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00:30I went to London Business School, where I did my master's in management.
00:33I was in Bharak. I was a part of their founding team.
00:36I did my MBA in Ahmedabad.
00:39I was a brand manager in ITC, Sunfees Biscuits.
00:42We worked on the Aadhaar, basically, with four team members.
00:46We offered an offer to work in the Pandan Mantri office.
00:50You guys are three underachievers, it's not bad.
01:00Local all-natural soda, a scalable farm-to-bottle craft beverage.
01:05A movement to bring the flavor of Mizoram and the Northeast across India and the world.
01:11And today we are really cut back on that, mainly because we ran out, you know, we're just focusing on our revenue.
01:18Were you going to say we ran out of money?
01:19We're going to say we ran out of money.
01:49Why do I eat vegetables?
01:51Why do you eat vegetables?
01:53Why do you say mixi?
01:55I'm sure you also ask questions like this.
01:59The curiosity level is high and the battery level is low.
02:03Sometimes we don't have the answer to that, and sometimes we're just not in the mood.
02:08So we restrict the curiosity of that.
02:10Then we thought about our engineering department of Bangalore.
02:14We want a 24-7 friend to have a 24-7 friend.
02:17Hi Sharks, I'm Wankar.
02:18I'm Mauli and this is Wonder.
02:21This is a screen-free AI power.
02:25This is a game of learning to think and explore.
02:30This is not only entertaining, but it is safe and independent.
02:36With this, we can track the development of parents' app and insights.
02:42And the most important thing is that they are adaptive and personal for each child.
02:46They grow wonder and grow up with their knowledge with their questions.
02:52In this case, we cover 20 topics of mindfulness, moral education and mythology.
02:58We cover 80 lakhs for 1% equity.
03:04So wonder, would we get a deal in a tank today?
03:08If we have a pitch from heart, we will get a deal.
03:13Wow, nice.
03:15Very nice.
03:15So, Wankar and Mauli, curiosity is wonderful.
03:19And everyone is very curious to know your story.
03:22I'm Chandramawali. I'm an engineer.
03:24I've worked in South India all over.
03:27Okay, and you?
03:28I grew up in Chennai.
03:29I went to the College of Engineering in India.
03:31After that, I worked in IM Bangalore.
03:33After 10 years, I worked in large enterprises.
03:36Business development and later on, product development.
03:39This is our second start-up.
03:41The previous one was called Sellerworks.
03:43and sold to Capillary Technologies in 2017.
03:48And after that, my wonder started?
03:50Or after something else?
03:52After acquisition, we started doing different things.
03:55But we were always in touch with each other.
03:58I worked at multiple companies.
04:00One of the important ones I worked at is called 2R Learning.
04:03Where we built an AI-based adaptive learning platform for school children in the US.
04:08So what we found out was, every child is unique.
04:11And if you give them personalised coaching,
04:13they do two standard deviations above any other child.
04:16Okay.
04:17With AI, what's happening today is,
04:19that can be done for every child in the world.
04:22And that's our inspiration to create wonder.
04:24So this is an Alexa type of thing.
04:27Alexa is an assistant,
04:30but wonder is a companion.
04:32So the design, goals and success metrics are different.
04:36So when you start the device,
04:39it starts companion mode.
04:41Yes, you can try it.
04:42So it will start talking to you.
04:44It connects to Wi-Fi when it boots up.
04:46Hey, Anupam.
04:48I'm a wonder and I'm going to play with you.
04:52But you have to tap the wonder card for this.
04:57So the way we have designed it is,
04:59the companion is there.
05:00It will answer simple questions.
05:02But if you want a story or a content,
05:04for which we have a specific card,
05:05you'll have to tap that card.
05:07I'll give a little demo so that you can...
05:08Yeah, let's understand.
05:09Yeah, let's understand.
05:10So this is a portable product.
05:12Kids can take it anywhere.
05:14And there are different types of cards.
05:16These are NFC cards.
05:18There are two main types of cards.
05:19One is the companion cards,
05:22which has stock written on the card.
05:24So these are cards, when you tap it,
05:26you can have two-way conversations with a companion.
05:29The design is modeled on real-life experts.
05:32So when kids go to the early years,
05:34they notice that they're an English teacher,
05:36they're a science teacher, etc.
05:38So our design is that we introduce these experts
05:42through AI.
05:43And then we have these other cards
05:46where we have got the best content
05:49from the best publishers in the world.
05:51For example, you can see the image of a cat.
05:53When you tap it...
05:57Hi, I'm a cat.
05:59So it plays content about the cat.
06:03No, so what is the difference between
06:05talk and non-talk cards?
06:08Talk is a two-way interaction.
06:10And the non-talk card is just narration.
06:13Narration.
06:15We have 200-plus cards.
06:17We have simplified three segments.
06:20Three to five, five to seven,
06:22and then eight to ten.
06:23Like for example, we have designed
06:25from the day in the life of a child,
06:27from the morning to the morning.
06:28This is a brushing timer.
06:33Hey, it's time to brush your teeth.
06:35It is important for us to look after our teeth.
06:37Brushing them twice a day
06:39makes our teeth healthy, shiny, and strong.
06:42So it's a two-minute timer.
06:43Very cute.
06:44Very popular for kids.
06:45So it makes their routine fun.
06:48What is the thought process?
06:50The thought process is that
06:51the parent will use more
06:52to engage the child
06:54and the child will use it himself.
06:55This is designed for independent play.
06:57And these cards give a visual cue
06:59to the child on what they want to play.
07:03So today, there are many content
07:05online, on Spotify, on Amazon, etc.
07:08But the child doesn't have
07:09any way to access them.
07:11So this becomes like the way
07:13for them to access whatever content they want.
07:15And we also have a parent app
07:18where the parent gets insights
07:20about what the child is talking
07:22and what they are listening.
07:23For example,
07:24the child spent 10 hours a week
07:26and in 10 hours
07:27they spent science,
07:28space, plants, animals.
07:30You can also see that
07:31Anupam built a new planet
07:32and learned about gravity.
07:34Now, like Gemini
07:36and even for that matter,
07:38GPT,
07:39I can create a personalised instruction.
07:43Say, act like a teacher
07:45and answer for a kid
07:47who is 3-10 years old
07:48and doesn't tap me
07:49the card.
07:50And as it is going to upgrade,
07:52I have the entire universe.
07:54As parents,
07:56we feel like
07:57that the child can give
07:58a very powerful tool
07:59like Gemini
08:00is sometimes risky.
08:02So, in our design,
08:03we have made
08:04guardrails for each character.
08:06So, the AI expert
08:08Astro
08:09doesn't say anything
08:10on certain topics
08:11outside.
08:12The second one
08:13is that
08:14it has designed
08:15that it is endearing for the child.
08:17It's fun for them.
08:18They keep tapping it
08:19again and again
08:20because that kind of an experience
08:21is not on Gemini.
08:22on Gemini.
08:23It's connected to Wi-Fi
08:25wherever I am.
08:26You have studied
08:27over the safety norms.
08:29What is the impact
08:30of radiation?
08:31Health-wise?
08:34So, the product
08:35is certified for BIS.
08:37We have tested it
08:38for radiation levels.
08:39The material testing
08:40has happened.
08:41So, even if the kid
08:42is putting it in their mouth,
08:43it's totally safe.
08:44That's excellent to know
08:45that you have made that
08:46priority.
08:47The second thing,
08:48in your box,
08:49I noticed,
08:50these are cards.
08:51Yes.
08:52Right?
08:53This is very fascinating.
08:54Can you tell us
08:55how to make your own cards
08:56and what is their purpose?
08:58Make your own
08:59is like a custom card.
09:00Some families
09:01have their own stories.
09:02Their grandma
09:03would have narrated a story.
09:04They want their children
09:05to listen to it.
09:06It would be so amazing
09:08that if my mom
09:09can record a lot of things
09:11that my kids
09:12can keep listening to
09:13for years to come.
09:14Absolutely.
09:15She can do that?
09:16Yes.
09:18So, they can maybe record it,
09:19send it over WhatsApp.
09:20You can download it
09:21and upload it to this card
09:22and it's now available
09:23for the child.
09:24Amazing.
09:25This is probably a big
09:26USP for you.
09:27When did this launch
09:28we started last year
09:30and we launched the product
09:32four weeks back.
09:33Four weeks back?
09:34Oh, wow.
09:36In the last year,
09:37we did five iterations
09:38of the product.
09:39Here,
09:40there are our early prototypes.
09:42The first one was a puppy.
09:43Yeah.
09:44Is this your prototype
09:45or is this the final one?
09:47This is the final device.
09:48It's launched already.
09:49We've got pre-orders.
09:50Pre-orders.
09:51We'll be shipping
09:52these devices
09:53in January.
09:54We've seen a lot of
09:55our own pitches
09:56in the Shark Tank.
09:57Everyone says
09:58that the kids
09:59take the phone
10:00and take the phone
10:01and take the phone
10:02and take the toys
10:03and take the board games
10:04that are interactive.
10:06Why do you think
10:08that people
10:09will be more interested?
10:10toy fatigue.
10:12It's a natural phenomenon
10:14for kids.
10:15We've solved it
10:16there is a variety
10:17of content.
10:18Now,
10:19when the child is young
10:20the content will be
10:21different.
10:22As a child grows older
10:23now,
10:24parents can use
10:25the same device
10:26but get new type
10:27of cards.
10:28And eventually,
10:29we'll also have
10:30things like figurines
10:31or books with NFC
10:32that you can just
10:33tap it and it plays.
10:35Is this strategy
10:36is your razor
10:37and blade strategy
10:38that you sell
10:39razor
10:40and then for life
10:41you keep selling
10:42other things?
10:43Exactly.
10:44So how many cards
10:45come in the bag?
10:46Ten cards
10:47and you have
10:48two hundred.
10:49Yes.
10:50And they will increase.
10:51And what is the concept
10:52of figurines?
10:53If you have figurines
10:54on this,
10:55then there will be
10:56some related character
10:58stories
10:59or interesting
11:00conversations.
11:01Correct.
11:02Is the idea also
11:03to create IP
11:04like Astro?
11:05Eventually,
11:06we'll also get
11:07some popular IPs
11:08which kids already
11:09know.
11:10So you will also
11:11partner with third
11:12parties?
11:13Absolutely.
11:14How did you
11:15make this?
11:16Have you ever
11:17manufactured?
11:18I was in the Amazon
11:20Kindle team.
11:22I have some idea
11:24of how to build
11:25hardware products.
11:26hardware products.
11:27We work with
11:28a lot of experts
11:29in this space.
11:30We don't
11:31manufacture it,
11:32it's all contract
11:33manufacturing.
11:34What's the pricing?
11:35For our launch
11:36we have
11:37four triple-nine
11:38price.
11:39The device
11:40plus ten cards
11:41is the starter pack.
11:42And how much
11:43you plan to sell
11:44after that?
11:45Four double-nine.
11:46How is the pre-order?
11:47It was very interesting
11:49because we have
11:51launched in January
11:52but luckily
11:55thanks to your story
11:56they had a cover on us.
11:58Just as it was
11:59public,
12:00we saw we got
12:01fifty dollars.
12:02So without
12:03anything,
12:04without our network
12:05without our lead list
12:06without our lead list
12:07use,
12:08there were fifty
12:09full-price orders
12:10paying five thousand
12:11rupees.
12:12It's a little bit
12:15to understand what
12:16it is different.
12:17Like, Miko is a
12:19product from India.
12:20They struggled
12:21in India.
12:22I bought it.
12:23It didn't really work
12:24after a while.
12:26And the children
12:27that I've seen
12:28don't follow rules
12:30yet.
12:31So you give them
12:32and say,
12:33tap these cards
12:34like this.
12:35It's not.
12:36There are two products
12:37that we've seen
12:38that are long-term
12:39used.
12:40There is a German
12:41company
12:42that's a very nice
12:44product.
12:45We've used it for kids.
12:46available in India.
12:47It's a great product.
12:48And people buy
12:49almost 140 figurines
12:51for one box of
12:52Tonys.
12:53Same thing,
12:54there's another
12:55product called
12:56Yotou.
12:57These two are products
12:58which have been
12:59super successful
13:00where this kind
13:01of a model works.
13:02You're inspired by
13:03the German company.
13:04What do you need
13:05to study cards?
13:06Suddenly it's
13:07feeling academic.
13:08Figurines,
13:09these characters
13:10are far more
13:11endearing.
13:12So why didn't you
13:13try it?
13:14What we found
13:15was younger kids
13:16from three to five
13:17loved it.
13:18And older kids
13:19didn't bother.
13:20For them a card
13:21versus figurine
13:22didn't really matter
13:23as long as they
13:24were excited about
13:25the content.
13:26And creating
13:27figurines requires
13:28a lot of capital
13:29expansion.
13:30Can we see
13:31some marketing game
13:32that you started
13:33on Instagram?
13:34Insta we've not...
13:35We already have
13:36a list of
13:37350 parents
13:38who want to order.
13:39We'll activate
13:40Insta and go
13:41with influencers
13:42etc.
13:43During the...
13:44No, there's no influence.
13:45That's not me.
13:46You have to create
13:47curiosity,
13:48create anticipation,
13:49create excitement
13:50about the product.
13:51Right?
13:52No, we'll launch
13:53German companies
13:54here.
13:55What have you done
13:56to make it
13:57go viral?
13:58We are absolutely
13:59particular
14:00that we don't
14:01prematurely
14:02scale.
14:03We cover
14:04every aspect
14:05of the product
14:06market channel
14:07fit.
14:08The product
14:09works well,
14:10child engagement
14:11is good
14:12in NPS.
14:13So, our plan
14:14is that there's
14:15a lot of season
14:16coming in April
14:17when summer
14:18vacations start.
14:19So, as we learn
14:20in the next 90 days,
14:21we've thought
14:22what kind of
14:23we need
14:24online influencers,
14:25leaders, etc.
14:26invoke
14:27sometime end of
14:28end of
14:29end of
14:30end of
14:31end of
14:32end of
14:33end.
14:34the problem
14:35is that
14:36you have to
14:37keep thinking
14:38that
14:39you have to
14:40live children
14:41as well.
14:42You have to
14:43school,
14:44home,
14:45you have to
14:46enjoy it.
14:47Unfortunately,
14:48for those
14:49philosophical reasons,
14:50I'm out.
14:51many times,
14:52in a joint
14:53family,
14:54you know
14:55that
14:56children,
14:57grandparents,
14:58other people
14:59are away from
15:00their
15:01avatar
15:02and create
15:03a card
15:04that is
15:05a unique
15:06proposition.
15:07But now,
15:08the form
15:09and shape
15:10is largely
15:11a speaker.
15:12And as
15:13a category
15:14wall
15:15is low.
15:16Maybe
15:17a few
15:18times
15:19that is
15:20the reason
15:21I'm out today.
15:22Good luck.
15:23I have one
15:24or two
15:25questions
15:26in your DNA
15:27that
15:28I'm not
15:29seeing a marketing
15:30instinct.
15:31And I believe
15:32that everything
15:33shows
15:34is to create
15:35a phenomenon.
15:36In today's
15:37history,
15:38something like
15:39a labubu is not
15:40selling because of
15:41the way it looks.
15:42It's damn ugly.
15:43But now,
15:44it's become cute
15:45because it's made
15:46a phenomenon.
15:47And I'm questioning
15:48that also.
15:49You have just
15:50launched 50
15:51orders.
15:52You have
15:53taken 80 crore
15:54valuation.
15:55In the truth,
15:56you have to deal
15:57something reasonable
15:58and come.
15:59This is something
16:00that I could have
16:01taken a bet on
16:02at maybe 10-12 crores,
16:03but not at this
16:04level.
16:05So, I'm out.
16:06Good luck.
16:07If you have to
16:08viral a toy,
16:10it has to be
16:11affordable by
16:12masses.
16:13How many people
16:14will have
16:15spending propensity
16:16is going to be
16:17Rs. 5000.
16:18So, I'm a little
16:19skeptical that
16:20how much will
16:21go to this price point?
16:22Who will
16:23buy Rs. 5000?
16:24So, I think
16:25you have to focus
16:26on two things.
16:27One is pricing.
16:28Second is
16:29like Anupam
16:30didn't say
16:31that it will
16:32be so viral
16:33that every child
16:34will say
16:35that I have to
16:36wonder.
16:37And that is
16:38I have to show
16:39that.
16:40So, I'm out.
16:42Okay,
16:43one place
16:44where I am
16:45with you
16:46is that
16:48the screen time
16:49will reduce
16:50the children's
16:51screen time.
16:52So, these toys
16:53will help
16:54you.
16:55I think
16:56there are two issues.
16:57One is a
16:58fundamental
16:59product risk.
17:00It won't.
17:01It won't.
17:02It won't.
17:03It won't.
17:04It won't.
17:05It won't.
17:06But after that,
17:07does it even
17:08become a phenomenon?
17:09And then
17:10if it won't.
17:11It won't.
17:12Like LaBooBoo.
17:13Now, you know
17:14that LaFooFoo
17:15is also coming.
17:16You know what is
17:17LaFooFoo?
17:18A fake LaBooBoo.
17:19If it won't,
17:20it will also come.
17:21It will be a differentiation
17:22software.
17:23There is a different
17:24level of product risk.
17:25I will be able to
17:26get rid of this
17:27but I wish you
17:28the very best.
17:29It looks promising.
17:30Alright guys,
17:31good luck.
17:32Thank you so much.
17:33Virality is not
17:34the only reason
17:35why this will sell.
17:36It will sell because
17:37it has a lot of value
17:38for kids and for parents.
17:39That's our brand.
17:40I think we will stick to that.
17:41Play at home.
17:42Play at home,
17:43play at home,
17:44play at home,
17:45play at home,
17:46play at home,
17:47play at home,
17:48play at home.
17:49Play at home,
17:50play at home,
17:51play at home.
17:52Download the Sony Live app
17:53right now!
17:54Friends,
17:55delete now, I will open Canva. Canva's clean layouts and easy-to-use features made a no-nonsense
18:02full-detail recap.
18:04That was the daily Canva report. Own your own designs.
18:25A half-data-carny.
18:31A half-data-carny.
18:34A half-data-carny.
18:40Boss, I have to process the budget for this month.
18:46Get $50,000.
18:48And how will it be?
18:50I will give you the amount.
18:53Every employee has a bill every day,
18:55then what will happen to you?
18:56But sir, I didn't have a bill in the last month.
18:59Some of them fell apart, some of them fell apart.
19:02And this is an expense card.
19:03This is half the time.
19:05You have to pay yourself from the UPI.
19:07What is the solution of the problem and the loss?
19:11Hello Shaks.
19:12As business owners, you will also have gone through this problem.
19:15There is no problem for the business to give money.
19:18But when, when, where and where are they?
19:21It is from its visibility.
19:22We are three girls of Delhi.
19:24Aviral, Vidit and Uzair.
19:26And the founders of KotoPay.
19:28KotoPay is a UPI voucher platform
19:31which makes your business spends smarter and traceable.
19:35This is your existing UPI apps and QR codes.
19:38That is, you will also have your personal costs as a UPI.
19:44You will just issue a voucher,
19:45scan the QR QR,
19:47pay it,
19:48and you will have instant records.
19:50Businesses and brands,
19:52KotoPay are already using your business expenses and loyalty spends.
19:56And today, our ask is 50 lakh rupees for 1% equity.
20:01Shaks,
20:02managing your expenses like this is not okay.
20:07Join hands with KotoPay.
20:09I am the co-founder and CEO of KotoPay.
20:18My research was done with Dehradun.
20:21Where I met Vidit.
20:23Then I went to London Business School,
20:24where I did my master's in management.
20:26When I came back to India, I got a great opportunity to work with a young start-up.
20:32His name is Bharat.
20:33I was a part of the founding team of their founding team.
20:35I got an opportunity for fundraising and UPI closely to them.
20:39I came from a doctor's family.
20:41And I am the only one who doesn't make a doctor.
20:43So, I felt like when COVID-19 pandemic came,
20:48I also wanted to help in the country.
20:50So, I got an opportunity to work in the National Health Authority.
20:54There was a chance for me and Uzair.
20:57We were working on COVID-19, which was a vaccination platform.
21:02We launched these different projects for COVID-19 and National Health Authority.
21:08They were programmable and locked for anything.
21:12When I came from the National Health Authority,
21:14I got a visit with Uzair.
21:16We thought that its applications can also be released in private sector.
21:21And today, it is a market of prepaid instruments.
21:23Like UPI has increased the direct payments,
21:27we can increase the market from it.
21:30Amazing.
21:31I am a co-founder and CBO.
21:32I look at the whole business.
21:34I did my undergrad at Sriram College of Commerce,
21:36SRCC, Delhi University.
21:38After that, I did my MBA at IIM in Ahmedabad.
21:41And last year, I was working in the consumer field.
21:44I was a brand manager at ITC,
21:47which has a portfolio of 7,000 crores.
21:50When Aviral told the payment instruments,
21:53a lot of companies, a lot of stakeholders
21:55understood the problem in the payment space.
21:57And just leave the job and come.
22:01I am a co-founder and CTO in KotoPay.
22:03I have been working on my 20-year-old software development,
22:05design and architect.
22:07We worked in Aadhar, basically,
22:09our whole team members worked in the Aadhar.
22:12Then COVID came,
22:14so we offered a offer to work in the Pardhan Mantri office,
22:19and the platform designed the whole platform.
22:21I am happy and happy.
22:23Fantastic.
22:24Aadhar, Aadhar, Covin,
22:26what a solid apps are.
22:27These are the most important and the most important apps.
22:29What are you doing in India?
22:30You guys are three under-achievers,
22:32it doesn't seem bad.
22:35Amazing, guys.
22:36What does Koto mean?
22:37Our company's name is KotoDel.
22:39So I thought KotoDel's name was commitment to delivery.
22:43So it's commitment to payment.
22:45Commitment to payment.
22:47So let's see what KotoPay is.
22:49Will it be done?
22:50Sure.
22:51You can issue our UPI vouchers on our online dashboard,
22:54www.kotoPay.in
22:57or our smartphone applications,
22:59which are on iOS and Android.
23:01What is the voucher?
23:02If I am your employee,
23:03you gave me a UPI or cash payment of 5,000 rupees.
23:07There are three things.
23:08You have to pay the payment,
23:10cut the money from your account and add my account.
23:13The other thing,
23:14you can't lock if I will do the money for a specific use.
23:18Otherwise, you can add time validity to it.
23:21And the other thing,
23:22whenever I pay the payment,
23:24you won't know when I paid the payment.
23:26Now, UPI vouchers solve these three things.
23:29That means when you give me a voucher,
23:31the money is in the account of the company.
23:33Second, you can lock it.
23:36You have to lock it in category,
23:38fuel, meal,
23:39and give general spends.
23:41You can add time validity to it.
23:43I have to go to Mumbai for three days.
23:45The voucher will be issued for three days.
23:47At the end of the third day, the voucher expires.
23:49Unutilized balance will come back.
23:52And the third thing,
23:53whenever I will pay my UPI app,
23:56you will get visibility on your dashboard.
23:58that Vidit has given the amount of date time and transaction ID,
24:04plus the payment with the bill.
24:05This is the functionality of KotoPay.
24:07This is the functionality of NPCI.
24:09This product's name is E-RUPI vouchers.
24:12E-RUPI.
24:13And this is run NPCI.
24:16This can only be issued by banks.
24:18So, our platform is connected to banks,
24:21which enables businesses around their business logic
24:25to track the vouchers and issue.
24:27Now, I will show you how our voucher is issued.
24:31Now, open our app.
24:33Click on the issue.
24:35Put the name of employee.
24:36Put the UPI link to the mobile number.
24:39We will define the voucher category.
24:41Along with the amount,
24:42which is the redemption type,
24:44you will define that it is single redemption or multi redemption.
24:47In real time, this voucher will reach your employees or contractors,
24:52which will be used by your UPI app.
24:54Now, the voucher will come to your UPI app.
24:58Let's see, as an employee,
25:00I am going to a fuel pump.
25:01How do I do the payment?
25:03If anyone comes to the fuel pump,
25:05open your UPI app.
25:07You scan the QR code.
25:09Put the amount.
25:11The UPI voucher will come to the payment.
25:13Give it a gift card.
25:15Put the payment and pay it.
25:17Hmm, interesting.
25:20Just like you have multiple accounts in bank account.
25:22When you select it,
25:23you can select any one bank account.
25:25That will become one of the options.
25:29And you can set the default for those three days, for example.
25:32I am saying that today,
25:34there is a credit card on UPI.
25:36It is also the option.
25:37This is a new PPI instrument.
25:39The UPI voucher is issued.
25:40If you have issued,
25:42it will come to the relevant merchant as a default.
25:45Like the e-wallet, it is a container.
25:48It is a container,
25:49but it is linked to the company.
25:52And it can be used by any UPI app.
25:54So, like the UPI's interoperability,
25:56it will take advantage.
25:58When did the product start?
26:00The product has come to our market.
26:02In this month?
26:03In this month.
26:04Because it is a FinTech product,
26:05it will take advantage of all banks,
26:07to prepare the entire ecosystem,
26:09to prepare the product in the market.
26:11So, we have the first company,
26:12which is coming to the market.
26:15In December,
26:16we launched our closed user group testing.
26:19We have now started testing with five clients.
26:23Do you have to sell it on SaaS?
26:24There is a difference between SaaS.
26:26We don't want to keep it per user per month.
26:29We want to put a number on processing total volume.
26:32that we will charge a percentage of 10,000,000 per month.
26:36So, what percentage?
26:37Under 0.5-0.7%
26:40and a customised plan can be made
26:42for big enterprise and channel partners.
26:45Why not revenue per user?
26:47When you put revenue,
26:48you will say that the 10,000 is earning,
26:50I will charge 200,000 per month.
26:53It is cost for you.
26:54So, we don't want to restrict you as a business.
26:57This whole company is 1000 people.
26:591000 people will use.
27:00Who is your core customer?
27:02There are two cohorts
27:04which we are clearly targeting.
27:05One is a business.
27:07There is a whole fleet side.
27:09Give us an action.
27:10There is a company of event management.
27:11There are costs.
27:13They have to transfer their employees
27:14or contractors to 5-5-10,000,000 per month.
27:17Yes.
27:18You are saying fleet owners.
27:19They are fleet owners.
27:20There are cabs, trucks,
27:23and you are driving 200-300 cars.
27:25This is an unorganised sector.
27:27What is happening now?
27:28What is happening now?
27:29Because it is a very high misconception.
27:31Our focus is that the driver can be able to pay himself without being dependent.
27:35The owner is happy that I have money.
27:38I have not sold the driver's account.
27:40So, it doesn't have to use it for any other use.
27:41It doesn't have to use it for any other use.
27:46Merchant category code is picked up
27:47as you scan the QR code.
27:49Yeah.
27:50Our vouchers are locked in Merchant category codes.
27:53We can ensure that if it is an oil voucher,
27:57it will only be on petrol pump.
27:59If it is a food voucher, it will only be on e-tree.
28:03The company which is very focused on
28:05acquiring customers' entire payment is actually Razorpay.
28:08So, why do you think Razorpay will not be able to do it?
28:12To launch this product,
28:14you have to integrate with banks.
28:17Because we don't store the money.
28:19We store the money in the bank account.
28:21So, you have a great motto
28:23that you are making a big banking network.
28:26Today, we are already working with five banks.
28:29Until this product is scaled,
28:31until someone says that we have to do it.
28:35So, the time of product to market is short.
28:38Generally speaking, 80% of the cost is hotels and airlines.
28:43That problem is generally solved.
28:45Right? So, we cannot create a lot of delta there.
28:47The rest is 20%.
28:48It is not so meaningful that you can capture value there.
28:52So, how many clients need to build a meaningful company
28:55is what is going on in my mind?
28:58So, if we look at the players in the market
29:00who are solving these problems,
29:02like Zagal, its revenue of 1300 crore for a year.
29:05Sodexo, India's operation of 2500-3000 crore for a year.
29:09So, the market is the problem.
29:11There is no penetration in today's market.
29:13Because the solution is not convenient to use it.
29:16Okay. What is your capital?
29:19What is your capital?
29:2045, 35 and 20.
29:22Now, we have already funded.
29:24We have diluted 17.8% of 17.8%.
29:28How much did it raise?
29:30How much did it raise?
29:31The term sheet has been closed for one year.
29:33We have raised about 2.94 crores.
29:37Our post money, the valuation, was about 2.5 crores.
29:42Guys, look at this super pedigree.
29:44I have made the first app.
29:46It is very good.
29:47It is also good for you to see and use it.
29:51I don't know what I'm feeling.
29:53You need something special for you to use.
29:58Do you know what it is?
29:58You need to use HR and admin.
30:01What a tough thing, brother.
30:05So, team go to pay.
30:07I will say no to pay.
30:08My money to you guys.
30:09Unfortunately, I am out.
30:11All the best.
30:13You have found something in the NPS CI stack.
30:18You have made a solution.
30:20How much money will you get out of the solution?
30:23How big the market is?
30:25How much will our commission become?
30:27What will the competition be?
30:28It is very difficult to figure out.
30:33But you guys are excited.
30:34The experience that you have,
30:36something can be made from it.
30:39And you have not kept asking so much,
30:41that it will not get hit on you.
30:44So, I will make you an offer.
30:47I will give you 50,000,000 for 2%.
30:52And one thing you already know.
30:53But if fleets are one of your biggest use cases,
30:56then Rapido or Zingbus or Chalo or...
31:00You know, I have got seven such companies in my portfolio.
31:02All doing extremely well.
31:03Make the right decision.
31:05I have a lot of talk about Razorpay.
31:08I was the first investor in Razorpay.
31:11I think that what you are making here,
31:13it's a beautiful solution.
31:15And what happens is that big companies can do everything.
31:19But that excellence comes with focus.
31:21If you are so smart founders,
31:23you will only keep focus on this.
31:24If you are so smart,
31:25then you will only create a big business.
31:29And I think that in the beginning,
31:31don't get a commission in the beginning.
31:33Just lower the bar on adoption to zero.
31:37Because if this product has failed to leave,
31:40you don't want to leave.
31:41Absolutely.
31:42So, I won't be disappointed with you.
31:44I will give you a firm offer.
31:47And then I can also help you with this.
31:49So, 50,000,000 for 2% guys.
31:55We have seen your product capability.
31:58If you can translate that in business or not,
32:00we will only wait time.
32:03Second, when you become bigger,
32:05100% competition will come.
32:08But if you can create a moot around it
32:10and build this business,
32:11which is slightly more deeply integrated,
32:13you can also win this overall category.
32:17So, I would want to take a bet.
32:18The bet is on you.
32:18The bet is on you.
32:2350,000,000,000 like a 2%.
32:29I feel good for the product.
32:30If you're solving a problem I face daily in my life,
32:33I think that it will continue.
32:34I think that competition will come,
32:36people will try to break you.
32:37That's in your perseverance instead.
32:41And I personally believe you're going to succeed.
32:43So, I would like to make you an offer as well.
32:45My offer is the same for the rest of the Sharks.
32:4850 lakhs for 2%.
32:53Sharks, we are very very happy that you have resonated with us.
32:57We are happy to offer 2%.
32:59But 2% for 75 lakhs would be our counter offer.
33:04If you ever do it in 3 seconds. Done.
33:06I'm done. 75 lakhs, 2%.
33:09I'll match that. I'll match that.
33:122% for 75 lakhs, I'll match.
33:20I'm giving 75 for 2%.
33:23I'm also matching it.
33:25Three people have come up with us.
33:27We've come up with you.
33:28We've come up with you.
33:29We've come up with you.
33:30Aviral, I've told you first to decide what to do.
33:38Anupam Kunal, you should come up with us.
33:4075 lakhs, 2%.
33:41No, the box will just come up with us.
33:43The percentage.
33:45I'll offer you both a counter offer.
33:4875 lakhs for 2%.
33:50Plus 1% advisory for Bhutati.
33:523% for 75 lakhs.
33:5475, yes.
33:59Okay, let's do it.
34:00Okay.
34:01Congratulations guys, so happy.
34:04Thank you, Kanika Mohit.
34:06Not at all.
34:07I really respect it.
34:08I really respect it.
34:12That's what I think will happen.
34:16Congratulations guys.
34:19Take care.
34:21Take care.
34:22See you.
34:25Thank you, man.
34:26See you.
34:28Our business is in a big angle to an introduction of enterprises.
34:30So, Kunal and Anupam are a big network.
34:34We will open up more doors for us.
34:36And becoming so happy for both of us, it's a great thing.
34:40I'm happy to hear it.
34:44The idea is a different thing, but they need confidence and conviction.
34:48Do these skills come to the founders? Let's see.
34:51Welcome back to Shark Tank India, co-presented by Canva & Oppo, co-powered by Lahori Zira & Crunchyroll,
34:57and partners Reson Solar, Fixderma, Payment Gateway, Wild Gold & Jeeva.
35:10Music
35:29Sharks, we are from one of the happiest places in India, Sibai.
35:35I'm Zomoyi.
35:37I'm Felipe. We're coming all the way from Aizal Mizoram, one of the best-kept secrets of India.
35:45Imagine cool, misty mountains, quiet valleys, no honking, and farms that feel untouched by time.
35:53Yaha Hamari farmers grow the most exquisite fruits, the kasi mandarin, bright pomelo, GI tag ginger, all with organic farming practices.
36:03But when you look at India's beverage shelves, you don't find this taste. You find a lot of sugary, synthetic drinks.
36:09This is why we are making local all-natural soda.
36:13A scalable farm-to-bottle craft beverage using indigenous ingredients, real foods, real flavor, real juice.
36:24You can taste the purity of our hills in every sip.
36:28Every bottle supports the farmers and communities that make Mizoram such a special place.
36:34We're not just building a brand, we're creating a movement.
36:38A movement to bring the flavor of Mizoram and the Northeast across India and the world.
36:44For your support, we're asking for 50 lakhs for 2% equity.
36:50Sharks, join us. And together, let's give this region a spotlight it has always deserved.
36:57In the world.
37:01Felipe and Zomoy, welcome to Shark Tank Season 5.
37:06Thank you. Thank you for having us.
37:07Beautiful Mizoram, just one of the most gorgeous places in India and undiscovered as you said.
37:13Please tell us about your journey. How did you get started?
37:16I'm a Mizor. I grew up in Mizoram and I went to the US for my undergrad.
37:22And I happened to meet my husband as a freshman. We've been together ever since.
37:27Oh wow.
37:28That was back in 2001.
37:30Where did you go to the US to study?
37:32Information Systems in Rochester Institute of Technology.
37:35Then I went to grad school at Carnegie Mellon.
37:38Then I worked at Accenture. I was in consulting.
37:42Okay. Felipe?
37:43Originally I'm from North Carolina.
37:45It's a long way.
37:46But it took a long time to get to where we are standing now.
37:49I worked doing packaging design in New York City.
37:52My last gig was at Unilever doing packaging and product development.
37:56Why come back to Mizoram?
37:58My husband here is a very good brewer.
38:01He was an award-winning brewer in New York.
38:03And we wanted to do our own thing.
38:06So we took our savings and we built a microbrewery in Mizoram.
38:11Actually they're very good. I just had a couple.
38:14That's our hero product.
38:16Orange is our best seller.
38:18Really light.
38:19Very easy to drink.
38:21Not like that heavy sugary soda.
38:23Mmm.
38:24Even the pomelo.
38:25It has a slight bitterness.
38:27Tastes just like a pomelo fruta.
38:29Yes.
38:30The design work is really nice.
38:32Like it's the brand work and the packaging.
38:34So it's designed by an artist named Neeti.
38:37She's an award-winning artist.
38:39You didn't trust Felipe to design it?
38:41Since he's a packaging designer.
38:43He's a closeted drawer.
38:45He doesn't want to like, you know, display his art out.
38:48Your ginger ale is also pretty good.
38:50It's got a kick to it.
38:51Yes.
38:52Because it's made with GI tag ginger from Mizoram.
38:55Achai.
38:56You know what achai means?
38:57No, no.
38:58Achai.
38:59Very good.
39:02We agree.
39:03Nice.
39:04So tell us more about the product.
39:08We're using all natural ingredients.
39:10These are all sourced from farmers in Mizoram.
39:13Okay.
39:14This year we're going outside from Meghalaya, maybe Arunachal.
39:17Started off processing everything in-house.
39:20Juicing with wooden presses.
39:22I'm in charge of production, the brewing, but really we're just trying to preserve the essence of these natural products.
39:30Wow.
39:31These are all hand pressed for the flavor.
39:34No, not all of it.
39:35So we started off very manual.
39:37We did all the juice processing in-house.
39:39Now we're working with places that can juice it nearby these farms that are already established, that already have the infrastructure.
39:47Then we do all the brewing and bottling in-house.
39:50Can it scale from there?
39:52You guys will have to move to some other city or do you think from Mizoram also it can become a brand?
39:58We have a very scalable model.
40:00Regionally, we'll still process from Mizoram.
40:03Still very much true to our core because we're still going to be sourcing it from farmers and still doing that essence from Mizoram.
40:10But we'll do contract manufacturing in other areas.
40:13So when you compare this product to other juices in the market, do you think this has less of a sugar?
40:19I noticed the calories are also on an average 35-36 per 100 ml.
40:23We are very much conscientious of the sugar content.
40:26A lot of the sugar is also derived from the food itself.
40:29We're also trying to appeal to a greater population.
40:32So we have to have some sort of sugar.
40:34And in terms of other companies, the sugar content is a lot less.
40:38What is the price of each bottle?
40:40MRP today is at 120.
40:42Okay, I think this might be a good time to talk about what your numbers are today.
40:47Officially incorporated in 23-24, we started off with 19 lakhs in revenue, 32 lakhs in spend.
40:59So it gave us a negative EBITDA of minus 13.
41:04Last year, we had a revenue of 44 lakhs and spending of 84 lakhs.
41:11And that gave us with an EBITDA of minus 40.
41:15This year, total revenue is 50.
41:18Expenses are at 45, giving us a positive EBITDA so far of 5 lakhs.
41:24The revenues went from only 44 lakhs to 50 lakhs run rate.
41:30So I presume this year will be what, 70, 80 lakhs?
41:33We are looking at 120 lakhs.
41:36Yeah, 120 lakhs.
41:371.2 crores.
41:38Yeah.
41:39How did it suddenly go from minus 40 lakhs loss to 5 lakhs profit?
41:43Last year, we spent a big part of our expenditure on marketing and also just honing in our distribution.
41:50And today, we are really cut back on that, mainly because we ran out, you know, we're just focusing on our revenue.
41:57Were you going to say we ran out of money?
42:01We burned money.
42:02We raised 50 lakhs from friends and family last year.
42:06So you're saying once the distribution got established, the sales went up and now you're not spending that money, which is why you become profitable.
42:13Yeah.
42:14Can you also give channel split now?
42:15Online and through our direct customers, 28%.
42:19Horeca, we have 26%.
42:21Retail at 14%.
42:23Events at 20%.
42:25Six through our corporate partners and six with distributors and etc.
42:31I'm not able to wrap my mind around this situation of you having built a 50 lakh business.
42:38Yeah.
42:39Maybe a crore.
42:40Hmm.
42:41And you want a 25 crore valuation without a specific plan to take it to 100 crores.
42:46How do you expect me to jump in with you?
42:47I will tell you that one of the reasons why we have such a low number is because we couldn't produce enough.
42:54We were operating from a small production facility.
42:57So we have this plan to get into like a bigger facility, contract manufacturing.
43:02That demand is there.
43:03We're doing events.
43:04So let's say the zero dollar festival, the zero one, we sold out in like two hours.
43:10So we, that demand is there for us.
43:12Look, I feel that this is a great product.
43:15I enjoyed it.
43:16Right now to create distribution in India, you're going to have to pick your batteries.
43:21You currently, with a 50 lakh revenue, have six distribution channels.
43:25So you are a little bit all over the place.
43:28If you want to test India, pick one channel.
43:31Most likely it's got to be quick commerce because your price point is so high.
43:35Yeah.
43:36So you should probably think about that.
43:38Yeah.
43:39And I think you can light that up.
43:40Good luck guys, but I'm out.
43:44Philippi and Zomoy, we all loved our branding.
43:47I think this concept of farm to bottle is also good.
43:50But I'll tell you what is not so damn good about your business.
43:54First is the price.
43:55India doesn't want to pay for soda for 120 rupees yet.
43:59Second problem I think is, you know, we always say founder market fit.
44:04I think there is another thing called investor founder fit.
44:07I'm a very aggressive guy in my business.
44:11I will always push you.
44:12I've got a feeling that you will start hating me for that.
44:15And you know, for the push I will do, there will be.
44:17So I want you guys to love me, not hate me.
44:20So I'll stay out of your business.
44:22You have a fantastic product.
44:25I would love to drink it.
44:26This is something my customers would like all the time.
44:29Yeah.
44:30On our planes.
44:31So what is going wrong?
44:32That is distribution sales and marketing.
44:34And I think that drives me to my decision, which is, I think you're a great, you know, product makers maybe.
44:42Hmm.
44:43But I don't know how, whether you have that drive to sell, to market, to, you know, distribute.
44:48Maybe get a co-founder who will take care of that piece.
44:52But I don't have to believe in both of you alone to take it forward and fetch it with you.
44:55And for that reason, I'm out.
44:57Okay.
44:59Great job with the product itself.
45:01The difference between a great product and a great business oftentimes is distribution.
45:08And the job of a founder is to not just figure out the product, but also figure out all these other aspects
45:17to make it into a thriving, pumping business.
45:23Bring some energy to it.
45:25Bring some energy to the distribution.
45:27Wish you all the very best.
45:28I'm out today.
45:32You guys are, you know, lovely couple.
45:34I like to work with founders with whom I know I can connect personally and professionally both.
45:41The challenges are, your numbers are nowhere.
45:45But I love this space.
45:47And this requires a lot of work that needs to be done on branding.
45:50It requires a lot of work on growth strategy.
45:53And I've built a small skincare brand.
45:55We have grown to more than 600-700 crores in a five-six years period of time.
45:59So I know how to grow the business.
46:00Yeah.
46:01I also know how to build a brand.
46:02But it will take a lot of my time.
46:03I will give you an offer.
46:04I'll give you one crore, but I want to be third partner.
46:08Okay.
46:09So one crore for 33%.
46:11Wow.
46:1230%?
46:13Yeah.
46:1433.
46:1533.
46:16Can we just talk about it real quick?
46:20Yes, please do.
46:21Yeah.
46:22Okay.
46:25One third.
46:26Not bad.
46:27Yeah, but a hundred percent.
46:28You say that right.
46:29The shock has arrived.
46:31Okay.
46:32Hi, Anuj.
46:33Yes, hi.
46:34Hi.
46:35So we got an offer.
46:36One crore for...
46:37He wants to be a partner.
46:38One third.
46:39All you can do is focus in for investment.
46:42Okay, okay.
46:43And even an amount for a strategic partnership.
46:46Okay.
46:55Welcome back.
46:56We are back.
46:57The counter offer is one crore for 4% with advisory stakes.
47:04What percentage advisory stake are you willing to offer him?
47:08Uh...
47:09I don't know.
47:10Is that something that we have to decide right now?
47:13Yes.
47:14Yes.
47:15Yes.
47:16That's how he's going to decide if he wants to invest.
47:18This is the exact thing.
47:21My best offer was 33.
47:22Yeah.
47:23Yeah.
47:24But just because I like you guys, I was okay for 25.
47:29At less than 25, the answer would be no.
47:31So now we're at a place where it's yes or no.
47:34Take a call.
47:43Very sorry.
47:44We'll have to turn down the offer because of the fact that we cannot give out too much today.
47:48No worries, guys.
47:49You're a fantastic couple.
47:51Thank you so much.
47:52Find your happy.
47:53All the best guys.
47:54Amazing guys.
47:57Nerve-wrecking.
47:58We didn't even think that we would get a deal like that.
48:01And he would have been the right investor for us.
48:04Only thing is, you know, just to give 30% today, we are not ready.
48:08We are not ready.
48:17This is super cute, man.
48:21We make special celebrations like this.
48:23We are the Binge Town.
48:25We are the one-stop shop.
48:29Our services start from as low as one-triple-nine.
48:31Last year, we did 21.3 CR with 14% EBITDA.
48:35What?
48:36Moss, this is Shark Tank India.
48:38Crazy.
48:39I couldn't even think about it.
48:40Oh, God.
48:42I can give a lot of money.
48:46Oh.
48:47Because we want to couple it with Shari.com.
48:49We have represented India in Commonwealth Games and Asian Games in chess.
48:54Wow.
48:55And we are the founders of 8x8, which is a global platform for developing cognitive skills in children using the game of chess.
49:04Hide and seek.
49:05Antakshari.
49:06I played all of them.
49:07I have never played chess.
49:09We know that you guys like a lot.
49:11So my point of telling you all this is, please don't call me a challenge.
49:15I'm kidding.
49:17Atul from our team is going to play against you blindfolded.
49:21Oh, no.
49:22Double bestie.
49:24I have come to the first time in Mumbai.
49:27What?
49:28Nice.
49:29I had to do something with my father's marriage.
49:31But I had to do something with my father.
49:33So people would say, this is such a good luck now.
49:38I started my book.
49:40Where do you get?
49:42New book, second hand book, notebook.
49:44Notebook OVA's website.
49:46Your money is coming out.
49:47You can't get out of 10,000.
49:49You can't get out of 10,000.
49:50You can't get out of 10,000.
49:51You can't get out of 10,000.
49:52You can't get out of 10,000.
49:53No.
49:54My wife's number is my engagement.
49:55What a joke.
49:56What a joke.
49:57Today, there are 25 different Indian art forms of India in India.
50:03With Klammkari and Kashmir's paper.
50:07And this art is brought to you.
50:09Mi Miraki.
50:10From your hands of artists.
50:13My biggest sort of joy would be to see you go global.
50:16You can enjoy all the slices of pizza.
50:20You can become a co-owner of a premium property.
50:25We have brought it from Bangalore to Prop FTX.
50:28FTX was the biggest scam in the US.
50:31You know it.
50:33His founder is sitting in jail.
50:35He is sitting in jail.
50:37Do you want any association from that?
50:40We want to go promosca.
50:45We want to get out of 10,000 more$,000.
50:47We're going to go to New York City.
50:49We are doing a great job.
50:50We're going to get out of 10,000.
50:52We're going to be right back.
50:53We're going to be right back.
50:54We're going to be right back.
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