1 00:00:29,680 --> 00:00:32,160 [music playing] 2 00:00:44,160 --> 00:00:45,800 [theme music playing] 3 00:00:54,040 --> 00:00:56,120 [theme music playing] 4 00:01:22,400 --> 00:01:24,080 We are from Mumbai. 5 00:01:25,000 --> 00:01:28,120 Do you see this girl wearing a dress that's way too big for her? 6 00:01:28,440 --> 00:01:29,560 That's me. 7 00:01:29,720 --> 00:01:31,120 Remember your childhood? 8 00:01:31,200 --> 00:01:34,560 Our mom used to dress us up without our consent. 9 00:01:34,640 --> 00:01:37,960 No one cared whether we liked the outfit, 10 00:01:38,040 --> 00:01:39,840 if it fit well or looked good. 11 00:01:39,920 --> 00:01:43,040 Mim played the stylist, and Dad turned into the photographer. 12 00:01:43,160 --> 00:01:45,560 But Gen Alpha, 13 00:01:45,640 --> 00:01:48,880 who are between 2 to 12 years old, have a mind of their own. 14 00:01:49,120 --> 00:01:51,960 They like to stand out and they are very busy. 15 00:01:52,080 --> 00:01:56,320 Parents want to celebrate their individual personalities. 16 00:01:56,480 --> 00:01:58,600 The clothes that are stylish are out of budget. 17 00:01:58,720 --> 00:02:00,800 And that are in our budget are not trendy. 18 00:02:01,080 --> 00:02:04,240 At Taffykids, your fashion statement is our command. 19 00:02:06,120 --> 00:02:09,600 So, Taffykids is a trendy and affordable kids wear brand. 20 00:02:14,120 --> 00:02:16,640 your kids get the main character energy. 21 00:02:16,720 --> 00:02:19,280 We launch around 40 new designs every week 22 00:02:23,600 --> 00:02:27,320 We provide options for children that are available for you. 23 00:02:27,560 --> 00:02:29,120 Sharks, in the last 3 years, 24 00:02:29,200 --> 00:02:32,480 - we've brought fashion to 3.5 lakh children. - Amazing! 25 00:02:32,600 --> 00:02:35,400 Sharks, 'Taffy' means toffee, 26 00:02:35,480 --> 00:02:37,200 which is made from salt water. 27 00:02:37,280 --> 00:02:39,320 It is sweet and salty. 28 00:02:39,440 --> 00:02:43,560 We want to give 'Taffy' look to Gen Alpha, 29 00:02:43,680 --> 00:02:46,160 sometimes sweet, sometimes salty. 30 00:02:46,760 --> 00:02:49,600 So, our ask is 31 00:02:49,680 --> 00:02:52,640 Rs. 75 lakhs for 1% equity. 32 00:03:00,440 --> 00:03:03,720 - Oh, man! - Lovely! Look at them. 33 00:03:05,000 --> 00:03:06,440 [cheering] 34 00:03:10,560 --> 00:03:11,600 So cool! 35 00:03:11,720 --> 00:03:13,120 - Welcome! - Oh! 36 00:03:13,240 --> 00:03:14,400 She looks like your doll. 37 00:03:16,280 --> 00:03:17,800 Nice! 38 00:03:17,880 --> 00:03:20,080 So cute. My God! 39 00:03:21,840 --> 00:03:22,840 [cheering] 40 00:03:24,760 --> 00:03:25,960 Nice! 41 00:03:26,560 --> 00:03:30,040 - Oh my God! - Oh, man! 42 00:03:31,880 --> 00:03:32,720 Whoa! 43 00:03:32,880 --> 00:03:35,040 - That's your pose. - Shah Rukh Khan. 44 00:03:43,240 --> 00:03:45,840 [music playing] 45 00:03:50,000 --> 00:03:51,840 [music playing] 46 00:03:55,760 --> 00:03:58,440 - So amazing! - They raided our hearts, not the tank. 47 00:03:58,520 --> 00:03:59,880 - Oh! - It was amazing! 48 00:03:59,960 --> 00:04:00,800 Very cute. 49 00:04:00,920 --> 00:04:03,320 I want to welcome all of you to Shark Tank. 50 00:04:03,440 --> 00:04:05,520 - Thank you so much. - I have 51 00:04:08,280 --> 00:04:10,040 - Me. Yes. - Last year. You? 52 00:04:10,120 --> 00:04:12,280 - When Ari was born... - Oh! 53 00:04:12,400 --> 00:04:13,920 - I received a message from you. - Yes. 54 00:04:13,920 --> 00:04:15,240 - I dropped a comment. - You had messaged. 55 00:04:15,280 --> 00:04:18,840 - Yes! - After your comment, we had a conversation. 56 00:04:19,040 --> 00:04:22,880 - For that reason, I followed your products. - Wow! 57 00:04:22,960 --> 00:04:24,000 Did he buy from you? 58 00:04:24,080 --> 00:04:26,440 - The age group doesn't fit. - Okay! 59 00:04:26,520 --> 00:04:28,600 - He is one year old. - He is still 11 months old. 60 00:04:28,680 --> 00:04:30,840 We cater to children in the age group of 2 to 12 years. 61 00:04:31,440 --> 00:04:34,280 How did you enter this business? Tell me about you. 62 00:04:34,360 --> 00:04:35,760 I am from Mumbai. 63 00:04:36,160 --> 00:04:39,120 I did Fine Arts in Fashion Designing. 64 00:04:39,200 --> 00:04:43,080 I later became a senior designer at House of Anita Dongre, 65 00:04:43,600 --> 00:04:46,480 where I led the research team 66 00:04:46,600 --> 00:04:50,160 for their newly launched kids wear line. 67 00:04:50,240 --> 00:04:52,520 During that time, I realised 68 00:04:52,600 --> 00:04:55,360 that kids are evolving, they want to wear clothes just like we do. 69 00:04:55,560 --> 00:04:57,960 Their clothes are cute and childlike. 70 00:04:58,040 --> 00:05:00,040 No one is infusing fashion 71 00:05:00,120 --> 00:05:02,640 or redefining that category. 72 00:05:02,800 --> 00:05:05,880 They look at kids wear as a small business, 73 00:05:05,960 --> 00:05:08,080 it's an extension of the main product line. 74 00:05:08,280 --> 00:05:09,440 It is not a big business. 75 00:05:09,680 --> 00:05:11,000 If I ask you 76 00:05:11,120 --> 00:05:15,720 about a kids wear brand from India, you probably won't know much. 77 00:05:15,800 --> 00:05:18,840 That was the idea. I want to fill this gap. 78 00:05:18,960 --> 00:05:21,000 We started in 2021. 79 00:05:23,200 --> 00:05:24,480 Within a year, 80 00:05:24,560 --> 00:05:27,040 after finding an investor, we had set up everything. 81 00:05:27,160 --> 00:05:30,080 Pratik and Sangita joined me in 2022. 82 00:05:35,320 --> 00:05:36,880 - Okay! - Tell us about you, Pratik. 83 00:05:37,000 --> 00:05:38,600 I have a background in engineering. 84 00:05:38,720 --> 00:05:41,760 I did my Engineering at Father Agnel College, Mumbai. 85 00:05:45,400 --> 00:05:47,960 I was an AVP at JP Morgan for 10 years 86 00:05:48,040 --> 00:05:49,400 before joining Taffykids. 87 00:05:49,480 --> 00:05:51,680 I have been in the fashion industry 88 00:05:51,760 --> 00:05:54,000 for over 3 decades now. 89 00:05:54,400 --> 00:05:57,400 I was with House of Anita Dongre for 25 years 90 00:05:57,480 --> 00:05:59,600 in leadership roles. 91 00:05:59,720 --> 00:06:01,560 - Are you the CEO, Niti? - Yes. 92 00:06:01,680 --> 00:06:03,800 What role do you play, Pratik and Sangita? 93 00:06:03,880 --> 00:06:05,240 I am the CEO. 94 00:06:05,320 --> 00:06:08,040 I handle operations and technology. 95 00:06:08,120 --> 00:06:11,600 I am heading production and sourcing completely. 96 00:06:12,200 --> 00:06:15,000 Tell me something, you used the word 'childlike'. 97 00:06:15,080 --> 00:06:17,480 - Yes. - Children don't want to wear clothes that look too childish. 98 00:06:17,480 --> 00:06:19,600 - They want to wear trendy clothes like adults do. - Yes. 99 00:06:19,600 --> 00:06:22,320 Shouldn't the name be less childish then? 100 00:06:22,400 --> 00:06:23,640 I totally agree with you. 101 00:06:23,760 --> 00:06:26,520 The name won't align with us when we expand into the teen line. 102 00:06:26,640 --> 00:06:28,600 - Why not just name it 'Taffy'? - I agree. 103 00:06:28,680 --> 00:06:31,080 - Drop 'kids'. - The trademark wasn't available. 104 00:06:34,280 --> 00:06:35,640 Correct! 105 00:06:36,600 --> 00:06:38,960 [music playing] 106 00:06:40,560 --> 00:06:41,600 This is nice. 107 00:06:41,720 --> 00:06:42,960 Oh, this is so cool. 108 00:06:43,040 --> 00:06:46,000 - This tweed feels like Chanel. - Exactly! 109 00:06:46,120 --> 00:06:48,200 This is currently trending. 110 00:06:52,880 --> 00:06:56,320 Sangita and Niti, I can see that you come from the fashion industry. 111 00:06:56,400 --> 00:06:59,960 The sheen of this tweed resembles that of Chanel, 112 00:07:00,040 --> 00:07:02,840 and the buttons are very Balmain. 113 00:07:03,200 --> 00:07:04,560 - Do you agree? - Yeah! 114 00:07:04,640 --> 00:07:10,680 - You've given a couture look to kids fashion. - Yes. 115 00:07:10,840 --> 00:07:12,880 - Compliments to you. - Thank you. 116 00:07:12,960 --> 00:07:16,640 If my 8-year-old daughter were here, 117 00:07:16,720 --> 00:07:18,440 - she would fall in love with these clothes. - 100%. 118 00:07:18,480 --> 00:07:19,640 Thank you so much! 119 00:07:19,720 --> 00:07:21,840 - Niti, are you pregnant? - Yes. 120 00:07:21,920 --> 00:07:23,360 - Oh my God! Congratulations! - Congratulations! 121 00:07:23,400 --> 00:07:25,720 - Congratulations! - What a perfect business. 122 00:07:25,880 --> 00:07:28,920 Your baby will be the most fashionable baby 123 00:07:29,040 --> 00:07:31,400 in the entire kindergarten. 124 00:07:31,520 --> 00:07:33,880 They will be a fashion icon. 125 00:07:37,520 --> 00:07:40,000 It starts from Rs. 499 126 00:07:40,080 --> 00:07:41,840 - and goes up to Rs. 2,299. - Okay! 127 00:07:41,920 --> 00:07:43,880 - All three for Rs. 2,299 is very good. - That's the highest price. 128 00:07:43,920 --> 00:07:47,160 - Rs. 2,299 is the highest price point. - Yes. The single T-shirt 129 00:07:47,360 --> 00:07:49,320 starts from Rs. 499. 130 00:07:49,440 --> 00:07:51,440 - The pricing is quite attractive. - The tag says Rs. 900. 131 00:07:51,480 --> 00:07:52,880 It's a pack of two, ma'am. 132 00:07:52,960 --> 00:07:55,800 - Okay! These two are for Rs. 900. - Yes. 133 00:07:55,920 --> 00:07:56,720 It's pretty good. 134 00:07:56,800 --> 00:07:58,320 In your business journey, 135 00:07:58,440 --> 00:08:00,560 did you start from 2 to 12 136 00:08:00,680 --> 00:08:02,160 or did you start with smaller sizes? 137 00:08:02,240 --> 00:08:04,000 I started with four sizes. 138 00:08:04,240 --> 00:08:06,960 The first lot was just 10 pieces. 139 00:08:07,040 --> 00:08:10,520 - Okay. - 10 pieces, four sizes and only 13 designs. 140 00:08:10,600 --> 00:08:13,800 Now, we launch around 40 designs weekly. 141 00:08:14,000 --> 00:08:15,600 For which age group did you start? 142 00:08:15,680 --> 00:08:17,000 From 2 years to 6 years. 143 00:08:17,080 --> 00:08:19,120 We are gradually increasing our sizes. 144 00:08:19,240 --> 00:08:21,040 Can you tell me about your channel distribution 145 00:08:21,040 --> 00:08:22,320 online versus other places? 146 00:08:22,400 --> 00:08:25,800 Basically, 90% of revenue comes from the marketplace 147 00:08:25,880 --> 00:08:27,760 and 10% comes from our D2C website. 148 00:08:27,840 --> 00:08:31,000 I noticed that young children model for you 149 00:08:31,120 --> 00:08:32,760 - on your social media. - Yes. 150 00:08:32,880 --> 00:08:35,280 - Now that he has mentioned it, please show it to us. - Sure. 151 00:08:36,320 --> 00:08:39,200 We have around 23,000 followers on Instagram. 152 00:08:39,280 --> 00:08:41,200 Show us your viral video. 153 00:08:42,000 --> 00:08:43,200 So cute! 154 00:08:43,280 --> 00:08:44,320 This is the same dress. 155 00:08:44,920 --> 00:08:46,040 This one! 156 00:08:46,120 --> 00:08:47,840 The one that Namita has? 157 00:08:47,880 --> 00:08:49,120 - I love this! - Same dress. 158 00:08:49,280 --> 00:08:50,680 Oh my God! 159 00:08:51,560 --> 00:08:53,400 I cannot believe this. 160 00:08:54,120 --> 00:08:55,440 Oh my God! 161 00:08:55,640 --> 00:08:56,800 How old is she? 162 00:08:56,880 --> 00:08:58,160 - She is 5 years old. - 5-year-old. 163 00:08:58,200 --> 00:08:59,840 - Oh my God! - Oh my! 164 00:08:59,920 --> 00:09:02,040 What attitude! 165 00:09:02,120 --> 00:09:04,800 If I had a daughter, this is how I would dress her up. 166 00:09:05,160 --> 00:09:06,640 Show us a boy. 167 00:09:06,840 --> 00:09:09,120 - I doubt we have it. - You don't? 168 00:09:14,280 --> 00:09:16,000 - and 10% for boys. - No! 169 00:09:16,120 --> 00:09:19,400 You have that standard black, blue and brown. 170 00:09:19,520 --> 00:09:22,520 Whenever I go shopping for my sons, 171 00:09:22,720 --> 00:09:25,160 there are beautiful designs for girls 172 00:09:25,240 --> 00:09:27,600 and there is this small rack for boys. 173 00:09:28,400 --> 00:09:30,160 We are going to change the scenario. 174 00:09:30,240 --> 00:09:32,720 We've just started doing boys clothes fairly recently. 175 00:09:32,800 --> 00:09:34,360 The percentage is less. 176 00:09:34,480 --> 00:09:35,880 We have around 75% girls clothing. 177 00:09:35,960 --> 00:09:38,480 - We make boys clothes now. - My experience is in women's wear. 178 00:09:38,560 --> 00:09:41,200 - That's why! - I was comfortable making girls clothing. 179 00:09:41,280 --> 00:09:44,320 We're losing 50% of our customers. 180 00:09:44,400 --> 00:09:46,720 Right now, we have 20% boys clothing. 181 00:09:46,800 --> 00:09:49,720 Our target is to make it 50%. 182 00:09:49,880 --> 00:09:51,480 How do you compare with your competitors? 183 00:09:51,560 --> 00:09:55,560 - Yes! - How do you differentiate yourself from your competitors? 184 00:09:55,640 --> 00:09:57,560 The brands that exist are comfort-oriented. 185 00:09:57,800 --> 00:09:59,560 Hopscotch is a marketplace 186 00:09:59,640 --> 00:10:01,640 that positions itself in fashion, 187 00:10:01,760 --> 00:10:03,760 but within the marketplace, they have everything available. 188 00:10:03,800 --> 00:10:07,440 But what they are building up is fashion for kids, 189 00:10:07,680 --> 00:10:09,000 they've pivoted to that. 190 00:10:09,080 --> 00:10:10,960 - They are your direct competitor. - Yes. 191 00:10:11,040 --> 00:10:13,120 Do they operate on a larger scale than you? 192 00:10:13,320 --> 00:10:14,480 - Yes, of course. - Yes. 193 00:10:14,560 --> 00:10:15,840 Who else is there besides them? 194 00:10:15,920 --> 00:10:19,200 - Zara. But their pricing is 3 times more than ours. - True. 195 00:10:19,320 --> 00:10:22,600 What sets our brand apart is that we have a design language 196 00:10:22,680 --> 00:10:24,120 that is unique to us, 197 00:10:24,200 --> 00:10:27,120 while others source their designs from other countries. 198 00:10:28,160 --> 00:10:30,080 Share your numbers with us. 199 00:10:30,280 --> 00:10:32,240 Last year, we closed at Rs. 12 crores. 200 00:10:32,360 --> 00:10:34,000 - Whoa! - Oh! 201 00:10:34,120 --> 00:10:36,360 Before that, we closed at Rs. 3.5 crores. 202 00:10:36,440 --> 00:10:39,120 And the year before that, we closed at Rs. 55 lakhs. 203 00:10:39,240 --> 00:10:40,720 What is it this year in the first six months? 204 00:10:40,720 --> 00:10:43,560 Our monthly run rate is Rs. 1.5 crores. 205 00:10:43,640 --> 00:10:46,080 We are planning to close at Rs. 19 crores. 206 00:10:48,440 --> 00:10:50,760 What's the bottom line this year and in the previous years? 207 00:10:50,760 --> 00:10:53,760 Bottom line, our EBITDA was 8% last year. 208 00:11:03,000 --> 00:11:04,840 FirstCry provided us with scale. 209 00:11:04,960 --> 00:11:07,560 For the past year, we were exclusive with them. 210 00:11:07,680 --> 00:11:09,920 - Okay! - They poached us in October. 211 00:11:10,000 --> 00:11:13,440 And they offered us that they would make our business a brand, 212 00:11:13,520 --> 00:11:16,440 scale it and bring it to their customers. 213 00:11:16,520 --> 00:11:18,480 We recently exited from FirstCry. 214 00:11:18,560 --> 00:11:19,880 Why did you stop selling 215 00:11:19,960 --> 00:11:22,000 - at FirstCry? - Our contract was for 12 months. 216 00:11:22,080 --> 00:11:24,520 - When the contract was over... - They ended the exclusivity. 217 00:11:24,600 --> 00:11:26,760 - Now, we are available in every marketplace. - Got it! 218 00:11:29,280 --> 00:11:31,920 They have over 10 lakh daily visitors. 219 00:11:32,000 --> 00:11:34,880 They gave us visibility that we didn't have before. 220 00:11:34,960 --> 00:11:37,320 They placed banners and offered discounts. 221 00:11:37,440 --> 00:11:39,480 Because of that, we were able to scale. 222 00:11:39,600 --> 00:11:42,200 Out of Rs. 12 crores, how much of the business came from FirstCry? 223 00:11:46,680 --> 00:11:48,320 We were exclusive. 224 00:11:57,440 --> 00:11:58,960 Our COGS is 25%. 225 00:11:59,040 --> 00:12:00,600 What is your average order value? 226 00:12:00,680 --> 00:12:02,400 Average order value is Rs. 1,300. 227 00:12:02,480 --> 00:12:04,520 Is your gross margin 75%? 228 00:12:04,600 --> 00:12:05,400 Yes. 229 00:12:05,480 --> 00:12:06,480 Okay! What next? 230 00:12:06,520 --> 00:12:08,160 47% is our commission. 231 00:12:08,320 --> 00:12:09,480 - Marketplace commissions. - Marketplace. 232 00:12:09,520 --> 00:12:10,760 - 47%? - Oh! 233 00:12:10,880 --> 00:12:11,920 - Yes! - FristCry! 234 00:12:12,000 --> 00:12:12,880 - It's high. - FirstCry. 235 00:12:12,960 --> 00:12:14,400 Did they purchase it outright from you? 236 00:12:14,440 --> 00:12:15,360 - No! - No! 237 00:12:15,440 --> 00:12:17,240 - And yet it is 47%. - And still, it's at 47%. 238 00:12:17,360 --> 00:12:21,320 Because it entailed their logistics, marketing, and packaging. 239 00:12:21,400 --> 00:12:23,560 And the promised amount of marketing... 240 00:12:23,640 --> 00:12:25,520 How much did they put for marketing 241 00:12:25,600 --> 00:12:27,760 - out of 47%? - They used to make 242 00:12:27,840 --> 00:12:29,880 a 3-month plan for Rs. 36 lakhs. 243 00:12:29,960 --> 00:12:31,200 They spent that much. 244 00:12:31,280 --> 00:12:34,160 47% is for commission logistics. 245 00:12:34,240 --> 00:12:37,640 - You have not paid for marketing from your pocket. - Nothing. 246 00:12:37,760 --> 00:12:40,880 - Your contribution margin is 28%. - Yes. 247 00:12:40,960 --> 00:12:42,600 What other expenses were there? 248 00:12:42,680 --> 00:12:46,440 - We have 4% marketing spend for our D2C website. - Okay. 249 00:12:46,560 --> 00:12:48,040 9% is fixed cost. 250 00:12:48,120 --> 00:12:51,000 Does the Rs. 12 crore net revenue include GST? 251 00:12:51,120 --> 00:12:51,920 Yes, it included GST. 252 00:12:52,040 --> 00:12:53,880 Okay! How much GST do you pay in percentage? 253 00:13:01,040 --> 00:13:03,080 - If you take 10% from Rs. 12 crores and... - Got it. 254 00:13:03,080 --> 00:13:05,800 - Deduct Rs. 1 crore, you'll be left with Rs. 11 crores. That's fine. 255 00:13:05,880 --> 00:13:07,840 How is your gross margin so high? 256 00:13:07,960 --> 00:13:10,440 You don't see a gross margin of 75% in fashion. 257 00:13:10,520 --> 00:13:12,480 How are you making it for a cheap price? 258 00:13:12,680 --> 00:13:15,160 We have a different business model. 259 00:13:15,320 --> 00:13:18,880 - We buy ready fabrics that are available. - Ready fabric. 260 00:13:18,960 --> 00:13:20,840 When you buy ready fabric, 261 00:13:20,920 --> 00:13:22,960 the price comes down slightly. 262 00:13:28,000 --> 00:13:29,920 - what we are doing. We save there. - Made-to-order is expensive. 263 00:13:29,960 --> 00:13:31,720 The other thing is job working. 264 00:13:31,800 --> 00:13:33,920 The other brands get it made from vendors, 265 00:13:34,000 --> 00:13:37,000 then the vendors take 10%. 266 00:13:42,800 --> 00:13:45,720 Our plan is to grow the D2C channel. 267 00:13:45,800 --> 00:13:48,520 Our plan is to reach Rs. 100 crores. 268 00:13:48,640 --> 00:13:51,200 After that, we will open EBO stores across India. 269 00:13:51,280 --> 00:13:53,280 I've seen many brands do this. 270 00:13:53,360 --> 00:13:56,080 When they start the retail expansion, 271 00:13:56,240 --> 00:13:57,840 - that is where the problem begins. - Correct. 272 00:13:57,880 --> 00:14:00,080 You mentioned the lack of brands for children's clothing. 273 00:14:00,120 --> 00:14:01,520 - 'Give us a few names!' - Yes. 274 00:14:01,600 --> 00:14:03,320 - They come and go. - Correct. 275 00:14:03,400 --> 00:14:04,480 Why do they leave? 276 00:14:04,560 --> 00:14:08,760 Retail is a business of inventory and right drop. 277 00:14:09,000 --> 00:14:11,920 All retail brands collapse due to inventory challenges. 278 00:14:12,720 --> 00:14:14,840 The inventory point is valid. 279 00:14:14,920 --> 00:14:16,960 Have you taken any inventory write-offs so far? 280 00:14:25,600 --> 00:14:26,440 - Yes! - Yes. 281 00:14:26,600 --> 00:14:29,280 Does the inventory write-off exclude the gross margin when reported? 282 00:14:29,360 --> 00:14:30,440 - We exclude it. - We deduct it. 283 00:14:30,480 --> 00:14:33,400 So, 75% is after this write-off, 284 00:14:33,520 --> 00:14:34,840 - which is almost 10%. - Right. 285 00:14:34,920 --> 00:14:37,440 You are saying, otherwise, your gross margin was 85%? 286 00:14:37,680 --> 00:14:38,800 Yes. 287 00:14:39,240 --> 00:14:40,640 No! Then say it properly. 288 00:14:40,720 --> 00:14:42,000 No, it won't be like this. 289 00:14:42,080 --> 00:14:44,280 You tell us, ma'am. He is new. 290 00:14:44,360 --> 00:14:46,440 No! Only he can share the numbers. 291 00:14:46,520 --> 00:14:47,720 He is getting confused. 292 00:14:47,800 --> 00:14:48,920 No, I am not confused. 293 00:14:49,040 --> 00:14:52,080 - 25% is our COGS. The goods we sold. - Yes. 294 00:14:52,200 --> 00:14:54,640 And the 10% write-off you did last year, 295 00:14:54,720 --> 00:14:56,120 - where did you allocate it? - 10%... 296 00:14:56,120 --> 00:14:58,840 We took the write-off from the leftover inventory after EBITDA. 297 00:14:58,920 --> 00:15:00,800 - After EBITDA? - After EBITDA. 298 00:15:00,960 --> 00:15:02,680 How did you take the write-off after EBITDA? 299 00:15:03,440 --> 00:15:05,800 This comes under expenses. 300 00:15:05,880 --> 00:15:09,080 If your write-off is Rs. 97 lakhs, 301 00:15:09,160 --> 00:15:12,360 your last year's profit was Rs. 96 lakhs. 302 00:15:12,440 --> 00:15:14,160 - Your 8% EBITDA. - Yes. 303 00:15:14,280 --> 00:15:17,400 This means your net profit was zero last year. 304 00:15:17,480 --> 00:15:18,880 Yes, we were break-even. 305 00:15:19,000 --> 00:15:22,360 - Zero. - Oh! You didn't say that. 306 00:15:23,240 --> 00:15:26,520 Niti, your image is taking a hit. 307 00:15:26,600 --> 00:15:29,440 Until now, you said you've made a profit. 308 00:15:29,560 --> 00:15:31,080 All of a sudden, 309 00:15:31,200 --> 00:15:34,320 we know that your profit is zero. Is this true? 310 00:15:34,480 --> 00:15:37,480 So, Pratik handles numbers. 311 00:15:37,600 --> 00:15:40,120 Honestly, I am confused 312 00:15:40,200 --> 00:15:41,960 about where we stand. I am trying to recall. 313 00:15:42,040 --> 00:15:44,520 Just tell me one thing. Did you make money last year? 314 00:15:44,800 --> 00:15:47,000 We made around Rs. 8 lakhs. 315 00:15:47,080 --> 00:15:48,240 That is it then. 316 00:15:48,320 --> 00:15:51,040 - Hold on! How much income tax did you pay last year? - It's clear now. 317 00:15:51,080 --> 00:15:53,200 We showed a profit of Rs. 4 lakhs. 318 00:15:53,280 --> 00:15:55,520 - 25% on it. - So, Rs. 1 lakh. 319 00:15:55,640 --> 00:15:58,920 What is your inventory provisioning policy? 320 00:15:59,040 --> 00:16:01,560 We write off the inventory 321 00:16:01,640 --> 00:16:03,600 that's older than 6 months. 322 00:16:07,960 --> 00:16:08,960 Oh! 323 00:16:09,080 --> 00:16:12,280 The main reason why I am out 324 00:16:12,360 --> 00:16:14,920 is because your marketplace management will be very critical. 325 00:16:15,000 --> 00:16:15,800 Okay! 326 00:16:15,880 --> 00:16:19,520 - You'll have to strengthen your team a little more. - Yes. 327 00:16:19,600 --> 00:16:22,160 Hire someone in finance who is good with numbers. 328 00:16:23,520 --> 00:16:25,440 You will either be a hit or a miss. 329 00:16:25,520 --> 00:16:28,760 - There is a good chance of being a hit if you have a good team. - Yes. 330 00:16:28,880 --> 00:16:30,720 - Keep this in mind. - Correct! It's a great feedback. 331 00:16:30,760 --> 00:16:32,240 - Thank you. - Thank you, bye! 332 00:16:32,720 --> 00:16:36,080 Your business is scaling fast. 333 00:16:36,960 --> 00:16:39,400 - It's quite disproportionate. - Okay! 334 00:16:39,520 --> 00:16:43,560 Currently, you need to control your business as much as you can. 335 00:16:43,800 --> 00:16:44,680 Yes. 336 00:16:44,760 --> 00:16:47,400 For example, you said you don't know the numbers. 337 00:16:47,480 --> 00:16:49,240 - You don't have this option. - Correct. 338 00:16:49,320 --> 00:16:50,920 - You are the CEO. - Correct. 339 00:16:51,560 --> 00:16:53,000 But that said, I think 340 00:16:53,120 --> 00:16:56,840 this business can become a culture transformation agent 341 00:16:56,920 --> 00:16:58,640 - in young people's lives. - Yes. 342 00:16:58,960 --> 00:17:02,640 I think I can help you by first establishing 343 00:17:03,000 --> 00:17:05,720 a proof point in your store's segment for one year. 344 00:17:05,800 --> 00:17:08,240 - I believe it will take some time to create that proof point. - Yes. 345 00:17:08,280 --> 00:17:09,200 - Yes, of course. - Agreed. 346 00:17:09,280 --> 00:17:10,880 Once it's established, 347 00:17:11,120 --> 00:17:13,240 scaling it up will be easier, 348 00:17:13,320 --> 00:17:16,360 as we have successfully made thousands of stores profitable. 349 00:17:16,440 --> 00:17:19,120 I think I will be able to assist you in that process. 350 00:17:19,240 --> 00:17:20,160 Definitely! 351 00:17:20,240 --> 00:17:22,480 But I think I can't help you alone. 352 00:17:22,600 --> 00:17:23,760 - Oh! - Okay. 353 00:17:23,840 --> 00:17:25,760 I think, if possible, 354 00:17:25,840 --> 00:17:27,840 we should do this with Vineeta. 355 00:17:28,280 --> 00:17:32,480 Vineeta can bring her own abilities in D2C, design and so on. 356 00:17:33,120 --> 00:17:36,320 I think what is exceptional about you 357 00:17:36,560 --> 00:17:39,760 is product design and manufacturing cost. 358 00:17:39,840 --> 00:17:42,880 I've handled many fashion businesses, 359 00:17:42,960 --> 00:17:46,760 but I have never come across such gross margins. 360 00:17:46,840 --> 00:17:50,120 Your inventory is only 3 months old. That's exceptional. 361 00:17:50,200 --> 00:17:53,120 - In fashion, that's where everything falls apart. - Correct. 362 00:17:53,200 --> 00:17:56,680 So, for that reason, I would love to partner with Ritesh. 363 00:17:58,080 --> 00:18:00,400 And we will give you an offer. 364 00:18:01,280 --> 00:18:03,440 Rs. 75 lakhs for Rs. 1.5%. 365 00:18:03,640 --> 00:18:06,040 Plus a 1% royalty, 366 00:18:07,320 --> 00:18:09,360 till our capital is recouped 367 00:18:09,440 --> 00:18:11,640 in the next few years. 368 00:18:19,400 --> 00:18:21,000 So, I think 369 00:18:21,200 --> 00:18:23,240 you can be a Temu for kids, but in a nicer way. 370 00:18:23,320 --> 00:18:24,720 In a Janie and Jack way. 371 00:18:24,920 --> 00:18:26,240 - You got it. - You can be that. 372 00:18:26,320 --> 00:18:28,160 - I love Janie and Jack. - Yes. 373 00:18:28,320 --> 00:18:30,280 And I have people in this industry 374 00:18:30,360 --> 00:18:32,400 who are absolute experts. 375 00:18:32,520 --> 00:18:36,760 - And with them, you will get all the expertise. - Wow! 376 00:18:36,880 --> 00:18:38,680 I would like to make you an offer. 377 00:18:40,720 --> 00:18:44,440 Rs. 75 lakhs for 1%. That is your ask. 378 00:18:44,560 --> 00:18:46,640 With a 1% royalty on sales 379 00:18:47,280 --> 00:18:48,840 till I get my money back. 380 00:18:56,560 --> 00:18:58,600 - Are you fine, Niti? All okay? - Yes. 381 00:18:58,760 --> 00:19:00,800 - Do you want to sit down, Niti? - No, I am fine. 382 00:19:00,880 --> 00:19:01,880 - Sure? - I'd like to... 383 00:19:01,960 --> 00:19:03,640 - Are you sure? - Hear the offer. 384 00:19:03,760 --> 00:19:04,760 That's it. 385 00:19:05,960 --> 00:19:07,840 - She is so excited. - A lot of excitement. 386 00:19:08,400 --> 00:19:10,600 Give her a chair. Help her out. 387 00:19:13,760 --> 00:19:17,040 Okay! Design is a good attribute of this business. 388 00:19:17,120 --> 00:19:20,400 You and Sangita have this superpower. 389 00:19:20,600 --> 00:19:24,080 But this business is going to enter a risky phase. 390 00:19:24,680 --> 00:19:26,800 You are assuming 391 00:19:26,880 --> 00:19:28,640 that now you are out of FirstCry 392 00:19:28,720 --> 00:19:31,480 and if you add marketplaces, 393 00:19:31,560 --> 00:19:33,080 - the sales will grow. - Hmm! 394 00:19:33,160 --> 00:19:36,000 - It is not necessary that this will happen. - Okay. 395 00:19:36,400 --> 00:19:39,920 Because when you go to other marketplaces, 396 00:19:40,040 --> 00:19:42,000 there will be more brands 397 00:19:42,080 --> 00:19:45,200 - with whom you have to fairly compete. - Correct. 398 00:19:45,520 --> 00:19:49,560 Your revenue may not necessarily stay the same in the next 12 months. 399 00:19:49,720 --> 00:19:51,760 It could go up or it will be half of it. 400 00:19:51,840 --> 00:19:54,680 - All right! - Because your distribution will suddenly change. 401 00:19:54,800 --> 00:19:55,600 Yeah, I agree. 402 00:19:55,680 --> 00:19:57,480 I'll invest Rs. 2 crores. 403 00:19:58,920 --> 00:19:59,840 Okay! 404 00:19:59,920 --> 00:20:01,960 At a Rs. 30 crore valuation. 405 00:20:02,600 --> 00:20:03,440 Okay! 406 00:20:03,520 --> 00:20:05,120 Which is 6.67%. 407 00:20:05,200 --> 00:20:06,880 Okay! Thank you so much for your offer. 408 00:20:14,840 --> 00:20:18,280 It's 1.5% and 1% royalty. 409 00:20:18,520 --> 00:20:21,320 Now, we want to change it to Rs. 75 lakhs 410 00:20:34,680 --> 00:20:39,120 But to give an equity of 6.6%, think hard. 411 00:20:40,520 --> 00:20:43,360 So, thank you, Sharks, for the offer. 412 00:20:44,000 --> 00:20:48,760 I want to give a counteroffer to Vineeta and Ritesh. 413 00:20:50,040 --> 00:20:52,760 Can you bring down the royalty? 414 00:20:53,000 --> 00:20:56,800 The second option is, can all three of you come on board? 415 00:21:00,160 --> 00:21:02,440 I will give you a counter from Ritesh and me. 416 00:21:02,560 --> 00:21:04,800 Rs. 75 lakhs for 1.5%, 417 00:21:12,120 --> 00:21:16,760 - My offer is Rs. 75 lakhs for 1% at a 0.5% royalty. - Yes. 418 00:21:28,320 --> 00:21:30,240 for the stage and the risk in the business. 419 00:21:30,320 --> 00:21:32,320 - Otherwise, I would've come on board. - Okay. 420 00:21:32,520 --> 00:21:35,280 You have two offers now. Please decide. 421 00:21:40,440 --> 00:21:43,600 - I guess I will go with Vineeta and Ritesh. - Thank you. 422 00:21:55,440 --> 00:21:56,680 - Thank you so much. - I am very excited. 423 00:21:56,720 --> 00:21:57,840 And lovely designs. 424 00:21:57,920 --> 00:21:59,160 - Thank you. - Keep up the good work. 425 00:21:59,160 --> 00:22:00,880 We are raising a funding round. 426 00:22:01,000 --> 00:22:04,680 With the right valuation, we can secure further investment. 427 00:22:04,840 --> 00:22:07,640 If we had accepted Kunal's deal, our valuation would've gone down. 428 00:22:07,720 --> 00:22:08,840 So, we didn't go with his offer. 429 00:22:08,840 --> 00:22:13,000 Vineeta has already created a consumer brand. 430 00:22:13,120 --> 00:22:16,320 Ritesh has experience in creating retail brand. 431 00:22:16,440 --> 00:22:18,520 It will really help us in the future. 432 00:22:20,520 --> 00:22:21,880 - Hello, friends. - Hi! 433 00:22:22,040 --> 00:22:24,360 - How was your experience inside? - Great! It was good. 434 00:22:24,600 --> 00:22:27,560 Good. Did you expect a deal from them or someone else? 435 00:22:27,640 --> 00:22:29,360 No! Things panned out our way. 436 00:22:29,440 --> 00:22:32,120 - It's great that you got a deal. Congratulations on that. - Thanks. 437 00:22:32,200 --> 00:22:34,040 I saw the entire pitch. 438 00:22:34,160 --> 00:22:35,840 I loved your products. 439 00:22:35,920 --> 00:22:39,240 You are working on kids fashion, which is great. 440 00:22:39,360 --> 00:22:41,680 When I was a child, I visited many places 441 00:22:41,760 --> 00:22:43,760 wearing my sister's frock. 442 00:22:43,880 --> 00:22:45,240 - So... - Your sister's frock? 443 00:22:45,320 --> 00:22:47,160 Yes! I enjoyed wearing them. 444 00:22:47,280 --> 00:22:49,920 But the society didn't let me wear it. 445 00:22:50,120 --> 00:22:51,120 But, amazing! 446 00:22:51,160 --> 00:22:53,240 I see you're in the children's fashion space, 447 00:22:53,320 --> 00:22:55,440 so it's time we level up your style statement. 448 00:22:55,520 --> 00:22:57,400 I've ordered gifts for you from Swiggy Instamart. 449 00:22:57,400 --> 00:22:58,920 - It was delivered in 10 minutes. - Thank you! 450 00:22:58,960 --> 00:23:00,360 Wow! 451 00:23:01,520 --> 00:23:03,360 Thank you! Thank you so much. 452 00:23:03,440 --> 00:23:04,520 This is for you. 453 00:23:04,600 --> 00:23:05,600 - Thank you! - Thank you! 454 00:23:05,640 --> 00:23:07,480 - Thank you so much! - We ordered sunglasses, 455 00:23:07,560 --> 00:23:10,440 sling bag and smartwatch. 456 00:23:10,800 --> 00:23:13,560 Friends, you need to up your style game. 457 00:23:13,640 --> 00:23:15,640 Order what you want from Swiggy Instamart. 458 00:23:15,720 --> 00:23:16,640 You get everything there. 459 00:23:16,720 --> 00:23:19,000 It also gets delivered in 10 minutes. Order now. 460 00:23:23,120 --> 00:23:25,640 [music playing] 461 00:23:42,560 --> 00:23:44,480 Imagine it's night time 462 00:23:44,960 --> 00:23:47,680 and you're heading home from your office. 463 00:23:48,200 --> 00:23:49,280 The street is deserted 464 00:23:49,400 --> 00:23:52,720 and suddenly, you feel like someone is watching you. 465 00:23:54,520 --> 00:23:58,280 A wave of fear rushes over you and you grip your bag tighter. 466 00:23:58,400 --> 00:23:59,920 Your pace quickens as you walk, 467 00:24:00,040 --> 00:24:01,880 your only thought being 468 00:24:02,080 --> 00:24:04,720 how to reach home as soon as possible. 469 00:24:06,000 --> 00:24:08,880 This fear, this uneasy feeling, 470 00:24:09,000 --> 00:24:11,040 this instinctive reaction 471 00:24:11,120 --> 00:24:13,680 has become an inevitable part of every woman's life. 472 00:24:13,800 --> 00:24:16,160 Whether it's day or night, 473 00:24:16,400 --> 00:24:18,120 indoors or outdoors, 474 00:24:18,200 --> 00:24:20,320 alone or in a crowd. 475 00:24:21,640 --> 00:24:23,560 Currently, in India, 476 00:24:23,640 --> 00:24:26,920 a rape case is reported every 16 minutes 477 00:24:33,080 --> 00:24:35,360 Sexual assault, molestation, 478 00:24:35,440 --> 00:24:38,560 even eve-teasing in some form or other, 479 00:24:38,840 --> 00:24:43,280 every woman has either endured these traumas or knows someone who has. 480 00:24:44,680 --> 00:24:47,600 Basic safety, which should be 481 00:24:47,960 --> 00:24:49,640 a fundamental right for all of us, 482 00:24:49,720 --> 00:24:52,640 has become a luxury in today's world. 483 00:24:54,280 --> 00:24:56,720 Hello, Sharks. I am Nandita Yenagi. 484 00:24:59,440 --> 00:25:01,560 We are social impact innovators. 485 00:25:02,600 --> 00:25:04,600 Sharks, after the Nirbhaya case, 486 00:25:04,680 --> 00:25:07,440 we were returning from a candle march, feeling defeated. 487 00:25:07,520 --> 00:25:09,000 We hadn't even reached the parking lot 488 00:25:09,120 --> 00:25:11,600 when news broke of yet another case being reported. 489 00:25:11,760 --> 00:25:13,560 That day, we were filled with anger. 490 00:25:13,640 --> 00:25:15,640 We started wondering, what can we do? 491 00:25:15,880 --> 00:25:19,160 Being tech-driven individuals, so we found a technical solution. 492 00:25:19,560 --> 00:25:21,920 After speaking to survivors 493 00:25:22,000 --> 00:25:24,240 and conducting some research, we discovered 494 00:25:24,320 --> 00:25:27,440 that there are no handy self-defence gadgets 495 00:25:27,560 --> 00:25:30,000 available in the market 496 00:25:30,120 --> 00:25:32,760 to tackle panic situations and defend oneself. 497 00:25:33,680 --> 00:25:36,840 That's why we took a small step 498 00:25:36,960 --> 00:25:39,000 and created Whale Wearables, 499 00:25:40,360 --> 00:25:44,080 where we have designed patented, handy self-defence gadgets. 500 00:25:49,400 --> 00:25:51,280 With which you can give an attacker a current... 501 00:26:03,200 --> 00:26:05,040 It is a wristband or a button, 502 00:26:05,160 --> 00:26:09,320 if you click on it, you can send an SOS alert and call for help. 503 00:26:12,000 --> 00:26:16,160 Our vision is to make the world, not just India, 504 00:26:16,400 --> 00:26:19,600 a place where women can live freely and safely. 505 00:26:20,120 --> 00:26:22,120 Our vision can be summed up in one line, 506 00:26:22,200 --> 00:26:24,440 but it's an ambitious one, Sharks. 507 00:26:24,520 --> 00:26:26,920 For this, we need your support 508 00:26:27,080 --> 00:26:29,240 and Rs. 30 lakhs at 3% equity. 509 00:26:38,880 --> 00:26:41,280 - Hello, Nandita and Sharad, - Hello! 510 00:26:41,400 --> 00:26:43,800 - The whales are here at Shark Tank! - Yes. 511 00:26:53,560 --> 00:26:56,720 After Nirbhaya, we were all deeply moved 512 00:26:56,800 --> 00:26:58,960 - and there was a lot of anger in the country. - Yes. 513 00:26:59,040 --> 00:27:01,280 But you took that anger and turned it into something tangible. 514 00:27:01,280 --> 00:27:04,040 For that, from my side, you have a lot of respect. 515 00:27:04,120 --> 00:27:06,800 But before we discuss your business and product, 516 00:27:06,880 --> 00:27:08,520 let's start from the beginning. 517 00:27:08,600 --> 00:27:10,800 Tell us the journey of business. 518 00:27:11,080 --> 00:27:14,000 We met at an engineering college. 519 00:27:14,400 --> 00:27:17,480 We had a similar thought process. 520 00:27:17,560 --> 00:27:19,880 We used to do a lot of social work together. 521 00:27:20,120 --> 00:27:23,000 We started our first startup in the agritech sector. 522 00:27:23,120 --> 00:27:24,160 Which year was this? 523 00:27:24,240 --> 00:27:26,240 It was registered in 2017. 524 00:27:26,360 --> 00:27:29,040 But we started working on this 525 00:27:29,120 --> 00:27:30,520 - in the first year of engineering. - From the first year 526 00:27:30,560 --> 00:27:32,400 of engineering, we used to make prototypes. 527 00:27:32,480 --> 00:27:34,520 - Which year was that? - 2013. 528 00:27:34,680 --> 00:27:36,840 We had many ideas in college. 529 00:27:36,920 --> 00:27:39,000 We filed 12 patents back then. 530 00:27:39,080 --> 00:27:40,720 - What are you saying? Wow! - Yes, sir. 531 00:27:46,120 --> 00:27:47,120 What was the startup? 532 00:27:47,240 --> 00:27:50,160 There are many farms around Belagavi. 533 00:27:50,600 --> 00:27:52,800 The fertilizer has to be fed into the root network. 534 00:27:52,920 --> 00:27:54,840 But there are no devices for it. 535 00:27:54,920 --> 00:27:57,800 I had a simple idea for it, sir. A backpack, 536 00:27:57,880 --> 00:27:59,560 with pipes and a bit of mechanism, 537 00:27:59,640 --> 00:28:01,680 that can be inserted into the root network. 538 00:28:01,800 --> 00:28:03,400 Due to a lack of subsidy, 539 00:28:03,480 --> 00:28:06,440 sales have dropped after 2019-2020. 540 00:28:06,520 --> 00:28:07,760 Did you shut down the business? 541 00:28:07,800 --> 00:28:10,520 We have a team there. The team is waiting for the subsidy. 542 00:28:10,640 --> 00:28:12,960 But are you still the equity holders? 543 00:28:13,040 --> 00:28:14,400 - Yes, we are. - We are equity holders. 544 00:28:14,440 --> 00:28:16,520 But we don't have any responsibility. 545 00:28:16,840 --> 00:28:19,280 Are you both just friends or is there something more? 546 00:28:19,360 --> 00:28:20,880 - No, we are husband and wife. - We are husband and wife. 547 00:28:20,920 --> 00:28:22,760 - We recently got married. - Congratulations! 548 00:28:23,000 --> 00:28:25,920 Let's talk about Whale Wearables. 549 00:28:26,400 --> 00:28:27,680 You mentioned in your pitch 550 00:28:27,800 --> 00:28:29,880 that you were returning from Nirbhaya's candle march, 551 00:28:29,960 --> 00:28:32,000 is that when you started working on this? 552 00:28:32,080 --> 00:28:34,680 In 2014, all over the nation, 553 00:28:34,760 --> 00:28:36,920 it was the 2nd anniversary march. 554 00:28:37,000 --> 00:28:39,640 There was a candle march on that day. 555 00:28:39,720 --> 00:28:43,000 We literally felt anger and helpless. 556 00:28:43,080 --> 00:28:45,680 What can we do about this? 557 00:28:45,800 --> 00:28:48,720 I also had an experience. 558 00:28:50,040 --> 00:28:52,320 I was travelling back to Belgavi from Mumbai. 559 00:28:52,400 --> 00:28:55,640 There was an incident where the guy did not touch me. 560 00:28:55,720 --> 00:28:59,440 As I was returning from the driver's seat, he blocked my way. 561 00:29:00,800 --> 00:29:02,400 And I literally froze. 562 00:29:02,480 --> 00:29:04,280 I was helpless. 563 00:29:05,200 --> 00:29:06,840 And that is when we thought 564 00:29:06,920 --> 00:29:08,200 we had to do something, 565 00:29:08,280 --> 00:29:09,640 which has to be a wearable gadget 566 00:29:09,720 --> 00:29:12,640 and not something I keep in my pocket or bag 567 00:29:13,040 --> 00:29:14,640 that I can't access quickly. 568 00:29:14,720 --> 00:29:16,960 But who roams around wearing a glove? 569 00:29:17,040 --> 00:29:18,640 - For example, pepper spray. - Yeah. 570 00:29:18,880 --> 00:29:21,400 You can spray that. But who wears a glove? 571 00:29:21,480 --> 00:29:24,960 - Ma'am, I want to show you a demo. - Please show us. 572 00:29:26,120 --> 00:29:27,920 Ma'am, this is a glove. 573 00:29:28,000 --> 00:29:29,560 This is called Whale Thunder. 574 00:29:29,680 --> 00:29:31,520 This enclosure you see here 575 00:29:31,600 --> 00:29:34,040 has circuits and batteries. 576 00:29:34,120 --> 00:29:36,320 I will wear it and explain. 577 00:29:38,640 --> 00:29:40,840 There is a safety switch here. 578 00:29:40,920 --> 00:29:44,760 When you turn it on, the technology will activate. 579 00:29:52,160 --> 00:29:54,200 You can also start a loud siren. 580 00:30:13,880 --> 00:30:16,160 It also has a flashlight. 581 00:30:16,240 --> 00:30:20,000 In case you are stuck in a dark area and you need to navigate. 582 00:30:20,200 --> 00:30:23,160 You can also use it to distract the attacker. 583 00:30:23,240 --> 00:30:26,320 When the flashlight is directed at the eyes, it blinds you. 584 00:30:26,760 --> 00:30:29,480 A woman with a job has to travel late at night. 585 00:30:29,560 --> 00:30:31,880 They know the areas 586 00:30:31,960 --> 00:30:34,560 where the hotspots or risk spots are. 587 00:30:34,640 --> 00:30:35,880 You will then wear the glove 588 00:30:36,000 --> 00:30:37,520 - when you are in those areas. - You will wear this 589 00:30:37,560 --> 00:30:38,440 before you are there. 590 00:30:38,520 --> 00:30:41,560 Tourists can use this. They can rent it out. 591 00:30:41,800 --> 00:30:43,680 This particular device 592 00:30:43,760 --> 00:30:46,040 will be connected to our app through Bluetooth. 593 00:30:47,000 --> 00:30:48,880 We use the phone's GPS location. 594 00:30:49,000 --> 00:30:52,400 The GPS will send an SOS alert 595 00:30:57,280 --> 00:30:58,960 This one has less shock. 596 00:30:59,040 --> 00:31:01,880 This is for the general public and women. 597 00:31:02,000 --> 00:31:04,520 We have one with more voltage. 598 00:31:04,600 --> 00:31:05,760 [electric whirring] 599 00:31:06,880 --> 00:31:08,320 What can that do? 600 00:31:08,400 --> 00:31:10,920 - All our technologies are non-lethal. - Non-lethal. 601 00:31:11,000 --> 00:31:12,480 This will disable the attacker, 602 00:31:12,600 --> 00:31:15,480 providing you with extra time to act. 603 00:31:16,160 --> 00:31:17,800 His muscles will contract. 604 00:31:17,880 --> 00:31:20,520 He won't understand what's going on. 605 00:31:21,360 --> 00:31:24,480 You get around 10 minutes to escape. 606 00:31:25,840 --> 00:31:27,120 How intense is the shock? 607 00:31:27,240 --> 00:31:29,040 It's around 4,000 volts. 608 00:31:32,960 --> 00:31:36,240 - No! - Will it lead to hospitalisation or a health issue? 609 00:31:36,320 --> 00:31:38,400 - No, ma'am. - That could be a litigation issue 610 00:31:38,480 --> 00:31:39,760 if it's the wrong person. 611 00:31:39,840 --> 00:31:41,120 It won't cause that much damage. 612 00:31:41,280 --> 00:31:44,200 If someone who has suffered... 613 00:31:44,320 --> 00:31:47,360 What if the survivor gets a shock? 614 00:31:47,840 --> 00:31:49,000 It can be very challenging then. 615 00:31:49,000 --> 00:31:50,440 How are you solving that? 616 00:31:51,360 --> 00:31:54,120 If you're getting shocked, you'll wonder how to turn it off. 617 00:31:54,240 --> 00:31:55,440 Because you freeze. 618 00:31:55,760 --> 00:31:58,000 It doesn't give you a shock for more than 5 seconds. 619 00:32:03,080 --> 00:32:05,080 that there's minimal risk of hurting oneself. 620 00:32:06,160 --> 00:32:09,000 Can only women buy this or can anybody? 621 00:32:09,080 --> 00:32:10,920 Is there a risk of it falling into the wrong hands? 622 00:32:10,960 --> 00:32:12,320 This has a biometric too. 623 00:32:12,480 --> 00:32:15,200 The biometric will be at the right thumb. 624 00:32:15,520 --> 00:32:18,680 Only the woman registered with us and whose KYC we have 625 00:32:18,800 --> 00:32:20,520 - can... - Only she gets to use it. 626 00:32:20,600 --> 00:32:22,920 Out of the agriculture problem and this one, 627 00:32:23,440 --> 00:32:25,280 why did you choose agriculture first? 628 00:32:25,880 --> 00:32:28,480 - Sir... - Sir, it is comparatively easy to make. 629 00:32:28,560 --> 00:32:30,640 But it can't take ten years to make it. 630 00:32:30,720 --> 00:32:33,680 Sir, Nandita was always of the opinion 631 00:32:33,760 --> 00:32:35,440 that she wanted to focus on this idea first. 632 00:32:35,440 --> 00:32:37,040 Sir, every time we approached 633 00:32:37,120 --> 00:32:39,360 the Home Ministry or Police Department with this, 634 00:32:39,520 --> 00:32:41,840 they'd always say, "You're students. Focus on studies." 635 00:32:41,920 --> 00:32:45,040 We didn't have the reputation or the funds, sir. 636 00:32:45,480 --> 00:32:48,800 And back then, we were student entrepreneurs 637 00:32:48,880 --> 00:32:51,680 and there weren't any ecosystems for start-ups back then. 638 00:32:51,800 --> 00:32:53,840 Alright, show us the next product. 639 00:32:54,000 --> 00:32:55,600 Um, this is Whale Click. 640 00:32:56,480 --> 00:32:58,920 Our wristband has two variants actually. 641 00:32:59,000 --> 00:33:00,400 This is the first variant. 642 00:33:00,880 --> 00:33:04,080 Usually, smartwatches have an SOS button 643 00:33:04,200 --> 00:33:06,360 and one has to look for it. 644 00:33:06,480 --> 00:33:07,880 In panic situations, 645 00:33:07,960 --> 00:33:10,560 it gets a little difficult to find and press it. 646 00:33:10,640 --> 00:33:11,960 This only has SOS. 647 00:33:12,200 --> 00:33:14,120 The complete body can be treated as a button. 648 00:33:14,200 --> 00:33:16,920 Every time this is activated, the haptic will give you feedback 649 00:33:17,200 --> 00:33:19,360 for 30 seconds continuously. 650 00:33:19,440 --> 00:33:21,200 - If it's false... - And it can be cancelled. 651 00:33:21,280 --> 00:33:22,280 Yes. 652 00:33:26,080 --> 00:33:27,480 - Sir... - I'll take this. Give the others... 653 00:33:27,480 --> 00:33:28,720 - Be careful. - Yes. 654 00:33:29,880 --> 00:33:31,080 I'll try the gloves. 655 00:33:33,280 --> 00:33:35,440 - Careful. - Vineeta, I'll guide you. 656 00:33:35,520 --> 00:33:36,520 Yes, tell me. 657 00:33:39,520 --> 00:33:40,840 - Let me see. - Yes. 658 00:33:40,920 --> 00:33:43,480 Then here is the panic switch, okay? 659 00:33:43,960 --> 00:33:44,880 [siren wailing] 660 00:33:44,960 --> 00:33:46,720 Leave it. Nothing will happen. 661 00:33:46,800 --> 00:33:48,760 Both happen simultaneously. The sound and shock. 662 00:33:48,840 --> 00:33:50,520 - It's together. - You can do it. 663 00:33:50,600 --> 00:33:51,480 - Now... - So, hang on. 664 00:33:51,560 --> 00:33:54,800 So, I have to bring this part in contact with their hand. 665 00:33:54,920 --> 00:33:57,680 - Any part of the body. - And it has to touch the skin. 666 00:33:57,800 --> 00:33:59,080 - Anywhere, ma'am. - No, anywhere. 667 00:33:59,120 --> 00:34:00,360 - Even on the dress. - On the clothes too? 668 00:34:00,400 --> 00:34:01,400 - Yes, ma'am. - Yes. 669 00:34:02,360 --> 00:34:03,360 Got it. 670 00:34:07,080 --> 00:34:08,720 Coming to this watch. 671 00:34:08,800 --> 00:34:12,160 35% of people in the elder care market have falls. 672 00:34:12,800 --> 00:34:14,440 - So, they wear a pendant. - Hmm. 673 00:34:14,520 --> 00:34:17,720 - There are many gadgets where the SOS message is sent... - Yes. 674 00:34:17,880 --> 00:34:19,200 - That they have fallen. - Yes. 675 00:34:19,400 --> 00:34:23,160 - So what you've made in the form of a watch is very common. - No, ma'am... 676 00:34:24,000 --> 00:34:25,880 - Our watches have SOS. - Yes, 677 00:34:25,960 --> 00:34:27,680 but why don't they make it easy? 678 00:34:27,760 --> 00:34:30,120 I have a gripe with all the watch companies. 679 00:34:30,200 --> 00:34:31,720 In future, we should have 680 00:34:31,800 --> 00:34:34,240 a big button which is very easy to press 681 00:34:34,360 --> 00:34:35,240 - no matter who's pressing it. - Ma'am... 682 00:34:35,320 --> 00:34:37,280 - Will you be integrating it? - It's there in our variant. 683 00:34:37,320 --> 00:34:38,840 It is in yours, but why not in watches? 684 00:34:38,920 --> 00:34:40,720 - If I'm wearing a watch... - Yes. 685 00:34:40,880 --> 00:34:42,640 I want it built-in. 686 00:34:42,720 --> 00:34:44,280 I don't want to wear multiple wearables. 687 00:34:44,880 --> 00:34:48,360 Our wristband has another variant which is voice-activated. 688 00:34:48,920 --> 00:34:51,600 Our actual plan is to integrate it. 689 00:34:51,680 --> 00:34:53,320 - [indistinct dialogue] - Yes. 690 00:34:54,200 --> 00:34:55,880 Vineeta, please come here. 691 00:34:57,560 --> 00:35:00,440 Ma'am, this is voice-activated. 692 00:35:10,000 --> 00:35:13,840 I'll say it in a sentence so that no one else finds out. 693 00:35:14,160 --> 00:35:16,080 So, I'll say, "Wake up, Whale." 694 00:35:16,800 --> 00:35:18,920 "Oh, I forgot to feed Bruno." 695 00:35:20,520 --> 00:35:22,320 - You'll feel the haptic. - Hmm. 696 00:35:22,400 --> 00:35:25,160 Within 30 seconds of activation, you'll get a dummy call 697 00:35:25,280 --> 00:35:26,760 and if you don't, 698 00:35:26,840 --> 00:35:28,800 your location would've been immediately shared 699 00:35:28,880 --> 00:35:30,000 and the SOS triggered. 700 00:35:32,960 --> 00:35:35,080 Your second wearable 701 00:35:35,880 --> 00:35:37,440 which is the watch, 702 00:35:37,720 --> 00:35:39,520 its use case will be low 703 00:35:39,600 --> 00:35:41,440 because people like us are working on it. 704 00:35:42,560 --> 00:35:44,600 Only a button needs to be added later on, right? 705 00:35:44,680 --> 00:35:46,520 - We'll add the SOS button in due course. - Okay. 706 00:35:46,560 --> 00:35:48,600 Voice activation and GPS are already there. 707 00:35:48,680 --> 00:35:52,360 If you want to work on the glove part, 708 00:35:52,440 --> 00:35:54,040 you can double down on that. 709 00:35:54,320 --> 00:35:56,280 It's still in the prototype phase. 710 00:35:56,400 --> 00:35:57,920 Have you raised funding? 711 00:35:58,200 --> 00:35:59,760 How will you work on this? 712 00:35:59,880 --> 00:36:02,160 What's the plan? Do you have a grant? 713 00:36:02,240 --> 00:36:03,240 Do you have anything? 714 00:36:04,080 --> 00:36:07,960 We had savings of almost Rs. 40 lakhs. 715 00:36:08,040 --> 00:36:10,080 - We'd invested in the patents earlier. - Okay. 716 00:36:10,200 --> 00:36:12,320 We invested the entire Rs. 40 lakhs in this 717 00:36:12,400 --> 00:36:15,440 and we have Rs. 20 lakhs left to make this a functioning product 718 00:36:20,240 --> 00:36:23,440 - Okay. - We want to make this sleek and even more compact. 719 00:36:23,560 --> 00:36:25,400 - Are there issues in the manufacturing? - Yes. 720 00:36:25,520 --> 00:36:27,560 This is just an idea with a patent for now 721 00:36:27,640 --> 00:36:29,400 - ready to go into execution, correct? - Correct. 722 00:36:29,440 --> 00:36:32,080 - Okay. So, you don't have any investors. - No. 723 00:36:32,160 --> 00:36:33,600 - You haven't raised funds. - Bootstrapped. 724 00:36:33,640 --> 00:36:37,680 Vineeta, do you guys think this is useful and worth wearing? 725 00:36:37,840 --> 00:36:42,160 If I have to run in the dark, I'll be really scared. 726 00:36:42,240 --> 00:36:44,000 I'm comfortable with something like this 727 00:36:44,080 --> 00:36:46,640 that can be worn to give a shock to someone. 728 00:36:46,720 --> 00:36:47,800 You're comfortable with it. 729 00:36:48,800 --> 00:36:50,520 I personally don't feel 730 00:36:50,600 --> 00:36:53,200 that your product in its current form 731 00:36:53,840 --> 00:36:54,960 is the right solution. 732 00:36:55,160 --> 00:36:56,920 Your intent might be right, 733 00:36:57,320 --> 00:36:59,400 but this is not innovation according to me. 734 00:37:01,160 --> 00:37:03,360 All these use cases are there. 735 00:37:03,520 --> 00:37:05,320 Just by putting buttons in a different place 736 00:37:05,400 --> 00:37:06,560 and getting a process patent, 737 00:37:06,600 --> 00:37:07,960 it's not really innovation. 738 00:37:08,120 --> 00:37:10,440 So, I'm not convinced yet 739 00:37:10,520 --> 00:37:12,200 - on the innovation part. - Sure, ma'am. 740 00:37:12,280 --> 00:37:13,520 And for that reason, I'm out. 741 00:37:13,640 --> 00:37:14,800 No worries, ma'am. Thank you. 742 00:37:15,800 --> 00:37:16,920 Sharad and Nandita! 743 00:37:17,080 --> 00:37:19,360 I feel it's not clear yet 744 00:37:19,560 --> 00:37:22,080 what its successful form factor would be. 745 00:37:22,520 --> 00:37:23,960 The purpose is good. 746 00:37:25,160 --> 00:37:27,080 You'll need to reimagine it 747 00:37:27,200 --> 00:37:30,360 in terms of a form factor that is convenient 748 00:37:30,520 --> 00:37:31,960 - as well as effective. - Yes. 749 00:37:32,320 --> 00:37:33,760 And is not a burden 750 00:37:33,880 --> 00:37:36,720 - where you've to wear multiple devices. - Right. 751 00:37:36,880 --> 00:37:39,280 Making its adoption really high. 752 00:37:39,480 --> 00:37:41,720 If there is adoption, only then a lot of people will use it 753 00:37:41,760 --> 00:37:43,840 and feel safe. 754 00:37:43,920 --> 00:37:45,680 Your objective will be solved then. 755 00:37:45,800 --> 00:37:46,880 I'm out for today 756 00:37:47,000 --> 00:37:49,840 but I really do wish you're very successful. 757 00:37:49,960 --> 00:37:51,280 - Thank you so much, sir. - All the best. 758 00:37:51,320 --> 00:37:52,320 Thank you, sir. 759 00:37:53,960 --> 00:37:56,080 What approvals would be needed from the government? 760 00:37:56,160 --> 00:38:00,680 Is it allowed to make devices that give continuous shocks? 761 00:38:01,560 --> 00:38:04,960 Sir, stun guns below 1,000 volts 762 00:38:05,160 --> 00:38:06,640 - are already available. - This is 4,000 volts. 763 00:38:06,680 --> 00:38:09,600 Sir, the voltage can be tweaked. 764 00:38:09,800 --> 00:38:12,160 We've set it at 4,000 volts 765 00:38:12,240 --> 00:38:14,840 - so that you can see the spark. - Right. 766 00:38:15,000 --> 00:38:17,080 But otherwise, if you give someone a shock of 1,000 volts 767 00:38:17,120 --> 00:38:18,800 even if the spark isn't visible, 768 00:38:18,880 --> 00:38:20,000 they'll still feel it. 769 00:38:20,080 --> 00:38:21,840 Are you saying this can be sold on Amazon? 770 00:38:21,960 --> 00:38:24,600 There are people who are selling stun guns in India. 771 00:38:35,600 --> 00:38:38,480 - Some products need work as far as I think. - Yes. 772 00:38:38,560 --> 00:38:39,560 Completely agree, sir. 773 00:38:39,600 --> 00:38:40,480 The patents are good. 774 00:38:40,560 --> 00:38:42,280 If you need some support... 775 00:38:43,640 --> 00:38:46,720 We invest crores here, so Rs. 30 lakhs for 3% equity... 776 00:38:46,920 --> 00:38:50,400 We can... I can help you by guiding you on manufacturing. 777 00:38:52,400 --> 00:38:54,040 So, that's it. Rs. 30 lakhs for 3% equity. 778 00:38:54,080 --> 00:38:55,160 - Let me know. - Okay. 779 00:38:55,960 --> 00:38:56,760 The condition is 780 00:38:56,840 --> 00:38:59,160 - subject to government approvals on this one. - Sure, sir. 781 00:39:06,240 --> 00:39:08,920 which smartwatches these days don't offer. 782 00:39:09,600 --> 00:39:13,000 Do you want to use your patent 783 00:39:13,120 --> 00:39:16,160 by collaborating with existing smartwatch companies 784 00:39:16,440 --> 00:39:17,280 to integrate it? 785 00:39:17,360 --> 00:39:18,640 - Yes. - We're open to that. 786 00:39:19,440 --> 00:39:22,080 Subject to your clearance, 787 00:39:22,160 --> 00:39:24,080 - I would love to join Aman's offer. - Okay. 788 00:39:24,160 --> 00:39:26,680 And I'm sure Aman can help you with the wearables. 789 00:39:26,760 --> 00:39:29,920 And whatever help you need from me 790 00:39:30,080 --> 00:39:32,360 in building a better product, 791 00:39:32,600 --> 00:39:33,680 I'd be happy to help. 792 00:39:33,760 --> 00:39:35,320 Mine is a joint offer with Aman. 793 00:39:35,440 --> 00:39:36,720 Rs. 30 lakhs for 3% equity. 794 00:39:36,800 --> 00:39:38,760 We'll take 1.5% each. 795 00:39:45,160 --> 00:39:46,440 I'd have made you an offer 796 00:39:46,520 --> 00:39:49,400 but I feel that Aman's offer is better for you 797 00:39:49,480 --> 00:39:51,040 and he'll also be able to help you. 798 00:39:51,200 --> 00:39:52,400 I wish you all the very best. 799 00:39:52,560 --> 00:39:55,280 I hope you do well and grow your business. 800 00:39:56,960 --> 00:39:59,040 Aman and Vineeta, you have a deal. 801 00:40:08,480 --> 00:40:10,480 - If we don't help you, who will? - Yes, sir. 802 00:40:10,680 --> 00:40:12,680 - Okay, great job. - Thank you so much, ma'am. 803 00:40:23,400 --> 00:40:26,480 Vineeta could very much relate to our product. 804 00:40:26,720 --> 00:40:28,480 I think their guidance and support 805 00:40:28,560 --> 00:40:31,640 will prove very important for us to build the product 806 00:40:31,720 --> 00:40:33,080 as per the user case scenario. 807 00:40:33,440 --> 00:40:36,960 I think we got a great deal from the appropriate Sharks. 808 00:40:41,040 --> 00:40:42,520 [up-tempo music playing] 809 00:40:49,240 --> 00:40:52,200 Welcome to ACKO Change Makers where we really welcome change. 810 00:40:52,400 --> 00:40:55,600 You can see a beautiful portrayal of it on our Change Makers wall. 811 00:41:00,000 --> 00:41:02,960 And today's Change Makers are Nandita and Sharad. 812 00:41:03,400 --> 00:41:04,800 - How are you? - Well. 813 00:41:04,880 --> 00:41:06,600 Well! How was your experience? 814 00:41:06,680 --> 00:41:07,560 - Very good. - Fantastic. 815 00:41:07,640 --> 00:41:10,400 Seriously speaking, what you're doing is very important. 816 00:41:10,800 --> 00:41:14,320 Sadly, women's safety is still a big issue in our country. 817 00:41:14,400 --> 00:41:17,480 I wish to ask you a question on behalf of our audience. 818 00:41:17,560 --> 00:41:19,960 What changes could they bring about in their daily lives 819 00:41:20,240 --> 00:41:23,960 to ensure women's safety and empower women? 820 00:41:24,040 --> 00:41:25,440 In my opinion, 821 00:41:25,760 --> 00:41:29,040 no girl should take safety lightly. 822 00:41:29,120 --> 00:41:32,280 The first thing is to be prepared always. 823 00:41:32,360 --> 00:41:35,720 If someone tries to do something, 824 00:41:35,800 --> 00:41:37,440 you must defend yourself. 825 00:41:37,520 --> 00:41:38,880 Learn self-defence techniques. 826 00:41:39,000 --> 00:41:43,920 I think this is one way for women to empower themselves, 827 00:41:44,160 --> 00:41:45,680 their sisters and daughters 828 00:41:45,760 --> 00:41:47,000 and men as well. 829 00:41:47,360 --> 00:41:49,040 Thank you so much for the change you're bringing about. 830 00:41:49,080 --> 00:41:50,760 You're bringing about a great change 831 00:41:51,280 --> 00:41:53,880 just as ACKO, with its revolutionary offerings, 832 00:41:53,960 --> 00:41:55,680 is changing the insurance landscape. 833 00:41:55,880 --> 00:41:57,560 Now, with ACKO car insurance, 834 00:41:57,640 --> 00:42:00,360 get claim repairs done at your preferred GST-registered garage 835 00:42:00,440 --> 00:42:01,960 and get a cash settlement. 836 00:42:02,040 --> 00:42:04,960 Also, filing a claim is very easy because it's all online. 837 00:42:05,040 --> 00:42:06,880 We wish to appreciate your change 838 00:42:06,960 --> 00:42:08,160 and for your time on the show, 839 00:42:08,160 --> 00:42:10,880 Shark Tank and ACKO wish to give you a gift. 840 00:42:14,800 --> 00:42:15,840 [camera shutter clicking] 841 00:42:53,000 --> 00:42:54,360 [theme music concludes] 842 00:42:54,440 --> 00:42:55,760 Hey, what's up? 843 00:42:56,320 --> 00:42:57,720 What do I tell you? 844 00:42:58,400 --> 00:43:00,160 Tell me. Did something happen? 845 00:43:00,720 --> 00:43:02,560 How do I tell you in front of everyone? 846 00:43:02,640 --> 00:43:03,720 That too on national TV! 847 00:43:03,800 --> 00:43:06,840 Come on, say it. They won't eat you. 848 00:43:07,040 --> 00:43:09,320 They're not fishes, these Sharks have money. 849 00:43:09,440 --> 00:43:10,640 [laughter] 850 00:43:10,720 --> 00:43:12,080 Okay, I'll try. 851 00:43:15,760 --> 00:43:16,960 Shi... Shilajit! 852 00:43:24,320 --> 00:43:25,200 What's the problem? 853 00:43:25,280 --> 00:43:28,720 Hey! You know people's perception of shilajit! 854 00:43:30,360 --> 00:43:31,400 For thousands of years, 855 00:43:31,560 --> 00:43:33,880 shilajit has been recognised by Indian Ayurveda 856 00:43:33,960 --> 00:43:35,880 for its health benefits. 857 00:43:36,280 --> 00:43:38,560 People should openly talk about it. 858 00:43:38,840 --> 00:43:41,760 But people are still embarrassed to consume shilajit. 859 00:43:42,000 --> 00:43:43,760 Women think it is for men 860 00:43:43,840 --> 00:43:46,560 and men think it is only to improve sexual performance. 861 00:43:47,480 --> 00:43:50,440 How then will shilajit's real benefits come to light? 862 00:43:50,560 --> 00:43:53,480 We will bring them to light with Zingavita Ayurveda. 863 00:43:55,520 --> 00:43:56,960 Hello, Sharks. I'm Sachin. 864 00:44:00,120 --> 00:44:02,160 went on a drive and arrived directly in the Tank 865 00:44:02,520 --> 00:44:04,080 with our brand Zingavita 866 00:44:04,160 --> 00:44:07,400 through which we make your daily life healthier 867 00:44:15,120 --> 00:44:17,240 that contains essential trace minerals 868 00:44:17,400 --> 00:44:18,640 and organic compounds 869 00:44:18,720 --> 00:44:20,000 such as fulvic acid 870 00:44:27,440 --> 00:44:31,720 Moreover, shilajit also gave a boost to our business at the right time. 871 00:44:32,040 --> 00:44:33,280 You must be wondering 872 00:44:33,360 --> 00:44:37,240 what is unique about our shilajit in such a busy space. 873 00:44:37,960 --> 00:44:38,960 Exactly. 874 00:44:53,720 --> 00:44:57,480 Sharks, our vision is to break the taboo around shilajit 875 00:44:57,880 --> 00:45:00,680 so that no one is hesitant to keep shilajit in their homes 876 00:45:00,760 --> 00:45:03,440 or on their dining tables. 877 00:45:03,520 --> 00:45:05,680 To realise this vision, Sharks, 878 00:45:05,760 --> 00:45:08,640 we want your guidance, expertise 879 00:45:08,720 --> 00:45:12,400 and your Rs. 1 crore investment for 1.25% equity 880 00:45:12,800 --> 00:45:13,800 in our company 881 00:45:19,320 --> 00:45:21,120 with Zingavita Ayurveda? 882 00:45:22,680 --> 00:45:24,000 [music playing] 883 00:45:27,520 --> 00:45:29,000 - What do I take? - One of this. 884 00:45:39,320 --> 00:45:42,200 Our top seller is the Shilajit Effervescent Tablets. 885 00:45:45,560 --> 00:45:47,480 No, this is resin. Ritesh, the honey is there. 886 00:45:50,600 --> 00:45:53,320 - This tiny packet costs Rs. 1,600. - Exactly! 887 00:45:53,560 --> 00:45:54,800 The MRP is Rs. 1,600. 888 00:46:00,640 --> 00:46:02,240 Do we have to consume one spoon? 889 00:46:02,320 --> 00:46:03,120 - Yes. - Yes, one spoon. 890 00:46:03,200 --> 00:46:04,920 - This will last a long time. - [indistinct]. 891 00:46:04,920 --> 00:46:06,640 All your products contain shilajit. 892 00:46:06,720 --> 00:46:08,120 Shilajit! Shilajit... 893 00:46:08,200 --> 00:46:10,040 You can try Shilajit Honey. 894 00:46:10,120 --> 00:46:11,920 - Open it... - I don't need it. [smirks] 895 00:46:13,640 --> 00:46:14,880 - [Sharks laugh] - Sir, this... 896 00:46:14,960 --> 00:46:16,920 Aman, we want to change this perception. 897 00:46:17,120 --> 00:46:18,600 [laughs] 898 00:46:19,880 --> 00:46:22,960 There's so much shilajit in the world now 899 00:46:23,360 --> 00:46:25,320 which wasn't the case until yesterday. 900 00:46:25,720 --> 00:46:28,280 Why is everyone selling shilajit all of a sudden? 901 00:46:28,680 --> 00:46:31,360 The demand for it started increasing in the US 902 00:46:31,600 --> 00:46:32,920 and people in India started becoming aware. 903 00:46:32,920 --> 00:46:34,320 It increased in the US first! 904 00:46:34,560 --> 00:46:36,680 Yes, it started increasing in the US a little earlier. 905 00:46:36,720 --> 00:46:39,880 The awareness in India rose because the following claims rose. 906 00:46:39,960 --> 00:46:43,440 If you want to build your strength, stamina and vitality 907 00:46:43,520 --> 00:46:44,920 and gain muscle, 908 00:46:45,640 --> 00:46:48,280 taking shilajit will help you gain muscle faster. 909 00:46:48,360 --> 00:46:52,800 Is the study on muscle strength new or was it known for years? 910 00:46:52,840 --> 00:46:54,920 Because sexual... 911 00:46:55,040 --> 00:46:58,720 We've heard, "Consume shilajit if you have erectile dysfunction." 912 00:46:59,600 --> 00:47:01,760 Let's take a step back. What is shilajit? 913 00:47:03,640 --> 00:47:06,240 It's a plant concentrate found in the mountains 914 00:47:06,560 --> 00:47:09,520 which decomposes over the years and settles on the rocks. 915 00:47:09,600 --> 00:47:13,000 Those rocks are brought down from a height of 18,000 feet. 916 00:47:13,080 --> 00:47:16,000 Then it undergoes a purification process 917 00:47:16,080 --> 00:47:17,800 in which 'triphala' is used. 918 00:47:17,920 --> 00:47:20,360 Then, a resin and gooey substance is formed 919 00:47:20,440 --> 00:47:22,160 which is edible shilajit. 920 00:47:22,240 --> 00:47:23,440 What does shilajit contain? 921 00:47:23,520 --> 00:47:25,440 Fulvic acid and trace minerals. 922 00:47:25,600 --> 00:47:27,120 What fulvic acid does is... 923 00:47:27,240 --> 00:47:28,840 It's called a joining carrier. 924 00:47:29,040 --> 00:47:30,400 When it enters your body, 925 00:47:30,760 --> 00:47:33,240 it will form a compound with your cells 926 00:47:33,320 --> 00:47:35,040 in turn boosting your metabolism. 927 00:47:35,120 --> 00:47:38,360 If my metabolism is being boosted and energy production is better, 928 00:47:38,440 --> 00:47:42,760 whether I position it for sexual health or muscle gain 929 00:47:42,840 --> 00:47:44,200 is open to interpretation. 930 00:47:44,440 --> 00:47:47,760 If I consume 300-400 mg of shilajit, even women, 931 00:47:47,880 --> 00:47:50,600 it will just help boost their metabolism and that's it. 932 00:47:52,120 --> 00:47:54,760 To effectively boost metabolism, 933 00:47:55,280 --> 00:47:58,720 what is the RDA for shilajit as recommended by clinical studies? 934 00:47:59,720 --> 00:48:01,720 This contains 100 mg. 935 00:48:02,760 --> 00:48:04,280 Coffee has 125 mg. 936 00:48:05,200 --> 00:48:06,960 This says 400 mg. 937 00:48:07,080 --> 00:48:08,360 They all have different quantities. 938 00:48:08,360 --> 00:48:11,120 People consume coffee once or two to three times a day. 939 00:48:11,200 --> 00:48:14,440 That's why we've limited the quantity of shilajit to 125 gm. 940 00:48:14,520 --> 00:48:17,520 Now, the Honey Stick, we thought you might consume it once in the morning 941 00:48:17,600 --> 00:48:19,560 and not very often in one day. 942 00:48:19,640 --> 00:48:21,000 So, we decided on 400 mg. 943 00:48:21,080 --> 00:48:22,360 Did you run any trials? 944 00:48:22,440 --> 00:48:24,320 Did you run any trials of your own with doctors? 945 00:48:24,400 --> 00:48:25,720 We've not done any yet, 946 00:48:30,840 --> 00:48:31,960 Once the product-market fit... 947 00:48:32,040 --> 00:48:34,560 Usually, trials should be done before scaling. 948 00:48:34,840 --> 00:48:37,920 Namita, if we are doubtful of this category and product 949 00:48:38,000 --> 00:48:40,560 that this is a new ingredient which is not established, 950 00:48:41,040 --> 00:48:43,400 - then we could think about it. - You thought this was selling, 951 00:48:43,400 --> 00:48:44,400 let's sell it too. 952 00:48:44,480 --> 00:48:46,160 [solemn music playing] 953 00:48:48,480 --> 00:48:49,960 In your pitch, you said 954 00:48:50,280 --> 00:48:52,960 - that shilajit boosted your business. - Right. 955 00:48:53,360 --> 00:48:56,040 - So... - Aman, let me give you this year's numbers. 956 00:48:56,440 --> 00:48:58,280 In April, we did Rs. 50 lakhs. 957 00:48:58,560 --> 00:49:00,160 In May, we did Rs. 65 lakhs. 958 00:49:00,560 --> 00:49:02,480 In June, we did Rs. 70 lakhs. 959 00:49:02,600 --> 00:49:04,680 In July, we did Rs. 1.1 crores. 960 00:49:04,920 --> 00:49:07,320 In August, we did Rs. 1.8 crores. 961 00:49:07,560 --> 00:49:11,520 In September, we did Rs. 1.9 crores. 962 00:49:11,760 --> 00:49:14,280 Now, we're at around Rs. 1.95 crores in October. 963 00:49:14,920 --> 00:49:17,520 Tell us your revenue while you're at it. 964 00:49:17,600 --> 00:49:19,840 In 2021-22, we did Rs. 1.9 crores. 965 00:49:19,920 --> 00:49:22,200 In 2022-23, we did Rs. 6 crores. 966 00:49:22,320 --> 00:49:24,280 In 2023-24, we did Rs. 8 crores. 967 00:49:24,360 --> 00:49:27,200 - We've done Rs. 8.6 crores until now. - Nice. 968 00:49:27,280 --> 00:49:29,040 As per our current estimation, 969 00:49:29,160 --> 00:49:30,880 we will close this year at Rs. 19 crores. 970 00:49:50,760 --> 00:49:53,920 our estimated burn on Rs. 19 crores will be Rs. 5.5 crores. 971 00:49:57,200 --> 00:49:58,720 Let's take the revenue as Rs. 100. 972 00:49:58,800 --> 00:50:01,680 Our cost of goods sold is Rs. 32. 973 00:50:01,800 --> 00:50:03,480 68% is our gross margin. 974 00:50:03,560 --> 00:50:07,080 Our commissions and logistics cost is about 28%. 975 00:50:07,160 --> 00:50:08,800 So, the CM1 is 40%. 976 00:50:08,880 --> 00:50:11,040 Our marketing at a blended level is 50%. 977 00:50:11,160 --> 00:50:13,520 So, our CM2 is -10%. 978 00:50:13,600 --> 00:50:16,360 And our overhead cost is about 15%. 979 00:50:16,480 --> 00:50:19,080 So, we're at an EBITDA burn of about 25%. 980 00:50:19,520 --> 00:50:21,400 The unit economics we just saw 981 00:50:21,840 --> 00:50:23,560 are also evolving. 982 00:50:23,880 --> 00:50:25,160 Our RTOs are high. 983 00:50:25,320 --> 00:50:26,680 - Our returns are high. - Right. 984 00:50:28,480 --> 00:50:29,880 What percent are your returns? 985 00:50:30,000 --> 00:50:31,120 30-35% returns. 986 00:50:32,240 --> 00:50:33,280 Is this RTO? 987 00:50:33,360 --> 00:50:35,560 Yes, RTOs when the customer refused to accept the order. 988 00:50:35,600 --> 00:50:37,680 - 35% RTO for a D2C brand! - 30-35%! 989 00:50:37,840 --> 00:50:39,360 Crazy! 990 00:50:39,440 --> 00:50:40,880 This is the highest I've ever heard. 991 00:50:41,320 --> 00:50:44,720 You must've called 100 customers to ask them why they returned it. 992 00:50:44,840 --> 00:50:45,840 What was the top reason? 993 00:50:45,960 --> 00:50:47,120 Many times, the customers say 994 00:50:47,200 --> 00:50:48,720 that they ordered it for their friends 995 00:50:48,840 --> 00:50:49,920 which I fail to understand... 996 00:50:50,000 --> 00:50:52,080 - They must have been embarrassed. - Must be embarrassing. 997 00:50:52,120 --> 00:50:53,160 But we've observed 998 00:50:53,240 --> 00:50:55,480 that our RTOs are reducing month on month, 999 00:50:55,560 --> 00:50:56,560 first point. 1000 00:50:56,600 --> 00:50:58,600 Second, when we scaled, 1001 00:50:58,880 --> 00:51:00,640 we had just one fulfilment centre. 1002 00:51:00,720 --> 00:51:04,080 If I compare Delhi to the South or the rest of India, 1003 00:51:04,320 --> 00:51:06,400 improving the delivery timelines 1004 00:51:06,480 --> 00:51:08,320 will also give us incremental impact, 1005 00:51:08,600 --> 00:51:09,400 point number one. 1006 00:51:09,560 --> 00:51:12,400 Second, as the taboo around shilajit is breaking... 1007 00:51:12,480 --> 00:51:15,080 Coming to your first question about how shilajit sales have grown. 1008 00:51:15,640 --> 00:51:16,640 It's a process. 1009 00:51:16,680 --> 00:51:17,920 The market is seeing a correction 1010 00:51:17,960 --> 00:51:19,560 - and returns are lowering. - We don't believe the second one 1011 00:51:19,600 --> 00:51:22,320 because thousands of brands come everyday with one fulfilment centre. 1012 00:51:23,280 --> 00:51:25,680 What was your marketing spend in October? 1013 00:51:31,960 --> 00:51:34,200 Good. It's going great. 1014 00:51:34,720 --> 00:51:36,080 We'll go big with shilajit. 1015 00:51:36,200 --> 00:51:37,560 [chuckles] 1016 00:51:37,680 --> 00:51:39,040 You will, you have it in you. 1017 00:51:39,400 --> 00:51:40,320 Aman, one... 1018 00:51:40,400 --> 00:51:42,800 - Can I say one thing before you speak? - Yo. 1019 00:51:42,960 --> 00:51:46,280 - Our revenue comes through four channels. - Yo. 1020 00:51:53,120 --> 00:51:55,600 We haven't explored US yet. 1021 00:51:55,840 --> 00:51:59,040 - As we mentioned, the market there has grown exponentially. - US. 1022 00:51:59,120 --> 00:52:00,120 I agree. 1023 00:52:00,240 --> 00:52:01,800 There's no control over your burn. 1024 00:52:02,000 --> 00:52:03,840 There's no control on the RTO. 1025 00:52:05,320 --> 00:52:07,440 And you need to know that to build a business. 1026 00:52:07,520 --> 00:52:11,560 I understand if there are loss-making businesses in tech 1027 00:52:11,800 --> 00:52:13,560 and crowded categories, 1028 00:52:13,760 --> 00:52:16,680 but not in a new category like shilajit. 1029 00:52:16,760 --> 00:52:18,000 Aman, I have one thing to say. 1030 00:52:18,080 --> 00:52:21,360 My repeat rate is only 20-25% and it is increasing 1031 00:52:21,440 --> 00:52:23,880 because the people who consume it do so for long periods. 1032 00:52:24,120 --> 00:52:25,680 - This business will be profitable. - Yes. 1033 00:52:25,720 --> 00:52:27,200 We're aware of the past profitability. 1034 00:52:27,200 --> 00:52:29,360 I understand, but you are not profitable right now. 1035 00:52:31,000 --> 00:52:32,000 Secondly, the valuation. 1036 00:52:32,120 --> 00:52:33,400 A valuation of Rs. 80 crores. 1037 00:52:33,480 --> 00:52:34,880 No way! 1038 00:52:35,320 --> 00:52:36,240 If I really want to invest, 1039 00:52:36,320 --> 00:52:39,240 wouldn't I rather put in Rs 1-2 crores and start a new brand? 1040 00:52:39,320 --> 00:52:41,560 - Aman, this... - I'm asking you. Can I do it? 1041 00:52:42,000 --> 00:52:43,760 You can do anything you want. 1042 00:52:44,680 --> 00:52:46,440 You say, "We'll make it too." So, we will too. 1043 00:52:46,440 --> 00:52:47,720 [laughs] Correct. 1044 00:52:47,920 --> 00:52:50,680 I don't want to invest Rs. 1 crore in this, unfortunately. 1045 00:52:51,720 --> 00:52:53,560 Aman, I had a point. One point. 1046 00:52:53,640 --> 00:52:55,800 He's out. Talk to the rest of us. 1047 00:52:55,880 --> 00:52:57,720 - I'm out, unfortunately. - Tell us your point. 1048 00:52:57,880 --> 00:52:58,880 I'm out. 1049 00:53:00,960 --> 00:53:02,400 I spoke about trials. 1050 00:53:02,480 --> 00:53:04,280 You know, RTO of course is very high. 1051 00:53:04,360 --> 00:53:05,840 Third is the milligrams. 1052 00:53:07,360 --> 00:53:12,120 If you focus on the fundamentals, evidence and trials 1053 00:53:12,200 --> 00:53:14,120 and create some data of your own, 1054 00:53:14,320 --> 00:53:15,400 this can explode. 1055 00:53:15,720 --> 00:53:17,280 Namita, I had two points. 1056 00:53:17,440 --> 00:53:18,920 Let's talk about clinical trials. 1057 00:53:19,240 --> 00:53:21,760 With our third-party contract manufacturer 1058 00:53:21,840 --> 00:53:23,360 who manufactures our products, 1059 00:53:23,600 --> 00:53:27,400 we do a very unique thing to manage quality control. 1060 00:53:27,480 --> 00:53:30,080 We source the raw material on our own. 1061 00:53:30,160 --> 00:53:31,800 We get our own shilajit, 1062 00:53:32,000 --> 00:53:33,760 give it to the third-party contract manufacturer 1063 00:53:33,760 --> 00:53:34,760 and he'll make it. 1064 00:53:35,040 --> 00:53:37,160 - And... - No, it's fine. Let's... 1065 00:53:37,360 --> 00:53:40,600 See, for today, I'm out because that's not a trial. 1066 00:53:40,720 --> 00:53:42,680 - You know which trials I was implying. - No... 1067 00:53:42,800 --> 00:53:44,640 - Namita, exactly. - I'm talking about with actual patients 1068 00:53:44,680 --> 00:53:46,000 and with proper Ayush doctors. 1069 00:53:46,080 --> 00:53:47,840 So, for that reason, today, I'm out. 1070 00:53:49,760 --> 00:53:51,360 My structural concern, 1071 00:53:51,440 --> 00:53:53,840 because of which I'm considering being out of this deal... 1072 00:53:54,520 --> 00:53:55,680 You're considering it. 1073 00:53:56,480 --> 00:53:58,200 In order for a structural impact, 1074 00:53:58,280 --> 00:54:01,280 either you should've gotten positive clinical feedback 1075 00:54:02,120 --> 00:54:04,520 or there has been a reasonable history 1076 00:54:04,600 --> 00:54:06,360 where you've observed over two-three years 1077 00:54:06,440 --> 00:54:07,880 that your repeat pattern was good. 1078 00:54:08,000 --> 00:54:10,080 If the consumer likes it, great. They're akin to God. 1079 00:54:10,880 --> 00:54:13,280 Because I'm unable to make up my mind 1080 00:54:13,360 --> 00:54:15,920 if this is a fad or a structural business opportunity, 1081 00:54:16,000 --> 00:54:17,280 I'm out for that reason. 1082 00:54:17,600 --> 00:54:21,080 However, over the next six months to a year, 1083 00:54:21,160 --> 00:54:23,360 if your repeat rate improves, 1084 00:54:23,680 --> 00:54:26,240 then hopefully, we'll get a chance to talk again. 1085 00:54:26,560 --> 00:54:28,280 I wish you both all the very best. 1086 00:54:28,480 --> 00:54:29,400 Thank you, Ritesh. 1087 00:54:29,480 --> 00:54:31,040 Your marketing cost 1088 00:54:31,360 --> 00:54:35,080 is increasing not just as a number but also as a percentage. 1089 00:54:35,560 --> 00:54:37,320 From April to October, 1090 00:54:37,400 --> 00:54:39,680 you went from Rs. 50 lakhs to Rs. 2 crores, 1091 00:54:39,880 --> 00:54:41,280 which is incredible, four times, 1092 00:54:41,360 --> 00:54:44,800 but even the marketing cost went from 30% to 50%. 1093 00:54:46,320 --> 00:54:47,360 So, I think 1094 00:54:47,440 --> 00:54:51,920 this -CM2 of 10% 1095 00:54:52,000 --> 00:54:53,400 on which you're operating 1096 00:54:53,600 --> 00:54:57,680 simply put in very raw terms means 1097 00:54:57,760 --> 00:55:02,960 that the more units you sell the more loss you're making. 1098 00:55:04,400 --> 00:55:06,240 So, every customer... 1099 00:55:06,320 --> 00:55:09,040 Every extra box that you sell 1100 00:55:09,160 --> 00:55:11,280 adds to your company's loss. 1101 00:55:11,560 --> 00:55:13,760 So, right now, 1102 00:55:13,920 --> 00:55:17,000 I don't find this investment quite right. 1103 00:55:17,120 --> 00:55:19,560 For that reason, I'm out but wish you the best. 1104 00:55:21,040 --> 00:55:24,080 I feel you should go back to the drawing board 1105 00:55:24,400 --> 00:55:26,440 and perhaps, reduce your SKUs. 1106 00:55:26,760 --> 00:55:28,720 And don't follow the crowd 1107 00:55:28,800 --> 00:55:30,200 and start running after high sales. 1108 00:55:30,280 --> 00:55:31,920 It's fine even if it's not a lot. 1109 00:55:33,280 --> 00:55:34,400 First, try to identify 1110 00:55:34,480 --> 00:55:38,880 where the island of profitability of your business lies. 1111 00:55:39,320 --> 00:55:40,760 It has to be somewhere in your business 1112 00:55:40,800 --> 00:55:44,200 that is around Rs. 10 crores today. 1113 00:55:44,360 --> 00:55:46,920 There ought to be an island of profitability here 1114 00:55:47,000 --> 00:55:49,160 where the contribution margin is positive. 1115 00:55:49,320 --> 00:55:53,360 Perhaps, an SKU, a geography, a channel... Anywhere. 1116 00:55:53,960 --> 00:55:55,280 My recommendation would be 1117 00:55:55,360 --> 00:55:57,880 to cut your islands of losses 1118 00:55:58,280 --> 00:56:00,760 where the contribution margin is negative. 1119 00:56:00,880 --> 00:56:04,360 Either fix them or shut them in a time-bound manner. 1120 00:56:04,480 --> 00:56:06,360 That's what I did in my business 1121 00:56:06,520 --> 00:56:10,920 because of which we got through our most difficult phase. 1122 00:56:11,400 --> 00:56:13,680 However, if you are so attached 1123 00:56:13,760 --> 00:56:15,400 and want to scale up 1124 00:56:15,520 --> 00:56:17,600 even if the margins are negative, 1125 00:56:18,360 --> 00:56:21,200 then sooner or later, you'll run into a wall. 1126 00:56:21,840 --> 00:56:24,480 I am out for today but wish you all the best. 1127 00:56:24,560 --> 00:56:25,480 Many best wishes. 1128 00:56:25,600 --> 00:56:26,880 - Thank you. - Leave with a smile. 1129 00:56:26,920 --> 00:56:28,040 - Thank you. - Enjoy. 1130 00:56:28,320 --> 00:56:29,720 [solemn music playing] 1131 00:56:34,520 --> 00:56:36,400 - Hello, Dheeraj and Sachin. - Hello. 1132 00:56:36,480 --> 00:56:38,080 - How are you? - Great. 1133 00:56:38,160 --> 00:56:39,640 - How did it go inside? - It was fun. 1134 00:56:39,800 --> 00:56:41,840 They asked good questions. We liked the interaction. 1135 00:56:41,840 --> 00:56:43,640 The sales talk took place inside. 1136 00:56:43,760 --> 00:56:45,400 - Let's keep it chill here. - Sure. 1137 00:57:11,640 --> 00:57:12,640 Done, sir. 1138 00:57:14,240 --> 00:57:15,440 Product. Great! 1139 00:57:15,920 --> 00:57:17,400 Customer service. Next? 1140 00:57:18,200 --> 00:57:19,320 - Quality assurance. - Quality assurance. 1141 00:57:19,320 --> 00:57:20,800 Okay. Interesting. 1142 00:57:20,880 --> 00:57:22,520 - At Two pair? - Marketing. 1143 00:57:22,920 --> 00:57:24,240 At One pair? 1144 00:57:24,600 --> 00:57:25,680 Research and development. 1145 00:57:26,960 --> 00:57:28,960 R&D at High card. 1146 00:57:29,080 --> 00:57:31,640 This is very interesting. You chose marketing at One pair. 1147 00:57:31,920 --> 00:57:33,200 Rank four. Why? 1148 00:57:33,280 --> 00:57:35,000 - The product comes first. - Yes. 1149 00:57:35,080 --> 00:57:36,120 The product is the most important. 1150 00:57:36,160 --> 00:57:37,760 - That's what the customers buy. - Right. 1151 00:57:37,800 --> 00:57:40,280 - The second is customer service. The customer is akin to God. - Okay. 1152 00:57:40,280 --> 00:57:42,840 When will the customer be happy? When they get quality assurance. 1153 00:58:08,080 --> 00:58:10,480 - with a total prize pool of Rs. 100 crores. - Thank you. 1154 00:58:10,800 --> 00:58:12,880 Go there and apply your winning strategy. 1155 00:58:13,160 --> 00:58:14,800 You too go download the PokerBaazi app, 1156 00:58:14,880 --> 00:58:16,600 use your strategy and place a winning hand. 1157 00:58:16,720 --> 00:58:18,560 Go and download the PokerBaazi app now. 1158 00:58:20,960 --> 00:58:22,680 [theme music playing] 1159 00:58:34,960 --> 00:58:36,560 [theme music concludes] 1160 00:58:36,840 --> 00:58:39,560 Sharks, has a stranger ever come up to you 1161 00:58:39,720 --> 00:58:41,360 and complimented your bag? 1162 00:58:41,520 --> 00:58:43,320 "Where did you buy this? Which brand is it?" 1163 00:58:43,400 --> 00:58:44,400 Have you been asked that? 1164 00:58:44,480 --> 00:58:46,720 This happens to our customers every day. 1165 00:58:47,000 --> 00:58:51,120 It's because my team members and I made this with our hands. 1166 00:58:51,320 --> 00:58:54,480 And these girls made me a businessman. 1167 00:58:54,560 --> 00:58:55,920 [all chuckle] 1168 00:58:57,040 --> 00:58:58,040 Thank you. 1169 00:58:58,160 --> 00:58:59,560 Sharks, I am Usha Borda. 1170 00:59:00,000 --> 00:59:01,360 I am Bansari Borda. 1171 00:59:03,120 --> 00:59:04,600 We are from Mumbai. 1172 00:59:04,760 --> 00:59:08,000 The story of Dhaaga Life began here from a single thread. 1173 00:59:09,280 --> 00:59:11,360 Dhaaga Life is a lifestyle brand 1174 00:59:11,480 --> 00:59:13,120 that makes nature-inspired 1175 00:59:13,160 --> 00:59:16,240 unique and handcrafted bags and accessories. 1176 00:59:37,400 --> 00:59:39,640 and on the other hand, high-end designer labels 1177 00:59:39,720 --> 00:59:41,360 that are really expensive. 1178 00:59:57,560 --> 01:00:01,400 Our Instagram community has grown to over 70,000 followers. 1179 01:00:03,160 --> 01:00:08,400 We've fulfilled over 1.5 lakh orders on B2B and D2C. 1180 01:00:08,920 --> 01:00:13,360 Sharks, we want to fill the lives of our customers with beauty, 1181 01:00:13,440 --> 01:00:14,560 one stitch at a time. 1182 01:00:14,680 --> 01:00:18,600 And we want people to pause and appreciate art. 1183 01:00:18,680 --> 01:00:23,120 So, our ask is Rs. 75 lakhs for 5% equity. 1184 01:00:24,720 --> 01:00:25,760 Come on, Sharks. 1185 01:00:28,400 --> 01:00:29,400 [laughter] 1186 01:00:29,480 --> 01:00:30,600 Good. 1187 01:00:32,520 --> 01:00:35,000 Bansuri, tell us a little about yourself. 1188 01:00:35,080 --> 01:00:36,640 I was born and brought up in Mumbai. 1189 01:00:36,720 --> 01:00:38,800 I went to school and college here. 1190 01:00:38,920 --> 01:00:42,120 Then I went to MIT ID in Pune to study design. 1191 01:00:46,400 --> 01:00:49,240 I was in the marketing team, retail and events. 1192 01:00:49,360 --> 01:00:52,760 At Ishita's insistence, I left Bengaluru and came to Surat. 1193 01:00:52,840 --> 01:00:54,920 Okay. Ishita, what about you? 1194 01:00:55,000 --> 01:00:57,760 I did my eleventh and twelfth grade in Arts at Mithibai College 1195 01:00:58,000 --> 01:01:02,000 and then I went to study at Rachana Sansad in Prabhadevi. 1196 01:01:07,720 --> 01:01:09,000 even when I was in college 1197 01:01:09,080 --> 01:01:11,000 and we'd conduct exhibitions all over India. 1198 01:01:11,120 --> 01:01:13,680 - Which year was this? - 2014. 1199 01:01:19,120 --> 01:01:21,880 Gram Dakshinamurti Ambla is my school's name. 1200 01:01:22,000 --> 01:01:23,000 It's near Bhavnagar. 1201 01:01:23,040 --> 01:01:24,240 Are you in Surat at present? 1202 01:01:24,440 --> 01:01:25,880 - Yes. - Okay. 1203 01:01:25,960 --> 01:01:27,640 Ma'am, can we see your products? 1204 01:01:27,800 --> 01:01:28,800 - Sure. - Yes. 1205 01:01:30,480 --> 01:01:32,240 - That's for you, both the bags. - This one? 1206 01:01:32,320 --> 01:01:33,880 - Both the bags? Thank you. - Yes. 1207 01:01:33,960 --> 01:01:35,280 - This is for you. - Nice. 1208 01:01:35,400 --> 01:01:38,000 Oh, I love this one. Beautiful. 1209 01:01:43,000 --> 01:01:44,640 Oh, this is pure jute! 1210 01:01:44,760 --> 01:01:47,000 It's called 'sutli' in Hindi. 1211 01:01:47,080 --> 01:01:49,160 Stunning. It's very pretty! 1212 01:01:49,640 --> 01:01:51,600 Oh! It says Priya! Wow! 1213 01:01:51,760 --> 01:01:52,760 This is incredible. 1214 01:01:52,800 --> 01:01:53,800 Oh, how sweet! 1215 01:01:53,840 --> 01:01:55,840 Everything is absolutely handcrafted. 1216 01:01:55,920 --> 01:01:57,880 - All of it? - Yes. 1217 01:01:57,960 --> 01:01:59,160 What material is this? 1218 01:01:59,240 --> 01:02:01,560 That is juco which is jute and cotton. 1219 01:02:05,480 --> 01:02:07,760 One can do two embroideries in one day. 1220 01:02:07,840 --> 01:02:10,440 Now, people will really stop and ask me, 1221 01:02:10,520 --> 01:02:11,640 "Where did you buy the bag from?" 1222 01:02:11,680 --> 01:02:13,080 - Yes! - [laughter] 1223 01:02:14,200 --> 01:02:16,520 You've used a bit of suede here 1224 01:02:16,600 --> 01:02:19,080 - and tussar silk inside. - Yes. 1225 01:02:19,160 --> 01:02:21,160 It's a combination of these materials. 1226 01:02:21,280 --> 01:02:24,760 Sometimes, people use cheap material for the insides. 1227 01:02:24,840 --> 01:02:26,520 Your material is good. It's nice. 1228 01:02:26,600 --> 01:02:29,600 I won't say you gave it for free. I'll say I bought it. 1229 01:02:29,680 --> 01:02:31,040 - Yes, fine. - [laughter] 1230 01:02:31,120 --> 01:02:33,280 Just pay up. Make the payment. 1231 01:02:34,400 --> 01:02:35,960 - Oh, how about that? - [all laugh] 1232 01:02:36,400 --> 01:02:38,480 - Auntie! - You're a typical Gujarati. 1233 01:02:39,360 --> 01:02:40,880 You're business savvy. 1234 01:02:41,040 --> 01:02:42,040 Sorry... 1235 01:02:43,440 --> 01:02:44,640 What is its price? 1236 01:02:44,760 --> 01:02:45,960 That's for Rs. 5,000. 1237 01:02:46,960 --> 01:02:48,080 - And this one? - This bag? 1238 01:02:48,240 --> 01:02:50,760 This is Rs. 6,200 without customisation 1239 01:02:55,080 --> 01:02:58,800 When did you turn this into a proper business? 1240 01:02:58,880 --> 01:03:02,520 The first product mom made was this Half Moon Bag using jute 1241 01:03:02,600 --> 01:03:03,800 only with a needle and thread. 1242 01:03:03,840 --> 01:03:05,880 That's why we named our brand Dhaaga. 1243 01:03:05,960 --> 01:03:10,720 We feel we've seen this as a business in the last two years. 1244 01:03:10,800 --> 01:03:13,800 Before that, the name of our brand was Dhaaga Handcrafts 1245 01:03:14,000 --> 01:03:15,320 and we didn't have a website. 1246 01:03:15,400 --> 01:03:18,720 Our website was launched in August 2022. 1247 01:03:25,240 --> 01:03:26,400 that directly... 1248 01:03:26,640 --> 01:03:29,040 - They're now our direct customers. Yes. - You save money. 1249 01:03:29,320 --> 01:03:31,760 So, do you make only handbags? 1250 01:03:31,840 --> 01:03:33,480 No, we also make accessories 1251 01:03:33,560 --> 01:03:36,440 that include bracelets, necklaces, earrings, 1252 01:03:36,520 --> 01:03:37,840 key charms and other products. 1253 01:03:41,720 --> 01:03:43,720 89% is handbags 1254 01:03:43,800 --> 01:03:45,440 - and 11% is accessories. - Okay. 1255 01:03:45,520 --> 01:03:48,120 - So, you're mainly a handbag brand now. - Yes. 1256 01:03:49,320 --> 01:03:52,080 At what frequency do you launch new products? 1257 01:03:52,160 --> 01:03:53,280 Around three months. 1258 01:03:53,600 --> 01:03:55,800 - How many new products do you launch? - Three products. 1259 01:03:59,520 --> 01:04:01,160 - That is the bestseller. - It's very cool. 1260 01:04:01,160 --> 01:04:05,240 That gave us a revenue of Rs. 1.55 crores. 1261 01:04:05,320 --> 01:04:07,080 In one and a half years. Yeah. 1262 01:04:16,040 --> 01:04:17,960 The 12 people in the office are on a salary basis 1263 01:04:18,040 --> 01:04:21,160 and those who work from home are paid on a piece basis. 1264 01:04:21,280 --> 01:04:22,680 How much do you pay them per bag? 1265 01:04:22,800 --> 01:04:25,120 Like, tell me about that garden bag. 1266 01:04:25,240 --> 01:04:27,840 Around 500 for the embroidery. 1267 01:04:31,560 --> 01:04:33,640 This is a bracelet. This is the embroidery. 1268 01:04:36,360 --> 01:04:37,840 They are making the tassels. 1269 01:04:39,680 --> 01:04:41,360 - Is this the office? - Yes. 1270 01:04:41,680 --> 01:04:44,880 How do you make arrangements 1271 01:04:44,960 --> 01:04:47,000 with people who work part-time? 1272 01:04:47,120 --> 01:04:49,320 There is an admin boy in our office 1273 01:04:49,400 --> 01:04:53,160 who goes to the houses of all the housewives and takes the stuff 1274 01:04:53,280 --> 01:04:55,360 and gives it to them and also takes back 1275 01:04:55,480 --> 01:04:57,920 the stuff which is ready. We maintain a diary 1276 01:04:58,040 --> 01:04:59,720 which both of us keep for calculations. 1277 01:04:59,800 --> 01:05:01,600 To whom you gave the raw material 1278 01:05:01,720 --> 01:05:03,280 and whether you got the finished product from them. 1279 01:05:03,320 --> 01:05:05,520 Yes, we provide everything... 1280 01:05:05,640 --> 01:05:07,840 - You provide it all? - even needles, cutter and thread. 1281 01:05:11,720 --> 01:05:13,640 that are trying to make similar products? 1282 01:05:13,720 --> 01:05:16,720 The one brand I can remember is Fizzy Goblet. 1283 01:05:16,800 --> 01:05:20,520 That brand also used to exhibit with us. 1284 01:05:20,600 --> 01:05:22,800 And they also have a store in Bandra today. 1285 01:05:22,880 --> 01:05:25,440 Do you consider Zouk a competition? 1286 01:05:25,560 --> 01:05:28,560 Not really, because I think the customer is pretty different. 1287 01:05:28,640 --> 01:05:31,880 The Zouk bags are digitally printed. 1288 01:05:32,000 --> 01:05:34,960 Our customers are a little conscious... 1289 01:05:35,040 --> 01:05:36,480 Environmentally conscious. 1290 01:05:36,560 --> 01:05:38,840 About what material we use and the detailing. 1291 01:05:38,960 --> 01:05:43,320 We also have customers who will save and buy a customised bag 1292 01:05:43,400 --> 01:05:46,280 for their wife or girlfriend on a special occasion 1293 01:05:46,360 --> 01:05:48,800 and those who buy LV bags will buy them 1294 01:05:48,880 --> 01:05:53,360 as a part of a collection because they like the beauty of the design. 1295 01:05:53,480 --> 01:05:55,160 What's your starting price point? 1296 01:05:55,280 --> 01:05:57,280 - From 1700... - For a handbag? 1297 01:05:57,400 --> 01:05:59,080 - Yeah. - And up to how much? 1298 01:05:59,160 --> 01:06:01,880 - 8000. - Which is the bag worth 8000? 1299 01:06:01,960 --> 01:06:03,400 The blue one if you customise it... 1300 01:06:03,520 --> 01:06:04,720 It looks like the one Vineeta has. 1301 01:06:04,720 --> 01:06:06,880 - But that is the mini one. - That's small. 1302 01:06:07,000 --> 01:06:09,120 That's the bigger size. 1303 01:06:09,600 --> 01:06:10,840 When you scale it, you know, 1304 01:06:10,960 --> 01:06:13,280 let's hope you'll make it a big business. 1305 01:06:13,400 --> 01:06:17,560 And hand embroidery takes time. So how will you manage that? 1306 01:06:17,640 --> 01:06:21,280 We also felt that at some point, it is not scalable. 1307 01:06:21,400 --> 01:06:24,200 But when we posted our first bag on Instagram 1308 01:06:24,280 --> 01:06:25,880 and the response we got, 1309 01:06:25,960 --> 01:06:28,000 people were waiting for 40 days, 1310 01:06:28,120 --> 01:06:31,000 which happens for sneakers, the same was happening for the bag. 1311 01:06:31,080 --> 01:06:35,680 We took manual orders and people paid in advance for this bag 1312 01:06:35,800 --> 01:06:37,040 because it was a special bag. 1313 01:06:37,120 --> 01:06:40,840 We then knew that our design was working. 1314 01:06:40,960 --> 01:06:44,440 At that time, women were working at a slower pace. 1315 01:06:44,520 --> 01:06:47,560 So we went to the artisans and asked them 1316 01:06:47,640 --> 01:06:50,920 to make these bags for us and they did it 1317 01:06:51,000 --> 01:06:54,640 and we reduced the 40 days TAT to 5 days. 1318 01:06:55,720 --> 01:06:58,800 If we can bring such a difference with 40 people, 1319 01:06:58,880 --> 01:07:02,200 we can cater to that as well when we are 400. 1320 01:07:02,320 --> 01:07:05,880 How did you acquire 70,000 followers on your Instagram? That's amazing. 1321 01:07:05,960 --> 01:07:08,600 Actually, 2-3 of our reels went viral. 1322 01:07:08,680 --> 01:07:10,840 - Can we see which is the most viral reel among them? - Yeah, we... 1323 01:07:10,880 --> 01:07:12,800 I'm sure it has the making process. 1324 01:07:13,640 --> 01:07:15,280 - It went viral? - Yes. 1325 01:07:15,360 --> 01:07:18,080 And that is me doing the finishing of the bag. 1326 01:07:18,160 --> 01:07:21,280 43,745 likes and... 1327 01:07:21,360 --> 01:07:23,400 - How many views? - 1.8 million. 1328 01:07:23,800 --> 01:07:24,880 Wow! 1329 01:07:24,960 --> 01:07:27,240 Will you please tell me what you were doing with the fire? 1330 01:07:27,240 --> 01:07:30,840 The jute that we use is used in its raw form, 1331 01:07:30,920 --> 01:07:34,240 - so to finish off its threads... - For finishing. 1332 01:07:34,320 --> 01:07:37,800 - It was mom's idea that we should do this. - Amazing! 1333 01:07:37,880 --> 01:07:40,240 - Do you come up with these ideas yourself, ma'am? - Yes. 1334 01:07:40,320 --> 01:07:41,720 Which one of these is it? 1335 01:07:42,640 --> 01:07:44,600 [upbeat music] 1336 01:07:44,720 --> 01:07:46,280 The one you gave me is so beautiful. 1337 01:07:46,360 --> 01:07:47,800 That is Swarovski crystals. 1338 01:07:49,080 --> 01:07:51,200 Okay, let's talk about the numbers. 1339 01:07:53,840 --> 01:07:57,080 When we registered Dhaaga Life in 2022, 1340 01:07:57,160 --> 01:07:59,760 we did not make any sales from there. 1341 01:07:59,840 --> 01:08:00,960 Tell us about the last year. 1342 01:08:01,000 --> 01:08:05,760 - Last year, we did 1 crore and 70 lakhs. - Okay. 1343 01:08:05,840 --> 01:08:09,160 And this year, we have already done 1.2 crores, 1344 01:08:09,240 --> 01:08:11,840 and we are set to do 2.6 crores. 1345 01:08:36,960 --> 01:08:38,960 What were your B2B orders in the past years? 1346 01:08:39,040 --> 01:08:43,320 We did a B2B order with Lakme India in the first year. 1347 01:08:43,400 --> 01:08:47,880 They said that they needed 40,000 pieces for the GWP campaign. 1348 01:08:48,560 --> 01:08:51,200 This was a huge opportunity for Dhaaga. 1349 01:08:51,320 --> 01:08:52,680 - Because... - As such was our collaboration. 1350 01:08:52,720 --> 01:08:56,200 They said Lakme was going to be a Dhaaga and we design the bags. 1351 01:08:56,280 --> 01:08:59,120 So we took this and we fulfilled it very nicely. 1352 01:08:59,240 --> 01:09:01,280 - So you delivered all 40,000? - Yeah, on time! 1353 01:09:01,360 --> 01:09:02,520 Wow! 1354 01:09:03,160 --> 01:09:05,040 After this, they were so happy next year 1355 01:09:05,120 --> 01:09:08,920 that we got a new order of 32,000 pieces from Lakme. 1356 01:09:09,040 --> 01:09:10,920 What were the values of 40,000 and 32,000? 1357 01:09:11,000 --> 01:09:13,120 The one which was 40,000, 1358 01:09:13,200 --> 01:09:17,240 then for the first time, I saw a PO for Dhaaga above 1 crore. 1359 01:09:17,320 --> 01:09:18,520 What was your total sale? 1360 01:09:18,680 --> 01:09:22,160 That time, one crore 41 lakhs. 1361 01:09:22,240 --> 01:09:24,440 Without B2B, total sales were just 40 lakhs. 1362 01:09:24,520 --> 01:09:25,800 Yes, 41 lakhs. 1363 01:09:25,880 --> 01:09:27,880 The sales reported this time don't include B2B. 1364 01:09:27,960 --> 01:09:29,520 No, absolutely no B2B. 1365 01:09:33,560 --> 01:09:35,600 Tell us how many bags were sold in B2B. 1366 01:09:35,680 --> 01:09:37,880 Forty, thirty-two, and forty. 1367 01:09:37,960 --> 01:09:39,560 That makes eighty plus thirty-two. 1368 01:09:39,640 --> 01:09:41,720 If out of one and a half lakh, 1369 01:09:41,800 --> 01:09:44,840 one lakh ten thousand went into B2B, 1370 01:09:44,920 --> 01:09:46,040 then in three years, 1371 01:09:46,120 --> 01:09:49,560 - only 40,000 bags have gone to individual consumers. - Right. 1372 01:09:49,840 --> 01:09:51,320 Your business makes it 1373 01:09:51,400 --> 01:09:55,960 for 1300 and sells it for 6500. That's a highly profitable business. 1374 01:09:56,080 --> 01:09:58,240 Then why is the profit margin just five per cent? 1375 01:09:58,320 --> 01:10:01,240 I think it's because B2B orders 1376 01:10:01,320 --> 01:10:02,760 have very low margins. 1377 01:10:02,840 --> 01:10:04,920 - Because it's almost cost-plus. - Exactly. 1378 01:10:05,000 --> 01:10:07,880 - They compare ten to twelve brands before deciding. - Right. 1379 01:10:07,960 --> 01:10:09,160 Yes. 1380 01:10:09,400 --> 01:10:12,040 Mrs Usha, it was a pleasure meeting you and your family. 1381 01:10:12,120 --> 01:10:13,000 Thank you. 1382 01:10:13,080 --> 01:10:16,400 Thanks for the bag. I really liked the bag. 1383 01:10:16,800 --> 01:10:20,200 I see just one issue with this business. 1384 01:10:24,200 --> 01:10:26,760 recently started personalisation on headphones, 1385 01:10:26,840 --> 01:10:28,080 and it's doing very well. 1386 01:10:28,160 --> 01:10:32,360 But our product is made where the personalisation factory is. 1387 01:10:32,440 --> 01:10:34,280 It gets packed and shipped from there. 1388 01:10:34,360 --> 01:10:37,200 When doing one-by-one personalisation, 1389 01:10:37,280 --> 01:10:39,280 scalability becomes an issue. 1390 01:10:39,760 --> 01:10:41,680 Building a large-scale business gets a little tough. 1391 01:10:41,720 --> 01:10:44,280 when there's so much manual work involved. 1392 01:10:44,560 --> 01:10:46,160 Unfortunately, I'm out for now. 1393 01:10:46,720 --> 01:10:47,640 Thank you. 1394 01:10:47,720 --> 01:10:50,000 Hearing praise about your homeland, how does it feel? 1395 01:10:50,080 --> 01:10:51,840 I don't want to get carried away. 1396 01:10:51,920 --> 01:10:53,360 Don't want to get carried away. 1397 01:10:53,840 --> 01:10:55,960 You three represent the power of Surat's women. 1398 01:10:56,040 --> 01:10:58,200 And it's brilliant, the designs are excellent. 1399 01:10:58,320 --> 01:10:59,520 But I agree with Aman. 1400 01:10:59,600 --> 01:11:02,480 Whenever there's hand embroidery 1401 01:11:02,560 --> 01:11:06,480 or customisation involved, scaling it becomes difficult. 1402 01:11:06,960 --> 01:11:10,120 You don't just create an investible business. 1403 01:11:10,200 --> 01:11:12,840 If investors like us will come, there will be immense pressure. 1404 01:11:13,600 --> 01:11:15,040 Don't rush into taking 1405 01:11:15,120 --> 01:11:17,280 - an investment at this point. - Okay. 1406 01:11:21,120 --> 01:11:25,440 At some point, if you pivot from customisation and hand embroidery 1407 01:11:25,520 --> 01:11:27,600 and explore something different, 1408 01:11:27,680 --> 01:11:30,280 we can talk. But for today, I'm out. 1409 01:11:30,680 --> 01:11:33,400 Your B2B selling so far 1410 01:11:33,480 --> 01:11:36,200 has been good. It's brought some momentum to the business. 1411 01:11:37,080 --> 01:11:38,960 But it hasn't built real value yet. 1412 01:11:40,760 --> 01:11:45,080 I feel you need to rethink your pricing strategy. 1413 01:11:45,200 --> 01:11:46,280 The product is expensive, 1414 01:11:46,360 --> 01:11:50,200 but that doesn't mean lowering the price will reduce the brand's value. 1415 01:11:50,280 --> 01:11:51,360 - It's still early days. - Right. 1416 01:11:51,400 --> 01:11:54,000 - The brand is just beginning to take shape. - Yes. 1417 01:11:54,080 --> 01:11:57,440 You have margins in this business. 1418 01:11:57,640 --> 01:11:59,880 You can make the product more accessible. 1419 01:11:59,960 --> 01:12:02,840 But today, it's not clear to me 1420 01:12:02,960 --> 01:12:05,600 at what price-to-performance point 1421 01:12:06,000 --> 01:12:08,880 this brand will take off for the end consumer. 1422 01:12:09,040 --> 01:12:10,880 And for that reason, I'm out. 1423 01:12:11,360 --> 01:12:12,520 Thank you. 1424 01:12:12,600 --> 01:12:16,200 Right now, 70 per cent of your business 1425 01:12:16,320 --> 01:12:17,840 has been B2B, 1426 01:12:17,960 --> 01:12:21,600 where you've supplied a single business for promotions. 1427 01:12:21,680 --> 01:12:25,640 Figuring out whether 1428 01:12:25,720 --> 01:12:29,680 young women today will buy embroidered bags 1429 01:12:29,760 --> 01:12:33,160 for 6,000 rupees is tough. 1430 01:12:33,240 --> 01:12:35,720 Which is why, at this moment, 1431 01:12:35,800 --> 01:12:37,760 it's not a compounding business. 1432 01:12:37,880 --> 01:12:40,080 I don't see it as scalable right now. 1433 01:12:40,160 --> 01:12:41,840 But I'd love 1434 01:12:41,920 --> 01:12:45,400 to continue sourcing SUGAR gifts with purchases from you 1435 01:12:45,480 --> 01:12:47,840 if you keep that part 1436 01:12:48,000 --> 01:12:49,520 of the business going. 1437 01:12:49,600 --> 01:12:51,520 - So you can reach out to us. - Yes, we are open to that. 1438 01:12:51,560 --> 01:12:53,880 I'll give you my contact, 1439 01:12:53,960 --> 01:12:55,800 so please reach out to me. 1440 01:12:56,840 --> 01:12:59,800 I'm a big believer in slow fashion. 1441 01:13:00,000 --> 01:13:04,080 Your proposition which is environmentally sensitive 1442 01:13:04,320 --> 01:13:06,400 while also delivering great design 1443 01:13:06,480 --> 01:13:08,880 is truly differentiated. 1444 01:13:08,960 --> 01:13:11,680 People are appreciating slow fashion. 1445 01:13:11,960 --> 01:13:14,240 Your D2C business 1446 01:13:14,320 --> 01:13:17,240 is exciting, but it's still very early. 1447 01:13:17,480 --> 01:13:20,600 You're saying 80 per cent of your revenue is your strength. 1448 01:13:20,680 --> 01:13:25,960 But in the last six to nine months, it's only been the starting point. 1449 01:13:26,400 --> 01:13:29,240 I believe if you wait another year 1450 01:13:29,320 --> 01:13:32,480 and consistently deliver on your D2C efforts, 1451 01:13:32,560 --> 01:13:34,760 not just me but all the sharks 1452 01:13:34,840 --> 01:13:38,080 and even the broader ecosystem will show significantly more interest. 1453 01:13:38,320 --> 01:13:39,960 Because it's still in the early stage, 1454 01:13:40,040 --> 01:13:43,200 I'll have to pass on this deal today. 1455 01:13:44,280 --> 01:13:45,880 But as Vineeta also mentioned, 1456 01:13:45,960 --> 01:13:48,080 I will definitely become a B2B buyer of your products 1457 01:13:48,160 --> 01:13:49,520 in the next three to six months. 1458 01:13:49,640 --> 01:13:51,320 Thank you so much. 1459 01:13:51,400 --> 01:13:52,760 - Thank you. Bye! - Good luck! 1460 01:13:52,840 --> 01:13:54,160 - Thank you! - Bye! 1461 01:13:59,200 --> 01:14:02,080 'Shark Tank India, co-presented by Acko Insurance,' 1462 01:14:02,200 --> 01:14:04,280 'PokerBaazi, and Swiggy Instamart.' 1463 01:14:04,360 --> 01:14:07,000 'Co-powered by Adani and Jaquar Bathroom Light.' 1464 01:14:07,080 --> 01:14:11,080 'Partners Rayzon Solar, ICICI Direct, and Lenskart.' 1465 01:14:26,200 --> 01:14:29,280 Today's question comes from 42-year-old Sana Ansari 1466 01:14:29,360 --> 01:14:30,480 from Secunderabad. 1467 01:14:30,600 --> 01:14:34,960 She says, 'Mr Ritesh, you have a lovely smile,' which I agree with. 1468 01:14:50,200 --> 01:14:53,280 when they believe that by combining forces, 1469 01:14:53,360 --> 01:14:56,240 one plus one can become three. 1470 01:14:56,320 --> 01:14:57,960 For example, many may not know 1471 01:14:58,040 --> 01:15:02,080 - that Google didn't create YouTube, it acquired it. - Oh! 1472 01:15:02,160 --> 01:15:05,000 Because Google already had a massive user base 1473 01:15:05,120 --> 01:15:06,520 searching for text-based content. 1474 01:15:06,640 --> 01:15:09,160 But they realised that people wouldn't just search for text, 1475 01:15:09,240 --> 01:15:11,320 - they would want to search for videos too. - Yes. 1476 01:15:11,400 --> 01:15:15,520 So, Google bought YouTube for just one billion dollars. 1477 01:15:15,600 --> 01:15:19,160 Today, I estimate YouTube alone 1478 01:15:19,280 --> 01:15:22,480 to be worth around 400 to 500 billion dollars 1479 01:15:22,560 --> 01:15:24,400 from just one billion dollars. 1480 01:15:24,480 --> 01:15:26,680 - Or take Instagram, which Facebook acquired. - Yes. 1481 01:15:26,760 --> 01:15:28,640 Initially, Facebook was only a desktop platform. 1482 01:15:28,640 --> 01:15:30,960 But today, our generation mostly uses Instagram. 1483 01:16:06,480 --> 01:16:08,320 See you in the next Ask the Shark 1484 01:16:08,440 --> 01:16:09,840 with a new question and a new shark.