[music playing]
'This week on Shark Tank season 2...'
- 'Are you ready? - I was born ready.'
- 'Whoa! - Ah!'
'The food product that is the most adulterated'
'is spices.'
'And to change the landscape of this industry, we present Zoff.'
'This bag that you see'
- 'is known by my name across the globe. - Huh!'
'India truly is changing. Hats off to you.'
'We bring to you Daryaganj from Delhi.'
'Kundan Lal Jaggi,'
'the man who invented butter chicken and dal makhani,'
'was my grandfather.'
'Whoa!'
'We built a tea glass washing machine.'
'It can wash 12 to 15 glasses together in just 30 seconds.'
'You are a marketing guru.'
'It takes just 20 minutes to fit this onto a normal cycle'
'and upgrade it into an electric cycle.'
'You seem extremely naive to me.'
'Whereas you seem over smart.'
'It feels like you robbed the kid clean!'
'Our ask is Rs. 90 lakhs for 0.5%.'
'A valuation of Rs. 180 crores!'
'I want 100 hours of your time for 0.5% equity.'
- My God! - No money.'
'I make you a conditional offer. Rs. 1 crore for 2% equity.'
'I'll make you an offer. Rs. 1 crore for 2% equity.'
'Same. No conditions.'
'Rs. 50 lakhs for 0.75% equity. Better valuation than his.'
'I want 20% equity in this Rs. 50 crore.'
- 'Rs. 5 crore for 10% equity. - Huh!'
Congratulations! This is Shark Tank's biggest offer.
'You look extremely confused.'
'So, my offer stands revoked.'
'I'm out.'
[theme music playing]
[theme music fading]
There was a time when we'd check clothes thoroughly
- to ensure they weren't ripped. - Hmm.
There was also a time when we'd get clothes stitched
so that they'd fit us well.
But times sure have changed.
We scour the market for ripped clothes
because they look cool!
Oversized clothes, that is baggy and loose fitting ones, are in trend.
To make such people look cooler, we've launched Gavin Paris,
where fit doesn't matter.
Greetings, Sharks.
Gavin Paris is a new-age streetwear fashion brand
which caters to the youth
by making perky and stylish clothes in line with the latest fashion.
We're an oversized brand, Sharks, not plus-sized.
and become the king of this category.
To achieve this vision, our ask is Rs. 50 lakhs for 5% equity.
[Sharks laugh]
- Thank you, sir. - Thank you.
You just started this. What were you doing before this?
- Sir, I have a background in business. - Into what?
I own a manufacturing plant of packaged drinking water.
- Is the business functional or has it shut down? - It's functional.
Who runs that business?
It's our family business. My younger brother handles it.
The business is 15 years old.
- What is your age? - 40 years.
How do you know each other? And what is your background?
A family friend introduced me to Ashutosh.
He's the CTO of our company.
I established my own IT start-up in the second year of BTech.
It was TechOrion because I was very fond of star-gazing.
How old are you?
for digital marketing.
I worked with many companies.
I had good knowledge about fabric as I am from Ludhiana.
I worked with many brands.
After that, I met Kishor and we bonded well.
Let's talk about business now.
Do you sell just T-shirts or even nightwear?
What do you sell?
We have four categories.
Young people want to promote Indian brands.
In a year like 2022, why would you name your brand Gavin Paris?
Ma'am, young people want to promote Indian brands.
But they dream of wearing Gucci and Armani.
They aspire to.
Tell me one thing. I loved your designs.
- Do you have samples we can see? - Sure.
Let me show you.
[pleasant music playing]
This is a shirt.
- Show me. - Snake print.
[pleasant music playing]
- The quality is good. - Yes, sir.
- It's great. - What GSM thread have you used?
Well done. Not bad.
Your quality is superior.
- And... - The quality control is in our hands.
It's done in Kolkata.
How much is this for?
Rs. 650 only, ma'am.
but I don't understand your brand sense.
I want to ask you one thing.
All the youngsters in my office wear oversized T-shirts.
But their preferences change very quickly.
How do you keep up with the latest fashion trends?
You practically run the entire business.
No, we run it together.
How much is the profit?
It was for Rs. 650.
- You make around Rs. 200 per T-shirt. - Yes.
- Your entire sales are from your D2C site. - Yes, sir.
- You spend money on traffic generation then. - Yes.
- What's your source? - Yes...
We do basic marketing on Facebook and Instagram.
It's exhaustive marketing on Instagram though
as the youngsters we target are on Instagram.
How many followers do you have on Instagram?
- Currently, 1,15,000 followers. - Whoa!
You made 1,15,000 followers in six months!
What's your monthly spend on marketing?
It's only been six months,
so you might not have an idea of the dead stock.
- But how much do you think it will be? - There's no dead stock.
That's not possible. Everyone does.
But to launch a new design every week,
you'll have to think within your budget.
[intense music playing]
What is the age group of your target market?
- People between the age group 18 to 24. - Okay.
And 25% of sales come from the age group between 24 to 34 too.
What's the split between male and female?
We have not done sales in 13 states.
Delivering in the 8 Northeast states is a huge problem.
We need guidance.
Let me tell you about our first issue.
We believe if we have more funds, we could make a delivery centre.
What is the equity split?
I have 100% equity.
and discuss equity.
What percent will you give to him then?
- We will discuss that. - No!
- This... - This is not how you come to Shark Tank!
Unless you tell me, I won't move on nor will I ask you another question.
[tense music playing]
We had verbally decided on 10% equity.
- 10% to him and 90% to you. - Yes.
[intense music playing]
Do you still run your tech company
- and provide services to others? - No. No, sir. Not anymore.
You started working here without discussing equity!
No, we had decided on 10%.
Were you satisfied with 10%?
Yes, Sharks. We need to make this big.
10% was enough. I have not made an investment.
- So, 10%... - How much did you invest?
Rs. 50 lakhs.
[intense music playing]
He invested Rs. 50 lakhs and holds 90% equity.
- You're happy with 10%. - Yes.
You said you take a commission from him.
- Yes. - How much?
- What's the arrangement? - Sharks, this is a proprietorship.
- So, equity had no role. - Okay.
- So, we agreed on sales per product. - How much is that?
I take Rs. 25.
- Rs. 25 per sale! - Per product.
You're not a partner.
I make a lakh rupees a month.
You seem extremely naive to me.
Whereas you seem over smart.
- No, sir. It's not true. - [laughs]
It feels like you robbed the kid clean!
This is unjust in my opinion.
We will fix it.
- But you intend on giving him 10% going forward. - Yes, sir.
Will he also get a salary?
Yes, sir. He will.
Have you decided on a figure yet?
We haven't discussed it yet. We will.
- Any idea? - You've come unprepared.
When people come on Shark Tank,
they're clear on the equity structure and future plans.
We are asking you a very basic thing.
[intense music playing]
I was quite excited after looking at your numbers.
But I have made my decision, so I should let you know.
There are two parts to your business.
One is back-end, the production, which you handle.
And value creation, which includes technology,
marketing and user understanding,
which is the most important and usually captures more value.
That is handled by Ashutosh. Okay?
You've hired the guy who looks after value creation
on a commission model.
You said you'll see about the salary going forward and are not clear.
You confirmed just 10% equity.
You don't have a clear answer about what you intend to do.
You made it this far with cleverness.
If you want to make this a big business, you'll need wisdom.
Cleverness and wisdom.
I don't see it.
[intense music playing]
You're not able to justify the decisions you've made.
It's against my principles.
So, I am out.
[intense music playing]
Ashutosh, I want you to sit down with him
and assert your rights.
Stand up for yourself.
Demand what you deserve. Good luck.
[tense music playing]
This is a highly cluttered market.
[intense music playing]
I don't think it will scale beyond a certain point
because you don't have a unique USP.
And for that reason, I am out.
[sombre music playing]
Do you think it's fair to him, the 90 and 10% split?
He's answering for your business.
Do you understand?
The day he leaves, your business will shut. Do you know this?
Sharks, I beg to differ.
How will you generate business in the absence of digital marketing
and technology?
Who will you sell to?
Look, I'd like to be out of this deal.
[intense music playing]
I don't think you're in the frame of mind
to understand the importance of your cofounder.
[intense music playing]
When you don't understand it, you'll face problems later.
Look, he will leave.
You will still be there because the investment was yours.
He's the small founder.
You should have decided on a fair share.
I believe he deserves it because he's running the entire business.
I'm out today. Two Sharks are left.
I'm out, and the reason is I don't feel the energy.
I can decide in 15 minutes
whether I want to invest in a particular entrepreneur.
I don't feel that energy with you.
I have feedback for you especially because you're so young.
One tends to overlook important things owing to naiveté.
Fight with him. Don't go home today.
Stop working and take the shares.
And if he doesn't agree,
I have an offer for you.
Come to me and start the same business with me.
[intense music playing]
I make you the same offer. You have good skills.
Please think about yourself.
And you should think about him.
I am out.
[intense music playing]
Four Sharks are out and only one remains.
Vineeta, what's your intent?
Kishor, if you're okay with
making Ashutosh an almost-equal founder,
as a founder with 40% equity,
then I'd like to make a conditional offer to you.
- Whoa! - Wow!
Rs. 30 lakhs for 10% plus Rs. 20 lakhs debt.
What do you think?
- Sharks, may we discuss it? - Discuss...
What's to discuss?
He will say yes. You need to make the decision.
You may step out and discuss.
[intense music playing]
- This is a digital marketing company. - Yes.
- Not a fashion company. You can sell anything through them. - Yes.
He's a good guy for selling anything...
- Anything. - For your company...
[intense music playing]
Thank you for the time, Sharks.
[intense music playing]
Sharks, we're out.
- Okay, bye. - That was evident. Good luck.
- Okay. Thank you. Bye. - Thank you so much.
Ashutosh, if you ever want to start a business,
contact me for the funds.
If he doesn't give you a good deal, then come to me.
No, this is not right.
Ignore all this,
but it's very important to stand up for your rights.
- Thank you so much, Sharks. - Thank you so much.
[intense music playing]
- Hi, Sharks. - Hi.
Sharks, I'm sure your family also told you,
"Just graduate from school and then your life's a breeze."
"Just graduate from college and then your life's a breeze."
"Just pursue an MBA."
"Once you do that, life's a breeze."
Despite pursuing MBA from a good college,
I could not land a good campus placement.
Sharks, I am from Ghaziabad, a small city in Uttar Pradesh.
My family was regressive.
So, I had to pursue engineering at the nearest college.
I knew I wouldn't land a great job opportunity,
but I did not give up.
Sharks, not just these two,
over 1 crore graduates face this problem year after year.
Even companies are not able to reach out
to these graduates in every corner of the country.
So, we launched the online platform Unstop.
A company launches a competition on Unstop
which has multiple preliminary rounds.
A student registers via the app.
If he performs well in the rounds, then he reaches the finals.
Students get CV points and loads of prizes,
most of which are job opportunities.
Using Unstop, over 90,000 female coders
participated in two engagements with Walmart
and over 300 were hired.
Sharks, I, too, participated in these hiring competitions
through which I received many job offers
and also landed a job that pays Rs. 25 lakhs!
That, too, in my dream company.
I, too, learned about
the hiring competitions of Amazon and Accenture
which helped me build my career.
Finally, life is a breeze now!
[euphoric music playing]
Sharks, students can also
launch their college's events and competitions on Unstop for free.
It's as easy as making their college's page
on Facebook and LinkedIn.
They promote it in their network,
we get new users on Unstop
and our existing users get more opportunities.
Here's our vision.
No matter what corner of the world the talent lies in,
Unstop wishes to present it with the right opportunity.
Today, I seek Rs. 1 crore from you
And go beyond your resume.
[music fades]
Alright.
- Welcome. - Thank you so much, Yatharth and Shivangi.
- Thank you. - Thanks.
- Thank you so much. - Thanks.
- Your employees. Okay. - Yes. They are our employees.
Unstop has made thousands and lakhs of such stories come true.
We have merely demonstrated two of those stories.
Tell me, Ankit. How did you stumble upon this?
Why did you get into this line? Give us a little background.
- I pursued MBA from IMT Ghaziabad. - Okay.
I had the urge to participate in competitions.
- When was this? Which year? - 2008 to 2010.
- Okay. - I wished to participate
in case studies and business planning competitions.
Nothing was online until then.
So, by the time I received the information,
the deadline was either today or tomorrow
or the deadline had passed in most cases.
So, I started a blog back in IMT
which was named Dare2Compete.
I moved to it full-time in 2016.
We transformed the blog into a website
We've not taken any funds. We are making a start now.
Ankit.
Hackathons originally were coding-related.
Nowadays, people turn everything into hackathons.
We are not preaching against holding hackathons.
In fact, we want every company to hold hackathons,
but through us.
Because if you do it through an online platform like Unstop,
then not just India,
you can reach out to students all over the world.
My question is in relation to Namita's.
Does this organise just hackathons or other competitions too?
Just for clarity.
We organise coding hackathons
as well as quizzes along the lines of KBC.
We also feature your normal general innovation challenges.
Let's say NPCI, who made UPI,
wishes to take ideas from the student community
in terms of design or the entire business plan.
- Please show us what the product is. - Sure
I'll first tell you from the user's point of view.
you can participate in marketing case study competitions.
If you are looking for internships or a job
then those are listed too.
At any point in time,
I can get all the information about its timelines.
How many rounds will I have to participate in.
And I can register there.
If they manage to clear all the rounds,
they can interview with the companies in the finale
- for jobs etc. - Yes.
Or there is a marketing competition.
Where they present their idea.
And if the companies like their idea,
Now I will show you the second part
about how companies use Unstop.
How easy it is for them.
This company is using our platform.
Their problem statement is that
our brand
should be on the first mind recall of every child.
One second, I'm getting a bit confused.
Tell me, what is the ultimate goal and aim of the company?
The indirect and direct goal is recruiting.
And that recruiting happens
through competitions and not classified databases.
It can happen with both.
We started with the competition
but now you can classify and...
Like Shaadi.com recruited sales executives from Unstop.
- So have you come for revenge? - They did it through classified.
No.
[laughter]
- Okay. - We have already worked with Sugar.
BoAt is already in touch with us to do a campus engagement.
CarDekho is already in touch with us to do a campus engagement.
And she?
Her entire segment is with me.
GSK and Cipla are my clients.
So your true intention was that
you come here and convert Namita's company.
No, she will eventually come on board.
I want you all to come too.
I like your confidence.
[dramatic music]
I've got a chance so I will ask you two questions.
First, I want to ask you that
Hackathon happens in such an environment,
on a college campus where everyone is sitting.
And we understand that no one is cheating.
But on an online platform,
cheating is quite possible.
I am on the platform but someone is sitting next to me
and telling me what to do.
That is a genuine problem.
And so we pivoted it last year.
Your face will always be online
and facial verification is happening to ensure
only the one who has registered
is participating in these rounds.
Second question, you said that
classified information is another segment.
So it's available at Naukri.com also.
How are you different?
I don't want to be different from Naukri.com.
Naukri.com has always done only classifieds.
They acquired the AmbitionBox 3-4 years back.
Which you use for employer branding.
- Glassdoor.com's competitor. - Exactly.
- Then comes your sourcing - Yes.
Which is done by portals like Naukri and Indeed.
Which we are doing.
Then the third segment is assessment
which I just showed you
and it has many players like
HackerEarth, HackerRank, Mettle, etc.
But till today, there is no full-stack platform where
[laughing]
Tell us about the sales.
They will earn, but they haven't as yet.
Last year, the sale which happened for 16 crores
No, we don't take money from students.
It's free for the students as we give them opportunities.
So you take from companies? How much does one company pay?
For example, if boAt comes to us
and conducts a Hackathon.
- And 10,000 people participate. - All right.
So we charge them
- for the exercise. This is our revenue model - All right.
- for both. - And if someone gets selected
- or they recruit, you are not involved. - Exactly.
So boAt will get all the details from you
about how each student performed, etc.
- Exactly. - What do you expect from the Sharks?
I am expecting Rs. 1 crore for 1% equity from the Sharks.
- Money is not my... - Very good.
Excellent.
I want your money.
Which Shark do you want?
I will take all 5.
Anupam gets offended by the word veteran.
Don't call him a veteran.
He's buttering you well.
- Ankit. - I think...
Ankit, your name should be Ankit Buttering man.
I'll tell you also so that...
Yes, I'm getting withdrawal symptoms.
Namita, when I saw your numbers, I was shocked.
- 7,000 crore revenue... - We are also shocked.
I am telling you,
we unicorns are speaking about valuation
your revenue itself is...
Don't map the revenue, talk about profit.
I have that.
- I'll ask you 4 questions. - Yes. - 4 are not allowed.
- I'll decide after 4. - No, you ask 2.
- I'll decide after that. - All right, 3.
[laughing]
I don't want anyone to compete with this offer.
Nothing happens with what he wants.
Anupam, can I speak with your permission?
- Can I give the offer? - Please do. - Thank you.
[suspenseful music]
It's a simple offer. You have come to ask for
Rs. 1 crore for 1% at a 100 crore valuation.
I'll give you 5 crores for 10%.
I'll give you a better valuation than him.
We are not doing this for valuation.
Think about what we can do in the future,
See, according to my cap table
I will give out the rest at a higher valuation.
I won't give it any lower than that.
- Because... - What was the valuation?
What was the valuation?
40 crores.
- I'm giving you more. - Yes, I'm not denying it.
But I would want to hear everybody before making a choice.
Good decision!
- Amit, cancel your offer. - Cancelled.
No, I can make another offer.
That's alright. I'm not denying it.
[music playing]
So, congratulations!
It's the biggest offer on Shark Tank.
Your conviction and clarity
to refuse this offer. It's commendable!
[music playing]
I've closely watched my friends' company grow,
they're boot-strapped and related to hiring.
- CoCubes, iimjobs.com. - I know.
It so happens that
Linkedin and Naukri are bigger sharks.
They will either
acquire you or eat you up.
So, it's not a great fit for me.
So, I'm out of this.
But I'm very excited
- to watch this. - I respect that.
- Okay, one Shark is out. - Excitement.
You do not have any offers as yet.
I have a few questions. I didn't get a chance yet.
- I'm just coordinating. - Sure.
I have a few questions.
Most important question.
On your platform,
what is the average cost per hire?
When a company hires from you,
how much do they have to spend
to hire a person through you versus other platforms.
Recently, a few startups hired through us.
Apart from our platform,
or an MBA, it's no less than a lakh.
Okay.
When a person comes to hire, how many succeed?
What was the offer made?
The discussion was that if they were to invest,
they would want to take the majority.
And you were not ready for it.
- It didn't move forward. - Okay. Thank you.
I need time to think.
Time to think.
It makes your evaluation 60 crores.
[laughs]
You can gift it to anyone.
If five of you offer one crore each
and we can close the deal at 5 crores for 5%,
But it isn't possible anymore.
If your statements are right,
then I offer you one crore for 2%.
I'll offer you 2.5 crores now.
- No. - ...would want to combine?
[music playing]
Okay, I will combine it with Amit.
2.5 crores for 5%.
Don't you wish to join us?
No, I'm not going to move from 50 crores valuation.
[music playing]
- We agree with Anupam. - 50 crores is fine.
Because now you're getting four sharks.
- Yes. - Yes, that's better.
And that's the only offer.
That's a great offer.
[music playing]
Sharks, deal!
- Do you need the shoes or not? - Very good clarity of thought.
- The shoes... - Give it. It's 20 lakhs.
On Aman's head.
[music playing]
Yeah.
- Thank you. - Thank you, sir.
Well done!
Amazing! Well done!
- Well done! - Good luck!
[theme music playing]
[theme music fades]
- Sharks, if you want to lose fat... - Have green tea.
- I'm stressed out. - Just have green tea.
- If you want clear skin... - Even then have green tea.
Isn't there any other colour apart from green?
It isn't anybody's fault.
Green tea has been marketed so aggressively
that we didn't even look at any other tea.
In fact, green tea tastes somewhat bitter.
- But we kept drinking it. - True.
What option do we have?
Sharks, concoction and tea are not new to India.
Tea has been part of ayurveda from the time of anchorites.
It is ayurveda that led us to find the shankhpushpi flower.
And from that shankhpushpi flower comes our brand Blue Tea.
Sharks, my name is Sunil Chandra Saha
and I'm from Kolkata.
Blue Tea is a herbal tea brand
which specialises in flower-based teas.
Today, we present to the world
the first-ever blue-coloured ayurvedic tea.
This blue-coloured ayurvedic tea has many benefits.
First of all, it's not bitter.
Not just this, we sell Blue Tea online
We envision making this the number one herbal tea brand in the world.
So, our ask is Rs. 75 lakhs in exchange for 1%.
Sunil and Nitesh, welcome to Shark Tank.
- Season 2. - Thank you.
No, this is slightly different.
For starters, it doesn't grow on mountains.
- Blue Tea, or Butterfly Pea... - Butterfly Pea...
It's a plant.
What is it called in Hindi?
- Aparajita. - It's called Aparajita.
- Shankhpushpi. - Ah, yes.
It's also called Neelkanth.
How did you discover shankhpushpi?
And what were you two doing before this?
Around six years back,
I saw an article on pink iced tea in South Asia.
It claimed to be a natural cooler.
I was astounded. On top of it, it was dark pink.
More like fuchsia.
I wondered how it could be natural.
We searched around.
We got to know it was a local beverage in Malaysia and Thailand.
It was served in the form of iced tea or as a cooler.
We thought we'd import the first lot,
but importing tea into India is a herculean task.
We realised that if we wanted to make a big brand,
then importing just wouldn't work.
We began building the supply chain.
[euphoric music playing]
Do you have it hot or cold?
Iced tea as well as hot tea.
- Both? - Yes.
I've done MBA in rural management.
What is Sunil's educational background?
- He has done MBA in marketing. - Okay.
- He's from Pune. - Okay.
Wow! Very nice.
[euphoric music playing]
- This one? - Yes, that's for you.
Why do I get a different one?
- To match your taste. - I'm warning you.
My reaction will be genuine.
[euphoric music playing]
Thank you.
- Thank you. - Sir.
- How is that better than this? - Yes, exactly.
- Not as bluish as the photo. - It's black. You're right.
Generally, we make 300 ml.
We gave you only 120 ml which explains the hue.
Mine has turned somewhat pink like Aman's tea.
It's nice.
Amazing! Aman loves it.
Aman, you liked it!
- Oh my God! - Oh my God!
- He liked it because it has lemon. - Yes.
Look, it's simple.
- I am AG the OG. Original. - Yes.
- Not like, "Yes! It's lovely!" - [laughs]
They won't invest. "It's lovely!"
Your packaging is terrific.
The fonts and the colour combination,
like the lavender
and the different colours denoting different flavours, are beautiful.
Can you show us the packaging of the products?
- Sure, I'll show it to you. - Yes, please.
[music playing]
- Ah! - Yes, please.
- Pink, it matches your jacket. - [mumbling]
- The one you tried is this... - Lavender.
Yes, lavender.
- It's beautiful. - See...
Sir, we dry the flowers.
This is what it looks like after it has dried.
We then package it in tea bags.
- How did you find the tea? - Great.
- Tea... - I liked the tea.
[euphoric music playing]
[tense music playing]
Answer my question.
You made a serious claim which is a lie.
Huh!
You said you're the world's first blue tea brand.
And I don't agree with that.
[tense music playing]
- I lived in the US for a few years. - Yes.
[Aman laughs]
I've had a lot of blue tea.
- I'm sure you did. - White too.
- I also had pink tea in the US. - Yes.
Branded blue tea is available in plenty.
Then how did you make that claim?
Okay. That's why you made that claim.
No, sir.
We already told you that it existed in Malaysia and Thailand.
This isn't a brand as such.
People sell it as sellers.
Sir, marriages took place before as well but the way you branded it...
- So... - Buddy, quit this wheeling and dealing.
- Sir, I'm saying... - What you claimed...
- Good try. - And...
- We got to try, sir. We got to try. - No...
Tell me how many flavours you've got.
What's the logic behind so many flavours?
[music playing]
People search for ginger tea.
We wonder who would even want to drink ginger tea.
But a lot of people in the US search for it, so we launched it.
Team Blue Tea.
- What are your sales? - Hmm.
- To be asking for a valuation of Rs. 75 crores. - Yes.
Our monthly sales are Rs. 1.5 crores.
Why are you stuck at Rs. 1.5 crores?
Our major sales come from marketplaces.
The traffic to marketplaces in the last quarter has slowed down.
But as the market opened,
people have begun buying staples offline.
But as for other brands who are in direct competition with us,
their sales have dropped by 30 to 40%, but ours is stagnant.
Why so? Because 80% sales are from abroad and 20% from India.
You spend it elsewhere.
You know, a brand making 80% of sales globally
within two years is not easy.
- It's very hard. - How did you do it?
Our sales come from Amazon.
Through advertising on Amazon.
And what about India?
- Amazon and Flipkart. - Everything from Amazon.
- Amazon and... - Amazon, Flipkart, Big Basket
- and online platforms. - No, globally everything is Amazon.
- In India, they have other channels. - Okay.
So, you spend Rs. 30 lakhs on advertising for these platforms.
- Yes. - Yes.
If I look at the bestseller ranking in ads, where would you feature?
Sir, we're number one.
- Not many people have blue tea. - Look up herbal tea.
Look up herbal tea.
- We're India's number one product. - Number one product on Amazon.
If you're number one, that means the demand is limited.
Demand is limited!
See, I'm talking about India.
People are adapting to herbal tea in India.
If you were to spend more on AMS,
- That's why. - You're not spending all of it.
You can invest more money.
That's what we're here for.
- For the money. - You're smart. Don't act oversmart.
What's the rating of your number one tea?
4.3.
- How many reviews? - 8,500.
- 8,500!
- And 4.3. - Yes.
- Wow! - Great.
Very nice.
- In how many countries are you selling? - 12.
The consumption of this tea is higher abroad.
[music playing]
Could you tell me the prices for green tea,
your tea and normal tea?
I need to understand the price comparison.
We sell the 50 grams packet for Rs. 400.
Whereas 0.5 gm of blue tea makes one cup.
That pack contains 50 gm.
You can make two cups in every gram.
So, in 50 grams, you can make 100 cups.
Suppose you sell me this as a consumer.
This says 10 pyramid tea bags.
- That's a quantity of 16.50 gm. - Yes.
- Which means 1.65 gm per bag. - Correct.
I won't reuse it, right.
You told me 0.5 gm, but your pack contains thrice the quantity.
Why don't you tell the truth?
Why didn't you add less quantity? Why not 0.5 gm?
- It contains cinnamon flavour. - Yes.
- So, the cinnamon is 1 gm and this is 0.5 gm. - Right.
- Your packet says 16.5 gm of tea. Correct? - Yes.
So, there is 1.65 gm of tea in every pack.
- Yes, sir. - Not just cinnamon.
- Correct. That number is right. - One tea bag...
Then why do you say it contains 1 gm of cinnamon?
- Correct! You lied. - Sir...
Buddy, you have a problem.
You don't answer the question.
- Correct. - To get a simple answer from you
is a lot of hard work.
Don't try to impress us, right?
- We try. - Of course, do a good pitch,
but at the same time, answer us in short.
We're not here for the heck of it.
We're here to seriously invest.
We want to support founders but you have to give us a chance.
You kept beating around the bush.
I couldn't get around to the things I wanted to ask.
For that reason, I am out.
[intense music playing]
Good luck for the future.
Have you heard of enticement?
- I understand what you're trying to say. - Yes.
If you want to do really well, you need to be trustworthy.
- Hmm. - I am not able to trust you.
I'm out only for this reason or I'd have surely invested.
The business is good.
How is the work divided?
I'm the CEO.
- And what do you do? - I am the COO and CMO.
- I oversee operations. - How do you divide the work?
I look after selling the product
- and strategies to sell them. - Sales.
- And you? - I build a team and set the culture.
What is the equity split between you two?
but you've maintained the wrong culture for a start-up.
Sir, we will do it too!
[unanimous laughter]
- You're patronising us. - No, sir.
- We're trying. - They're trying to patronise us.
I have made my decision.
Whilst sitting in India, out of a turnover of Rs. 18 crores,
you made almost Rs. 14.5 to 15 crores
from the global market.
That is a big lesson
that you made a big global brand based out of India.
But at a personal level, I'm very traditional about my tea.
I prefer milk and lemongrass.
So, for that reason, personally,
I am not excited about the product.
And for that reason, I am out.
[tense music playing]
Your name
seems like the biggest constraint to me at the moment.
The current fear is that of transparency.
In a board meeting, when founders sweet-talk,
the investors get a little scared.
- Yes. - The numbers being low but true
is better than good but false numbers.
Not false per se, but exaggerated.
I cannot come on board with you on this.
But best of luck, team Blue Tea.
- Okay, Aman. - Only you remain, Aman.
[tense music playing]
Nitesh, how do you handle him?
I'm sure you feel that because he's talking a lot,
it's all false, but that's not true.
He comes on stage and gets really excited.
He has more excitement as compared to me.
So, he said a lot of things, but he was being honest.
We aspire to hit Rs. 30 crores, but we might hit 25.
If only you had shown this humility earlier, it'd have been better.
[intense music playing]
Aman is left, he might offer you a deal.
Aman, we'll make tea together.
We wish to break all records.
Please come on board, sir.
I... I am thinking.
The reason why I like you guys,
for now,
is because...
Nitesh, my co-founder is just like you.
He's quite calm and he keeps me in control.
That's where balance is needed as a cofounding team.
And I like your team.
Let me make you an offer.
Just to understand whether you guys need a Shark or not.
It will be
Rs. 15 lakhs for 5%.
[intense music playing]
Their sales are Rs. 25 crores
- and your valuation is Rs. 3 crores. - No.
- It's a 30 crores company and you are... - Tell me quickly!
[intense music playing]
- I thought it was 30. - So...
I'll give Rs. 30 lakhs equity
and Rs. 45 lakhs debt.
Aman, thank you for the offer. We have a counteroffer.
[intense music playing]
Tell me.
[intense music continues]
No!
I'll give you a final offer.
It's a cheetah.
- Cheetah... - Cheetahs have green tea too.
- Blue tea. - Blue tea, sir.
Buddy, you need to speak in limit.
- You drove us mad. - We're alike.
[euphoric music playing]
- Good luck. - Thank you...
- Very nice deal. - Good job.
- Thank you. - Well done.
- Thank you so much. - Well done, guys.
'Vineeta, today's Shark Xperience'
'features a question by Prashant from Surat.'
'I am thinking of a brand name for my product.'
'How did you come up with a catchy name'
'like SUGAR for your brand?'
I think there are a few important points
to keep in mind while choosing a brand name.