 - All the very best. - All the best! Good luck. 787 00:41:00,000 --> 00:41:01,840 we will be able to grow. 788 00:41:01,920 --> 00:41:03,200 We will work towards it. 789 00:41:03,320 --> 00:41:05,680 [music playing] 790 00:41:07,720 --> 00:41:09,280 [music playing] 791 00:41:19,560 --> 00:41:23,400 It has been portrayed beautifully behind me 792 00:41:23,480 --> 00:41:25,240 on this Change Makers wall. 793 00:41:25,520 --> 00:41:27,840 In a changing environment, we are bringing a transformation 794 00:41:27,920 --> 00:41:30,880 through innovation and a forward-thinking mindset. 795 00:41:31,200 --> 00:41:34,160 And today's change makers are Arpan and Bhimshi. 796 00:41:34,240 --> 00:41:35,280 Welcome! 797 00:41:35,360 --> 00:41:36,920 You brought a change in your village 798 00:41:37,000 --> 00:41:40,160 and a cottage. 799 00:41:40,320 --> 00:41:44,200 How do people like me and viewers bring a change in their lives? 800 00:41:44,440 --> 00:41:46,320 There is a reason behind this. 801 00:41:46,440 --> 00:41:50,000 No work is small. 802 00:41:50,080 --> 00:41:51,640 If you dedicate yourself to your work, 803 00:41:51,720 --> 00:41:53,840 you will see improvements. 804 00:41:53,920 --> 00:41:56,080 So, don't think 805 00:41:56,240 --> 00:41:58,280 that you come from a small village 806 00:41:58,360 --> 00:42:00,120 so you won't be able to do it. 807 00:42:00,200 --> 00:42:02,840 If you work towards it, it will definitely work out. 808 00:42:02,960 --> 00:42:04,960 You learnt the skills 809 00:42:05,040 --> 00:42:06,920 and gained knowledge. 810 00:42:07,040 --> 00:42:09,680 You made a manufacturing unit. 811 00:42:09,800 --> 00:42:11,640 - That is also a change. - Yes, ma'am. 812 00:42:11,720 --> 00:42:13,560 How did you learn all that? 813 00:42:13,640 --> 00:42:16,200 You have to decide 814 00:42:16,360 --> 00:42:18,920 what you can do. 815 00:42:19,040 --> 00:42:21,960 And you learn how to do it gradually 816 00:42:22,120 --> 00:42:24,120 while working on it. 817 00:42:24,240 --> 00:42:26,840 You will automatically find a way 818 00:42:26,920 --> 00:42:28,840 and you will grow. 819 00:42:29,000 --> 00:42:33,320 Thank you so much. You had resources that you identified 820 00:42:33,400 --> 00:42:35,400 and capitalised it and started a business. 821 00:42:35,480 --> 00:42:37,640 All of us appreciate this change. 822 00:42:37,720 --> 00:42:40,760 Just like you, ACKO is also bringing a change in the society. 823 00:42:40,840 --> 00:42:43,120 ACKO, with its revolutionary offering, 824 00:42:43,200 --> 00:42:45,880 is changing its insurance landscape. 825 00:42:46,000 --> 00:42:48,160 Zero waiting period in health insurance. 826 00:42:48,240 --> 00:42:51,960 It means that if you meet all the specified health conditions, 827 00:42:52,040 --> 00:42:54,800 your coverage will begin from the first day of the policy. 828 00:42:55,000 --> 00:42:58,200 And you can claim it without any standard waiting period. 829 00:42:58,400 --> 00:43:00,320 Because of this change, 830 00:43:00,680 --> 00:43:02,000 ACKO welcomes you. 831 00:43:02,080 --> 00:43:04,840 I know that only women have given you something in your life. 832 00:43:05,080 --> 00:43:06,600 So, I am also one of them. 833 00:43:06,680 --> 00:43:08,840 A small special gift 834 00:43:09,600 --> 00:43:11,040 from Shark Tank and ACKO. 835 00:43:12,440 --> 00:43:13,520 [camera shutter clicks] 836 00:43:39,360 --> 00:43:41,560 [theme music playing] 837 00:43:53,600 --> 00:43:54,600 Hello! 838 00:43:58,760 --> 00:44:00,280 For children who love music 839 00:44:00,400 --> 00:44:03,320 and who were not getting the right music guidance, 840 00:44:03,480 --> 00:44:07,360 I started Music Pandit for them. 841 00:44:08,440 --> 00:44:11,640 Music Pandit is an online school 842 00:44:16,520 --> 00:44:18,520 we teach music to children 843 00:44:18,640 --> 00:44:19,960 who are 6-14 years old. 844 00:44:20,040 --> 00:44:23,080 We make their musical foundation strong. 845 00:44:23,280 --> 00:44:27,040 Sharks, we all know that music shapes a child's 846 00:44:27,160 --> 00:44:29,160 character and confidence. 847 00:44:29,520 --> 00:44:30,400 That's why we have taught 848 00:44:30,520 --> 00:44:35,840 more than 700 children 849 00:44:36,080 --> 00:44:37,360 all over India 850 00:44:37,440 --> 00:44:39,520 and 15 other countries. 851 00:44:43,760 --> 00:44:45,960 reaches every child in the world 852 00:44:46,200 --> 00:44:48,960 and that their relationship with music never breaks. 853 00:44:49,160 --> 00:44:52,200 For that, our ask is 854 00:44:52,600 --> 00:44:55,000 Rs. 50 lakhs for 1% equity. 855 00:45:00,400 --> 00:45:02,960 let my performance convince you. 856 00:45:03,560 --> 00:45:05,080 Sure! Bring it on. 857 00:45:05,480 --> 00:45:06,640 Come on in. 858 00:45:07,960 --> 00:45:10,720 - Oh, wow! Oh my God! - Oh! 859 00:45:11,800 --> 00:45:14,280 - So sweet. - Look at those little ones. 860 00:45:14,600 --> 00:45:16,560 - Hi! - Welcome! 861 00:45:16,640 --> 00:45:17,560 Hello! 862 00:45:17,640 --> 00:45:19,080 Wow! So many of them. 863 00:45:19,200 --> 00:45:20,800 - How are you? - Hello! 864 00:45:21,040 --> 00:45:21,880 Oh my God, 865 00:45:21,960 --> 00:45:24,320 - the flying kiss. - Hi, little ones. 866 00:45:25,560 --> 00:45:27,080 So, kids! Ready? 867 00:45:28,640 --> 00:45:29,840 All right! 868 00:45:30,920 --> 00:45:32,840 [music playing] 869 00:45:34,200 --> 00:45:35,720 - Nice! - Yeah! 870 00:45:39,800 --> 00:45:40,920 - Let's go! - Let's go! [all] 871 00:45:41,880 --> 00:45:44,200 [singing] 872 00:45:47,240 --> 00:45:49,880 [singing] 873 00:46:02,880 --> 00:46:03,880 Yeah! 874 00:46:46,480 --> 00:46:47,800 [singing] 875 00:46:49,200 --> 00:46:51,560 - Wow! Fantastic! - Well done. 876 00:46:51,640 --> 00:46:53,640 - Thank you, guys. Great job! - Well done, kids. 877 00:46:53,760 --> 00:46:56,840 - Thank you! Amazing! - You deserve a standing ovation from the Sharks. 878 00:47:02,800 --> 00:47:04,560 - Thank you! - Tell me something. 879 00:47:04,800 --> 00:47:06,600 I saw everybody, they were singing. 880 00:47:07,280 --> 00:47:10,440 You were doing all this. 881 00:47:10,520 --> 00:47:12,080 - I love it! What was going on? - He was really enjoying it. 882 00:47:12,080 --> 00:47:13,160 You couldn't help yourself. 883 00:47:13,200 --> 00:47:14,360 You were enjoying yourself. 884 00:47:14,440 --> 00:47:16,200 - All of you. - All of you look so happy. 885 00:47:16,280 --> 00:47:17,920 Have fun. Bye! 886 00:47:18,080 --> 00:47:20,080 - Enjoy! - See you. Bye, guys! 887 00:47:25,560 --> 00:47:28,600 - You started off really well, Serah. - Thank you. 888 00:47:28,800 --> 00:47:30,800 And this performance made our day. 889 00:47:30,880 --> 00:47:32,080 - Good! Thank you! - Thank you! 890 00:47:32,160 --> 00:47:33,360 Let's know more about you. 891 00:47:33,440 --> 00:47:36,360 - You said you are from Kerala. - Yes. 892 00:47:36,560 --> 00:47:39,760 Is that where you got your schooling and education from? 893 00:47:39,840 --> 00:47:42,320 Yes. I am a product of boarding school, actually. 894 00:47:42,400 --> 00:47:44,280 I was in Ooty for 5-6 years. 895 00:47:44,360 --> 00:47:46,960 After that, I went to Bengaluru for engineering. 896 00:47:47,040 --> 00:47:48,400 Then I did my MBA. 897 00:47:48,640 --> 00:47:51,920 I always knew that I wanted to pursue music. 898 00:47:52,240 --> 00:47:55,480 That was the point where I started looking for opportunities in music 899 00:47:55,640 --> 00:47:57,960 and worked with a music company. 900 00:47:58,120 --> 00:48:00,040 Which music company? What was your role? 901 00:48:00,200 --> 00:48:01,040 Furtados. 902 00:48:01,120 --> 00:48:02,640 - Oh! - Oh, yeah! - Of course! 903 00:48:02,760 --> 00:48:04,600 After that, I started 904 00:48:04,680 --> 00:48:07,680 an offline school called BlueTimbre 905 00:48:07,800 --> 00:48:10,280 - in Bengaluru. Then, COVID hit us. - Okay. 906 00:48:10,360 --> 00:48:11,640 Just before COVID, 907 00:48:11,760 --> 00:48:14,560 - we had planned to go online. - I see. 908 00:48:14,760 --> 00:48:18,160 We had started pre-recorded classes for adults. 909 00:48:18,240 --> 00:48:19,360 After that, 910 00:48:19,440 --> 00:48:21,480 we entered the children's world. 911 00:48:21,560 --> 00:48:23,360 That's when we found Music Pandit. 912 00:48:23,640 --> 00:48:25,120 We shut down 913 00:48:25,240 --> 00:48:26,960 the offline school entirely. 914 00:48:27,040 --> 00:48:29,560 We registered the company in 2021. 915 00:48:37,720 --> 00:48:38,960 We have seven subjects. 916 00:48:39,080 --> 00:48:42,360 Three of those are singing. Western vocals, 917 00:48:56,440 --> 00:48:59,360 Teaching music online is the most challenging thing ever. 918 00:48:59,360 --> 00:49:00,360 That's a myth. 919 00:49:01,560 --> 00:49:03,160 Okay? I'll explain why. 920 00:49:03,480 --> 00:49:06,080 - Imagine you've sent your child to a music class. - Yeah. 921 00:49:06,200 --> 00:49:07,360 They're learning guitar. 922 00:49:07,440 --> 00:49:09,440 Perhaps you want their teacher to correct their posture. 923 00:49:09,440 --> 00:49:12,960 But do you really want somebody to touch your child to explain it? 924 00:49:13,080 --> 00:49:16,480 - It's a music class. - You don't want to. 925 00:49:16,560 --> 00:49:19,160 It's a profession. You have to do it. 926 00:49:19,320 --> 00:49:21,120 Even the hairdresser is doing his job. 927 00:49:21,200 --> 00:49:23,680 We won't ask him to cut without touching it. 928 00:49:24,120 --> 00:49:25,840 See. We believe 929 00:49:25,960 --> 00:49:29,920 the posture or anything based on instruments 930 00:49:30,080 --> 00:49:32,240 can be resolved easily 931 00:49:32,440 --> 00:49:34,360 with the right instructions. 932 00:49:34,960 --> 00:49:36,040 Moreover, 933 00:49:36,120 --> 00:49:37,720 when we do a group class 934 00:49:37,840 --> 00:49:39,120 with multiple students, 935 00:49:39,240 --> 00:49:41,160 they do things together 936 00:49:41,600 --> 00:49:42,760 worldwide. 937 00:49:42,840 --> 00:49:45,920 The excitement and energy in the classroom 938 00:49:46,400 --> 00:49:48,160 is where the human touch lies. 939 00:49:48,600 --> 00:49:50,320 Many companies 940 00:49:50,400 --> 00:49:51,520 teach music online. 941 00:49:51,600 --> 00:49:53,240 But they do it one-on-one 942 00:49:53,760 --> 00:49:55,120 because they've not figured out 943 00:49:55,200 --> 00:49:57,240 how to run it with one to several students. 944 00:49:57,320 --> 00:49:57,960 I see. 945 00:49:58,040 --> 00:50:00,120 That is something we do differently. 946 00:50:05,840 --> 00:50:08,200 None of these kids have met each other before. 947 00:50:08,400 --> 00:50:09,400 Never? 948 00:50:09,480 --> 00:50:11,800 - Wow! - They seamlessly integrated together. 949 00:50:12,000 --> 00:50:14,000 We've practised for one week 950 00:50:14,480 --> 00:50:16,160 - online. - Great! 951 00:50:16,280 --> 00:50:18,360 But they must be together in the digital class. 952 00:50:18,600 --> 00:50:19,400 No. 953 00:50:19,480 --> 00:50:21,120 They're from different batches. 954 00:50:22,040 --> 00:50:25,120 - If this is your result in a week, - Yes. 955 00:50:25,800 --> 00:50:28,320 It's too good. In no way could we tell 956 00:50:28,400 --> 00:50:32,440 - that they've not practised together. - Exactly! 957 00:50:32,520 --> 00:50:33,960 Our pedagogy works. 958 00:50:34,080 --> 00:50:35,200 What do you mean by pedagogy? 959 00:50:35,200 --> 00:50:37,600 Pedagogy is the way of teaching. 960 00:50:37,680 --> 00:50:38,680 For example, 961 00:50:38,760 --> 00:50:40,240 when we start with young children... 962 00:50:40,360 --> 00:50:42,280 Suppose the kids are five years old. 963 00:50:42,360 --> 00:50:43,360 They can't read. 964 00:50:43,520 --> 00:50:45,520 So, we can't use lyrics. 965 00:50:45,640 --> 00:50:47,160 We have to use visual aids. 966 00:50:47,360 --> 00:50:50,120 We also can't teach them the technical terms. 967 00:50:50,240 --> 00:50:52,720 So, we start with simple terms 968 00:50:52,800 --> 00:50:55,320 and lots of fun, games, and songs. 969 00:50:55,960 --> 00:50:58,400 Why don't you think about a hybrid model? 970 00:50:58,480 --> 00:51:00,320 The classes can be online, 971 00:51:00,400 --> 00:51:02,080 but once a quarter, 972 00:51:02,240 --> 00:51:05,160 there can be offline touchpoints. 973 00:51:05,480 --> 00:51:08,600 So, music classes will continue to be online. 974 00:51:08,880 --> 00:51:11,800 But our performance is where 975 00:51:12,280 --> 00:51:14,800 the kids get the live experience. 976 00:51:14,880 --> 00:51:15,600 - Hmm. - Right? 977 00:51:15,680 --> 00:51:18,960 We've started performing in Bengaluru. 978 00:51:19,160 --> 00:51:23,400 We organised a recital last week at a piano festival. 979 00:51:23,600 --> 00:51:26,320 We gave them exposure and held a workshop. 980 00:51:26,480 --> 00:51:29,040 They performed in front of a live audience. 981 00:51:29,440 --> 00:51:31,080 Are these classes all year round? 982 00:51:31,200 --> 00:51:33,560 You can complete one level in six months, 983 00:51:40,160 --> 00:51:42,080 45 minutes per class, 984 00:51:42,160 --> 00:51:43,400 two classes a week. 985 00:51:44,720 --> 00:51:46,480 Let's check the beginner curriculum. 986 00:51:46,560 --> 00:51:48,960 Can you double-click and explain 987 00:51:52,000 --> 00:51:53,800 What skill level do they achieve? 988 00:51:53,960 --> 00:51:56,720 The kids join at a beginner level. 989 00:51:56,920 --> 00:51:59,720 Usually, around six to eight years. 990 00:52:11,200 --> 00:52:12,880 and specific technical aspects. 991 00:52:12,960 --> 00:52:14,640 We teach that. 992 00:52:14,800 --> 00:52:17,440 But the songs we use can be different. 993 00:52:17,600 --> 00:52:20,000 - Got it! Then... - So, we prepare 994 00:52:20,080 --> 00:52:22,360 our students for these exams, too. 995 00:52:22,480 --> 00:52:24,120 So, you don't give the certification. 996 00:52:24,240 --> 00:52:26,200 - We have our certificate. - I see. 997 00:52:26,280 --> 00:52:28,800 - But we're not accredited yet. - Okay. 998 00:52:28,960 --> 00:52:30,400 The process is going on. 999 00:52:30,480 --> 00:52:31,880 Who gives you the accreditation? 1000 00:52:32,040 --> 00:52:33,120 The government, maybe. 1001 00:52:33,240 --> 00:52:34,480 Not the government of India. 1002 00:52:34,560 --> 00:52:36,680 We're in talks with 1003 00:52:42,880 --> 00:52:45,360 Are these parents seeking a hobby, 1004 00:52:45,480 --> 00:52:49,680 or do they have a bigger dream of turning them into a star? 1005 00:52:49,880 --> 00:52:52,360 I think 70 per cent of parents 1006 00:52:52,840 --> 00:52:56,200 do it because their child likes music. 1007 00:52:58,160 --> 00:53:00,760 How is Music Pandit discovered? 1008 00:53:00,880 --> 00:53:02,560 We're posting ads online 1009 00:53:02,640 --> 00:53:05,920 in Meta and Google. We're also investing 1010 00:53:06,120 --> 00:53:07,320 in SEO. 1011 00:53:11,920 --> 00:53:13,120 It's all through the website. 1012 00:53:43,000 --> 00:53:46,480 Our beginner course is for Rs 26,500 1013 00:53:46,560 --> 00:53:47,720 for six months. 1014 00:53:47,800 --> 00:53:51,080 - What is your renewal rate? - 75 per cent. - Oh, wow! 1015 00:53:51,240 --> 00:53:53,120 - Fantastic! - That's considerably high. 1016 00:53:55,040 --> 00:53:57,000 You started operations in 2022. 1017 00:53:57,080 --> 00:53:59,240 - Correct. - But you began classes in 2023. 1018 00:53:59,440 --> 00:54:00,640 What did you do for a year? 1019 00:54:00,720 --> 00:54:04,160 We were hiring the key personnel by the second half of 2022, like 1020 00:54:04,240 --> 00:54:06,320 - the principal, vice principal... - Oh, wow! 1021 00:54:06,480 --> 00:54:07,760 We have 16 teachers. 1022 00:54:07,920 --> 00:54:10,320 We have the admissions office and the student administration. 1023 00:54:10,960 --> 00:54:12,720 - It's a proper school. - Seriously? 1024 00:54:12,840 --> 00:54:14,640 - Yes. - How much have you invested? 1025 00:54:14,720 --> 00:54:17,000 Until now, Rs 4.5 crores. 1026 00:54:18,680 --> 00:54:21,280 Did you raise this capital from a third party, or is it your money? 1027 00:54:21,280 --> 00:54:22,760 My family raised it. 1028 00:54:22,840 --> 00:54:25,640 By family, I mean my father, my uncle and my cousin. 1029 00:54:25,760 --> 00:54:27,640 How much did they invest? 1030 00:54:27,720 --> 00:54:28,880 All of the money is theirs. 1031 00:54:28,960 --> 00:54:31,400 You've invested that so far. You might have more in the bank. 1032 00:54:32,120 --> 00:54:33,440 We have Rs 35 lakhs. 1033 00:54:33,520 --> 00:54:34,960 Okay. So, you're almost out of money. 1034 00:54:35,080 --> 00:54:36,080 Yes. 1035 00:54:36,120 --> 00:54:37,000 Will they invest more? 1036 00:54:37,080 --> 00:54:40,600 No. We're already raising money from two other investors. 1037 00:54:41,560 --> 00:54:43,000 We're raising Rs 2 crores 1038 00:54:43,200 --> 00:54:45,040 at Rs 30 crores valuation. 1039 00:55:11,680 --> 00:55:13,440 According to my calculations, 1040 00:55:13,520 --> 00:55:16,120 you have around 250 active students 1041 00:55:16,640 --> 00:55:17,640 monthly. 1042 00:55:17,960 --> 00:55:19,120 No. 1043 00:55:19,400 --> 00:55:20,600 It's 500 plus. 1044 00:55:20,720 --> 00:55:21,720 That's impossible. 1045 00:55:21,760 --> 00:55:25,080 - If your total revenue was Rs 19 lakhs last month, - Yes. 1046 00:55:25,280 --> 00:55:27,040 The new students 1047 00:55:27,920 --> 00:55:32,000 contribute around Rs 10 lakhs. 1048 00:55:32,520 --> 00:55:34,600 Rs 9 lakhs are left. 1049 00:55:34,720 --> 00:55:38,080 - You're taking Rs 26,000 for six months. Right? - Yes. 1050 00:55:41,760 --> 00:55:43,840 Rs 20 lakhs divided by Rs 4000 is 500. 1051 00:55:44,880 --> 00:55:48,680 Half of that is revenue of six months taken in one month. 1052 00:55:49,320 --> 00:55:51,240 So, your calculations aren't adding up. 1053 00:55:51,600 --> 00:55:55,440 Some students may have enrolled at lower fees. 1054 00:55:55,680 --> 00:55:58,720 The initial students were given discounts. 1055 00:55:58,880 --> 00:56:01,160 - How much is that? - The lowest would be 1056 00:56:01,360 --> 00:56:03,280 around Rs 21,000. 1057 00:56:03,960 --> 00:56:05,520 The maths isn't adding up, Serah. 1058 00:56:06,080 --> 00:56:09,320 Your loss will go above Rs 10 lakhs 1059 00:56:09,880 --> 00:56:11,360 once you recast this. 1060 00:56:12,680 --> 00:56:13,840 Serah, tell me one thing. 1061 00:56:18,560 --> 00:56:21,240 Then, why didn't you hire an accountant? 1062 00:56:21,440 --> 00:56:22,680 [laughing] 1063 00:56:22,880 --> 00:56:23,760 We have an accountant. 1064 00:56:23,840 --> 00:56:27,280 Then, isn't your accountant telling you the monthly MIS? 1065 00:56:31,840 --> 00:56:34,600 No. We've not done the accounting in this manner. 1066 00:56:34,720 --> 00:56:37,520 We've not divided it over six months. 1067 00:56:37,720 --> 00:56:39,600 We didn't do that. 1068 00:56:40,360 --> 00:56:42,400 Okay, Serah. Music and reading 1069 00:56:42,760 --> 00:56:46,080 are two pillars of development that we are 1070 00:56:46,280 --> 00:56:48,280 banking on as a family for our children. 1071 00:56:48,360 --> 00:56:50,200 So, I'm glad 1072 00:56:50,480 --> 00:56:53,440 you converted your passion into a business. 1073 00:56:53,680 --> 00:56:56,920 You have 700 students today. Perhaps in the future, you will inspire 1074 00:56:57,240 --> 00:56:59,280 thousands of children with music. 1075 00:56:59,520 --> 00:57:02,120 But there is no product-market fit in your business right now. 1076 00:57:03,760 --> 00:57:06,200 Part of its reason 1077 00:57:06,280 --> 00:57:08,520 is you've not built the business under constraints. 1078 00:57:08,720 --> 00:57:09,760 You built it in abundance. 1079 00:57:10,280 --> 00:57:13,200 You turned this business into a white elephant. 1080 00:57:14,080 --> 00:57:17,600 You've gathered several people who are also expensive. 1081 00:57:17,720 --> 00:57:19,400 There is less scrappiness in your business. 1082 00:57:19,600 --> 00:57:21,520 Everything was made in the platinum grade. 1083 00:57:22,120 --> 00:57:25,400 That is why the discipline on cost 1084 00:57:25,600 --> 00:57:27,840 and ensuring faster growth 1085 00:57:27,920 --> 00:57:31,280 to get revenue that pays for future growth is absent. 1086 00:57:33,040 --> 00:57:34,320 For these reasons, I'm out. 1087 00:57:35,840 --> 00:57:37,480 You don't need a principal for this. 1088 00:57:38,960 --> 00:57:41,840 Neither do you need a vice principal. 1089 00:57:42,120 --> 00:57:43,840 You may need it in the future, but not now. 1090 00:57:44,160 --> 00:57:46,920 Secondly, it's okay for beginners. 1091 00:57:47,000 --> 00:57:48,000 However, 1092 00:57:48,920 --> 00:57:51,160 everyone will want a professional school later. 1093 00:57:56,160 --> 00:57:58,760 Two points are important for me. 1094 00:57:58,960 --> 00:58:00,560 Firstly, there is no accreditation. 1095 00:58:00,960 --> 00:58:03,720 Right? All the parents in India 1096 00:58:03,960 --> 00:58:06,400 want some resume-building and certification 1097 00:58:06,480 --> 00:58:07,680 for their children. 1098 00:58:07,800 --> 00:58:11,360 They want both your and Trinity's certificates. 1099 00:58:11,440 --> 00:58:14,360 Secondly, it's not only about the outcome 1100 00:58:14,520 --> 00:58:15,800 but also the experience. 1101 00:58:15,920 --> 00:58:19,160 So, structuring the offline element 1102 00:58:19,320 --> 00:58:22,920 is important for me, and it's missing. 1103 00:58:23,160 --> 00:58:24,720 I am out because of that. 1104 00:58:26,200 --> 00:58:29,120 My concern is the reward for the risk. 1105 00:58:29,240 --> 00:58:33,880 You're trying to set up a school. It's a school versus 1106 00:58:34,080 --> 00:58:37,160 focusing on making children good at music. 1107 00:58:37,680 --> 00:58:40,800 The reward for the risk will not be enough at this price. 1108 00:58:41,200 --> 00:58:42,960 I am out because of that. 1109 00:58:43,680 --> 00:58:45,120 I wish you all the best. 1110 00:58:45,200 --> 00:58:48,360 - I hope you do great and Music Pandit prospers. - Thank you. 1111 00:58:51,040 --> 00:58:52,160 Anupam, please 1112 00:58:52,240 --> 00:58:53,680 come on board. 1113 00:58:53,920 --> 00:58:56,840 Your family has lost Rs 4 crores. 1114 00:58:58,400 --> 00:58:59,840 You want me to lose my money. 1115 00:59:01,200 --> 00:59:02,200 You won't. 1116 00:59:02,320 --> 00:59:03,880 I will, Serah. 1117 00:59:05,120 --> 00:59:07,840 Nowadays, in startups, 1118 00:59:08,280 --> 00:59:11,520 there is a thought 1119 00:59:11,960 --> 00:59:14,600 of proofing the concept when you start something. 1120 00:59:15,120 --> 00:59:16,120 You study the market. 1121 00:59:16,200 --> 00:59:18,120 You study people who have been there before. 1122 00:59:18,240 --> 00:59:19,920 If you had focused on that, 1123 00:59:20,240 --> 00:59:21,600 you would have realised 1124 00:59:21,880 --> 00:59:24,120 that this industry 1125 00:59:24,400 --> 00:59:26,680 doesn't seem to have many great opportunities. 1126 00:59:27,680 --> 00:59:29,560 Many people have tried it 1127 00:59:29,960 --> 00:59:31,600 and have failed terribly. 1128 00:59:32,680 --> 00:59:34,320 The conversion is 0.2 per cent. 1129 00:59:34,400 --> 00:59:36,720 The funnel is so weak 1130 00:59:37,280 --> 00:59:39,160 that its LTV to CAC ratio will never suffice. 1131 00:59:45,640 --> 00:59:48,200 If you want to give it a shot and go through it 1132 00:59:48,280 --> 00:59:51,800 use the money you have 1133 00:59:51,960 --> 00:59:53,040 and do it yourself. 1134 00:59:53,160 --> 00:59:54,680 Get rid of that entire team. 1135 00:59:54,880 --> 00:59:56,400 Try it for a few months. 1136 00:59:56,560 --> 00:59:58,080 See what to do if it works out. 1137 00:59:58,160 --> 00:59:59,560 Most likely, it won't work out. 1138 00:59:59,600 --> 01:00:01,080 You'll have to think of something else. 1139 01:00:01,080 --> 01:00:02,040 Save your money. 1140 01:00:02,120 --> 01:00:04,280 Get out of this business. Good luck. 1141 01:00:04,560 --> 01:00:05,800 - I'm out. - Thank you, Anupam. 1142 01:00:06,120 --> 01:00:07,480 - Thank you. - All the best, Serah. 1143 01:00:07,720 --> 01:00:09,920 Thank you. Wish you the best. 1144 01:00:10,480 --> 01:00:14,640 Until now, we've taught 1145 01:00:14,720 --> 01:00:16,760 more than 700 students. 1146 01:00:16,960 --> 01:00:20,640 We also have a 75 per cent retention rate. 1147 01:00:20,840 --> 01:00:22,920 So, there is some proof. 1148 01:00:23,200 --> 01:00:26,040 In the future, 1149 01:00:26,440 --> 01:00:27,920 we want to grow bigger. 1150 01:00:28,000 --> 01:00:31,280 We plan to enrol around 2000 to 3000 students 1151 01:00:31,400 --> 01:00:32,400 in a year. 1152 01:00:32,440 --> 01:00:36,280 If we can retain 75 per cent or more, 1153 01:00:36,680 --> 01:00:38,880 that will be concrete evidence. 1154 01:00:39,360 --> 01:00:40,840 So, I'm looking forward to that. 1155 01:00:41,480 --> 01:00:44,280 So, are you binge-watching all our pitches? 1156 01:00:53,840 --> 01:00:56,640 Luckily, I can order anything from Swiggy Instamart. 1157 01:00:57,000 --> 01:00:58,720 Let's see. I'm a little hungry. 1158 01:00:58,960 --> 01:01:00,600 Erm, oats! 1159 01:01:02,160 --> 01:01:03,440 Fruits! 1160 01:01:04,360 --> 01:01:07,480 Something snacky, so I need a cup of noodles. 1161 01:01:08,680 --> 01:01:12,600 My makeup artist told me that my lips are chapped. So, a lip balm. 1162 01:01:12,920 --> 01:01:14,680 And the order was placed! 1163 01:01:15,280 --> 01:01:16,120 Simple! 1164 01:01:16,200 --> 01:01:18,080 It will be here in ten minutes. 1165 01:01:18,160 --> 01:01:20,160 It will be here in as much time as it will take me 1166 01:01:20,280 --> 01:01:23,360 to watch my pitch. Go on Swiggy Instamart and order now. Bye. 1167 01:01:24,600 --> 01:01:26,360 You're also playing the guessing game 1168 01:01:31,600 --> 01:01:33,720 So, let me tell you about a real deal. 1169 01:01:34,000 --> 01:01:37,240 Visit the Lenskart app or lenskart.com 1170 01:01:37,320 --> 01:01:40,560 and participate in the Offer or No Offer contest. 1171 01:01:50,480 --> 01:01:51,800 give me some commissions. 1172 01:01:56,040 --> 01:01:57,880 Hello. Welcome to Ask the Shark. 1173 01:02:05,560 --> 01:02:07,480 He pulls everyone's legs, 1174 01:02:07,560 --> 01:02:10,880 meddles and jokes around. But he has all the knowledge. 1175 01:02:11,000 --> 01:02:12,160 Anupam, that is you, 1176 01:02:12,240 --> 01:02:13,840 the CEO and founder of People Group. 1177 01:02:14,160 --> 01:02:16,960 I don't understand if you're praising me 1178 01:02:17,080 --> 01:02:19,400 - or mocking me. - You will never know. 1179 01:02:19,840 --> 01:02:20,960 That's the problem. 1180 01:02:21,040 --> 01:02:22,720 Okay. You're with us today. 1181 01:02:22,800 --> 01:02:25,880 Many people have sent questions to you. 1182 01:02:26,120 --> 01:02:28,560 - Okay. - Shubam Iyer has asked this question. 1183 01:02:28,640 --> 01:02:29,200 He's very young. 1184 01:02:29,280 --> 01:02:30,880 He's a 23-year-old lad from Mangaluru. 1185 01:02:46,240 --> 01:02:48,480 - I mean, things are changing at such a fast pace! - Yes. 1186 01:02:48,600 --> 01:02:52,640 But let me tell you in detail about this. 1187 01:02:52,800 --> 01:02:54,560 When we started our business, 1188 01:02:54,680 --> 01:02:58,800 all of the companies I built 1189 01:03:07,240 --> 01:03:08,680 That has reversed today. 1190 01:03:08,880 --> 01:03:12,480 Today, 70 to 80 per cent of it is from SEM or paid advertising. 1191 01:03:12,600 --> 01:03:15,240 So, the importance 1192 01:03:15,560 --> 01:03:20,000 of SEO or organic results has decreased considerably. 1193 01:03:20,320 --> 01:03:21,520 Having said that, 1194 01:03:21,920 --> 01:03:23,360 when you start a new business, 1195 01:03:23,440 --> 01:03:25,600 SEO is free. 1196 01:03:25,840 --> 01:03:27,640 If you're starting from scratch, 1197 01:03:27,720 --> 01:03:30,000 a few clicks will also benefit you. 1198 01:03:30,200 --> 01:03:32,120 So, one should definitely do it 1199 01:03:32,200 --> 01:03:33,800 because it is a hygiene item.