1 00:00:22,640 --> 00:00:24,280 [music playing] 2 00:00:37,160 --> 00:00:38,800 [music concludes] 3 00:00:40,280 --> 00:00:41,320 [theme music playing] 4 00:00:41,480 --> 00:00:43,520 - Anupam, this cushion is better than the other one. - I know. 5 00:00:43,560 --> 00:00:44,480 This is from Trajectory, guys. 6 00:00:44,560 --> 00:00:46,720 Once they leave, take the cushions. 7 00:00:46,800 --> 00:00:48,240 - Permanent. - I guess we'll have to. 8 00:00:48,440 --> 00:00:50,400 Actually, this cushion is pretty nice. 9 00:01:09,360 --> 00:01:11,360 [theme music concludes] 10 00:01:12,920 --> 00:01:13,760 Greetings, Sharks. 11 00:01:13,840 --> 00:01:14,680 - Greetings. - Greetings. 12 00:01:14,760 --> 00:01:16,800 By God's grace, you have everything. 13 00:01:17,000 --> 00:01:19,160 Money, fame and dignity. 14 00:01:20,240 --> 00:01:21,880 What you don't have is comfort. 15 00:01:23,680 --> 00:01:24,960 Where do you get comfort? 16 00:01:25,080 --> 00:01:28,880 Hey! I guess you didn't read today's newspaper! 17 00:01:29,480 --> 00:01:33,840 With Trajectory, everyone will get comfort with ease! 18 00:01:34,480 --> 00:01:35,360 Lovely. 19 00:01:35,440 --> 00:01:37,560 Trajectory is a lifestyle brand 20 00:01:37,680 --> 00:01:41,680 whose comfort products make your life better. 21 00:01:44,280 --> 00:01:46,320 Sharks, do you like to travel 22 00:01:46,400 --> 00:01:48,840 but because of not getting enough sleep, 23 00:01:49,280 --> 00:01:51,840 you end up spending more time being lethargic 24 00:01:51,920 --> 00:01:53,600 than enjoying yourself? 25 00:01:53,840 --> 00:01:54,680 Worry not. 26 00:01:54,760 --> 00:01:56,920 Use Trajectory's neck pillows 27 00:01:57,000 --> 00:01:59,160 and focus on your family trips 28 00:01:59,360 --> 00:02:00,400 - with ease! - With ease! 29 00:02:01,360 --> 00:02:04,960 Sharks, do you want to invest in the next unicorn? 30 00:02:07,600 --> 00:02:09,960 But is sitting on those seats for hours 31 00:02:10,040 --> 00:02:13,320 shifting your focus to body pain rather than the pitch? 32 00:02:15,080 --> 00:02:17,560 Then use Trajectory's chair cushions 33 00:02:41,160 --> 00:02:45,200 Normally, comfort products are either functional or aesthetic, 34 00:02:45,320 --> 00:02:48,160 and if they're both, then they cost you a bomb! 35 00:02:48,600 --> 00:02:52,320 But Trajectory goes easy even on your pockets. 36 00:02:52,680 --> 00:02:56,920 It took us five years to master comfort and build Trajectory 37 00:02:57,000 --> 00:03:01,480 and today, we're present on all major platforms and at airports. 38 00:03:05,560 --> 00:03:08,960 that comfort is necessary to find their trajectory. 39 00:03:09,160 --> 00:03:13,240 But to take this comfort across India with ease, 40 00:03:13,360 --> 00:03:15,560 we need your help, Sharks. 41 00:03:16,400 --> 00:03:18,840 This is why two terrific boys from Delhi, 42 00:03:19,360 --> 00:03:20,560 I, Raghav Mahajan... 43 00:03:27,360 --> 00:03:30,400 And until we close this deal, 44 00:03:30,600 --> 00:03:33,560 use Trajectory's comfort products 45 00:03:33,640 --> 00:03:36,080 - and decide with ease. - With ease! 46 00:03:38,440 --> 00:03:39,480 Raghav! Himanshu! 47 00:03:39,560 --> 00:03:42,440 Welcome to Shark Tank India Season 4. 48 00:03:42,520 --> 00:03:43,760 - Yes, sir. - Thank you, Anupam. 49 00:03:46,400 --> 00:03:48,480 Absolutely, sir. Then we'll make the pitch with ease. 50 00:03:48,600 --> 00:03:50,480 Can I give you my first reaction? 51 00:03:50,720 --> 00:03:51,560 Yes, sir. 52 00:03:51,720 --> 00:03:53,240 You might feel bad. 53 00:03:54,640 --> 00:03:55,760 We'll take it with ease. 54 00:03:57,400 --> 00:04:00,840 What have you brought and why are you here on Shark Tank? 55 00:04:02,200 --> 00:04:03,800 These are such commoditised products. 56 00:04:03,880 --> 00:04:07,240 You get them everywhere. At the airport and even online. 57 00:04:18,600 --> 00:04:20,480 Sir, firstly, you mentioned airports. 58 00:04:20,560 --> 00:04:21,840 Only we are present at airports. 59 00:04:29,880 --> 00:04:33,520 But am I wearing a Trajectory neck cushion? 60 00:04:33,600 --> 00:04:35,000 No one would know that. 61 00:04:36,200 --> 00:04:37,600 Number one, this isn't a shirt or pants 62 00:04:37,600 --> 00:04:39,320 where you have manufacturers in every alley. 63 00:04:39,560 --> 00:04:41,960 The industry has specific manufacturers only. 64 00:04:42,080 --> 00:04:43,960 Now coming to most of the brands, 65 00:04:44,040 --> 00:04:45,800 we manufacture products for them. 66 00:04:51,760 --> 00:04:55,040 We believe that Red Bull does sell a good energy drink 67 00:04:55,320 --> 00:04:58,600 but they focus on energy rather than the drink. 68 00:04:59,440 --> 00:05:01,280 Similarly, Trajectory focuses 69 00:05:01,360 --> 00:05:03,160 on giving you superior comfort products 70 00:05:03,240 --> 00:05:06,160 but we want you to focus on all that during your journey 71 00:05:06,240 --> 00:05:07,280 rather than the discomfort. 72 00:05:07,280 --> 00:05:09,680 We wish to take this message to all of India. 73 00:05:09,800 --> 00:05:12,760 And that is where we feel Trajectory is more than a commodity. 74 00:05:12,840 --> 00:05:14,840 Your business needs to be studied to be understood, 75 00:05:15,000 --> 00:05:17,440 but no matter what tactic you use, it isn't going to work. 76 00:05:18,400 --> 00:05:20,720 I think these comparisons with Red Bull and all 77 00:05:20,800 --> 00:05:21,920 are absolutely... 78 00:05:23,040 --> 00:05:24,040 Baseless. 79 00:05:25,600 --> 00:05:27,160 May we show you the products first, sir? 80 00:05:27,280 --> 00:05:28,880 The products are on our seats. 81 00:05:29,240 --> 00:05:30,840 It's great. The product is very good. 82 00:05:32,160 --> 00:05:33,640 It always surprises me. 83 00:05:33,720 --> 00:05:36,080 Very unique. It feels like... 84 00:05:36,160 --> 00:05:40,480 It wouldn't occur to anyone to make neck and back cushions. 85 00:05:40,560 --> 00:05:42,560 How did your journey begin and how do you know each other? 86 00:05:42,600 --> 00:05:45,280 Sir, it's a largely fragmented market 87 00:05:45,640 --> 00:05:47,920 for instance VIP or Sleepwell. 88 00:05:48,160 --> 00:05:52,280 They treat it as a subcategory kind of product 89 00:05:52,360 --> 00:05:54,240 and they do not give proper attention 90 00:05:54,320 --> 00:05:55,960 to comfort accessories particularly. 91 00:05:56,160 --> 00:05:57,560 - So... - I always say 92 00:05:57,680 --> 00:05:59,920 that these products are treated like stepchildren 93 00:06:00,080 --> 00:06:03,280 but we consider them the Salman Khan of the film 'Baghban'. 94 00:06:04,520 --> 00:06:06,360 Our journey started in 2018. 95 00:06:06,440 --> 00:06:08,680 We both did BTech from Delhi Technological University. 96 00:06:12,680 --> 00:06:15,760 He was in the mechanical section and I was in the chemical section. 97 00:06:15,960 --> 00:06:17,200 A long weekend was approaching. 98 00:06:17,320 --> 00:06:19,360 And like every Delhi lad, he asked me, 99 00:06:19,440 --> 00:06:20,640 "Where to, brother?" 100 00:06:20,720 --> 00:06:21,760 The mountains are calling. 101 00:06:22,200 --> 00:06:23,040 Then again... 102 00:06:23,160 --> 00:06:25,520 I said, "Let's go to the mountains if they are calling." 103 00:06:25,680 --> 00:06:28,240 - So... - Do you have a community that travels to the mountains? 104 00:06:29,240 --> 00:06:31,600 Sir, he completed a 4-hour trip in 7 hours, 105 00:06:31,800 --> 00:06:33,360 but at least he did it. 106 00:06:33,560 --> 00:06:36,840 So, I believe that every founder is first a consumer 107 00:06:36,920 --> 00:06:37,920 who is facing a problem. 108 00:06:38,040 --> 00:06:39,160 What problem did we face? 109 00:06:39,240 --> 00:06:41,560 We visited Amazon as we needed sleeping bags for camping. 110 00:06:41,840 --> 00:06:43,440 Every time we visited Amazon, 111 00:06:43,520 --> 00:06:46,040 we got products with ratings of 3.5 or 3.7. 112 00:06:46,320 --> 00:06:49,520 The ones with a good rating were priced at Rs. 3,000 back then. 113 00:06:49,600 --> 00:06:51,760 So, we bought cheap sleeping bags. 114 00:06:52,240 --> 00:06:54,000 We reached the mountain, finished the trek, 115 00:06:54,080 --> 00:06:55,520 set up camp and saw the stars. 116 00:06:55,800 --> 00:06:57,280 When we woke up the next morning... 117 00:06:57,440 --> 00:06:59,600 This camping sleeping bag you see is six feet long. 118 00:06:59,800 --> 00:07:01,280 It is stuffed into a tiny bag. 119 00:07:02,120 --> 00:07:04,760 We both folded it and tried to put it in the bag 120 00:07:05,040 --> 00:07:06,120 and the sleeping bag ripped. 121 00:07:06,120 --> 00:07:08,160 We decided to solve this problem. 122 00:07:08,360 --> 00:07:09,840 Because we're product development engineers, 123 00:07:09,880 --> 00:07:11,680 we designed a sleeping bag. 124 00:07:12,120 --> 00:07:14,560 Now, the question that arises is, will it last? 125 00:07:14,760 --> 00:07:16,240 - Then... - Does the story ever end? 126 00:07:17,520 --> 00:07:20,120 Sir, the story is very long. We've had many stories in 5 years. 127 00:07:20,240 --> 00:07:22,440 You enjoy narrating stories. End it quickly. 128 00:07:22,560 --> 00:07:23,360 - All right. - What happened then? 129 00:07:23,480 --> 00:07:26,720 After a month, we launched our sleeping bag on Amazon. 130 00:07:26,840 --> 00:07:27,680 And within a month, 131 00:07:27,760 --> 00:07:29,760 we were the bestsellers on Amazon in this category. 132 00:07:36,000 --> 00:07:37,160 And sleeping bags. 133 00:07:37,320 --> 00:07:38,720 Do you have only three products? 134 00:07:38,800 --> 00:07:39,720 What are you selling? 135 00:07:39,800 --> 00:07:43,520 The first category is travel comfort in which we have 9 SKUs. 136 00:08:03,640 --> 00:08:06,800 Sir, our comfort operating officer, COO, will answer that. 137 00:08:07,240 --> 00:08:10,640 You've rehearsed these lines you keep throwing at us. 138 00:08:10,720 --> 00:08:11,920 I love the passion, 139 00:08:12,080 --> 00:08:13,840 but the jokes are not landing, my friend. 140 00:08:13,960 --> 00:08:15,920 - We're trying, sir. What can we do? - [laughter] 141 00:08:16,280 --> 00:08:17,560 Just be yourself. 142 00:08:17,640 --> 00:08:21,000 Just leave that, it'll unnecessarily harm your pitch. 143 00:08:21,080 --> 00:08:22,360 Sir, in the last five years, 144 00:08:22,440 --> 00:08:27,440 we have done trial and error on multiple fabrics and foams. 145 00:08:27,520 --> 00:08:29,240 Each one has an intended purpose. 146 00:08:29,320 --> 00:08:32,160 The air mesh fabric supports breathability. 147 00:08:35,680 --> 00:08:37,600 whose durability is long-lasting 148 00:08:37,720 --> 00:08:41,600 and the feel it lends is so luxurious. 149 00:08:41,680 --> 00:08:43,480 It also comes at an affordable price. 150 00:08:47,240 --> 00:08:48,920 Don't they give such a feel? 151 00:08:49,000 --> 00:08:52,520 In the last five years, we have garnered 30,000 reviews 152 00:08:53,080 --> 00:08:55,880 and served 10 lakh customers. 153 00:09:00,720 --> 00:09:02,040 Sir, in the best-seller category... 154 00:09:02,040 --> 00:09:03,040 I mean, best sellers and... 155 00:09:03,120 --> 00:09:05,200 Are you number one revenue-wise? 156 00:09:06,400 --> 00:09:09,760 Actually, the thing is, this is not the primary product of such brands. 157 00:09:09,840 --> 00:09:11,040 - They... - No, in this category. 158 00:09:11,160 --> 00:09:11,960 In this category, 159 00:09:12,040 --> 00:09:14,240 is your revenue and volume the highest in the market? 160 00:09:14,320 --> 00:09:16,480 Sir, we are definitely growing. We... 161 00:09:16,560 --> 00:09:18,240 Answer in yes or no! 162 00:09:18,320 --> 00:09:20,320 - In yes or no. Okay. - Don't beat around the bush. 163 00:09:21,160 --> 00:09:23,920 Peyush advised you it'd ruin your pitch. 164 00:09:24,080 --> 00:09:25,240 Why do you want to do that? 165 00:09:26,040 --> 00:09:27,200 Give a direct answer. 166 00:09:27,280 --> 00:09:28,640 - Are you number one or not? - No. 167 00:09:28,800 --> 00:09:29,920 Who's the number one player? 168 00:09:29,960 --> 00:09:32,160 Sir, we can't name any one brand 169 00:09:32,800 --> 00:09:34,560 because, again, their revenues are distributed 170 00:09:34,600 --> 00:09:36,960 among their primary and second categories. 171 00:09:37,760 --> 00:09:40,000 But someone must be number one in this category, my friend. 172 00:09:40,000 --> 00:09:42,360 There's Wakefit. Their turnover is Rs. 800 crores, 173 00:09:42,440 --> 00:09:44,480 but they're into overall home decor. 174 00:09:44,560 --> 00:09:46,720 How much would Wakefit be doing in just your category? 175 00:09:46,840 --> 00:09:49,880 - Let's take another brand that operates in our category. - Okay. 176 00:09:50,160 --> 00:09:51,440 Let's talk about Frido. 177 00:09:51,520 --> 00:09:54,040 Their last year's turnover was Rs. 25 crores. 178 00:09:54,680 --> 00:09:57,640 And we're tentatively at Rs. 15 crores. 179 00:09:57,840 --> 00:10:00,240 - Wow! You're doing Rs. 15 crores a year. - This year? 180 00:10:00,320 --> 00:10:02,040 - Run rate? - Our target is Rs. 15 crores. 181 00:10:02,160 --> 00:10:03,360 How much did you do last year? 182 00:10:03,400 --> 00:10:04,560 Rs. 6.2 crores. 183 00:10:04,720 --> 00:10:07,240 - You'll do Rs. 15 crores this year. How? - Yes. 184 00:10:07,600 --> 00:10:10,600 Sir, our trailing sales for the last 12 months are Rs. 8 crores. 185 00:10:37,360 --> 00:10:38,560 Sir, we don't save anything. 186 00:10:38,640 --> 00:10:41,400 Trajectory's hunger devours all the profits. 187 00:10:41,480 --> 00:10:42,720 Where do you invest that money? 188 00:10:42,840 --> 00:10:44,520 Working capital and inventory. 189 00:10:47,360 --> 00:10:48,400 'Working capital.' 190 00:10:48,840 --> 00:10:51,240 'The funds available to a business' 191 00:10:51,320 --> 00:10:54,720 'to run its day-to-day operations seamlessly' 192 00:10:54,960 --> 00:10:56,600 'is known as working capital.' 193 00:10:57,040 --> 00:10:58,920 'Working capital is of two types.' 194 00:10:59,320 --> 00:11:02,040 'Positive working capital and negative working capital.' 195 00:11:02,520 --> 00:11:07,080 'Positive working capital entails borrowing funds from the market.' 196 00:11:07,640 --> 00:11:09,800 'By contrast, negative working capital' 197 00:11:09,920 --> 00:11:11,760 'is where you need to pay off liabilities.' 198 00:11:11,880 --> 00:11:14,520 'So, first, you get money from the customers' 199 00:11:14,680 --> 00:11:16,360 'and then, you pay to the market.' 200 00:11:16,680 --> 00:11:18,280 'Sharks always try to invest' 201 00:11:18,440 --> 00:11:19,880 'in working capital negative' 202 00:11:20,040 --> 00:11:22,800 'or low working capital positive businesses' 203 00:11:22,880 --> 00:11:26,320 'so that when the business grows, it doesn't require too many funds.' 204 00:11:26,680 --> 00:11:28,960 Do you sell everything online or offline as well? 205 00:11:29,040 --> 00:11:30,120 Ma'am, we sell online also. 206 00:11:30,360 --> 00:11:31,480 And at airports too. 207 00:11:31,560 --> 00:11:33,280 What percent is online and offline? 208 00:11:33,400 --> 00:11:36,800 If I talk about online, Amazon is 57%. 209 00:11:37,840 --> 00:11:39,200 Quick commerce is 32%. 210 00:11:39,360 --> 00:11:42,680 - Airports and corporate gifting are 11%, ma'am. - Okay. 211 00:11:42,760 --> 00:11:45,000 So, do people search for Trajectory online 212 00:11:45,080 --> 00:11:46,280 or perform a generic search? 213 00:11:46,480 --> 00:11:47,880 When we look up Trajectory, 214 00:11:47,960 --> 00:11:50,000 - it's our competitors who use our keywords. - Okay. 215 00:11:54,840 --> 00:11:56,840 - Now... - Sir, it's a neglected thing. 216 00:11:56,920 --> 00:11:58,960 It feels like you're beating around the bush again. 217 00:12:00,360 --> 00:12:02,600 It's a normal question. Search keywords. 218 00:12:03,680 --> 00:12:05,240 Is it branded or generic? 219 00:12:17,240 --> 00:12:19,760 In neck pillows, we're in the top two or three. 220 00:12:19,960 --> 00:12:22,040 In car headrests also, we're in the top one or two. 221 00:12:22,120 --> 00:12:24,920 We just got into hip pillows. It has only been six months. 222 00:12:25,080 --> 00:12:26,000 In six months, 223 00:12:26,080 --> 00:12:29,120 we are generating an 11% revenue in the office category. 224 00:12:33,520 --> 00:12:35,360 - What's your best seller? - Neck pillow. 225 00:12:35,720 --> 00:12:37,440 - Which one? - I'll get it for you. 226 00:12:37,480 --> 00:12:39,040 - Travel pillow, right? Bring it. - Yes. 227 00:12:39,760 --> 00:12:40,960 Let's see the product. 228 00:12:41,040 --> 00:12:43,200 - Sir, play into nirvana with ease. - Okay. 229 00:12:43,440 --> 00:12:45,000 [light-hearted music playing] 230 00:12:59,840 --> 00:13:02,080 What percentage of your sales is this? 231 00:13:27,920 --> 00:13:30,560 - So, people are buying this for the low price. - And high rating. 232 00:13:30,640 --> 00:13:31,480 With a high rating. 233 00:13:31,560 --> 00:13:32,560 What's your rating? 234 00:13:32,800 --> 00:13:34,360 Sir, 4.2 for this product. 235 00:13:35,120 --> 00:13:38,600 Is this pillow's comfort attributed to something special 236 00:13:38,680 --> 00:13:40,560 which other pillows don't offer? 237 00:13:40,680 --> 00:13:42,040 Everything can be copied 238 00:13:42,680 --> 00:13:44,120 but we keep everything plain. 239 00:13:44,200 --> 00:13:45,280 For example, memory foam. 240 00:13:45,360 --> 00:13:48,480 Are virgin chemicals being used in it or are additives? 241 00:13:48,800 --> 00:13:51,280 So, we focus on giving the customer an experience 242 00:13:51,360 --> 00:13:53,520 and hence, use virgin chemicals that too... 243 00:13:53,600 --> 00:13:56,920 Suppose I go to the market and buy neck pillows of five brands. 244 00:13:57,400 --> 00:13:59,800 Will your comfort be best out of all five? 245 00:13:59,920 --> 00:14:01,880 Absolutely. It goes without saying, sir. 246 00:14:02,320 --> 00:14:05,280 Let me give you an example of the small changes we make. 247 00:14:05,440 --> 00:14:06,800 If you look at this neck pillow, 248 00:14:06,880 --> 00:14:08,600 - we've given a cord lock design. - This? 249 00:14:09,200 --> 00:14:12,560 The other competitors normally affix a button. 250 00:14:12,800 --> 00:14:13,680 Here's what happens. 251 00:14:13,800 --> 00:14:16,600 Every person has a different neck size. 252 00:14:16,680 --> 00:14:18,280 With that button, 253 00:14:18,560 --> 00:14:20,840 either it fits your neck or it doesn't. 254 00:14:21,120 --> 00:14:22,960 So, customer returns are higher 255 00:14:23,040 --> 00:14:24,560 and ruins the customer's experience. 256 00:14:24,720 --> 00:14:26,680 We, on the other hand, give a cord lock design. 257 00:14:26,760 --> 00:14:29,360 If your neck is broad, you can loosen it. 258 00:14:29,440 --> 00:14:31,240 - Or tighten it as per the size. - Understood. 259 00:14:31,600 --> 00:14:33,600 Doesn't your logo resemble that of Tesla? 260 00:14:35,320 --> 00:14:36,040 That's true. 261 00:14:36,120 --> 00:14:38,520 Sir, if you look closely, you'll see an inclination in the T. 262 00:14:38,880 --> 00:14:40,600 [Sharks laugh] 263 00:14:41,680 --> 00:14:42,760 What a guy! 264 00:14:43,000 --> 00:14:46,360 I think your focus on the product is very good. 265 00:14:47,200 --> 00:14:49,600 Unfortunately, you didn't focus on the brand. 266 00:14:50,880 --> 00:14:53,280 Like Ritesh said, your logo is a little... 267 00:14:53,400 --> 00:14:55,200 And because you come from Havells, the white and red... 268 00:14:55,200 --> 00:14:57,040 You seem to be inspired by them. 269 00:14:57,320 --> 00:14:59,560 Work on the branding and the product 270 00:14:59,640 --> 00:15:03,360 because I feel that every product without branding is just a commodity 271 00:15:03,440 --> 00:15:05,640 and you are right now, just a commodity. 272 00:15:06,680 --> 00:15:09,480 Because you're not focusing on that right now and just the price... 273 00:15:09,480 --> 00:15:12,120 And even when I asked you, your focus was more on the price. 274 00:15:12,880 --> 00:15:14,920 Unfortunately, I cannot join you. 275 00:15:15,040 --> 00:15:16,480 Let me add to that, sir. 276 00:15:16,560 --> 00:15:18,440 Our focus isn't on the product either. 277 00:15:18,520 --> 00:15:20,720 Our focus is, no matter what you do in life, 278 00:15:20,960 --> 00:15:22,320 do it with passion. 279 00:15:22,400 --> 00:15:24,240 You didn't talk about passion! 280 00:15:24,400 --> 00:15:27,640 Sir, the modern-day customer is beyond just the basic needs. 281 00:15:27,720 --> 00:15:29,200 They want 'Zindagi Na Milegi Dobara'. 282 00:15:29,280 --> 00:15:30,280 Write books! 283 00:15:31,320 --> 00:15:34,200 Hey, are you a poet or a businessman? 284 00:15:34,360 --> 00:15:36,200 Put all this aside, will you? 285 00:15:37,640 --> 00:15:39,360 Raghav, I am out. 286 00:15:40,800 --> 00:15:42,680 Let's get down to numbers. 287 00:15:43,400 --> 00:15:44,800 You've built a commendable business. 288 00:15:44,800 --> 00:15:46,960 Rs. 1 crore sales and Rs. 21 lakhs profit. 289 00:15:47,040 --> 00:15:48,040 It's not a joke. 290 00:15:48,080 --> 00:15:48,960 Are you bootstrapped? 291 00:15:49,040 --> 00:15:49,920 Yes, bootstrapped. 292 00:15:50,000 --> 00:15:52,120 - We started with Rs. 25,000. - Even better. 293 00:15:52,440 --> 00:15:54,440 If your net sales are Rs. 1 crore, 294 00:15:54,520 --> 00:15:55,720 what is your gross margin? 295 00:15:55,840 --> 00:15:57,160 What is your contribution margin? 296 00:15:57,200 --> 00:15:59,920 How much do you spend on marketing and how much do you take home? 297 00:16:00,000 --> 00:16:02,000 Our COGS is 38%. 298 00:16:02,680 --> 00:16:04,800 - Our gross margin is 62%. - Okay. 299 00:16:04,920 --> 00:16:07,680 Commissions are 11%. Logistics are 19%. 300 00:16:07,880 --> 00:16:11,560 If I talk about our CM1, gross contributing margin, it's 32%. 301 00:16:11,640 --> 00:16:13,920 If I talk about CM2, if I reduce our marketing spend 302 00:16:14,000 --> 00:16:16,240 which is currently 3%, it's 29%. 303 00:16:16,320 --> 00:16:17,560 - Only 3%? - Yes, sir. 304 00:16:17,680 --> 00:16:19,520 - Where do you spend it? - Just on Amazon. 305 00:16:19,640 --> 00:16:22,120 - 50% of your business is Amazon. - 57%. 306 00:16:22,720 --> 00:16:24,440 57%, 10% at airports. 307 00:16:24,520 --> 00:16:25,800 - The rest? - Quick commerce. 308 00:16:25,960 --> 00:16:27,320 You're not spending on quick commerce. 309 00:16:27,360 --> 00:16:29,520 - Not yet. - Sir, we have the first-mover advantage there. 310 00:16:29,520 --> 00:16:32,000 We're the only brand in India to be present on Swiggy. 311 00:16:32,080 --> 00:16:33,960 - No one else is. - Your sales are Rs. 30 lakhs. 312 00:16:33,960 --> 00:16:35,280 Um, within 4 months. 313 00:16:35,400 --> 00:16:38,160 Okay. So, your CM1 is 32%. 314 00:16:38,480 --> 00:16:40,040 Marketing is 3%. 315 00:16:40,120 --> 00:16:41,120 - Yes, 29%. - CM... 316 00:16:41,160 --> 00:16:43,880 And 8% is our office expenses and employee costs. 317 00:16:44,040 --> 00:16:45,320 Got it. Last question. 318 00:16:46,240 --> 00:16:48,920 Only travel comfort, forget everything else. 319 00:16:49,000 --> 00:16:50,080 Don't tell me stories. 320 00:16:50,160 --> 00:16:52,200 - I won't. - Don't digress. I want a direct answer. 321 00:16:52,320 --> 00:16:54,680 - If you don't know, say so. - Okay. 322 00:16:54,760 --> 00:16:55,760 - Sure. - Yes? 323 00:16:56,000 --> 00:16:57,720 What's the travel comfort market size? 324 00:16:57,880 --> 00:17:00,040 The market size for travel comfort is Rs. 2,000 crores. 325 00:17:00,800 --> 00:17:02,000 Who's the biggest player? 326 00:17:02,120 --> 00:17:04,160 - I'm only talking about accessories. - Okay. 327 00:17:04,360 --> 00:17:07,160 Okay? There's Travel Blue which sells neck pillows. 328 00:17:07,280 --> 00:17:08,720 What size is their business? 329 00:17:08,800 --> 00:17:10,320 Rs. 60 crores worldwide. 330 00:17:10,600 --> 00:17:14,120 So out of Rs. 2,000 crores, most of it is unorganised? 331 00:17:14,320 --> 00:17:15,320 Yes. 332 00:17:15,720 --> 00:17:16,560 Understood. 333 00:17:16,640 --> 00:17:20,880 Did you reduce marketing to 3% temporarily to get profitability 334 00:17:20,960 --> 00:17:22,280 so that the EBITDA increases, 335 00:17:22,720 --> 00:17:24,600 or has it always been 3%? 336 00:17:24,680 --> 00:17:29,080 No, sir. Our marketing spend has consistently been a maximum of 5%. 337 00:17:29,240 --> 00:17:32,600 Our ROAS fluctuates between 5-7%. 338 00:17:32,680 --> 00:17:34,120 Why don't you sell on your website? 339 00:17:34,120 --> 00:17:35,720 Why haven't you developed that channel? 340 00:17:35,720 --> 00:17:37,320 Earlier, our goal was to sell on Amazon 341 00:17:37,440 --> 00:17:38,760 so the delivery took two days. 342 00:17:39,040 --> 00:17:40,560 Then our goal was... Step two. 343 00:17:40,720 --> 00:17:42,160 "Let's sell it in ten minutes." 344 00:17:42,240 --> 00:17:43,640 So, we got listed on Swiggy. 345 00:17:44,120 --> 00:17:46,200 Then our goal was the last-mile delivery customers. 346 00:17:46,280 --> 00:17:47,120 "We've reached the airport." 347 00:17:47,200 --> 00:17:49,160 "What do we do? I need a pillow or I can't sleep." 348 00:17:49,160 --> 00:17:50,640 Then we began selling at airports. 349 00:17:50,800 --> 00:17:52,880 When we thought, "Yes, we're at good places." 350 00:17:52,960 --> 00:17:55,640 "The customer can see us and find us." 351 00:17:55,720 --> 00:17:57,040 "Now, we should go to our website." 352 00:17:57,080 --> 00:17:58,800 So, we came here to inaugurate the website 353 00:17:58,880 --> 00:18:00,000 as well as the marketing. 354 00:18:00,040 --> 00:18:04,000 After that, our spend will be Rs. 5-10 lakhs on average per month. 355 00:18:04,640 --> 00:18:06,680 How much cash do you have in the bank? 356 00:18:06,800 --> 00:18:08,880 We have a debt of Rs. 50 lakhs. 357 00:18:09,320 --> 00:18:12,760 Out of Rs. 50 lakhs, Rs. 37 lakhs has been utilised. 358 00:18:13,600 --> 00:18:14,680 What about inventory? 359 00:18:14,800 --> 00:18:18,920 In total, we have about Rs. 90 lakhs in-house 360 00:18:19,000 --> 00:18:20,720 and also in Amazon warehouses. 361 00:18:25,560 --> 00:18:27,440 - Where? - In Rohini, Delhi. 362 00:18:36,240 --> 00:18:38,640 If you get funding today, what will you use that capital for? 363 00:18:38,720 --> 00:18:40,280 We'll use it for our multiple pain points. 364 00:18:40,320 --> 00:18:42,520 Our goal is to invest 40% of it in marketing 365 00:18:42,640 --> 00:18:45,600 so that we can get to a ROAS of at least 1.5-2% 366 00:18:45,680 --> 00:18:46,840 and create awareness. 367 00:18:46,920 --> 00:18:48,600 - You mean, brand marketing. - Yes. 368 00:18:49,240 --> 00:18:52,680 Raghav, what as per you will this business become in five years? 369 00:18:52,760 --> 00:18:56,160 Sir, our two-year goal is to capture 20 lakh customers, 370 00:18:56,240 --> 00:18:58,040 target them and make sales. 371 00:18:58,240 --> 00:19:01,440 Our sales target is Rs. 100 crores in the first two-three years. 372 00:19:01,560 --> 00:19:03,680 What next? Suppose you hit Rs. 100 crores. 373 00:19:03,760 --> 00:19:06,120 Getting an exit in such businesses is not at all easy. 374 00:19:06,280 --> 00:19:07,720 We're not limited to travel comfort. 375 00:19:07,800 --> 00:19:10,080 If a customer travels, 376 00:19:10,440 --> 00:19:13,520 he will drive a car to and from home to the office. 377 00:19:13,720 --> 00:19:14,960 So, we're creating a synergy 378 00:19:15,040 --> 00:19:16,880 where we add comfort to these products 379 00:19:16,960 --> 00:19:17,840 and build it thereafter. 380 00:19:17,920 --> 00:19:20,960 So, in future, you'll expand to more categories in comfort. 381 00:19:21,080 --> 00:19:23,040 Majorly, sir, if we capture these properly, 382 00:19:23,120 --> 00:19:25,200 the profit from them alone will be Rs. 100-500 crores. 383 00:19:25,200 --> 00:19:26,440 That product... 384 00:19:27,120 --> 00:19:28,960 - You put backrest on our chairs. - Hmm. 385 00:19:29,400 --> 00:19:32,440 When you designed this, 386 00:19:33,680 --> 00:19:36,240 what did you have in mind to make this more comfortable? 387 00:19:36,320 --> 00:19:38,520 Because I don't feel that comfort yet. 388 00:19:38,600 --> 00:19:39,400 Continue using it. 389 00:19:39,480 --> 00:19:41,040 You'll get addicted to it in a week. 390 00:19:41,200 --> 00:19:42,320 How is it helping me? 391 00:19:42,480 --> 00:19:43,880 Two types of materials are majorly used. 392 00:19:43,880 --> 00:19:45,560 PU foam and memory foam. 393 00:19:45,680 --> 00:19:49,280 PU foam doesn't take your body's shape. 394 00:19:49,400 --> 00:19:50,720 Memory foam, being soft, 395 00:19:50,800 --> 00:19:53,360 is able to adapt to our body's shape and hence is called memory foam. 396 00:19:53,360 --> 00:19:56,480 There must be many players who make foams and memory foams. 397 00:19:56,600 --> 00:19:59,120 Is your design unique? What makes you stand out? 398 00:19:59,200 --> 00:20:00,080 Number one, ma'am. 399 00:20:00,160 --> 00:20:02,960 All the backseat pillows in the market are made with one fabric. 400 00:20:03,280 --> 00:20:05,120 What difference do two fabrics make? 401 00:20:05,240 --> 00:20:08,160 Majorly, they are aesthetically more pleasing. 402 00:20:08,240 --> 00:20:11,800 - What about in terms of utility? - It is more breathable, ma'am. 403 00:20:12,000 --> 00:20:14,960 Do none of your competitors use two fabrics? 404 00:20:15,080 --> 00:20:18,080 - There are plenty of people who are doing it. - That's not a USP then. 405 00:20:18,160 --> 00:20:21,240 If I talk about backseat pillows, no one uses two fabrics. 406 00:20:21,440 --> 00:20:23,600 In future, if someone launches a three-fabric pillow, 407 00:20:23,680 --> 00:20:24,720 your business will be finished. 408 00:20:24,760 --> 00:20:26,320 You're talking rubbish! 409 00:20:27,240 --> 00:20:29,280 Two fabrics, three fabrics... Is that a moat? 410 00:20:30,240 --> 00:20:32,280 I think their moat is distribution. 411 00:20:33,840 --> 00:20:36,200 If we ask you about A, you talk about B 412 00:20:36,280 --> 00:20:38,720 - and if we ask you about B, you answer about C. - Okay. 413 00:20:38,800 --> 00:20:40,960 That doesn't give investors the confidence 414 00:20:41,040 --> 00:20:43,640 that you can focus. 415 00:20:43,720 --> 00:20:45,520 I asked you, 416 00:20:45,600 --> 00:20:48,920 what's the advantage of using two fabrics? 417 00:20:49,000 --> 00:20:50,240 - For... - Stick to the question. 418 00:20:50,400 --> 00:20:51,800 You're using a backseat pillow. 419 00:20:52,080 --> 00:20:53,560 What's the first thing to touch it? 420 00:20:53,640 --> 00:20:56,840 Your lumbar area will be the first to touch the backseat. 421 00:20:57,000 --> 00:20:58,560 So, we've given super-soft fabric there 422 00:20:58,640 --> 00:21:00,520 so that you get softness and a luxurious vibe 423 00:21:00,600 --> 00:21:03,480 and so that your body and skin get a soft touch. 424 00:21:03,560 --> 00:21:04,960 Coming to the remaining area, 425 00:21:05,040 --> 00:21:09,240 with time, memory foam aggregates heat. 426 00:21:09,480 --> 00:21:12,280 The mesh fabric helps to dissipate the heat. 427 00:21:12,360 --> 00:21:14,720 You called this a commodity earlier. 428 00:21:14,920 --> 00:21:17,840 Those selling it as a commodity lack this basic sense. 429 00:21:18,160 --> 00:21:21,520 We analyse everything the customer says in their feedback. 430 00:21:21,600 --> 00:21:22,600 The customer says, 431 00:21:22,760 --> 00:21:24,680 "Velvet fabric causes too much heat." 432 00:21:25,000 --> 00:21:26,840 "The mesh feels too rough." 433 00:21:26,960 --> 00:21:28,240 We use a combination. 434 00:21:28,320 --> 00:21:30,640 This is why customer feedback is important. 435 00:21:31,400 --> 00:21:35,880 I feel that with this product, you deliberately... 436 00:21:35,960 --> 00:21:37,440 That's why you beat around the bush. 437 00:21:38,040 --> 00:21:41,040 You're deliberately trying to give it a differentiation, right? 438 00:21:41,160 --> 00:21:43,280 Two fabrics, three fabrics, one thread... 439 00:21:44,000 --> 00:21:45,000 It doesn't have one. 440 00:21:45,720 --> 00:21:47,760 So, don't try to force it. 441 00:21:47,840 --> 00:21:50,720 Do not over-engineer a simple product. 442 00:21:50,920 --> 00:21:52,560 Use it as your cash cow 443 00:21:52,680 --> 00:21:54,720 and invest that money into a big business 444 00:21:54,800 --> 00:21:56,920 where you can build a long-term brand. 445 00:21:57,000 --> 00:21:58,960 - I don't see that today. That's why I'm out. - Okay. 446 00:21:59,000 --> 00:22:00,000 Good luck. 447 00:22:01,000 --> 00:22:03,280 I see two gaps in your business. 448 00:22:04,400 --> 00:22:05,240 The first gap. 449 00:22:05,320 --> 00:22:09,640 I think you have not done deep consumer research, 450 00:22:09,720 --> 00:22:12,080 because does the Indian consumer want this? 451 00:22:12,920 --> 00:22:15,520 I don't think the Indian mindset, 452 00:22:15,600 --> 00:22:16,760 as masses, 453 00:22:17,560 --> 00:22:19,920 is that big a TAM at this point. 454 00:22:20,000 --> 00:22:22,480 - Okay. - Or even so much in the next 4-5 years. 455 00:22:22,720 --> 00:22:24,280 Here's my second problem. 456 00:22:24,360 --> 00:22:26,640 When you were questioned on the design, 457 00:22:26,920 --> 00:22:28,360 your answers lacked sharpness. 458 00:22:29,560 --> 00:22:32,640 Making a Rs. 15-crore business is commendable 459 00:22:32,960 --> 00:22:34,480 and that too profitable. 460 00:22:35,080 --> 00:22:36,480 It's a big deal, right? 461 00:22:36,560 --> 00:22:38,240 So, I congratulate you 462 00:22:38,320 --> 00:22:40,200 but I'm out for these two reasons. 463 00:22:41,640 --> 00:22:45,480 It shouldn't come as a surprise that I like the travel industry. 464 00:22:46,280 --> 00:22:47,960 On the other hand, 465 00:22:48,040 --> 00:22:51,040 although your sales and distribution strength is great, 466 00:22:51,600 --> 00:22:52,600 I feel that 467 00:22:52,680 --> 00:22:55,560 your critical thinking ability isn't all that developed yet 468 00:22:55,640 --> 00:22:58,920 which means you're not able to criticise yourself that much. 469 00:22:59,840 --> 00:23:02,280 Provided you're ready to invest time 470 00:23:02,720 --> 00:23:04,600 - in the next 2-3 months... - Absolutely. 471 00:23:04,680 --> 00:23:06,680 I'd like for us to sit and come up with a plan. 472 00:23:06,800 --> 00:23:09,600 - We've found a way to make money. - Yes. 473 00:23:09,880 --> 00:23:12,040 Now, how do we make a long-term moat? 474 00:23:12,920 --> 00:23:14,040 There are two ways. 475 00:23:14,120 --> 00:23:15,120 The first is this. 476 00:23:15,200 --> 00:23:18,720 We take one of these products and decide to be the best brand. 477 00:23:19,240 --> 00:23:20,320 Here's the second one. 478 00:23:20,400 --> 00:23:23,360 We're a brand of a commoditised product, right. 479 00:23:23,440 --> 00:23:25,920 Cement has brands too and they're also doing quite well. 480 00:23:26,120 --> 00:23:27,680 And in this, 481 00:23:27,760 --> 00:23:29,840 we'll build an India-for-the-world factory facility 482 00:23:29,920 --> 00:23:31,040 - and scale it. - Hmm. 483 00:23:31,560 --> 00:23:34,000 - Provided you're willing to go to that extent... - Absolutely. 484 00:23:34,080 --> 00:23:35,480 I'm ready to support you. 485 00:23:35,560 --> 00:23:37,360 [joyous music playing] 486 00:23:37,520 --> 00:23:38,520 This is my offer. 487 00:23:38,600 --> 00:23:41,000 - An investment of Rs. 50 lakhs... - Hmm. 488 00:23:41,360 --> 00:23:43,320 - For 3% equity. - Hmm. 489 00:23:43,400 --> 00:23:45,040 Rs. 50 lakhs debt 490 00:23:45,680 --> 00:23:48,160 - at 9% interest. - Hmm. 491 00:23:48,360 --> 00:23:49,880 For a 3 year duration. 492 00:23:56,280 --> 00:23:58,160 What's your biggest strength, Raghav? 493 00:23:58,320 --> 00:23:59,640 Um, perseverance. 494 00:24:00,120 --> 00:24:01,440 [laughter] 495 00:24:01,600 --> 00:24:03,120 What do you think is your weakness? 496 00:24:03,480 --> 00:24:04,480 Stubbornness. 497 00:24:05,360 --> 00:24:07,000 Do you think he has a weakness? 498 00:24:07,320 --> 00:24:09,320 Sir, as he said, he certainly is stubborn 499 00:24:09,400 --> 00:24:12,080 but I believe that when it comes to listening, 500 00:24:12,160 --> 00:24:14,120 - he gets passionate and... - Superb, very good. 501 00:24:14,320 --> 00:24:17,360 - Don't you think you listen less and talk more? - Absolutely. 502 00:24:17,440 --> 00:24:18,880 I accept that without a doubt. 503 00:24:20,000 --> 00:24:21,120 How will you fix it? 504 00:24:21,200 --> 00:24:22,640 I'm ready to back him, sir. 505 00:24:22,760 --> 00:24:24,080 Will he change? 506 00:24:24,160 --> 00:24:25,160 100%. 507 00:24:26,240 --> 00:24:29,760 I feel the strength of your business is that you're good at execution. 508 00:24:30,560 --> 00:24:31,880 So, I'll make you an offer. 509 00:24:33,560 --> 00:24:35,760 Rs. 1 crore for 5% equity. 510 00:24:37,000 --> 00:24:40,600 - Plus I want 2% of your revenue. - Okay. 511 00:24:40,720 --> 00:24:41,920 Till I get my money back. 512 00:24:42,280 --> 00:24:43,280 - Okay. - Royalty. 513 00:24:49,880 --> 00:24:51,240 [solemn music playing] 514 00:24:51,960 --> 00:24:54,000 Ritesh, we have a counter. 515 00:24:54,080 --> 00:24:55,080 - Oh, wow. - Oh, my! 516 00:24:55,120 --> 00:24:58,120 Could you do Rs. 50 lakhs for 2%? 517 00:24:58,240 --> 00:25:01,080 - Please, sir. - Rs. 50 lakhs debt and Rs. 50 lakhs equity. 518 00:25:08,720 --> 00:25:10,360 it won't make a difference to you or me. 519 00:25:11,160 --> 00:25:12,360 So, here's my suggestion. 520 00:25:12,520 --> 00:25:14,360 Rs. 50 lakhs for 3%. 521 00:25:14,840 --> 00:25:17,520 As for the Rs. 50 lakhs at 9% interest, 522 00:25:17,680 --> 00:25:19,360 I could make that 8%. 523 00:25:19,440 --> 00:25:21,160 [tense music playing] 524 00:25:26,560 --> 00:25:28,560 Take it, it's a good offer. Don't negotiate for 1%. 525 00:25:28,640 --> 00:25:29,840 Look, Peyush agrees. 526 00:25:30,720 --> 00:25:31,920 [music fades] 527 00:25:32,120 --> 00:25:33,480 Okay, sir. You have a deal... 528 00:25:38,560 --> 00:25:41,040 - When people listen with ease... - Well done. 529 00:25:41,240 --> 00:25:42,760 [joyous music playing] 530 00:25:44,240 --> 00:25:45,320 [camera shutter clicking] 531 00:25:47,800 --> 00:25:50,560 'An investor can only give money but Sharks can give you ideas.' 532 00:25:50,640 --> 00:25:52,000 'We got a deal at the last minute.' 533 00:25:52,120 --> 00:25:54,360 'It is like a dream come true.' 534 00:25:54,440 --> 00:25:56,200 Ritesh is in hospitality 535 00:25:56,280 --> 00:25:59,480 and the synergy is quite like our brand. 536 00:25:59,760 --> 00:26:02,200 It'd be a very good opportunity for us to grow 537 00:26:02,280 --> 00:26:03,720 and take our brand to the next level. 538 00:26:03,800 --> 00:26:05,960 Great! I think they were good founders. 539 00:26:06,040 --> 00:26:08,000 Ritesh, was your main focus getting pillows 540 00:26:08,080 --> 00:26:10,480 since you have a hotel business? 541 00:26:10,560 --> 00:26:12,440 - No, my perspective was this. - [laughter] 542 00:26:12,520 --> 00:26:16,640 Two people, without funding, are making Rs. 2.5 crores. 543 00:26:16,800 --> 00:26:18,200 It's been a year since I came to the Tank 544 00:26:18,240 --> 00:26:20,120 and in that time, I have not found a lot of companies 545 00:26:20,160 --> 00:26:22,040 doing such great execution on their own 546 00:26:22,120 --> 00:26:23,560 in an undifferentiated category. 547 00:26:23,760 --> 00:26:25,760 I agree the category is not differentiated. 548 00:26:25,840 --> 00:26:29,400 But, Ritesh, their ability to answer questions... 549 00:26:30,000 --> 00:26:32,960 - They were talking in riddles. - Namita, I said... 550 00:26:33,040 --> 00:26:34,440 I think the founders are... 551 00:26:34,520 --> 00:26:35,880 - They'll do well. - They'll learn. 552 00:26:35,920 --> 00:26:38,000 The problem in these categories is, 553 00:26:38,440 --> 00:26:40,720 how do you exit once they hit Rs. 100 crores? 554 00:26:40,880 --> 00:26:43,240 - How will you exit this business? - Yes, exit is a problem. 555 00:26:43,800 --> 00:26:45,000 Hello, Raghav and Himanshu. 556 00:26:45,080 --> 00:26:47,600 Welcome to our PokerBaazi zone where you hold the cards. 557 00:26:47,680 --> 00:26:50,400 There are a lot of similarities between poker and business, right? 558 00:26:50,480 --> 00:26:52,400 Today, you must have learnt that 559 00:26:52,480 --> 00:26:54,800 you've to change your strategies as the situation demands 560 00:26:54,880 --> 00:26:56,280 and better your skills. 561 00:26:56,360 --> 00:26:57,400 The same applies to poker. 562 00:26:57,520 --> 00:26:59,600 - I want to play a game with you... - Hmm. 563 00:26:59,680 --> 00:27:03,560 So that we can find out what your business strategy for the future is. 564 00:27:28,560 --> 00:27:31,040 and I request you to set a priority for each one. 565 00:27:31,240 --> 00:27:35,960 Royal Flush is the top priority and the winning hand. 566 00:27:36,040 --> 00:27:37,920 Similarly, Flush is number five in the sequence. 567 00:27:37,960 --> 00:27:39,560 You have to prioritise similarly. 568 00:27:39,680 --> 00:27:42,360 Pick five and rank them from one to five. 569 00:27:42,520 --> 00:27:44,080 - Then I'll ask you why. - Okay. 570 00:27:44,280 --> 00:27:46,280 Business ethics should come first. 571 00:27:46,360 --> 00:27:48,680 - Okay. So, business ethics in place of Royal Flush. - Yes. 572 00:27:48,760 --> 00:27:50,200 Then I would say product. 573 00:27:50,760 --> 00:27:51,640 Okay. 574 00:27:51,720 --> 00:27:54,160 - He's the COO. He loves products. - Yes. 575 00:27:54,240 --> 00:27:56,760 - A product is the life of a business. - Absolutely right. 576 00:27:56,840 --> 00:27:58,040 Then we'll go with marketing 577 00:27:58,120 --> 00:28:01,840 - because marketing was a hot topic in the Tank today. - Hmm. 578 00:28:01,960 --> 00:28:03,080 - Four of a kind. - Hmm. 579 00:28:03,160 --> 00:28:04,480 Then fund raising 580 00:28:04,560 --> 00:28:07,640 - because this was our goal behind coming on Shark Tank. - Okay. 581 00:28:07,800 --> 00:28:10,480 And then comes distribution 582 00:28:38,400 --> 00:28:41,320 It's a ticket to the National Poker Series 2025 583 00:28:41,400 --> 00:28:43,320 worth Rs. 1 lakh hosted on PokerBaazi, 584 00:28:43,400 --> 00:28:45,960 - with a total prize pool of Rs. 100 crores. - Thank you. 585 00:28:46,040 --> 00:28:48,200 You too download the PokerBaazi app 586 00:28:48,280 --> 00:28:50,480 and use your strategies to make a winning hand. 587 00:28:50,600 --> 00:28:52,200 Download the PokerBaazi app now. 588 00:29:04,760 --> 00:29:06,400 [theme music playing] 589 00:29:31,040 --> 00:29:32,920 [theme music concludes] 590 00:29:33,080 --> 00:29:34,080 Here comes a couplet. 591 00:29:34,160 --> 00:29:35,560 - Go ahead. - Please. 592 00:29:35,680 --> 00:29:38,160 "Big cities are home to long conversations" 593 00:29:38,560 --> 00:29:41,360 "and long conversations call for umpteen meetings." 594 00:29:41,760 --> 00:29:44,240 "You spend days and nights eagerly waiting." 595 00:29:44,560 --> 00:29:45,760 "And when we finally met," 596 00:29:45,840 --> 00:29:47,640 "you brought the drinks and we brought the glasses." 597 00:29:47,640 --> 00:29:49,520 - Wonderful! - Lovely. 598 00:29:49,600 --> 00:29:50,600 Fantastic. 599 00:29:50,920 --> 00:29:53,360 "Pour your glasses to the brim, Sharks." 600 00:29:53,560 --> 00:29:55,640 "We're poets born of scrap, Sharks." 601 00:29:55,800 --> 00:29:57,840 "Give us a little of that deal too." 602 00:29:57,920 --> 00:29:59,960 - Wonderful! - Lovely. 603 00:30:02,880 --> 00:30:06,400 By now, you must have figured out that we're not real poets. 604 00:30:06,560 --> 00:30:07,880 But our start-up 605 00:30:07,960 --> 00:30:10,440 is a social impact start-up, Kavi The Poetry-Art Project, 606 00:30:10,640 --> 00:30:13,160 which helps us turn even scrap into poetry. 607 00:30:13,240 --> 00:30:14,880 - Oh! - As you can see, 608 00:30:14,960 --> 00:30:17,800 we use empty bottles such as this and upcycle them 609 00:30:17,880 --> 00:30:19,520 to make different kinds of products. 610 00:30:25,720 --> 00:30:28,600 A glass bottle takes 4,000 years 611 00:30:28,680 --> 00:30:31,200 to naturally decompose in the environment. 612 00:30:39,280 --> 00:30:41,640 Our mission and vision are both really simple. 613 00:30:41,720 --> 00:30:44,560 We don't want a single glass bottle to end up in the landfills 614 00:30:44,640 --> 00:30:46,160 but to come to Kavi's workshop. 615 00:30:46,240 --> 00:30:50,000 - So, our ask is Rs. 60 lakhs for 1.5% equity. - Oh! 616 00:30:50,080 --> 00:30:52,160 Sharks, if you have empty glass bottles at home, 617 00:31:01,160 --> 00:31:02,160 - Thank you. - Thank you. 618 00:31:16,360 --> 00:31:18,000 Sir, we are ex-journalists. 619 00:31:18,120 --> 00:31:20,800 As part of reporting, we attend a lot of events. 620 00:31:20,960 --> 00:31:22,400 We attended an event one day 621 00:31:22,640 --> 00:31:24,480 and saw some artwork there. 622 00:31:24,720 --> 00:31:26,800 It was priced too high. 623 00:31:26,920 --> 00:31:28,560 You always say, "We can do it too." 624 00:31:28,880 --> 00:31:31,200 We also said, "Let's try. We can do it too!" 625 00:31:31,360 --> 00:31:32,960 Then we made five products. 626 00:31:33,040 --> 00:31:34,160 We took photos of them, 627 00:31:34,360 --> 00:31:36,880 created a Facebook page and uploaded them there. 628 00:31:36,960 --> 00:31:39,000 We thought people would say, "Wow! This is lovely." 629 00:31:39,080 --> 00:31:42,120 But that's not what people said. They commented, "Pp." 630 00:31:42,400 --> 00:31:44,320 - We thought people wanted to know the cost. - "Pee! Pee!" 631 00:31:44,360 --> 00:31:45,760 - Price, please. - Oh, sorry. 632 00:31:45,840 --> 00:31:48,320 We discussed what price we should sell them for. 633 00:31:48,520 --> 00:31:50,000 We did the calculation. 634 00:31:50,320 --> 00:31:52,040 "We'll sell five products for Rs. 500 each." 635 00:31:52,080 --> 00:31:53,320 "That will fetch us Rs. 2,500." 636 00:31:53,440 --> 00:31:55,920 Our salary back then was Rs. 8,000-10,000. 637 00:31:56,200 --> 00:31:59,200 We thought let's sell it if we get that kind of money. 638 00:31:59,320 --> 00:32:02,240 We were reporters, so obviously we had a good network. 639 00:32:02,600 --> 00:32:05,040 There was Times of India's exhibition. 640 00:32:05,240 --> 00:32:07,840 They called us and told us they won't charge us for the exhibition 641 00:32:07,880 --> 00:32:09,720 and they will also give us the flight ticket. 642 00:32:09,840 --> 00:32:12,840 We made 18 products overnight and took them to Hyderabad. 643 00:32:12,960 --> 00:32:15,080 We sold those 18 products in Hyderabad. 644 00:32:15,160 --> 00:32:17,520 We didn't know how to make this a business. 645 00:32:17,640 --> 00:32:19,560 Our lives changed in 2017. 646 00:32:19,680 --> 00:32:21,080 We get a call. 647 00:32:21,240 --> 00:32:25,000 We were only making 50 products, but they asked for 5,000 products. 648 00:32:25,120 --> 00:32:27,920 We didn't have space, people 649 00:32:28,000 --> 00:32:29,160 or investment. 650 00:32:29,280 --> 00:32:31,720 The company said they will pay us after 60 days. 651 00:32:32,120 --> 00:32:34,480 We wondered how to do this as we couldn't refuse. 652 00:32:34,600 --> 00:32:38,400 We rented the terraces of a few factories. 653 00:32:38,480 --> 00:32:41,320 We put up tents and we completed the order in 45 days. 654 00:32:41,400 --> 00:32:44,680 That order gave us an insight that there is potential. 655 00:32:44,760 --> 00:32:47,640 How big was that order in terms of revenue? 656 00:32:47,720 --> 00:32:49,680 - The PO was Rs. 27 lakhs. - Wow! 657 00:32:49,760 --> 00:32:50,800 Oh wow! 658 00:32:50,920 --> 00:32:52,240 How did you two meet? 659 00:32:52,320 --> 00:32:53,560 I was an intern at Mid-Day 660 00:32:53,680 --> 00:32:55,440 - and he... - I was a full-time reporter. 661 00:32:55,520 --> 00:32:57,160 How is the ownership divided between both of you? 662 00:32:57,160 --> 00:32:59,440 40% each and my wife has 20%. 663 00:32:59,520 --> 00:33:00,720 - Did you bring something for us? - Yes. 664 00:33:00,720 --> 00:33:01,720 Bring that first. 665 00:33:03,160 --> 00:33:04,960 [music playing] 666 00:33:05,920 --> 00:33:07,480 This is art. 667 00:33:07,560 --> 00:33:09,520 Wow! You... 668 00:33:09,640 --> 00:33:11,600 - This came off. - This is basically a lamp. 669 00:33:11,680 --> 00:33:13,680 - We have to place this on top. - Yes. 670 00:33:13,920 --> 00:33:15,000 Ma'am, this is for you. 671 00:33:15,120 --> 00:33:16,520 - Ah, lovely! - Tree Of Life. 672 00:33:16,640 --> 00:33:17,960 Wow, beautiful! 673 00:33:18,120 --> 00:33:20,240 This has my name on it. 674 00:33:20,640 --> 00:33:21,480 Very good. Thank you! 675 00:33:21,600 --> 00:33:24,400 And the monk is for you. Monk glass. 676 00:33:35,760 --> 00:33:39,200 You have one too. Very sweet. 677 00:33:39,320 --> 00:33:40,720 - Very nice. This is so good. - Thank you. 678 00:33:40,760 --> 00:33:42,040 - Thank you! - Very nice. 679 00:33:43,680 --> 00:33:46,760 Sustainability is a lifestyle, not a trend. 680 00:33:46,960 --> 00:33:49,360 We personally believe in that. 681 00:33:49,800 --> 00:33:52,600 Do you know what the commonality 682 00:33:52,760 --> 00:33:54,880 is between sustainability and business? 683 00:33:54,960 --> 00:33:56,600 - Oh! - Tell me. 684 00:33:57,680 --> 00:34:00,400 Huh! You have to plan it. 685 00:34:01,640 --> 00:34:04,040 Plan it! 'Planet'. 686 00:34:05,040 --> 00:34:06,720 [laughing] 687 00:34:07,000 --> 00:34:09,400 - Anupam, did you find that funny? - You didn't understand it. 688 00:34:09,440 --> 00:34:12,160 It reminded me of my 6-year-old daughter, Alyssa. 689 00:34:12,240 --> 00:34:13,760 She tells me jokes like this one. 690 00:34:13,840 --> 00:34:16,440 It was not a joke! It was poetry! 691 00:34:16,680 --> 00:34:18,800 Actually, hold on! That reminds me. 692 00:34:18,920 --> 00:34:23,000 What connection does your business have with poetry? 693 00:34:23,080 --> 00:34:25,880 At the start, we thought of creating something by combining poetry. 694 00:34:26,000 --> 00:34:28,040 We tried to sell it, 695 00:34:28,160 --> 00:34:31,240 but we realised that the market for poetry is small. 696 00:34:31,320 --> 00:34:33,960 People were talking more about the product instead of poetry. 697 00:34:34,080 --> 00:34:36,600 Gradually, people were buying from us. 698 00:34:36,680 --> 00:34:39,440 People started recognising us, so we didn't change the name. 699 00:34:39,640 --> 00:34:40,640 - Oh! - We kept the name. 700 00:34:40,720 --> 00:34:43,800 - Now, poetry has no connection with your products. - A little. 701 00:34:43,880 --> 00:34:46,440 You see the essence of poetry in our products. 702 00:34:46,520 --> 00:34:50,360 For example, if somebody wants to customise 703 00:34:50,440 --> 00:34:53,440 and ask if we can write poetry on our product. 704 00:34:53,520 --> 00:34:54,880 We made the Tree Of Life lamp. 705 00:34:54,960 --> 00:34:56,040 - This one. - Yes. 706 00:34:56,160 --> 00:34:57,720 How long did it take to make this? 707 00:34:57,800 --> 00:34:59,080 Half a day goes 708 00:34:59,160 --> 00:35:00,600 - into... - It needs to be traced. 709 00:35:00,720 --> 00:35:02,640 How much does this lamp cost? 710 00:35:02,800 --> 00:35:03,640 Rs. 1,299. 711 00:35:03,720 --> 00:35:05,000 You took the bottle of gin, 712 00:35:05,080 --> 00:35:07,480 but the top portion is wasted. 713 00:35:07,560 --> 00:35:08,880 Right here! 714 00:35:09,000 --> 00:35:10,800 - This is the top portion. - Tea light holder. 715 00:35:17,440 --> 00:35:18,640 Rs. 1,349. 716 00:35:18,720 --> 00:35:21,760 What about the glasses that we have? 717 00:35:29,400 --> 00:35:31,880 There is nothing in this. You just put a cork on it. 718 00:35:31,960 --> 00:35:34,520 - This is nice to serve. - The one who buys... 719 00:35:34,640 --> 00:35:36,680 - Why will they buy? They'll use their bottle. - It is good to serve. 720 00:35:36,680 --> 00:35:39,680 I can finish the bottle and cut them 721 00:35:40,280 --> 00:35:42,000 without having to pay. 722 00:35:42,080 --> 00:35:43,440 Will you cut it at home? 723 00:35:43,520 --> 00:35:45,080 I can get it cut. There are many people who do it. 724 00:35:45,120 --> 00:35:46,160 - Sir... - Then why not 725 00:35:46,280 --> 00:35:48,320 - make them cut. - It costs Rs. 549. It can be done for Rs. 50. 726 00:35:48,360 --> 00:35:50,560 - No, sir. Cutting... - What are you saying? 727 00:35:50,640 --> 00:35:52,720 It looks easy, but it's 728 00:35:52,800 --> 00:35:55,160 - difficult to do. - It's like I'll raise a cow to get milk. 729 00:35:55,200 --> 00:35:57,320 I think you know what who would know... 730 00:35:57,400 --> 00:35:59,440 Who will know... Tell us, 731 00:35:59,560 --> 00:36:01,480 - there are many diverse views here. - Yes. 732 00:36:01,560 --> 00:36:04,360 Everyone has different comments on your product. 733 00:36:04,440 --> 00:36:07,960 - What is your customer profile? - What is your ICP? 734 00:36:08,040 --> 00:36:09,920 Ideal Customer Profile! 735 00:36:11,600 --> 00:36:14,760 ICP, Ideal Customer Profile, refers to 736 00:36:14,880 --> 00:36:17,480 a specific set of consumer characteristics 737 00:36:17,560 --> 00:36:19,840 that are ideal for your business. 738 00:36:19,960 --> 00:36:21,800 It includes factors such as behaviour patterns, 739 00:36:21,800 --> 00:36:25,240 demographics, income, age, gender, and other relevant details. 740 00:36:25,520 --> 00:36:26,960 Defining your ICP 741 00:36:27,080 --> 00:36:29,360 allows you to target a specific audience 742 00:36:29,480 --> 00:36:32,520 with your business offerings, services, branding, and marketing, 743 00:36:32,600 --> 00:36:35,360 which helps increase the effectiveness of your business. 744 00:36:36,240 --> 00:36:39,480 The customer range is from 20-45 years. 745 00:36:39,560 --> 00:36:40,760 Mostly metros. 746 00:36:40,880 --> 00:36:42,080 - Metros. - Mostly metros, yes. 747 00:36:42,160 --> 00:36:43,840 What is the customer repeat rate? 748 00:36:43,960 --> 00:36:45,080 - 15%. - 15%. 749 00:36:45,160 --> 00:36:47,240 How much is B2B and B2C? 750 00:36:47,400 --> 00:36:48,440 50% each. 751 00:36:48,520 --> 00:36:50,480 Is this a business yet? 752 00:36:50,560 --> 00:36:52,280 Tell us the numbers. 753 00:36:52,400 --> 00:36:54,920 Last year, we made Rs. 3.56 crores. 754 00:36:55,360 --> 00:36:56,240 Wow! 755 00:36:56,320 --> 00:36:58,000 - Whoa! - What? 756 00:36:58,160 --> 00:37:01,120 The year before that, our revenue was Rs. 1.59 crores. 757 00:37:01,240 --> 00:37:03,720 - Wow! - The year before that was Rs. 94 lakhs. 758 00:37:04,840 --> 00:37:07,280 It was Rs. 89 lakhs the year before that. 759 00:37:07,400 --> 00:37:08,640 What is the run rate this year? 760 00:37:08,640 --> 00:37:11,600 This year, we are closing at almost Rs. 6 crores. 761 00:37:16,040 --> 00:37:17,680 What is the margin? 762 00:37:17,800 --> 00:37:20,240 Our net margin is 20%. 763 00:37:20,320 --> 00:37:21,360 - Wow! - So, you... 764 00:37:21,480 --> 00:37:23,320 - Amazing. - You have Rs. 1.20 crores. 765 00:37:23,400 --> 00:37:28,520 - Yes. - You are making good money, 766 00:37:28,920 --> 00:37:30,880 then why do you want to get rid of it? 767 00:37:31,600 --> 00:37:33,160 Why are you seeking investment? 768 00:37:33,280 --> 00:37:35,800 When an investor comes in, they will ask you to grow in certain areas, 769 00:37:35,840 --> 00:37:37,080 organise processes. 770 00:37:37,240 --> 00:37:39,880 - Correct. - And then make it into a home improvement company. 771 00:37:39,960 --> 00:37:41,960 Structure this. Why? 772 00:37:42,040 --> 00:37:44,400 Recently, we just... Very little. 773 00:37:44,480 --> 00:37:48,080 We sent 5% of our product abroad. 774 00:37:48,200 --> 00:37:49,720 We noticed that the queries we received 775 00:37:49,800 --> 00:37:52,320 were such that they indicated the kind of business 776 00:37:52,360 --> 00:37:54,800 - we have built in the past 6 months. - Did you try Etsy? 777 00:37:54,960 --> 00:37:56,200 Did you try selling on Etsy? 778 00:37:56,320 --> 00:37:59,680 Instead of trying on Etsy, we tried in three countries. 779 00:37:59,800 --> 00:38:01,960 - Okay! - Sending one product gets expensive. 780 00:38:02,080 --> 00:38:03,840 We tried three countries first. 781 00:38:03,920 --> 00:38:06,000 - Dubai, Canada and UK. - The UK. 782 00:38:06,080 --> 00:38:07,960 We have resellers there. 783 00:38:08,040 --> 00:38:10,000 We shipped them products in bulk. 784 00:38:10,080 --> 00:38:11,880 To see if it works. 785 00:38:12,000 --> 00:38:13,200 We just started this. 786 00:38:13,280 --> 00:38:15,120 We recently received a query. 787 00:38:15,240 --> 00:38:17,160 The quantity they asked for... 788 00:38:17,240 --> 00:38:20,640 It was the biggest order and they asked if we can do it. 789 00:38:20,920 --> 00:38:24,480 We think our vision was limited. 790 00:38:24,560 --> 00:38:25,640 There is a high demand. 791 00:38:25,720 --> 00:38:26,840 One more question. 792 00:38:26,920 --> 00:38:29,000 When you think about your business, 793 00:38:29,120 --> 00:38:33,200 do you visualise it as a home improvement company 794 00:38:33,480 --> 00:38:35,480 in the future? 795 00:38:35,560 --> 00:38:38,640 Or do you visualise it as an arts and crafts company? 796 00:38:38,880 --> 00:38:41,320 Sir, we want to become a sustainable gifting company. 797 00:38:41,400 --> 00:38:43,160 Where do you bring these bottles from? 798 00:38:43,240 --> 00:38:44,800 We have a network of ragpickers. 799 00:38:48,200 --> 00:38:50,440 Do you have your own network or do you buy it from them? 800 00:38:50,520 --> 00:38:52,240 - No, we have a network. - It's our network. 801 00:38:52,760 --> 00:38:54,600 How many ragpickers are in your network? 802 00:38:54,680 --> 00:38:56,640 We have around 200 ragpickers. 803 00:38:56,720 --> 00:38:58,840 - 200 ragpickers. - 200? Very nice. 804 00:38:59,120 --> 00:39:01,600 So, because of your business, 805 00:39:01,680 --> 00:39:03,920 how much has their income grown? 806 00:39:04,000 --> 00:39:07,240 Ma'am, let's suppose that someone is earning Rs. 10,000, 807 00:39:07,320 --> 00:39:08,960 and if they are selling the bottles to us, 808 00:39:09,040 --> 00:39:10,600 it must be around Rs. 45,000. 809 00:39:10,680 --> 00:39:12,000 - So, four times. - Yes. 810 00:39:12,080 --> 00:39:15,840 - Four times. - Their income can grow four times by joining you. 811 00:39:15,960 --> 00:39:18,280 - Of course. - Normally, ragpickers 812 00:39:18,360 --> 00:39:20,240 don't take beer bottles. 813 00:39:20,360 --> 00:39:21,520 - No! - They don't. 814 00:39:21,960 --> 00:39:25,360 With this in mind, we started a campaign last year. 815 00:39:25,440 --> 00:39:28,240 We shot with an international agency. 816 00:39:28,320 --> 00:39:30,800 Because they said no one was doing this in India 817 00:39:30,880 --> 00:39:32,080 in such an organised way. 818 00:39:32,160 --> 00:39:34,000 Because this is an unorganised sector. 819 00:39:34,200 --> 00:39:35,520 It's difficult to get bottles 820 00:39:35,640 --> 00:39:38,480 from so many ragpickers. 821 00:39:38,560 --> 00:39:41,240 If somebody comes to us and asks us to give 1,000 or 10,000 glasses 822 00:39:41,320 --> 00:39:44,120 of blue bottles, 823 00:39:44,240 --> 00:39:46,320 I need to have an entire ecosystem. 824 00:39:46,400 --> 00:39:48,840 I should know that I need so many bottles. 825 00:39:48,920 --> 00:39:52,320 I can't make the raw material unless I have raw materials. 826 00:39:52,440 --> 00:39:54,960 This is also a kind of strength. 827 00:39:55,080 --> 00:39:56,320 - Supply chain. - Yes. 828 00:39:56,400 --> 00:39:57,400 Supply chain. 829 00:39:57,600 --> 00:39:58,840 Ms. Madhuri, tell me something. 830 00:39:58,960 --> 00:40:02,800 To sell this monk glass for Rs. 500, how much do you have to spend? 831 00:40:02,880 --> 00:40:07,280 We are spending Rs. 8 lakhs on advertisement on Facebook and so on. 832 00:40:07,360 --> 00:40:09,040 Do you get corporate inquiries from that? 833 00:40:09,160 --> 00:40:12,240 Yes. Our social media is quite impactful. 834 00:40:12,320 --> 00:40:13,560 How are you sure? Show it to us. 835 00:40:13,560 --> 00:40:16,160 When you say 'social media', you mean Instagram, right? 836 00:40:16,240 --> 00:40:17,720 - Yes, Instagram. - Instagram. 837 00:40:17,840 --> 00:40:19,040 How many followers do you have? 838 00:40:19,040 --> 00:40:20,360 - We have 244K followers. - Yes. 839 00:40:20,440 --> 00:40:21,680 244K is not bad. 840 00:40:21,800 --> 00:40:23,280 Our social media presence is strong. 841 00:40:23,400 --> 00:40:26,000 And on the other hand, we get good media promotion. 842 00:40:26,120 --> 00:40:27,200 You will get that for free. 843 00:40:27,240 --> 00:40:28,560 - Your friends are journalists. - It's your industry. 844 00:40:28,600 --> 00:40:30,000 No! That was in the past. 845 00:40:30,600 --> 00:40:33,120 - You can ask your friends to help you. - No! 846 00:40:33,200 --> 00:40:34,720 It's not that easy. 847 00:40:34,840 --> 00:40:37,320 If you look at the traction, it's organic. 848 00:40:37,440 --> 00:40:40,160 The international media agency that came to us is huge. 849 00:40:40,280 --> 00:40:41,320 How did this happen? 850 00:40:41,400 --> 00:40:43,080 They came to us through social media. 851 00:40:43,160 --> 00:40:47,240 Madhuri, your revenue is Rs. 6 crores. Amit, it's fantastic. 852 00:40:47,320 --> 00:40:50,600 What is your vision to make it Rs. 600 crores from Rs. 6 crores? 853 00:40:52,600 --> 00:40:55,120 Tell us your journey from Rs. 6 crores to Rs. 50 crores. 854 00:40:55,200 --> 00:40:56,760 Sir, Rs. 50 crores, right? 855 00:40:56,840 --> 00:40:58,920 We've understood the international market. 856 00:40:59,040 --> 00:41:02,840 - In India, after Covid, people are... - Movement! 857 00:41:02,920 --> 00:41:04,240 There is a wave. 858 00:41:04,320 --> 00:41:06,720 People are just talking about sustainability. 859 00:41:06,800 --> 00:41:08,440 No one is really working on it. 860 00:41:08,520 --> 00:41:10,520 But if we talk about foreign countries 861 00:41:10,640 --> 00:41:12,760 like Germany and Netherlands, 862 00:41:12,920 --> 00:41:14,520 and other countries, 863 00:41:14,600 --> 00:41:17,240 this has become their mission. 864 00:41:17,320 --> 00:41:19,600 Tell me something, Madhuri. Take this bottle, for example. 865 00:41:19,640 --> 00:41:21,280 The bottle belongs to the brands. 866 00:41:21,360 --> 00:41:23,960 Say someone is drinking milk at home in this. 867 00:41:24,120 --> 00:41:25,760 Won't the brand have an issue 868 00:41:25,840 --> 00:41:28,560 with someone drinking milk 869 00:41:28,720 --> 00:41:31,120 whereas it was meant for something else? 870 00:41:31,200 --> 00:41:32,800 Have they not come to you yet? 871 00:41:33,480 --> 00:41:35,320 They did, sir. They are supporting us. 872 00:41:35,440 --> 00:41:36,360 To be honest, 873 00:41:36,440 --> 00:41:38,760 not just them, all the brands you see here 874 00:41:38,880 --> 00:41:41,640 have come to us and are supporting us. 875 00:41:41,760 --> 00:41:42,920 They give us a lot of orders. 876 00:41:42,960 --> 00:41:46,000 Next year, we are going to organise a nationwide campaign. 877 00:41:46,080 --> 00:41:47,800 It is happening for the first time in India. 878 00:41:47,840 --> 00:41:50,000 But do you have a small workshop 879 00:41:50,080 --> 00:41:52,520 - with machines where people make this? - We have a factory. 880 00:41:52,640 --> 00:41:54,560 - There is a factory. - How many people are working there? 881 00:42:00,640 --> 00:42:01,840 They came looking for a job. 882 00:42:01,920 --> 00:42:04,440 Once someone completes 12th grade, they come to us. 883 00:42:04,520 --> 00:42:06,400 If we have 15 employees, 884 00:42:06,520 --> 00:42:08,840 then 10 employees are those who know everything. 885 00:42:09,000 --> 00:42:10,200 Very good! 886 00:42:10,560 --> 00:42:14,720 Can this business become huge after seeking investment? 887 00:42:15,120 --> 00:42:17,600 Probably! But you need to choose a direction. 888 00:42:18,440 --> 00:42:21,840 I don't think sustainable gifting is the right path. 889 00:42:21,920 --> 00:42:24,800 You can either be a sustainable home improvement 890 00:42:24,880 --> 00:42:27,120 or a home decor company. 891 00:42:27,640 --> 00:42:31,280 But it seems difficult to make it just about gifting glassware. 892 00:42:31,360 --> 00:42:32,840 Sir, this is not just a glass. 893 00:42:32,920 --> 00:42:34,880 - Anyone can buy glass in the market. - Yes. 894 00:42:34,960 --> 00:42:37,640 If someone wants to buy Milton glasses, they'll buy it. 895 00:42:37,720 --> 00:42:41,160 People are visiting my website as they don't want ordinary things. 896 00:42:41,240 --> 00:42:42,840 Why do you need funding? 897 00:42:42,920 --> 00:42:45,760 That's the point. It will be an arts and crafts company 898 00:42:45,840 --> 00:42:47,120 if you don't choose a direction. 899 00:42:47,240 --> 00:42:49,400 You are making good money. 900 00:42:49,640 --> 00:42:51,280 You are getting more orders and are going international. 901 00:42:51,320 --> 00:42:52,840 You did your marketing on Shark Tank. 902 00:42:52,920 --> 00:42:54,200 So, why do you need money? 903 00:42:55,320 --> 00:42:58,080 If you give us your money, you will show interest 904 00:42:58,160 --> 00:42:59,720 - and push us. - Guide us. 905 00:42:59,800 --> 00:43:01,760 How will you give us an exit? Tell me that. 906 00:43:03,400 --> 00:43:05,200 Sir, don't always focus on the money. 907 00:43:06,160 --> 00:43:07,840 - Sir, think about... - Cause. 908 00:43:07,920 --> 00:43:09,560 - Look at cause. - You are making money. 909 00:43:09,640 --> 00:43:10,920 - You are making good money. - Sir... 910 00:43:10,960 --> 00:43:12,440 I think all your friends 911 00:43:12,560 --> 00:43:15,240 will gradually open a shop. 912 00:43:15,400 --> 00:43:17,880 That would be great, sir. 913 00:43:17,960 --> 00:43:21,200 But we put a lot of effort into this business. 914 00:43:21,280 --> 00:43:23,000 It was really difficult. 915 00:43:23,080 --> 00:43:25,400 Your answer is to keep the money aside 916 00:43:25,480 --> 00:43:27,400 and invest it in the purpose. 917 00:43:27,480 --> 00:43:29,120 - Is that your response? - You will get the exit. 918 00:43:29,120 --> 00:43:30,120 How? 919 00:43:31,680 --> 00:43:33,800 You didn't think about exit, right? 920 00:43:33,920 --> 00:43:35,280 We didn't... 921 00:43:35,360 --> 00:43:37,600 We didn't really think about it. 922 00:43:39,120 --> 00:43:41,880 You built this business through hard work. 923 00:43:42,000 --> 00:43:45,600 From Rs. 10,000 to Rs. 1.2 crores. 924 00:43:45,680 --> 00:43:47,520 A lot of respect for you all. 925 00:43:47,640 --> 00:43:50,200 I believe that what you are doing 926 00:43:50,840 --> 00:43:53,720 is scrap to quirky. 927 00:43:53,960 --> 00:43:56,320 I want you to pursue this path. 928 00:43:56,440 --> 00:43:58,400 But I feel you are slightly confused 929 00:43:58,720 --> 00:44:00,920 about making this a home improvement business, 930 00:44:01,240 --> 00:44:03,800 quirky business or sustainable one. 931 00:44:04,400 --> 00:44:06,680 So, for that reason, 932 00:44:06,760 --> 00:44:08,760 I have two offers and an update. 933 00:44:10,760 --> 00:44:13,360 One, I like your lampshade. 934 00:44:13,440 --> 00:44:16,000 I think our guests in the hotel will love it. 935 00:44:16,280 --> 00:44:18,000 So, I will order 100 of these. 936 00:44:18,080 --> 00:44:20,480 If it goes well, we might buy more. 937 00:44:20,880 --> 00:44:24,240 Second, I am ready to meet you outside to support you. 938 00:44:24,680 --> 00:44:26,680 But because you are not sure about the direction, 939 00:44:26,760 --> 00:44:28,400 whether this is a sustainability company 940 00:44:28,480 --> 00:44:30,560 or an arts and crafts company. 941 00:44:30,640 --> 00:44:32,120 For that reason, I am out today. 942 00:44:32,200 --> 00:44:33,360 - Thank you! - Thanks! 943 00:44:34,600 --> 00:44:37,960 I should learn how you are so happy. 944 00:44:38,040 --> 00:44:40,520 Sir, invest money in our company, you will also be happy. 945 00:44:40,600 --> 00:44:42,160 That is why I don't want to invest. 946 00:44:42,800 --> 00:44:46,080 If I invest, all of us will cry. 947 00:44:47,320 --> 00:44:48,520 Sir, be positive. 948 00:44:48,600 --> 00:44:50,720 I am here because I am positive. 949 00:44:51,240 --> 00:44:53,120 But I have seen all this. 950 00:44:53,920 --> 00:44:55,680 I would suggest this to you too. 951 00:44:56,360 --> 00:44:59,200 If you want to grow this company like this, 952 00:44:59,320 --> 00:45:01,320 you do that and double your income. 953 00:45:01,520 --> 00:45:04,360 You can take home 20 lakhs each in 2-3 years. 954 00:45:04,440 --> 00:45:05,560 The outcome is good. 955 00:45:06,240 --> 00:45:09,600 But if you want to make this a big company, 956 00:45:09,800 --> 00:45:11,480 then you have to give this a direction. 957 00:45:11,560 --> 00:45:15,040 You can possibly stand for quirky sustainable brands. 958 00:45:15,240 --> 00:45:16,920 If you are in the gifting business, 959 00:45:17,000 --> 00:45:20,240 then this will grow well but slowly 960 00:45:20,320 --> 00:45:23,240 and I doubt it will be a huge business 961 00:45:23,320 --> 00:45:24,800 that can afford an investor. 962 00:45:24,880 --> 00:45:26,680 Then you will cry and so will the investor. 963 00:45:26,760 --> 00:45:28,520 For that reason, I am out. Good luck to you. 964 00:45:30,520 --> 00:45:32,960 Madhuri, when I asked you a question 965 00:45:33,040 --> 00:45:36,240 about how you will make it Rs. 600 crores from 6 crores, 966 00:45:36,440 --> 00:45:38,080 you didn't have an answer. 967 00:45:38,600 --> 00:45:42,000 And most founders have an answer to this. 968 00:45:42,280 --> 00:45:45,960 So, as an investor, we invest in founders. 969 00:45:46,680 --> 00:45:51,720 A founder must have clarity in vision. 970 00:45:52,040 --> 00:45:55,680 I think both of you are slightly unprepared. 971 00:45:56,200 --> 00:45:57,920 Go back to the drawing board. 972 00:45:58,000 --> 00:46:01,120 So, I think I would like to meet you again 973 00:46:01,480 --> 00:46:03,480 when you have a plan in place. 974 00:46:03,560 --> 00:46:06,120 Today, I am out. But come back with a plan. 975 00:46:06,240 --> 00:46:07,320 Sure. 976 00:46:07,440 --> 00:46:09,640 I think, in your business, 977 00:46:10,240 --> 00:46:12,400 if you really want to pick gifting, 978 00:46:12,520 --> 00:46:14,560 then instead of using 979 00:46:14,800 --> 00:46:18,080 normal people, use specially-abled people. 980 00:46:18,840 --> 00:46:21,720 I hope you understand that people are not buying your design. 981 00:46:21,800 --> 00:46:23,760 That could be secondary. 982 00:46:23,880 --> 00:46:25,560 But primarily, they are buying for a cause. 983 00:46:25,640 --> 00:46:27,840 If you increase the value, 984 00:46:27,920 --> 00:46:29,360 and your cost is not going up. 985 00:46:29,440 --> 00:46:32,080 You can continue to sell your product for the same price. 986 00:46:32,200 --> 00:46:35,080 In fact, your cost could remain the same 987 00:46:35,200 --> 00:46:38,000 - and you will have availability of workforce. - Okay. 988 00:46:38,080 --> 00:46:39,480 You need advice... 989 00:46:39,600 --> 00:46:41,880 I just gave you advice. I can help you outside. 990 00:46:41,960 --> 00:46:43,160 But I am out. 991 00:46:44,080 --> 00:46:46,840 - This specially-abled idea is a good one. - Right! 992 00:46:46,920 --> 00:46:49,920 It will align with your story 993 00:46:50,000 --> 00:46:52,280 and the business will magnify without spending more. 994 00:46:52,360 --> 00:46:54,320 Okay! Thank you. 995 00:46:54,960 --> 00:46:57,520 Amit and Madhuri, as everyone mentioned, 996 00:46:57,600 --> 00:46:59,480 you have pleasing personalities. 997 00:46:59,560 --> 00:47:02,320 You started with Rs. 10,000 and now you are making Rs. 5 lakhs. 998 00:47:02,560 --> 00:47:04,480 So, you are inspiring Indians. 999 00:47:04,560 --> 00:47:06,520 I think when it is aired on Shark Tank 1000 00:47:06,600 --> 00:47:09,040 and people know that they can make a business from this, 1001 00:47:09,120 --> 00:47:11,920 a lot of them will try to do the same. 1002 00:47:12,840 --> 00:47:14,840 They won't be able to do it, that's something else. 1003 00:47:14,960 --> 00:47:17,920 The awareness will grow now and when that happens, 1004 00:47:18,080 --> 00:47:20,040 you might have to expand. 1005 00:47:20,120 --> 00:47:22,120 This might limit growth. 1006 00:47:22,920 --> 00:47:24,480 I want to give you a suggestion. 1007 00:47:24,600 --> 00:47:27,280 'The Poetry -Art Project' is confusing. 1008 00:47:27,360 --> 00:47:28,520 Remove that. 1009 00:47:28,600 --> 00:47:29,960 - Okay! - Get rid of that pen too. 1010 00:47:30,080 --> 00:47:33,640 - You need to think big. - Okay! 1011 00:47:33,760 --> 00:47:34,840 We don't think big. 1012 00:47:34,960 --> 00:47:37,000 As I mentioned, even we never thought we would be this big. 1013 00:47:37,040 --> 00:47:39,280 You need to start thinking big. 1014 00:47:39,520 --> 00:47:40,560 You can be big. 1015 00:47:41,600 --> 00:47:44,200 You have a good platform and everyone gave good advice. 1016 00:47:44,480 --> 00:47:46,960 Take that as feedback and go for it, guys. 1017 00:47:48,160 --> 00:47:49,400 And keep smiling. 1018 00:47:49,480 --> 00:47:50,680 Yeah! That's your plus point. 1019 00:47:50,760 --> 00:47:51,920 - We love your smiles. - Smile 1020 00:47:51,960 --> 00:47:53,200 and give your energy to everyone around you. 1021 00:47:53,200 --> 00:47:55,320 - Thank you! - Love your energy! 1022 00:47:55,600 --> 00:47:56,560 All right! 1023 00:47:56,640 --> 00:47:58,480 - God bless you! - Thank you, Amit and Madhuri. 1024 00:47:58,800 --> 00:48:00,440 I was slightly disheartened. 1025 00:48:00,520 --> 00:48:03,400 But also, as Ritesh mentioned, 1026 00:48:03,480 --> 00:48:06,560 he can't invest, but he will order from us and give us time. 1027 00:48:06,640 --> 00:48:09,760 Saying this motivates us 1028 00:48:09,840 --> 00:48:11,720 to do something more in the future. 1029 00:48:11,800 --> 00:48:13,960 We don't have a deal, but we are hopeful 1030 00:48:14,120 --> 00:48:15,680 that we will meet Sharks outside. 1031 00:48:15,800 --> 00:48:17,520 You never know, they might invest. 1032 00:48:20,000 --> 00:48:21,800 [music playing] 1033 00:48:29,360 --> 00:48:31,400 And you can see the beautiful representation 1034 00:48:31,520 --> 00:48:33,480 on our change makers wall. 1035 00:48:33,880 --> 00:48:37,120 By empowering change, we are planting the seeds of a brighter, 1036 00:48:37,200 --> 00:48:38,640 more equitable future. 1037 00:48:39,000 --> 00:48:41,680 And today's change makers are Madhuri and Amit. 1038 00:48:41,840 --> 00:48:43,600 In India, we usually see 1039 00:48:43,680 --> 00:48:46,120 our relatives buy weird 1040 00:48:46,200 --> 00:48:48,800 and shiny gifts that go to waste. 1041 00:48:48,880 --> 00:48:51,480 So, it is necessary to change the mindset. 1042 00:48:51,560 --> 00:48:54,080 And you thought of sustainable gifting, 1043 00:48:54,160 --> 00:48:57,200 which is a very innovative change, and we welcome change here. 1044 00:48:57,320 --> 00:49:00,040 - Thank you. - On an individual level, if someone wants 1045 00:49:00,120 --> 00:49:03,640 to bring a change in life and move towards sustainability, 1046 00:49:03,800 --> 00:49:05,120 what advice would you like to give? 1047 00:49:05,160 --> 00:49:07,480 You don't have to do something big to bring change. 1048 00:49:07,560 --> 00:49:11,080 - You can create a big change with small steps. - Agreed. 1049 00:49:11,200 --> 00:49:12,280 You should do that regularly. 1050 00:49:12,280 --> 00:49:15,480 - You can turn a glass bottle into a water bottle. - Yes. 1051 00:49:15,600 --> 00:49:17,240 If you are going out, carry a tote bag. 1052 00:49:17,320 --> 00:49:19,400 - Don't take polythene. - Exactly! 1053 00:49:19,480 --> 00:49:23,760 Okay! Or things at home... Instead of buying something new, 1054 00:49:23,840 --> 00:49:27,040 if you check your wardrobe, you will find many clothes. 1055 00:49:27,120 --> 00:49:29,000 - Yes. - You don't have to buy anything new. 1056 00:49:29,120 --> 00:49:31,720 If we have less, that is enough. 1057 00:49:31,800 --> 00:49:33,320 You spoke just like my mom. 1058 00:49:33,760 --> 00:49:35,440 Don't buy more, you have enough. 1059 00:49:36,040 --> 00:49:37,040 We welcome this change. 1060 00:49:37,080 --> 00:49:39,640 Just like ACKO has changed the landscape of insurance 1061 00:49:39,720 --> 00:49:41,880 with its range of revolutionary offerings. 1062 00:49:42,040 --> 00:49:44,200 In health insurance, you get 100% bill payments, 1063 00:49:44,280 --> 00:49:46,480 which ensures customers don't have to worry about 1064 00:49:46,560 --> 00:49:48,440 out-of-pocket expenses during claims. 1065 00:49:48,560 --> 00:49:49,960 By appreciating this change, 1066 00:49:50,080 --> 00:49:52,920 we want to give you a special gift from Shark Tank and ACKO. 1067 00:49:53,000 --> 00:49:54,000 Thank you! 1068 00:49:54,280 --> 00:49:56,720 You are truly Acko Change Makers. 1069 00:49:57,640 --> 00:50:00,520 'Shark Tank India, co-presented by ACKO Insurance,' 1070 00:50:00,640 --> 00:50:02,720 'PokerBaazi and Swiggy Instamart.' 1071 00:50:02,800 --> 00:50:05,440 'Co-powered by Adani, and Jaquar Bath and Light.' 1072 00:50:05,520 --> 00:50:09,440 'And partners, Rayzon Solar, ICICI Direct and Lenskart.' 1073 00:50:09,600 --> 00:50:12,040 [theme music playing] 1074 00:50:31,720 --> 00:50:35,120 - Greetings, I am Ishwar Sinhmar. - Greetings! 1075 00:50:35,240 --> 00:50:37,520 Greetings, my name is Rahul Dhingra. 1076 00:50:42,120 --> 00:50:45,840 Sharks, we are from Jind, Haryana and we come from a farmer family. 1077 00:50:46,040 --> 00:50:48,520 Today, everyone is talking about issues faced by the farmers, 1078 00:50:48,640 --> 00:50:51,240 but the problem is, who will find the solution? 1079 00:50:51,360 --> 00:50:52,720 - Hmm! - We will, Sharks. 1080 00:50:52,800 --> 00:50:56,120 From our platform, F2DF, a marketplace for farmers. 1081 00:50:59,840 --> 00:51:02,880 First, the farmer is unable to sell his produce for a good price 1082 00:51:03,000 --> 00:51:06,080 because the middleman takes all the profit. 1083 00:51:06,160 --> 00:51:08,200 We buy the farmers' produce directly 1084 00:51:08,280 --> 00:51:10,800 and send them to big companies and the HORECA industry 1085 00:51:10,920 --> 00:51:14,320 so that the farmers get the right price and make a profit. 1086 00:52:08,400 --> 00:52:11,600 I know that a lot of schemes given by the government 1087 00:52:11,680 --> 00:52:13,880 meant for the farmers 1088 00:52:14,000 --> 00:52:15,600 never reach them. 1089 00:52:15,800 --> 00:52:18,440 Our platform helps the farmers 1090 00:52:18,520 --> 00:52:20,760 get access to those schemes. 1091 00:52:32,000 --> 00:52:34,480 through online platforms. 1092 00:52:38,240 --> 00:52:41,240 We want to contribute to this economy of Rs. 2 lakh crores. 1093 00:52:41,320 --> 00:52:45,040 For this, our ask is Rs. 50,000 for 1% equity. 1094 00:52:46,560 --> 00:52:49,280 So, Sharks, are you ready for T2DF? 1095 00:52:52,600 --> 00:52:53,760 Amazing! 1096 00:52:53,880 --> 00:52:55,080 Would you like to have a seat? 1097 00:52:55,120 --> 00:52:57,640 - With your permission. - Yes, please. 1098 00:52:58,480 --> 00:52:59,720 Be comfortable. 1099 00:53:01,360 --> 00:53:03,320 - Is Mr. Ishwar your dad? - Yes. 1100 00:53:03,520 --> 00:53:06,520 Tell us your story. How did F2DF start? 1101 00:53:06,600 --> 00:53:08,200 Did you face problems in your life 1102 00:53:08,280 --> 00:53:10,480 where you felt the market was taking advantage? 1103 00:53:10,560 --> 00:53:12,600 Or is there something you tried to solve? 1104 00:53:12,680 --> 00:53:14,080 The major issue was... 1105 00:53:14,160 --> 00:53:15,800 Because we come from a farming family, 1106 00:53:15,880 --> 00:53:18,680 I have seen this issue since childhood. 1107 00:53:18,760 --> 00:53:20,480 I used to visit the market with my dad often. 1108 00:53:20,480 --> 00:53:22,160 I've seen his state. 1109 00:53:22,280 --> 00:53:23,560 Many times, 1110 00:53:23,680 --> 00:53:25,320 when we didn't get a good price 1111 00:53:25,440 --> 00:53:27,360 for our vegetables, we had to throw them away. 1112 00:53:27,440 --> 00:53:28,520 We didn't harvest it. 1113 00:53:28,640 --> 00:53:31,400 A lot of money was spent on harvesting. 1114 00:53:31,480 --> 00:53:33,800 A significant amount also went into transportation after selling. 1115 00:53:33,800 --> 00:53:35,480 We witnessed things like this a lot. 1116 00:53:35,640 --> 00:53:37,280 I had a government job. 1117 00:53:37,360 --> 00:53:38,520 Which government job? 1118 00:53:38,640 --> 00:53:40,760 I was in a bank and then I became an auditor. 1119 00:53:40,840 --> 00:53:42,840 I was a senior auditor in the Ministry of Defence. 1120 00:53:43,040 --> 00:53:44,760 - Okay! - When the farmers' protest started, 1121 00:53:44,840 --> 00:53:46,360 that is when my life changed. 1122 00:53:46,440 --> 00:53:49,040 When I used to go to work, I used to meet them on the way. 1123 00:53:49,160 --> 00:53:50,320 I used to talk to them often. 1124 00:53:50,360 --> 00:53:52,240 That is where I started identifying the problem. 1125 00:53:52,320 --> 00:53:53,920 I started working as a YouTuber. 1126 00:53:54,000 --> 00:53:56,120 I went to people and started making videos of them. 1127 00:53:56,200 --> 00:53:58,240 I asked for the reviews and the problems they faced. 1128 00:53:58,360 --> 00:54:00,760 And we started to get to the root of the problem. 1129 00:54:01,200 --> 00:54:02,720 We started doing our research. 1130 00:54:02,840 --> 00:54:05,800 If we can reduce the farmers' input costs 1131 00:54:05,920 --> 00:54:07,800 and increase their output, even slightly, 1132 00:54:07,880 --> 00:54:10,040 this business can grow, and they can benefit as well. 1133 00:54:10,120 --> 00:54:11,520 How do you know, Rahul? 1134 00:54:11,600 --> 00:54:14,240 When I used to work in a government job, he was a CA in our office. 1135 00:54:14,320 --> 00:54:16,480 Rahul is his brother-in-law. 1136 00:54:16,640 --> 00:54:18,880 This is a gift for me from my in-laws. 1137 00:54:19,000 --> 00:54:20,400 Oh, a gift from your in-laws. 1138 00:54:21,400 --> 00:54:22,400 That's a good one. 1139 00:54:23,360 --> 00:54:25,520 If you take the middleman out of every business, 1140 00:54:25,640 --> 00:54:28,120 then the income of buyers and sellers can go up. 1141 00:54:28,440 --> 00:54:32,040 What is the specific problem we have in farming because of the market? 1142 00:54:32,320 --> 00:54:35,680 When the farmer goes to sell his crops in the market, 1143 00:54:36,080 --> 00:54:38,280 those who buy from them 1144 00:54:38,360 --> 00:54:40,840 buy less than MSP. 1145 00:54:40,960 --> 00:54:43,240 They just keep robbing the farmers. 1146 00:54:43,320 --> 00:54:45,160 The main issue is 1147 00:54:45,280 --> 00:54:47,720 that there are only around 13 crops that have MSP. 1148 00:54:47,840 --> 00:54:49,240 That's the problem. 1149 00:54:49,320 --> 00:54:51,360 And there are many crops that do not have MSP. 1150 00:54:51,440 --> 00:54:53,000 There are fruits, vegetables, 1151 00:54:53,080 --> 00:54:54,880 dry fruits, and spices. 1152 00:54:55,000 --> 00:54:57,720 When a farmer sells these products, 1153 00:54:57,800 --> 00:55:00,560 the buyer 1154 00:55:00,640 --> 00:55:02,320 gives them the price he wants. 1155 00:55:02,440 --> 00:55:03,920 The farmer is helpless, so he sells it 1156 00:55:04,000 --> 00:55:06,360 because he can't keep it at home and he needs money. 1157 00:55:07,000 --> 00:55:10,040 - It is not a big issue where there is MSP. - Yes. 1158 00:55:10,160 --> 00:55:13,240 For the crops and regions where MSP is unavailable, 1159 00:55:13,360 --> 00:55:16,640 you found a solution to that problem. Explain the solution. 1160 00:55:17,000 --> 00:55:18,240 We do three things. 1161 00:55:18,320 --> 00:55:21,120 First, we buy input directly from local manufacturers 1162 00:55:21,360 --> 00:55:23,480 and big dealers 1163 00:55:23,600 --> 00:55:25,200 and give them to the farmers. 1164 00:55:25,280 --> 00:55:26,920 We reduce the commission by a lot 1165 00:55:27,000 --> 00:55:28,360 that the farmer pays. 1166 00:55:28,440 --> 00:55:30,120 Give us an example. 1167 00:55:30,200 --> 00:55:31,800 For example, I'll talk about pesticides. 1168 00:55:31,920 --> 00:55:33,800 If there is an agrochemical product, 1169 00:55:33,880 --> 00:55:36,560 the cost is around Rs. 100. 1170 00:55:36,680 --> 00:55:41,080 But the MRP is around Rs. 500. 1171 00:55:41,240 --> 00:55:43,960 What we do is, we buy the product from a local manufacturer. 1172 00:55:44,040 --> 00:55:45,600 We put our margin 1173 00:55:45,960 --> 00:55:48,000 in that Rs. 100 product 1174 00:55:48,080 --> 00:55:50,280 and shipping cost and send it to the farmer for Rs. 200. 1175 00:55:50,360 --> 00:55:53,000 - Rs. 200. - AgroStar and DeHaat are doing the same. 1176 00:55:53,080 --> 00:55:55,360 The agriculture sector is so vast 1177 00:55:55,440 --> 00:55:57,520 that even if there are 100 players like us, 1178 00:55:57,600 --> 00:56:00,040 there is still a lot of potential. That's the first thing. 1179 00:56:00,160 --> 00:56:02,640 So, in input, you are reducing the cost by 50%. 1180 00:56:02,720 --> 00:56:05,160 - In some products 50%... - Average. 1181 00:56:05,240 --> 00:56:07,600 The average is approximately 15%. 1182 00:56:07,680 --> 00:56:09,000 - 15%! 15%-20%. - 15%-20%. 1183 00:56:09,080 --> 00:56:11,040 That is the price. Do you also do quality checks? 1184 00:56:11,120 --> 00:56:12,440 Namita, with quality checks, 1185 00:56:12,520 --> 00:56:15,280 the farmer knows that they want certain equipment from a company. 1186 00:56:15,360 --> 00:56:17,760 The only difference is, that instead of buying from a local shop, 1187 00:56:17,800 --> 00:56:19,160 they purchased it on our platform. 1188 00:56:19,440 --> 00:56:21,680 - Branded things. - We are not forcing them to buy. 1189 00:56:21,800 --> 00:56:23,360 The farmer decides what he wants to buy. 1190 00:56:25,120 --> 00:56:26,320 Second, output. 1191 00:56:26,440 --> 00:56:28,720 In output, the products that don't have MSP 1192 00:56:28,840 --> 00:56:30,680 are fruits, vegetables and perishable items. 1193 00:56:30,760 --> 00:56:34,040 We buy them directly from farmers and deliver them 1194 00:56:34,120 --> 00:56:36,280 to HORECA industries or big companies. 1195 00:56:36,360 --> 00:56:39,720 The benefit is that we take it from the farmer's field, 1196 00:56:39,840 --> 00:56:41,840 so he saves on the transport cost. 1197 00:56:41,920 --> 00:56:45,160 The farmer harvests in the evening 1198 00:56:45,240 --> 00:56:46,840 and goes to sell in the morning. 1199 00:56:46,920 --> 00:56:48,040 There is a gap of 12 hours. 1200 00:56:48,120 --> 00:56:50,560 The quality starts to deteriorate. 1201 00:56:50,640 --> 00:56:52,520 We take produce from the farmers and send it directly, 1202 00:56:52,520 --> 00:56:54,720 this way it remains fresh. 1203 00:56:54,800 --> 00:56:58,000 You are quiet. You tell us, what do you do? 1204 00:56:58,120 --> 00:57:00,920 I work for women. I am a part of a self-help group. 1205 00:57:01,040 --> 00:57:02,720 How are you connected in this business? 1206 00:57:02,800 --> 00:57:05,200 I list their product on my app 1207 00:57:05,320 --> 00:57:06,560 so that they get the best rate. 1208 00:57:06,640 --> 00:57:08,520 - Do you do this full-time? - Yes. 1209 00:57:08,640 --> 00:57:10,440 - Are you a founder? - Yes, sir. 1210 00:57:10,520 --> 00:57:13,080 What are your designations and roles? 1211 00:57:13,160 --> 00:57:14,000 I am the CEO. 1212 00:57:14,080 --> 00:57:14,920 Okay! You? 1213 00:57:15,000 --> 00:57:16,800 - I am the Chief Operating Officer. - Okay. 1214 00:57:16,920 --> 00:57:18,200 I am the Director. 1215 00:57:18,840 --> 00:57:21,480 Uncle is also a Director, but he handles farmer connect. 1216 00:57:22,640 --> 00:57:27,400 Your model is similar to a company called AgroStar. 1217 00:57:27,480 --> 00:57:29,680 No! What differentiates us 1218 00:57:29,760 --> 00:57:32,360 is that our platform is phygital, physical and digital. 1219 00:57:35,760 --> 00:57:38,720 on marketing on Google and Facebook. 1220 00:57:38,800 --> 00:57:41,920 That is not the case with us. Phygital is physical and digital. 1221 00:57:42,360 --> 00:57:44,280 Our online platform has a wide reach 1222 00:57:44,400 --> 00:57:47,080 and we manage an online community with 17 crore farmer members. 1223 00:57:47,160 --> 00:57:48,800 The reason why the farmers join us... 1224 00:57:48,880 --> 00:57:50,840 The farmers are uncertain 1225 00:57:50,960 --> 00:57:52,960 about whom to trust because there are many companies, 1226 00:57:53,000 --> 00:57:54,720 as you mentioned. There are a lot of companies. 1227 00:57:54,760 --> 00:57:56,360 We work with them on the ground. 1228 00:57:56,560 --> 00:57:59,000 We go to their villages, provide them with advisories, 1229 00:58:08,160 --> 00:58:10,720 - You will understand better with a video. - Sure. 1230 00:58:10,880 --> 00:58:12,680 [music playing] 1231 00:58:13,840 --> 00:58:15,280 These are our fairs. 1232 00:58:15,560 --> 00:58:17,760 We are organising 12 similar events in 12 different states 1233 00:58:17,760 --> 00:58:19,760 for the Central Government 1234 00:58:25,840 --> 00:58:28,120 It is private, but we execute government orders. 1235 00:58:28,200 --> 00:58:30,400 Uncle mentioned that they don't get the benefit of government schemes. 1236 00:58:30,440 --> 00:58:33,480 The government has made schemes for government like FPOs. 1237 00:58:38,000 --> 00:58:39,600 Currently, I have a running order, 1238 00:58:39,680 --> 00:58:41,040 which includes a pending order worth Rs. 2 crore 1239 00:58:41,080 --> 00:58:42,600 from the Ministry of Agriculture. 1240 00:58:43,280 --> 00:58:45,320 There's another order worth Rs. 14 crore from PMFME. 1241 00:58:50,520 --> 00:58:51,800 How did they connect with you? 1242 00:58:51,880 --> 00:58:55,320 - There are many topics in farming, Anupam. - Yes. 1243 00:58:55,440 --> 00:58:56,640 There is a tractor. 1244 00:58:56,800 --> 00:58:58,800 Wheat cultivation itself is a topic in itself. 1245 00:58:59,240 --> 00:59:01,320 We run issue-based communities online. 1246 00:59:01,400 --> 00:59:02,960 Do you mean on this app? 1247 00:59:03,080 --> 00:59:05,880 We run communities on Facebook. 1248 00:59:06,000 --> 00:59:07,240 How many communities exist? 1249 00:59:07,360 --> 00:59:08,880 There are 1,700 communities. 1250 00:59:09,720 --> 00:59:12,440 Are there 17 crore people in 1,700 communities? 1251 00:59:12,520 --> 00:59:13,680 There are 17.5 crore people. 1252 00:59:13,800 --> 00:59:15,240 - 17.5 crore? - Yes. 1253 00:59:15,320 --> 00:59:16,240 - Online? - On Facebook? 1254 00:59:16,320 --> 00:59:17,200 - Online! - Yes, Facebook. 1255 00:59:17,280 --> 00:59:19,080 - Facebook. - Did you create communities? 1256 00:59:19,160 --> 00:59:20,560 - No! - We are a part of it. 1257 00:59:20,680 --> 00:59:23,000 - We started some. - We have around 100. 1258 00:59:29,240 --> 00:59:31,640 We have an administrator role where we can post. 1259 00:59:31,720 --> 00:59:34,440 - Got it! You can post, but someone else is the owner. - Yes. 1260 00:59:34,840 --> 00:59:37,200 What is your commission model? 1261 00:59:37,320 --> 00:59:39,440 You mentioned 'no-commission', then how are you making money? 1262 00:59:39,440 --> 00:59:41,800 We do not charge any commission from farmers on any product. 1263 01:00:07,440 --> 01:00:11,120 You need to change that to 'No Commission From Farmers'. 1264 01:00:11,240 --> 01:00:12,400 - Got it! - It will be easier. 1265 01:00:17,000 --> 01:00:19,320 Tell us your numbers. 1266 01:00:19,440 --> 01:00:23,640 Last year, in FY23-24, our sales were Rs. 9.2 crores. 1267 01:00:23,720 --> 01:00:25,000 Okay! 1268 01:00:25,160 --> 01:00:29,000 We sold inputs worth Rs. 1.3 crores to the farmers. 1269 01:00:29,160 --> 01:00:31,320 We purchased Rs. 7.7 crores worth of output 1270 01:00:31,400 --> 01:00:33,360 from farmers and sold it further. 1271 01:00:33,560 --> 01:00:35,320 Additionally, Rs. 18 lakh is from Agri Media. 1272 01:00:36,080 --> 01:00:38,680 We made a revenue of Rs. 32 lakhs from output. 1273 01:00:38,760 --> 01:00:40,920 And we made a revenue of Rs. 20 lakhs from input. 1274 01:00:41,000 --> 01:00:42,320 Your earning is Rs. 70 lakhs. 1275 01:00:42,400 --> 01:00:43,720 - Rs. 70 lakhs for the year. - Yes. 1276 01:00:43,720 --> 01:00:45,880 What is your net profit after taking away the expenses? 1277 01:00:56,240 --> 01:00:57,840 How is the equity distributed? 1278 01:00:57,920 --> 01:01:00,120 Neeraj and I have 10% each. 1279 01:01:00,600 --> 01:01:02,360 - Monica has 51%. - 51%. 1280 01:01:02,520 --> 01:01:04,040 - Oh! - Silent Director. 1281 01:01:04,120 --> 01:01:05,120 Silent Director. 1282 01:01:05,200 --> 01:01:06,120 And the rest 30%? 1283 01:01:06,240 --> 01:01:07,760 - 28.6%. - He has 28.6%. 1284 01:01:07,840 --> 01:01:09,480 We only gave 0.4% outside. 1285 01:01:09,640 --> 01:01:11,960 Monika, you have 51%. 1286 01:01:12,080 --> 01:01:13,440 Because when I got married, 1287 01:01:13,520 --> 01:01:16,920 my family gave me Rs. 40 lakhs as a gift. 1288 01:01:17,000 --> 01:01:19,280 I kept it aside as savings. 1289 01:01:19,360 --> 01:01:20,880 I wanted to make a good house for myself. 1290 01:01:20,920 --> 01:01:23,880 Neeraj took that from me, so I have more share. 1291 01:01:23,960 --> 01:01:25,880 - Oh! - Nice! 1292 01:01:26,760 --> 01:01:29,400 That's amazing. But tell me something. 1293 01:01:29,760 --> 01:01:30,800 - Be honest. - Yes. 1294 01:01:30,880 --> 01:01:32,280 How much did you give? Rs. 40 lakhs? 1295 01:01:32,320 --> 01:01:34,520 We took more than that, Anupam. 1296 01:01:34,640 --> 01:01:36,920 - I sold my gold too. - Oh! 1297 01:01:38,160 --> 01:01:39,880 We took a loan against her gold. In fact... 1298 01:01:39,960 --> 01:01:41,960 Hold on! You are all in. 1299 01:01:42,040 --> 01:01:45,400 But did you ask for 51% or did they give it to you? 1300 01:01:45,480 --> 01:01:48,320 I said, if I give more money, I will have more share. 1301 01:01:48,400 --> 01:01:49,880 - Whoa! - Amazing! 1302 01:01:50,000 --> 01:01:51,400 - Wow! - Brilliant! 1303 01:01:51,520 --> 01:01:53,200 - Outstanding! - Lovely! 1304 01:01:54,440 --> 01:01:56,000 We should learn something from you. 1305 01:01:56,080 --> 01:01:58,920 You are an inspiration for the people of the country. 1306 01:02:00,280 --> 01:02:01,520 Beautiful! 1307 01:02:01,640 --> 01:02:04,000 Did you take funding from outside for your business? 1308 01:02:04,120 --> 01:02:08,160 We recently raised Rs. 20 lakhs at a valuation of Rs. 50 crores. 1309 01:02:08,320 --> 01:02:09,320 From whom? 1310 01:02:13,040 --> 01:02:14,920 If we look at real earnings, 1311 01:02:15,080 --> 01:02:17,320 last year, it was Rs. 70 lakhs. 1312 01:02:17,440 --> 01:02:21,880 How did you ask for a valuation of Rs. 50 crores? 1313 01:02:22,000 --> 01:02:25,800 They did the valuation. 1314 01:02:25,920 --> 01:02:28,560 The government did the valuation. There was an impact assessment. 1315 01:02:28,640 --> 01:02:30,480 Don't you think the valuation is high 1316 01:02:30,560 --> 01:02:32,400 compared to the real earnings? 1317 01:02:33,840 --> 01:02:35,600 What is the valuation of AgroStar? 1318 01:02:35,680 --> 01:02:38,160 I don't know about others, so I can't commit. 1319 01:02:38,280 --> 01:02:39,760 - Okay! - I can tell you about my business 1320 01:02:39,760 --> 01:02:41,880 through the impact we aim to create and what we want to achieve. 1321 01:02:41,920 --> 01:02:43,080 And what is that? 1322 01:02:43,160 --> 01:02:45,040 There is a basic thumb rule. 1323 01:02:45,120 --> 01:02:47,360 In this country, a farmer earns 1324 01:02:47,440 --> 01:02:49,840 around Rs. 5,000 per acre. 1325 01:02:51,400 --> 01:02:54,720 Rs. 5,000 is nothing for those of us living in urban cities. 1326 01:02:54,920 --> 01:02:58,320 If we take that to around Rs. 6,000, 1327 01:02:58,440 --> 01:02:59,960 that will be a huge number. 1328 01:03:00,120 --> 01:03:02,120 If we can increase someone's income 1329 01:03:02,200 --> 01:03:04,720 even by 25% and we can do that. 1330 01:03:04,840 --> 01:03:06,800 We can see that through our model. 1331 01:03:06,880 --> 01:03:09,600 So, I think this is a noble cause. 1332 01:03:09,680 --> 01:03:12,840 I want to say something. Your aim is impressive. 1333 01:03:13,160 --> 01:03:16,920 You are trying to help the farmers, it is crucial. 1334 01:03:17,000 --> 01:03:18,600 And looks like 1335 01:03:18,720 --> 01:03:21,160 you are not just doing this for the money, 1336 01:03:21,240 --> 01:03:23,120 but you really want to make a difference. 1337 01:03:24,400 --> 01:03:28,360 - I invested in a company called Animall. - Yes. 1338 01:03:28,440 --> 01:03:30,120 I spend a lot of time there. 1339 01:03:30,320 --> 01:03:32,160 I am still learning about this industry. 1340 01:03:32,280 --> 01:03:34,400 I still don't know it completely. 1341 01:03:34,520 --> 01:03:37,560 For that reason, I am going to stay out today. 1342 01:03:38,760 --> 01:03:39,960 Wish you the best. 1343 01:03:40,080 --> 01:03:41,080 Thank you! 1344 01:03:44,480 --> 01:03:47,440 It is good that you know what impact you want to bring. 1345 01:03:47,520 --> 01:03:51,680 Unfortunately, I don't know how I can help you with this business. 1346 01:03:51,800 --> 01:03:52,920 So, I am out. 1347 01:03:53,000 --> 01:03:55,240 But I wish you the best of luck. 1348 01:03:55,320 --> 01:03:56,360 Thank you! 1349 01:03:56,440 --> 01:03:59,800 I am trying to understand how we can help. 1350 01:03:59,960 --> 01:04:02,480 Even now, to organise one business meeting, 1351 01:04:02,640 --> 01:04:04,920 - I have to take follow-up for three months. - From whom? 1352 01:04:05,040 --> 01:04:07,480 The MDs of renowned agritech companies. It could be anyone! 1353 01:04:07,880 --> 01:04:10,000 I want to target many companies. 1354 01:04:10,080 --> 01:04:11,720 They've been on my wishlist for 1.5 years. 1355 01:04:11,760 --> 01:04:12,520 In my opinion, 1356 01:04:12,640 --> 01:04:15,480 if your influence and contacts aid me with doing that, 1357 01:04:15,560 --> 01:04:17,240 it will help my business. 1358 01:04:17,320 --> 01:04:19,400 There are several low-hanging fruits I want to pluck. 1359 01:04:20,040 --> 01:04:21,680 My growth in three years 1360 01:04:21,760 --> 01:04:22,800 might be achieved in one year with your support. 1361 01:04:22,800 --> 01:04:24,800 We can give you good contacts. 1362 01:04:24,800 --> 01:04:26,520 Is that all you want? 1363 01:04:26,640 --> 01:04:28,840 No. We want money, too. We need money, as well. 1364 01:04:28,880 --> 01:04:29,880 [chuckles] 1365 01:04:30,160 --> 01:04:33,360 What is your view, Mrs Namita and Mr Ritesh? I'll hear them out. 1366 01:04:33,960 --> 01:04:36,400 You're running three businesses together, 1367 01:04:39,520 --> 01:04:42,080 I think you should choose one of these 1368 01:04:42,160 --> 01:04:43,920 and use your community. 1369 01:04:44,000 --> 01:04:46,560 Almost 17 crore people are with you. 1370 01:04:46,720 --> 01:04:49,000 It can be a massive opportunity for you. 1371 01:04:49,120 --> 01:04:51,880 But I may have failed to appreciate it entirely today. 1372 01:04:52,000 --> 01:04:54,200 How do we scale up 1373 01:04:54,400 --> 01:04:57,600 while doing all this together? When you focus on doing one thing, 1374 01:04:57,720 --> 01:05:00,960 it must be hard to go deeper into the other to create more value. 1375 01:05:01,480 --> 01:05:03,160 - I am out for that reason. - Thank you. 1376 01:05:04,760 --> 01:05:07,960 I had invested in a couple of agriculture companies. 1377 01:05:08,040 --> 01:05:09,080 To be very honest, 1378 01:05:09,160 --> 01:05:10,880 they don't scale up, 1379 01:05:10,960 --> 01:05:14,000 and investors don't get an exit in these. 1380 01:05:15,800 --> 01:05:18,160 You mentioned 1381 01:05:18,240 --> 01:05:19,920 needing networks. 1382 01:05:20,080 --> 01:05:22,800 I can help you with that. 1383 01:05:22,880 --> 01:05:24,800 But I don't know if this would be 1384 01:05:24,880 --> 01:05:26,960 an appropriate message as an investor 1385 01:05:27,040 --> 01:05:29,040 that I want to invest in this business. 1386 01:05:29,200 --> 01:05:32,400 I am out for that reason as an investor, 1387 01:05:32,640 --> 01:05:34,720 but I'm in as a mentor. 1388 01:05:36,000 --> 01:05:39,400 I've never invested in agricultural companies. 1389 01:05:39,600 --> 01:05:41,720 I don't know how this industry works. 1390 01:05:41,880 --> 01:05:44,240 But I am intrigued to know it. 1391 01:05:45,000 --> 01:05:47,080 I'll give you an investment of Rs 5 lakhs 1392 01:05:49,880 --> 01:05:51,680 at 2 per cent for equity. 1393 01:05:52,400 --> 01:05:53,400 2 per cent? 1394 01:05:55,680 --> 01:05:56,960 The valuation is Rs 2.5 crores. 1395 01:05:57,040 --> 01:05:59,120 It's not an investment. I am not giving you a valuation. 1396 01:05:59,120 --> 01:06:00,680 It's not a valuation. 1397 01:06:01,680 --> 01:06:04,000 The rest, I want to give as a debt at 10 per cent 1398 01:06:04,400 --> 01:06:05,400 for two years. 1399 01:06:11,920 --> 01:06:13,560 at 10 per cent. Such are your terms. 1400 01:06:13,840 --> 01:06:15,560 Once you start getting the returns, 1401 01:06:15,640 --> 01:06:17,920 bind me with a time frame. 1402 01:06:18,120 --> 01:06:21,000 - You can convert this into an investment then. - No. 1403 01:06:22,760 --> 01:06:24,000 It's my request. 1404 01:06:26,160 --> 01:06:27,880 We'll see what to do. I won't commit right now. 1405 01:06:27,920 --> 01:06:30,160 We'll see how the business works. 1406 01:06:31,440 --> 01:06:33,480 We were seeking a valuation of Rs 50 crores. 1407 01:06:33,560 --> 01:06:34,680 You're giving us a valuation of Rs 2.5 crores. 1408 01:06:34,720 --> 01:06:35,880 I'm not giving a valuation. 1409 01:06:36,200 --> 01:06:39,120 - You're not giving a valuation. You... - I am only seeing 1410 01:06:39,480 --> 01:06:41,000 how I can help you. 1411 01:06:45,080 --> 01:06:47,080 I will be glad if you're coming. 1412 01:06:47,440 --> 01:06:48,720 So, 1413 01:06:49,880 --> 01:06:51,200 let's go for it. 1414 01:06:51,520 --> 01:06:54,320 Then, say it with some happiness and love. 1415 01:06:54,480 --> 01:06:56,360 - Say this, 'Deal done.' - Deal done. 1416 01:06:58,360 --> 01:07:00,440 - Thank you. - Give the cheque to her, Aman. 1417 01:07:04,000 --> 01:07:05,920 [triumphant music playing] 1418 01:07:22,760 --> 01:07:26,440 Look. I agree that the sharks make the pitchers nervous. 1419 01:07:30,240 --> 01:07:31,800 They also include me at times. 1420 01:07:31,880 --> 01:07:34,240 They let me enter if I try to. 1421 01:07:34,320 --> 01:07:35,880 I am their favourite host. 1422 01:07:35,960 --> 01:07:39,560 Why would it be Sahiba? You know it now. You get it. Right? 1423 01:07:41,600 --> 01:07:44,600 I thought of organising a game night with the sharks. 1424 01:07:45,040 --> 01:07:46,080 It will be fun. 1425 01:07:46,160 --> 01:07:49,720 It will deepen our friendship. I will get rid of Sahiba next time. 1426 01:07:50,000 --> 01:07:51,280 It would be the best. 1427 01:07:51,400 --> 01:07:53,480 Let's order the gaming setup from Swiggy Instamart. 1428 01:07:53,680 --> 01:07:56,600 It would be fun. Right? Let's do it, then. 1429 01:07:57,120 --> 01:07:59,720 Board games are a must. 1430 01:07:59,840 --> 01:08:01,160 I'll order those. 1431 01:08:02,280 --> 01:08:04,720 Some card games? 1432 01:08:05,920 --> 01:08:08,600 Snacks! Snacks are crucial. 1433 01:08:08,920 --> 01:08:10,520 We can't play while starving. 1434 01:08:10,760 --> 01:08:13,200 Snacks! Dips! 1435 01:08:14,640 --> 01:08:16,160 Nachos! 1436 01:08:16,280 --> 01:08:19,760 Oh! Anupam eats gluten-free. I must order that for him. 1437 01:08:20,960 --> 01:08:22,440 Gluten-free! 1438 01:08:23,040 --> 01:08:26,160 The winner must get a surprise gift box. Right? 1439 01:08:26,800 --> 01:08:28,240 Hmm! That's perfect. 1440 01:08:30,080 --> 01:08:32,840 Order placed. Swiggy Instamart is the best at this. 1441 01:08:32,960 --> 01:08:35,280 You can order whatever you need. It'll arrive in ten minutes. 1442 01:08:35,320 --> 01:08:37,160 So, what are you waiting for? 1443 01:08:37,440 --> 01:08:39,920 Go on! Find fun in life. 1444 01:08:40,000 --> 01:08:42,760 Order some games and snacks. Order whatever you want. 1445 01:08:43,000 --> 01:08:45,080 It'll arrive in ten minutes. Order now. 1446 01:08:45,160 --> 01:08:46,680 'Invest Smart with ICICI Direct.' 1447 01:08:47,960 --> 01:08:51,800 Greetings. I welcome you to this special segment of 1448 01:08:51,880 --> 01:08:53,120 Invest Smart with ICICI Direct. 1449 01:08:53,200 --> 01:08:54,280 I am your wealth buddy. 1450 01:08:54,640 --> 01:08:58,400 Today, we will discuss some crucial topics 1451 01:08:58,480 --> 01:08:59,880 related to investment, 1452 01:09:00,000 --> 01:09:04,680 which will help you to make informed and confident investments. 1453 01:09:05,080 --> 01:09:08,440 Our aim is to make you more empowered and more aware. 1454 01:09:08,800 --> 01:09:09,960 Let's begin. 1455 01:09:10,200 --> 01:09:11,680 We have the brand Servall. 1456 01:09:11,760 --> 01:09:14,200 Today, I want to pitch you a product 1457 01:09:14,600 --> 01:09:16,400 that 1458 01:09:16,760 --> 01:09:18,480 can always earn you money. 1459 01:09:18,560 --> 01:09:19,840 The decision is yours 1460 01:09:20,040 --> 01:09:22,560 whether or not to invest through this. 1461 01:09:22,640 --> 01:09:24,080 - Sounds good? - Yeah. - Yeah. - Yeah. 1462 01:09:24,080 --> 01:09:25,400 So, let me introduce you 1463 01:09:25,480 --> 01:09:28,160 to the ICICI 3-in-1 account, 1464 01:09:28,240 --> 01:09:30,840 which offers Savings, Demat, 1465 01:09:31,000 --> 01:09:33,560 and Trading accounts in one spot. 1466 01:09:33,640 --> 01:09:35,480 If you invest using this, 1467 01:09:35,760 --> 01:09:39,360 the funds remain in your ICICI Bank Savings Account 1468 01:09:39,760 --> 01:09:41,760 and continue running interest 1469 01:09:41,840 --> 01:09:44,120 until your Buy order isn't successful. 1470 01:09:44,400 --> 01:09:45,400 Let me show you how. 1471 01:10:06,840 --> 01:10:10,400 directly from your ICICI Bank Savings Account. 1472 01:10:10,480 --> 01:10:12,000 When you sell the stock, 1473 01:10:12,400 --> 01:10:15,080 the money will be credited directly to your Savings Account. 1474 01:10:15,200 --> 01:10:18,920 This way, you will earn interest on your money all the time. 1475 01:10:19,160 --> 01:10:21,760 Would you invest through this ICICI 3-in-1 account? 1476 01:10:21,960 --> 01:10:24,040 Deal done! 1477 01:10:24,400 --> 01:10:25,480 So, why wait? 1478 01:10:36,400 --> 01:10:38,360 Invest smart. Invest conveniently. 1479 01:10:55,920 --> 01:10:57,680 The teacher needs tuition for such a student. 1480 01:10:57,760 --> 01:11:00,680 Please welcome the Co-founder and CEO of 1481 01:11:00,880 --> 01:11:02,040 Lenskart, Mr Peyush Bansal. 1482 01:11:02,120 --> 01:11:03,680 - How are you? - I'm great. How are you? 1483 01:11:03,680 --> 01:11:04,320 I'm great. 1484 01:11:04,400 --> 01:11:06,240 Today's question is this. 'Hi, Peyush.' 1485 01:11:06,360 --> 01:11:08,720 'My name is Prapti Sinha, and I am from Ranchi.' 1486 01:11:09,240 --> 01:11:12,680 'Peyush, my question is, if you want to buy a brand's franchise,' 1487 01:11:13,000 --> 01:11:15,120 'what is important to consider about that brand?' 1488 01:11:25,240 --> 01:11:27,440 While buying the franchise of a brand, 1489 01:11:27,520 --> 01:11:29,920 we buy it to reduce our work. 1490 01:11:30,200 --> 01:11:32,760 We don't have to work from scratch. 1491 01:11:32,880 --> 01:11:35,680 We work from one to ten as the brand has done some work. 1492 01:11:36,040 --> 01:11:38,360 So, it's crucial to understand 1493 01:11:38,480 --> 01:11:40,080 the brand and your role 1494 01:11:40,640 --> 01:11:42,440 while buying a franchise. 1495 01:11:42,720 --> 01:11:45,040 Secondly, we must consider 1496 01:11:45,400 --> 01:11:47,000 why the franchisor 1497 01:11:48,360 --> 01:11:49,600 is granting the franchise. 1498 01:11:50,080 --> 01:11:51,680 Is it because he thinks it's risky 1499 01:11:51,920 --> 01:11:53,240 to open it in a certain place 1500 01:11:53,320 --> 01:11:55,080 and wants to shift that risk to someone else? 1501 01:11:55,480 --> 01:11:56,840 In that case, you must not buy it. 1502 01:11:57,360 --> 01:12:01,160 Or is the franchisor granting it because he needs a partner 1503 01:12:01,480 --> 01:12:05,040 - who knows the local dynamics and can work hard? - Yeah. 1504 01:12:05,120 --> 01:12:07,040 Someone more than just an employee! 1505 01:12:07,160 --> 01:12:08,800 Is that why he's looking to grant the franchise? 1506 01:12:08,800 --> 01:12:11,600 If that's the reason, you must buy that brand's franchise. 1507 01:12:11,720 --> 01:12:14,600 But it's pointless if he's trying to mitigate his risk on you. 1508 01:12:14,800 --> 01:12:15,680 Eventually, 1509 01:12:15,800 --> 01:12:18,120 it should be a partnership where both sides must take it up. 1510 01:12:18,160 --> 01:12:20,040 For example, Lenskart has a franchise model. 1511 01:12:20,360 --> 01:12:23,360 We don't give the inventory risk to the franchise. 1512 01:12:23,520 --> 01:12:27,360 However, in 99 per cent of franchise models, 1513 01:12:27,640 --> 01:12:29,000 you buy the stock, 1514 01:13:04,000 --> 01:13:04,720 Hmm. 1515 01:13:04,800 --> 01:13:06,520 New learning! Thank you so much for the answer. 1516 01:13:06,560 --> 01:13:07,960 I'll see you again with your questions 1517 01:13:08,000 --> 01:13:09,920 with a new shark in the next Ask the Shark.