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25:47This year, our target is that we will get 2 crores of revenue.
25:52The loss of the money, did you have to fund yourself?
25:56Initially, we had 10-10 lakh rupees to validate the idea.
26:02And now, we have raised a fund in April 2025 from IT Delhi Angel Network,
26:09IPV Inflection Point Ventures and then friends and family.
26:12So, we raised 2.4 crores of funding at the value of 10.5 pre-money.
26:20How much is the makeup in 43 lakhs?
26:21This is the makeup, the personal care range was launched two days before.
26:27Why did you launch it? Personal care would be better than 100,000,000 brands.
26:31It happens that we acquire our customers from beauty and positive first transaction.
26:37And the messaging is also clean.
26:39You don't think about the equation of your website compared to consumers.
26:47Sorry.
26:48You're designing your website, not for consumers,
26:52but for my performance marketing conversion.
26:54When you're taking a product decision,
26:57you don't think about what the need of consumer needs.
26:59You think about how to recover my CAC.
27:01No, no, no.
27:02So, this is a little bit of thinking about the consumer first.
27:05No, no.
27:05It's not ROI first.
27:07It's not just from business.
27:09So, basically, when we talked to 200-300 customers,
27:13what we realized is that makeup is not a daily thing for kids.
27:16It's an occasional thing.
27:18Anything that is not in a daily repeat,
27:20the repeat cycle is very long.
27:22But parents say that you don't use your product as a safe feeling.
27:28So, you can use some shampoo as well.
27:31Because we don't get anything good yet.
27:34We're also using the child's shampoo.
27:36What's the problem with the child's shampoo?
27:39If you use the child's shampoo,
27:43it is very mild for a 7-year-old.
27:45But your range is also 3-12.
27:48So, which is the child?
27:493-8 is the major market segment that we cater to.
27:52So, you will make 3-8 or 8-12?
27:55Now, we're going to be our first product.
27:57We'll do it.
28:00So, basically, my parents are Ayurvedic doctors.
28:02Yes.
28:03Yes, very good.
28:04So, I thought that if we have to do Ayurvedic,
28:07we can take wisdom from them.
28:09So, they are also our consultant.
28:11Ayurveda is doing 40 years of experience.
28:1343 lakhs, but at the end of the year,
28:17you will do 2 crores.
28:18That means you don't have to put a lot in marketing.
28:19Now, our growth is constrained by the supply side.
28:24Due to a fire incident at our manufacturer.
28:27Your manufacturer is your own?
28:29Or you're a third party?
28:31So, why are you using third party,
28:33if your formulation is so different?
28:36But we have signed with the manufacturer's agreement
28:40that he will not share the formulation.
28:43But the fact that a calendula and beetroot
28:48mixed with a blush is made.
28:50Maybe it took us one and a half years.
28:52Exactly.
28:53But the next person will be 2 months.
28:57Let's see, if you're scaling,
28:58you'll probably do your own manufacturing.
28:59Yes.
29:01Just help me understand,
29:03globally, how is this market in India?
29:05How are you looking at it?
29:06There is no study.
29:08So, we've estimated that the urban population,
29:12household income is more than 10 lakhs.
29:14So, there are 3 crores of children
29:16who are in the age group of 3 to 12.
29:18We've estimated that the skin care plus makeup
29:22is more than 7,500 crores.
29:25So, we've estimated that the size of 3,500 crores
29:27is less than 7,500 crores.
29:29So, we've estimated that the size of 3,500 crores
29:31is less than 3,500 crores.
29:32So, we've estimated that the size of 3,500 crores
29:33is less than 10-15% crores.
29:35No, no.
29:36There is no market like that.
29:38You have to create the market.
29:39Yes.
29:40Basically, if you want to look at today's date,
29:42there will be no market.
29:43Why do you want to raise money?
29:45What's the need?
29:45It's not just money.
29:47We also need a direction.
29:49We have been doing jobs.
29:51He has the growth experience,
29:52but not in the kids' market.
29:55If someone is seasoned and says,
29:57don't do it, don't do it.
29:58There will be a problem here.
29:59It just makes our route faster to grow.
30:03Let's see, you said you need guidance.
30:07So, without equity but also without investment,
30:10I would like to give you one guidance.
30:12If you are on the scale,
30:15you already have these 5-6 skews.
30:17There is a clear positioning.
30:19One of the only brands,
30:20which is honestly good quality makeup products.
30:24If you go through shampoo and personal care,
30:27where there are large FMCG companies,
30:30large pharma companies,
30:32which have baby and child offerings,
30:35do not get distracted so early.
30:37Second is,
30:38you will think about market size.
30:40There is a very big trend in the US.
30:41I call it Sephora Kids.
30:43Yes.
30:43Where Gen Alpha and Young Kids
30:45are selling beauty products,
30:47they are buying the brands
30:48that are using today's teenagers and girls.
30:51So, just remember that.
30:52Best of luck and all.
30:55Basically, my issue is with the word premium.
30:58Here, I didn't like packaging.
31:00Website, I didn't like.
31:02And for that reason, I'm out.
31:04I think my reason is quite similar in this.
31:08If you are selling 200-300 rupees,
31:10I think its market size is very big.
31:12In the cost, I just want to mention one point.
31:16When you buy individual products,
31:18you buy around 600-500 to 600.
31:22But when you buy our products in combo,
31:24you buy around 350-400.
31:26Even then, that's sweet spot.
31:27When you buy something online,
31:30you don't have to think about 200 rupees.
31:33But a average person will think about 17-300 rupees.
31:37And I think that's the main reason
31:39I don't want to sell this flight.
31:40I'm out.
31:41It's a nice packaging.
31:42I thought it was good for you.
31:44And it's quirky.
31:45The product is also good.
31:47Your team is also good.
31:48The problem is that there is no category.
31:51When you buy money and buy money,
31:54you will start eating like Vinita and eat it.
31:58Right?
31:58It's a problem now.
32:00Unfortunately, I'll be out for now.
32:07Labdi, Kanika, Aditi.
32:09If you look out the next 10 years,
32:11I think that you can become a good business here.
32:16Who will make this is not clear.
32:19I think you're still finding your feet.
32:21So, I'm out.
32:22I think there's a great opportunity in front of you.
32:25Good luck.
32:26Thank you so much.
32:30The feedback was very good.
32:32Everyone said good.
32:33But some feedback like packaging and everything,
32:36we are already working on it.
32:37We knew before we had to make a good product.
32:40We will fix the rest of the road.
32:44Friends, when we reach the peak,
32:46there are a lot of chaos.
32:47The sharks are going in one direction.
32:48The founders are going in another direction.
32:50It feels like traffic jam.
32:52But I'm going to clear that traffic jam.
32:54I have everything I've sorted and summarized with Canva's smart tools
32:55and AI features.
32:58It's also in a super stylish format.
33:00Look at this.
33:01That was the daily Canva report.
33:17Friends, the founders are going to take their A-game
33:20and the sharks are going to take their calculator.
33:22You can also take your attention.
33:24Welcome back to Shark Tank India,
33:26co-presented by Canva and Opo,
33:27co-powered by Lahori Zheera and Crunchyroll,
33:30and partners, Reson Solar, Fixderma,
33:33Payment Gateway, Wild Gold and Jeeva.
33:35My life was in Uttar Pradesh,
33:37in Johnpur, in the city.
33:40My mother always thought that
33:42we need to keep us in the place
33:44where we have opportunities to show them.
33:47We both decided to take them to Mumbai.
33:51In that moment, my family was a very dark time.
33:55We were living in this room,
33:56where we were 7-8 generations,
33:57so there were a lot of difficulties.
34:00I never had any parts of anything.
34:02I became a very low-confident child.
34:06In that moment, when my college started,
34:09my escape was dancing.
34:12And in that moment,
34:13with the mood and the mental pressure,
34:16a low-confident child,
34:17the dance will escape from people.
34:22That changed my personality.
34:25I got a new life.
34:27Because of the dance,
34:28I got confidence that I could talk to people,
34:31start my business,
34:32and take a place where they are today.
34:35There's being fully comfortable enough.
34:56Show me that the...
34:57the new world can fly in the Mister right now.
35:003, 2, 1, ISC, let's go!
35:09Let's go!
35:10Yay!
35:12Wow!
35:13Let's go!
35:14Let's go!
35:16That's how you do it.
35:17Hold it!
35:18Let's do it!
35:19Hold it!
35:20That's good!
35:21Down!
35:23Let's go!
35:24Let's go!
35:26Move, hold!
35:27Hold!
35:28Hold!
35:30Let's go!
35:31Easy for you!
35:32Easy for you!
35:34Easy, bacho!
35:36Beautiful!
35:37Let's go, Parch!
35:38It's your moment to shine!
35:39Let's go!
35:40Breathe!
35:41Focus!
35:42Out!
35:43Let's go!
35:44Wow!
35:45Oh my god!
35:46And hold!
35:49Hold!
35:50Start moving!
35:54Hold!
35:553, 2, 1,
35:58Done!
35:59Go back to the light!
36:03Well done guys!
36:04Amazing guys!
36:05Unbelievable!
36:06Unbelievable guys!
36:07Yay!
36:08Oh my god!
36:09Unbelievable!
36:10Sharks!
36:11So this is the next chapter of fitness!
36:14Calisthenics!
36:16Where body becomes gym and body weight becomes equipment!
36:20Because any fitness activity that you use only in your body is calisthenics!
36:27Whether it's a simple moment like squat or advanced skills like handstands!
36:32Calisthenics spectrum is mind blowing!
36:34Or size, size, strength, literally anything, anyone can do calisthenics!
36:40And we, Shubham and Joel from Mumbai are teaching calisthenics in 2022 with Indian School of Calisthenics!
36:47And this is a kind of institute that is writing the definition of working out again!
36:53It's time to realize how powerful is your body and our ask is 75 lakhs for 5% equity!
37:00Sharks!
37:01So are you ready for admission in our school?
37:04Wow!
37:05Thank you so much!
37:06Incredible!
37:07Thank you guys!
37:08Thank you guys!
37:09Amazing!
37:11You brought this very good concept!
37:13Thank you!
37:14Thank you so much!
37:15I've been working out all my life!
37:17And I've been injuries every 2-3 years!
37:19I do weights, I do swimming, I do martial arts, everything!
37:22You know, once you get to a certain level, you push more easily!
37:27And sometimes something gives way, it's a bit risky!
37:30So, conceptually, why is calisthenics better than any other workouts?
37:36What is the difference?
37:38Calisthenics is the oldest form of calisthenics.
37:41When people didn't have any equipment in Western culture,
37:45they used their body to keep fit and healthy.
37:47It's the first name of the Jail Workout.
37:49Oh wow!
37:50That's so crazy!
37:51That's so crazy!
37:52And then from the streets, there were public parks.
37:55Actually, we started in 2017 in 2017.
37:57Tell the truth, you've been taught in the Jail!
37:59No!
38:00No!
38:01Calisthenics are such a form,
38:02in which we give the most priority of the form.
38:05In calisthenics, we don't teach push-ups.
38:07We teach push-ups how to kill the right way.
38:10Okay!
38:11And if you don't do anything,
38:12if you don't have any fitness background,
38:14you can also do calisthenics.
38:18I'll give you my example,
38:19because I had a padel injury.
38:21Right!
38:22So, I had a doctor, a physio.
38:24And the physio said,
38:25that I'll do calisthenics in the gym.
38:28That's why I've done calisthenics in the past six months.
38:30I've done calisthenics in the past six months.
38:31Aman! Aman!
38:32You've learned calisthenics.
38:33You've done advanced things.
38:35Let me show you.
38:36Come on, go.
38:37Come on, sir.
38:38I'll help you.
38:41Jaya Matadish.
38:46Three, two, one, jump.
38:48Go!
38:49Now come down and pull yourself.
38:51Very good.
38:52Knee raises.
38:532,
38:543,
38:554,
38:565,
38:5726,
38:5827,
38:5928,
39:0029,
39:0128,
39:0228,
39:0331,
39:0429,
39:0529.
39:06Superb, superb, sir.
39:08Not bad.
39:09Thank you, sir.
39:10Not bad.
39:11Well done.
39:12Surprise package of the year.
39:15Oh!
39:16Superb.
39:17But not bad, right?
39:19Not bad.
39:20Form was very good.
39:21Alright, let's get your business model up.
39:24What do you do and how do you do?
39:25Let's get this.
39:26Our basic three models that follow us at the gym.
39:30One is batch training.
39:32Where we keep 5-10 people in a schedule.
39:35The second is a group personal session.
39:37We keep 3-5 people in a personal training according to their fitness level and their goals and their plans.
39:45The third one is one-on-one personal training.
39:48Where we are exclusively only you and your coach.
39:52But where do you go from?
39:53Where do you go from?
39:54Where do you go from?
39:55Where do you go from?
39:56We have two institutions.
39:58One is in Malaad West.
39:59And one is in Gurgaon East.
40:01I named this school.
40:03So, we don't just walk out here.
40:05We teach them.
40:06But this is not the institution.
40:10Our gym is not for calisthenics.
40:12It's a normal gym.
40:13But you can do calisthenics there.
40:16You don't have to go from there.
40:18You don't have to go from anywhere.
40:19You can do anywhere.
40:21But you need to know the right way.
40:24You come here.
40:25You learn here 6-7 years.
40:26So, this is an institute.
40:27You don't have to live here.
40:29So, once you train, you go from there.
40:31Yes.
40:32I just want to ask.
40:33You take those people.
40:35And you are also very young.
40:36So, I am just trying to understand that as much scientific data we have studied.
40:41That's why this won't work for 40 plus.
40:44In our institute, I personally,
40:4740 plus, 50 plus, 60 plus.
40:49But what is their bone density and muscle mass improved?
40:52Yes.
40:53Because muscle growth is against resistance.
40:55Right.
40:56So, if you understand, push-ups.
40:57If you have 10 push-ups.
40:59And when you hit 11 and 12 push-ups.
41:02When you get resistance and break down.
41:05So, your muscle will grow.
41:07Any person who doesn't exercise, walking, running.
41:11Can you start straight?
41:12No.
41:13Any calisthenics can train.
41:14Literally, you can take it from 0 to 100.
41:16But then you take it from that level.
41:18Yes.
41:20But Shubham and Joel, after seeing this,
41:23I'll be very honest, though I exercise a lot,
41:25there's a little fear.
41:27How will you market, educate,
41:31to have more people open to doing this?
41:35So, first of all, when people come to us or talk to us,
41:38we have the promotions videos.
41:40Wow, what fun.
41:41This is mobility.
41:42I can totally imagine you doing this.
41:44So, when anyone comes to us,
41:46we have the marketing videos.
41:48We have the footages of our 60-year-old man
41:51or 40-year-old woman.
41:52So, you simplified?
41:54Very simplified.
41:55By showing those videos?
41:56Yes.
41:57Okay, let's get to the business.
41:58Yes.
41:59How big is it?
42:00How do you scale it?
42:01And how much money you earn?
42:03In the first year, we started January 15
42:06and in October, we opened our second branch.
42:08In that first year,
42:09we had around 24 lakhs income.
42:11Which month?
42:122022 to 2023.
42:15Then, when we opened our second branch,
42:17when we opened our two branches,
42:18we opened our next year,
42:20in 2023 to 2024,
42:21we doubled directly to 45 lakhs.
42:23We reached there.
42:24Then, in the third year,
42:26we paid our business to 75 lakhs.
42:29So, how much money you earned this year?
42:31How much money you earned this year?
42:32In January, if I tell you,
42:33we have around 1.24 lakhs.
42:35In January?
42:36In April,
42:37In April,
42:38Because in January,
42:39we opened a new branch.
42:40I'm telling you.
42:41If we look in April,
42:42we have around 1.5 lakhs.
42:44But, I don't know,
42:45how can January to now
42:47be less than April to now?
42:49How can this happen?
42:501.05 lakhs.
42:52Ah, there you go.
42:54I don't worry,
42:55I don't know,
42:56I'm nervous.
42:57I get it, I get it.
42:58It was 1.50.
42:59So, this is a post-GST net revenue?
43:00No, this is a revenue,
43:01without any deductions.
43:03Total sales.
43:04Yes, total sales.
43:05So, GST is about 90 lakhs.
43:07Yes.
43:08And how much?
43:09We will touch 1.68
43:11by the end of next six months.
43:14Okay, reasonable.
43:15Tell us about the margin.
43:16The revenue margin,
43:17our EBITDA is out of 35%.
43:2035%?
43:21Yes.
43:22And our PBT is out of 28%.
43:25Around 40 lakhs.
43:27Yes.
43:29Between the two of you.
43:30Yes, easy.
43:31Right?
43:32You are the partner.
43:33Yes.
43:34And for negotiation,
43:35you have received 15 crore valuation
43:37in this business.
43:39How did you get out of 15 crore?
43:41I have evaluated that
43:44that we have only two offline branches.
43:47Our next plan,
43:49we have released this valuation.
43:50What plan?
43:51When we are doing this business,
43:53the biggest opportunity we have seen
43:55is that our reach is limited
43:57from offline branches.
43:58So, our next plan is
44:00to build an IAC virtual.
44:01Where we have the same level of training,
44:03the same personal touch,
44:05and the same level of coaching
44:06and group PTs
44:07which we can range completely.
44:09Okay, got it.
44:10So, you want to go online
44:11and do virtual coaches?
44:12Yes.
44:13After that?
44:14The second plan,
44:15we will open offline branches
44:16to the areas
44:17where there is the most potential.
44:19So, how much will you take from 2?
44:20At least 5 to 10 branches
44:22in Mumbai and then other cities.
44:23And there will be another income source.
44:25Training Centre for Coaches.
44:27Training Centre for Coaches.
44:28Got it.
44:29When you say that
44:30after Mumbai, I will go to other cities.
44:32Yes.
44:33Have you studied
44:34how many other cities
44:35are there?
44:36Yes.
44:37Bangalore,
44:38Gujarat,
44:39Pune,
44:40Chinnai
44:41and Delhi.
44:42These are 6 stations
44:43where calisthenics are
44:44very high.
44:45In 2017,
44:46when we started,
44:47there was no calisthenics
44:48pure institute.
44:49There are around 60 institutes.
44:50Six zero.
44:51Six zero.
44:52Yes.
44:53Shubham,
44:54Joel,
44:55when you started in business,
44:56I thought that
44:57there will be some excitement
44:58about why this institute is.
45:00If it is called Indian School,
45:02then what is it called?
45:03Certification Program.
45:04Yes.
45:05Teachers,
45:06Train the Trainer.
45:07So,
45:08you have to be a tag of IAC.
45:09Yes.
45:10You have to take this brand
45:11and leverage it.
45:12Yes.
45:13Now, you are going to the gym.
45:15If you can create a calisthenics school
45:17and expand it,
45:18you will be able to grow.
45:20Now,
45:21you will be able to grow.
45:22Unfortunately,
45:23so I will stay out.
45:24According to me,
45:25you should be conducting programs
45:26in every top school
45:28in the country,
45:29every top college in the country.
45:30So,
45:31I think,
45:32you need a co-founder
45:33who can direct the business
45:34in the right way.
45:36And,
45:37you have to go a long way
45:39and this valuation
45:40doesn't make sense.
45:41The valuation I will want
45:42will be so much
45:43that it won't make sense to you.
45:44So,
45:45for that reason,
45:46I'm out.
45:48I think everything,
45:49whether it is crossfit,
45:50pickleball,
45:52gym,
45:53yoga,
45:54all forms of workout
45:55is actually a competition.
45:56Yes.
45:57So, you are competing
45:58with lots of things
46:00pan India.
46:01And this is why I asked you
46:02for your second question
46:03of what is your marketing game.
46:04Yes.
46:05And again,
46:06you will have to up it.
46:07Right.
46:08So, you will have to make calisthenics
46:10almost like a visual treat
46:12in your marketing.
46:13Yes.
46:14So, someone like me,
46:15instead of feeling scared,
46:16I'm like,
46:17I want to do this.
46:18But right now,
46:19I'm not seeing that.
46:20So, for that reason,
46:21I'm out.
46:23Shubham,
46:24you have combined two businesses.
46:25One is the center business,
46:27which is a real estate business.
46:29And the other is the coaching business,
46:31which is a training business.
46:32Yes.
46:33The biggest problem of these two businesses
46:35is that there is no moat.
46:39But it's a great way to build a personal brand.
46:42So, I wish you make India super fit.
46:45But for now, I'm out.
46:47Hi guys, Shubham, Joel.
46:49Yes.
46:50There are two structural issues in your business.
46:53One is the attrition problem.
46:56And the reason is that
46:57the coaches in India
46:58don't earn so much money
47:00when they work under somebody.
47:01Yes.
47:02So, they reach one point
47:03and then they get aspirational.
47:05Because they all want to make more money.
47:06True.
47:07Right?
47:08So, you'll always have the problem
47:09and it's very difficult to scale.
47:12Second,
47:13in India,
47:14real estate pricing is very lopsided
47:16compared to the Western.
47:18Yes.
47:19So, to go to the market
47:20and take a location
47:22to a place to a place,
47:23is very important.
47:24And for that reason, I'm out.
47:26Good luck to you guys.
47:27Thank you so much.
47:28Thank you so much.
47:30I have learnt a lot from you already.
47:31Thank you so much.
47:36This is something you have told me
47:37about our business.
47:38But we wanted to listen
47:40once upon this level
47:41so that we know what we have to do.
47:43I will increase more marketing in our budget.
47:47I will make sure that in 1-2 years,
47:49there will be no such thing in India that is related to fitness.
48:02You have heard the lyrics, music, voice, composition,
48:07everything was generated.
48:09We are a creator-first music creation platform.
48:12Fantastic.
48:13I don't understand what I'm saying.
48:15AI is good or bad.
48:18It will be a lot of music directors and producers.
48:22Shach, if you have a coffee,
48:24it will be a coffee.
48:25Oh, yes.
48:26But in filter coffee, there is a black coffee.
48:28Yes.
48:29So, we call it Tamiliano.
48:30Tamiliano? Americano?
48:32Americano.
48:33Wow.
48:34You have made a recipe for mom.
48:37And made a Punjab.
48:39Well done. Nice creativity.
48:40Chewy is an AI-powered device,
48:44which makes your house all the green glasses.
48:49Now, it is only 8-30 hours.
48:52Well done, guys.
48:53Everything is designed, made in India.
48:56Very nice.
48:57Amazing.
48:57Very nice.
48:58Happy Hour is an offline platform where we host singles, mixers, fests and dinners.
49:04Every year, hundreds of dating sites are launched.
49:07And every year, those hundreds of apps and sites shut down.
49:10We make top-quality, clean, sweet, sweet, chicken-k├й, masala.
49:16What is this?
49:16What is this?
49:17It's not in the others.
49:18What is this?
49:19It's not in the others.
49:21What should we make a big business?
49:22We need that capital.
49:24And hopefully, today, I will show you.
49:25The key don't go.
49:26The key don't go.
49:26The key don't go.
49:26The key don't go.
49:26The key don't go.
49:26The key don't go.
49:26The key don't go.
49:27The key don't go.
49:27The key don't go.
49:27The key don't go.
49:28The key don't go.
49:29The key don't go.
49:29The key don't go.
49:29The key don't go.
49:30The key don't go.
49:31The key don't go.
49:32The key don't go.
49:33The key don't go.
49:33The key don't go.
49:34The key don't go.
49:34The key don't go.
49:34The key don't go.
49:34The key don't go.
49:35The key don't go.
49:35The key don't go.
49:36The key don't go.
49:36The key don't go.
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