- 2 days ago
Shark Tank India 5 2nd March 2026
Category
😹
FunTranscript
00:00:30Orbit is a smart commute card that you can travel anywhere from one tap.
00:00:36In fact, there is no transit. College ID, online shopping, one tap, one card.
00:00:4210,000,000 people in the next six months will distribute the card.
00:00:47You go, girl!
00:00:54Off-Fit application here can manage PCOD assessment tests.
00:01:01Many PCOS women have to be on metformin.
00:01:04Then it can solve their problem.
00:01:06No, I don't agree in it.
00:01:07Because I have made many podcasts on PCOS and PCOD.
00:01:11Maybe.
00:01:42Hanupam, you are watching your favorite TV show binge-watching your favorite TV show.
00:01:47You are very excited to eat a pastry.
00:01:51This is midnight craving.
00:01:53Kunal, after the long day of office, you are enjoying Korean cream cheese.
00:01:58Now this is post-work craving.
00:02:01So Shaks, food is a feeling.
00:02:03And I have made this craving patterns.
00:02:06Hello Shaks, my name is Megha Sarayan and I am the founder of Moj.
00:02:12Moj is from Kolkata and it's a mood-based craving solution brand.
00:02:16Where we serve vegetarian cakes, desserts and savouries, a rich and indulgent menu.
00:02:22And our curated boxes like midnight craving box, glow-up boxes, mood boxes,
00:02:27we convert indulgence in a vibe.
00:02:30And Shaks, we have not built a bake from this.
00:02:33We have won 6,000,000 customers with our 5 cafe plus cloud kitchen outlet.
00:02:38And today, we want to cater these delicacies to India's craving economy.
00:02:42Which is why our ask is 1 crore for 4% equity.
00:02:48So Shaks, are you in a mood to indulge?
00:02:50Yeah, shall we start already?
00:02:54Is there any milk in this?
00:02:56Aman, Anupam and Kunal, you have cheese cake that has lactose, sugar, everything.
00:03:00The date walnut cake that's there is sugar free, gluten free, vegan and egg free.
00:03:08This is delicious.
00:03:09So where is the sweet test coming from?
00:03:11We have added dates.
00:03:12That's sugar replacement.
00:03:14And the chocolate is a substitute of maltilol.
00:03:17Maltilol is a glycemic index comparatively.
00:03:20And it tastes almost like sugar.
00:03:22But it's not harmful for you.
00:03:24It's healthier.
00:03:25Okay.
00:03:25So that's a Nutella cheesecake.
00:03:29Of course, is this a most aromatic?
00:03:30It's a high protein cheesecake.
00:03:32One jar has 30 grams of protein.
00:03:34And it's almost 500 calories.
00:03:36It is a meal replacement.
00:03:38This is made entirely with paneer and whey protein.
00:03:41Are you sure it's without egg?
00:03:44Yes, all the products are without egg.
00:03:45It's amazing.
00:03:46You can't make out.
00:03:48This is a baked cheesecake, right?
00:03:50Yeah, it's a New York baked cheesecake.
00:03:51Generally, it's either a lot of mousy or a lot of dense.
00:03:56Yes.
00:03:57This is just perfect.
00:03:58It's amazing.
00:03:59Thank you so much.
00:04:01What is this?
00:04:02It's a date walnut cake.
00:04:03It is made out of dates and it is made out of ragi.
00:04:06So it's gluten free as well.
00:04:07And instead of any milk products, we have added coconut milk for the cream.
00:04:12Those are dream ingredients from a healthier perspective.
00:04:16Yes.
00:04:16You've said that you've studied this for a long time.
00:04:20I found that very interesting.
00:04:21Tell me a little bit about this.
00:04:23So I've been in this business for the last seven years.
00:04:26So I've studied my sales pattern a lot.
00:04:29What are you ordering at the time of people?
00:04:31So for example, you're in stress.
00:04:33You're in stress and you'll eat something in front of us.
00:04:36It happens, right?
00:04:37For most of us.
00:04:38So that is a stress buster.
00:04:40Then when your friend is coming over to your home,
00:04:41you have to understand that you're sharing something with them.
00:04:44Which is why Moj.
00:04:45Mood plus Indulge.
00:04:46So basically, whatever mood you're in, you can indulge.
00:04:50But I feel like Moj was saying Moj.
00:04:52You're doing Moj.
00:04:53Exactly.
00:04:53That's it.
00:04:54Yeah, Moj's spelling is this.
00:04:56But it sounds happy.
00:04:58Tell me about your journey.
00:05:00Where did you study?
00:05:01How did you get into this?
00:05:02So I've been born and brought up in Kolkata.
00:05:04I was in the second year of my college.
00:05:05I was doing economics honors.
00:05:08I was 19 years old when I started this.
00:05:10I attended a school senior cake workshop.
00:05:13And then I thought,
00:05:14this is something that I can do to earn money.
00:05:18So that's when I made my first cake.
00:05:20Chocolate truffle cake for my friends and family.
00:05:22And somebody passed a fake compliment just like you do.
00:05:25You make a really good cake.
00:05:26You should try professionally.
00:05:28And at that time, Zomato was new in the city.
00:05:31So I had just onboarding requests.
00:05:33I came from college and I saw my phone ringing.
00:05:35And I had the order for chocolate truffle cake.
00:05:37That was the only item that was listed in my menu.
00:05:39Within a month, I thought that I have more opportunity in this.
00:05:44So I took a rented space.
00:05:46I hired some people from Facebook.
00:05:48I taught them the same flavor as I used to.
00:05:51So until that time, we had to order 15 to 20.
00:05:54I was preparing for my MBA exams also.
00:05:57But I was very sure I will go for MBA.
00:05:59Because if I had an IM call, then I would have to continue my business.
00:06:04But I didn't get an IM call.
00:06:06I got an IM Cozy Code.
00:06:07So I dropped.
00:06:09One second.
00:06:10We didn't have to come to listen to this.
00:06:12Yes.
00:06:13It was a financial issue.
00:06:16Which is why I knew that the money to give me, they have to take a loan through.
00:06:21So that was a bit of a problem.
00:06:23I was already earning decent.
00:06:26I thought that if I continue my business, I can make more in seven years' time while I'm in college.
00:06:30For the life-long education?
00:06:32For the life-long education, I think I have learned a lot in this business itself.
00:06:36It is amazing that you are running a business, you are giving a cat and IM may be.
00:06:44I have always been a good student throughout school.
00:06:46You know, I have just been fascinated by your logo.
00:06:50Because it has two eyes and a smiley face like this.
00:06:54And you know, these are the kind of things that you get to the gut instinct.
00:06:56So sometimes these are things that a business school cannot teach you.
00:06:59Yes.
00:07:00How many years have you been running this business?
00:07:02In 2021, I am in full-time business.
00:07:04Before that, I was managing my studies internship and studied with me.
00:07:08In the mix, I saw that there are savoury, that bun and sweet.
00:07:12So in your business, what percent is savoury versus sweet?
00:07:1680% is sweets.
00:07:1820% is savouries.
00:07:19It is one from our physical outlet.
00:07:21So right now, we are serving more through the physical outlet savouries.
00:07:24Where is the physical outlet and what was your logic behind choosing that location?
00:07:28My location is Sector 5 in Kolkata.
00:07:30That is a tech hub and all corporate offices are there.
00:07:35You do not have to call customers.
00:07:37They are always around.
00:07:38And my space is just 350 square feet.
00:07:40It is a very good turnaround time.
00:07:42If any customer comes, he sits at least 20 minutes.
00:07:45He eats a quick bite and goes away.
00:07:47My favourite dessert place is Cinnabin.
00:07:49You have heard of it.
00:07:50Cinnabin kitchen.
00:07:51Cinnabin which is in America.
00:07:53It's got like some 1500 outlets.
00:07:55They are always in crowded malls.
00:07:57And that smell of cinnamon draws you to that place.
00:08:01So you have cracked the location.
00:08:03Aroma and look and feel, give it some thought.
00:08:07Okay.
00:08:08Your business is generally based in Kolkata.
00:08:11Yes, we have four outlets in Kolkata.
00:08:13And one we have recently opened in Hyderabad.
00:08:16Why did you choose Hyderabad?
00:08:17One, Hyderabad is growing in terms of corporate audience.
00:08:21What do you want to target me?
00:08:22But you do post five corporate audience at home.
00:08:25In Hyderabad, you can see in corporate hubs 24 hours.
00:08:29And Hyderabad is a good centre.
00:08:31Bombay, Bangalore, Chennai.
00:08:32What do you want all around.
00:08:34What is the name of the cafe?
00:08:35On the go by Moj.
00:08:37Moj on the go.
00:08:40Because one brand is difficult to make a brand.
00:08:43It's very difficult to make a brand.
00:08:44But when we started it, I thought it was on the go.
00:08:47I understand your opinion as well.
00:08:49But on the go, because I wanted cafe to have a separate identity.
00:08:54Because whenever we search cafe, I don't want people to confuse it with a bakery.
00:08:59What is the average price?
00:09:02The AOV is around 450.
00:09:04450?
00:09:05Yes.
00:09:06And the other outlets, the AOV is above 500.
00:09:10Tell me the price of a brownie and a cheesecake.
00:09:12So, today's cheesecake is 150 rupees offline.
00:09:14First slice.
00:09:15And brownie?
00:09:16Brownie starts at 50 rupees.
00:09:17Oh, so you are much cheaper.
00:09:20What is the average selling price?
00:09:22The average selling price is around 600.
00:09:24Oh, okay.
00:09:25And from our small pastry items, the average selling price is around 200.
00:09:2950-50% split?
00:09:30Cakes and smaller items?
00:09:31No, cakes is just 25% of the total sales.
00:09:34So, ASP has come down to about 300?
00:09:36Yes.
00:09:38So many of these cheesecakes, bakery, dessert outlets have opened, cloud kitchens, offline.
00:09:44How do we think about our differentiation?
00:09:48Our differentiation is three.
00:09:50One, the fact that we are 100% eggless.
00:09:52That's one of our USPs.
00:09:55So, Pan India is thinking about scale.
00:09:58The second is we are trying to create a category.
00:10:00We are thinking about our moods, just like midnight saving box.
00:10:05Third thing is our operational USP.
00:10:07It is chef independent.
00:10:08It is totally SOP driven.
00:10:10Today, we have production in our 5 outlets.
00:10:12The quality is exactly the same.
00:10:14If I live in Kolkata and I go to a food delivery app and search for cheesecakes, I'm sure there
00:10:21will be many outlets.
00:10:22But in the top three, it will be my name.
00:10:24And what ratings are your?
00:10:254.5 across.
00:10:27Do you have any market share in Kolkata idea?
00:10:29I can just tell what market share I have on Zomato and Svegli.
00:10:33Yeah.
00:10:34Go, go, go.
00:10:34So, it was 0.1% when I checked last.
00:10:37On one side, you are saying that you are coming in the top three.
00:10:41But on the other hand, you are saying that your market share is only 0.1%
00:10:44No.
00:10:46Somewhere, this is not going to add up.
00:10:48Somehow, we are also unsure that the total number of orders are placed on Zomato or only
00:10:53in those city orders.
00:10:55In that city orders, it will be about 5,000 crores of these items.
00:11:02So, if it is not a category, that is not possible.
00:11:06Maybe that is the whole GMV of Kolkata.
00:11:08And that is your 0.1%.
00:11:11How many sales are coming from the cafe compared to home delivery?
00:11:17In total, there are 5 outlets.
00:11:18There are 4 cloud kitchens and 1 cafe.
00:11:2185% of the total entity sales is online through Zomato or Svegli.
00:11:25Which is why?
00:11:26Because now, cloud kitchens are more dominating for us.
00:11:29And since the cafe is 1, there are 15% of our total offline sales.
00:11:33Say sales and profit by year.
00:11:35Two years ago, our sales was 1.9 CR.
00:11:39This is FI 24?
00:11:40FI 24.
00:11:41Okay.
00:11:42Before 24, how was it going?
00:11:44Last seven years.
00:11:45This has been a constant.
00:11:47We have grown from 2x every year.
00:11:4918 lakhs, 36 lakhs, 80 lakhs, 1.9 CR, 2.5 CR last year.
00:11:55This year, we will close 5 crore.
00:11:57And you didn't tell us about your margins.
00:12:00What was the profit of 9 lakhs last year?
00:12:029 lakhs only?
00:12:03Yes, because we were spending a lot on the corporate.
00:12:06Corporate?
00:12:07We were spending a lot on the entity level.
00:12:09Why?
00:12:10Because we first worked as a traditional bakery.
00:12:13Then we built SOP, we built outlet level managers,
00:12:17we improved the brand level.
00:12:20We wanted to give the staff PF, SIC, Rent Pay, GSC.
00:12:24These structures have been cooperatized.
00:12:26We have a virtual CFO in place who helps us with the MIS.
00:12:31I started this all for two years.
00:12:34Why did you think that now I have to be compliant?
00:12:38You might think that I was joking,
00:12:40but I had to apply in Shark Tank two years ago.
00:12:44So, I thought that I should be clear on these things.
00:12:48So, I put it.
00:12:49That's a valid answer.
00:12:50Why do we think that we are joking?
00:12:52Shark Tank is changing Indian entrepreneurship.
00:12:54Shark Tank India has done a lot of show in our country.
00:12:59I like your clarity of thought.
00:13:01We have a lot of egged about business school and IM and all of that.
00:13:07But you just said firmness and clarity that no,
00:13:11I made the right decision and this is why.
00:13:13I really like that.
00:13:14Thank you so much.
00:13:15But I'll tell you, there's one fundamental issue.
00:13:17This sector has become attractive.
00:13:21Because when Thio Broma has been selling,
00:13:23and even Hungering,
00:13:24like the investment guy of VC,
00:13:28dessert as a category is really booming.
00:13:31But what is the reason why this sector is also cluttered?
00:13:35And in your case, when I look at it,
00:13:37a differentiator doesn't come to see it.
00:13:41Scalability is a little bit of a question mark.
00:13:43Exit for an investor for that reason,
00:13:45there is a doubt for me.
00:13:47And for that reason, today, I will be out.
00:13:51What will you do for 1 crore?
00:13:52My target is to open more outlets in Calcutta and Hyderabad.
00:13:57With 1 crore, it'll be 3 cafes.
00:13:59If I have to talk about a long-term vision,
00:14:02I want to replace the thought that what people can associate with cravings,
00:14:06that is moj.
00:14:07So it can be in multiple verticals,
00:14:09whether it is D2C or it's B2B or it is B2C.
00:14:13In all verticals, I want to be positioned myself as a cravings brand.
00:14:16If you have to go into so many distribution channels,
00:14:19then there will be nothing from 1 crore.
00:14:21I'm assuming that you haven't done the raise until now.
00:14:24No, it's done this year.
00:14:27How much?
00:14:2872 lakhs.
00:14:29Who did it?
00:14:30Two angel investors.
00:14:32And what was the valuation?
00:14:3310 crore valuation.
00:14:34How will you create GTM with so many products and so many distribution channels?
00:14:39It's like our Cloud Kitchen and Cafe hybrid model.
00:14:44In a way, your capex is less risk.
00:14:46So, whenever we go to a nice city, it is comparatively easier to take a call.
00:14:52Because I can just open one Cloud Kitchen alongside two cafes
00:14:55and it is easier for me to take the decision
00:14:58because maximum 50 lakhs we spend to test the market.
00:15:01Next, if the outlets start working,
00:15:03if it's a good football area,
00:15:04I will open more and more cafes.
00:15:06If I feel the area is not having a good football
00:15:08and it's driven by more online orders,
00:15:10then I will switch to just Cloud Kitchens.
00:15:12We have proof of both models.
00:15:15So, that is why we have...
00:15:17Actually, that's a brilliant approach, Megha.
00:15:19But people are doing it.
00:15:22One thing to tell me, Megha.
00:15:24Do you want to make three products?
00:15:25In terms of scale, yes.
00:15:27So, do you think that if they can make their acquisition,
00:15:30or I can make them?
00:15:31So, acquisition is not my dream.
00:15:33But making a brand is definitely one.
00:15:36You're not economics, please.
00:15:38So, our food cost,
00:15:39that is raw materials including the packaging cost,
00:15:42that is 35%.
00:15:4310% is approximately marketing cost.
00:15:45You have to spend on Zomato, Swiggy or even in retail.
00:15:48Because we have ads in Meta.
00:15:50And the commissions,
00:15:51which is our 30%,
00:15:53including the commissions, taxes,
00:15:56and the long distance fee,
00:15:57whatever the aggregator charges,
00:15:58the total is 30%.
00:16:00The rest is our margin per order
00:16:02that we spend on the operational expenses,
00:16:04like rent, salaries,
00:16:06accounting and legal expenses.
00:16:08I don't understand that this cafe break-and-mortar
00:16:11is not much in the sense that rentals are very high.
00:16:16I don't think this will be a long term.
00:16:20There is a lot of competition.
00:16:22And I also feel that you are saying that you are a vegetarian.
00:16:26I can...
00:16:27There are many brands that are vegetarian claims.
00:16:30I don't think this can be scaled.
00:16:33That's why I'm out.
00:16:36You are a very confident founder.
00:16:39And you have also made a profitable business.
00:16:42But what happens is that
00:16:43to entry in any large market is easy to enter.
00:16:47Differentiation is a bit difficult to create.
00:16:50So in this business,
00:16:51there is a long term differentiation distribution.
00:16:55So you can seamlessly manage multi-city operations.
00:16:59where based on the SOPs,
00:17:02all the places are consistent quality.
00:17:05Because now this has been started in business,
00:17:08to go to multi-city operations.
00:17:10For this reason, I am out of this.
00:17:15As an entrepreneur, you are very commendable.
00:17:18So I would invest perfectly.
00:17:21Because the industry is also good.
00:17:22I feel less than anywhere.
00:17:26Something is not complete.
00:17:28Like we reverse on the go,
00:17:30it's better.
00:17:31It's a common thing.
00:17:34Financials are a decision to open in Hyderabad.
00:17:37So I am not totally convinced.
00:17:39So unfortunately, I will be out.
00:17:42In Shark Tank,
00:17:44there are a lot of good founders.
00:17:47But exceptional founders are a little less.
00:17:50And I think you are one of the exceptional founders
00:17:52that I have met in terms of your commitment,
00:17:55long-term vision that you have taken.
00:17:58You have shown clarity by not doing your MBA.
00:18:02Oh, building a business is the best MBA in the world.
00:18:06And you showed that you have the ability
00:18:09to chart your own path.
00:18:12Thank you so much.
00:18:13I'll make you an offer.
00:18:14Okay.
00:18:16I will give you the one crore.
00:18:18But it's going to be a 10%.
00:18:22I just have to counter once.
00:18:24Because I am closing 5 crores for you.
00:18:27And the vision that I have,
00:18:28I believe this is easily a 100 crore business
00:18:30in the next four years.
00:18:32I don't think that I have more than,
00:18:35I think, 6-6.5%
00:18:38I will give you.
00:18:42You have to see this,
00:18:43that do you value my contribution on it?
00:18:48I really want to take this category
00:18:49and take it very excited.
00:18:51I will be the biggest spokesperson for you.
00:18:53But I need a lot of skin in the game.
00:18:55I know there's a lot of work.
00:18:56Out of respect for what you're building,
00:18:58I'll make it one crore for 9%.
00:19:00But it's fine enough.
00:19:02Tell me what you need to do.
00:19:09Okay.
00:19:09I'll take it.
00:19:10Deal done?
00:19:11It's more important that I scale.
00:19:13Good decision made.
00:19:14Deal done?
00:19:14Very good.
00:19:15Deal done.
00:19:15Alright.
00:19:16Let's do this.
00:19:22Thank you so much.
00:19:23Congratulations.
00:19:24Bye bye.
00:19:25Bye bye.
00:19:26I'm going to be a good one.
00:19:26Amin said it was bad.
00:19:28But I also understand that he can have his own viewpoint.
00:19:31But at the same time, I trust myself as well.
00:19:33In the presence of Anupam, I think I'll be able to incorporate tech in my business.
00:19:37He's an investor in a lot of business.
00:19:39So, those inputs will help me to scale pan in India.
00:19:43So, guys,
00:19:44come to the house.
00:19:44Be a home shark.
00:19:45Be a home shark.
00:19:46And you will be able to win a human shark.
00:19:47Shark's on the list, analyze the pitch, analyze your stakes, and predict your stakes.
00:19:51Download the Sony Live app now.
00:20:13Hello Sharks, let me show you what's in my wallet.
00:20:20MetroCard, bus pass, debit cards, office ID, cash, oh my god, how many cards are not required.
00:20:32Because we are here to introduce you to the world of Orbit card.
00:20:37One card for everything.
00:20:40Hello Sharks, I am Harsh Radhan and I am Khandwa.
00:20:43And I am Aman from Delhi.
00:20:44And I am Shikha Harda.
00:20:46And we are the founders of Orbit wallet.
00:20:50Orbit is such a smart commute card.
00:20:52With which you can travel anywhere from one tap.
00:20:57Metro or bus.
00:20:59In fact, not only transit.
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00:21:41Welcome to Shark Tank season 5.
00:21:45Orbit.
00:21:46Orbit.
00:22:12Orbit.
00:22:13I am a sales sales and business development guy.
00:22:14I knew Shikha all along through mutual parties and all.
00:22:18Khaman and me met in 2016 in the college dorm.
00:22:21Which college did you?
00:22:23We were from DIT, Dhehradul.
00:22:25Okay.
00:22:26I graduated in 2019.
00:22:27I did my engineering and computer science.
00:22:29Orbit.
00:22:30How did you get started?
00:22:30So, while working in the fintech, we were looking at some products in the fintech.
00:22:36We were already making prepaid cards and trade cards.
00:22:38Which company were you making?
00:22:40I was making an A&Q Finance.
00:22:41How many companies did you work?
00:22:43So, I worked for three companies primarily.
00:22:45How many years?
00:22:46Five years.
00:22:46So, I always joined the company as their primary employee.
00:22:50Or the first founding team.
00:22:51Or the first employee.
00:22:51Why did you leave so many startups?
00:22:54I was in the college.
00:22:56We had to do something together with a startup.
00:22:58We moved to Bangalore.
00:22:59In Bangalore, we decided why don't we join early in a startup only?
00:23:02Because it gives me control.
00:23:04I am looking at the whole product.
00:23:05I am hiring.
00:23:06I am looking at the sales.
00:23:08It's a lot to me.
00:23:09It's a lot to me.
00:23:10It's a lot to me.
00:23:10It's a lot to me.
00:23:12It's a lot to me.
00:23:13Second, a very important factor is
00:23:15when you are a generalist,
00:23:17starting at one and a half,
00:23:18you are a hero in the company.
00:23:19And when you look at the product,
00:23:21then you have to hire a guy who is a senior than you.
00:23:24I love it.
00:23:25So, obviously, 0 to 1, 1 to 10.
00:23:26I love it.
00:23:27But at 10 times, I don't even know.
00:23:29You know that instead of carrying multiple cards,
00:23:31you carry one card for transportation.
00:23:33So, tell customer journey.
00:23:35Why don't we walk to the demo?
00:23:36Please.
00:23:38So, this is the home screen of our application.
00:23:41If a user wants to take an Orbit card,
00:23:43they need to download our app from Play Store and App Store.
00:23:46Right.
00:23:47After downloading the app,
00:23:48the user can use their phone and OTP
00:23:50to set up the account.
00:23:51After setting up the account,
00:23:53the user can use their Aadhaar card
00:23:54or PAN card with Min KYC
00:23:55and the user can take a virtual card.
00:23:58Okay.
00:23:59The virtual card can physically
00:24:00be delivered on their address.
00:24:03Both options.
00:24:04Correct.
00:24:05In card details,
00:24:06we show two balances and two wallets here.
00:24:09One is the prepaid wallet.
00:24:12The prepaid wallet is our normal retail payments.
00:24:16Where is Rupae?
00:24:17This is Rupae Powered.
00:24:18Correct.
00:24:19The NCMC balance is specifically
00:24:20our metro and bus transactions.
00:24:23So, why are both interoperable?
00:24:25Because it is easy to have a balance.
00:24:28I have a wallet and a balance.
00:24:30I have to use it in Metro.
00:24:32I have to buy coffee.
00:24:32I have bought it.
00:24:33I have bought it.
00:24:34You can see the prepaid balance.
00:24:36This is your virtual balance.
00:24:37It's a bank account
00:24:37or a prepaid wallet.
00:24:39Okay.
00:24:39When you tap on a post machine
00:24:40or retail shop,
00:24:42you go to the server and ask
00:24:43if the balance is yes or no
00:24:44and the transition is complete.
00:24:47But Metro systems are designed
00:24:48way differently.
00:24:49When you tap on Metro counter
00:24:51you don't have internet.
00:24:53The machine asks
00:24:54if there is balance
00:24:54yes or entry in.
00:24:56When you exit
00:24:56it again deducts
00:24:58and re-write the balance.
00:24:59It's like an open loop
00:25:00stored value balance.
00:25:01So, you have to keep two balances.
00:25:02Yes.
00:25:03Got it.
00:25:04When the wallet is in mobile,
00:25:06we can't upload the balance
00:25:06in NCMC's balance.
00:25:09Like a PTM
00:25:10or a phone.
00:25:11Why would I not do that?
00:25:12No, that is not possible.
00:25:13Why?
00:25:14The NCMC
00:25:15doesn't have a direct merge
00:25:16in the wallet.
00:25:17It will tap in.
00:25:18The last year
00:25:19the company came 7.
00:25:20Yes.
00:25:20The company was showing
00:25:21in India.
00:25:23That is the same thing.
00:25:24Now the approval is
00:25:25and the RBI says
00:25:26that we can do it
00:25:27in this also.
00:25:28Yes.
00:25:30So, among that
00:25:31there are two things.
00:25:32One is the primary balance.
00:25:34You can secure
00:25:35any type of card
00:25:36on your phone
00:25:37and tap and pay.
00:25:39The payment is only
00:25:41for online
00:25:41and offline shopping.
00:25:43NCMC
00:25:44has different technology
00:25:45and different products.
00:25:47To bring the rings,
00:25:48to the card,
00:25:49to the watch
00:25:50is a different thing.
00:25:52When you're talking
00:25:53on the phone,
00:25:54the game is different.
00:25:55It is called
00:25:55card on device tokenization.
00:25:57Which is a completely
00:25:58different thing
00:25:59than any wearable
00:26:01or a car.
00:26:01Okay, okay.
00:26:02Tell us about that.
00:26:04So, now we are working
00:26:05on this.
00:26:06We will tokenize the card
00:26:07in your phone.
00:26:09After tokenize the card
00:26:10after you tap
00:26:11your phone
00:26:11with Metro, Bus
00:26:13or anywhere.
00:26:14That's just a security feature.
00:26:16Technically,
00:26:17we are understanding
00:26:17a little bit.
00:26:18But from a user perspective,
00:26:19if you look at it,
00:26:20you need to tap
00:26:21and do your work.
00:26:23Then you have a ring,
00:26:24watch, card,
00:26:25it depends on
00:26:25everybody's personal
00:26:26convenience.
00:26:27True, true sir.
00:26:28What is your preference?
00:26:34What is that?
00:26:35Yes.
00:26:35The most important feature
00:26:37is tap and pay
00:26:38it's not easy to do.
00:26:40We have only one year
00:26:41only approval
00:26:42that we can do.
00:26:43You get approval?
00:26:44Yes.
00:26:44We are the only company
00:26:45to get approval.
00:26:47It will take us
00:26:47another six to seven months.
00:26:49Arsh, you said
00:26:49you are the only company
00:26:50to get this approval.
00:26:52We are, I think,
00:26:53there are only two companies
00:26:54to get the approval.
00:26:55Okay, we only said two.
00:26:57Who is the other company?
00:26:59Google.
00:27:02Google has taken license
00:27:04and they will also take
00:27:04Paytm.
00:27:05Absolutely.
00:27:06So, is it finished
00:27:07your business?
00:27:08No.
00:27:08Why?
00:27:09We have created
00:27:10Paytm.
00:27:11We have created
00:27:11Paytm.
00:27:11But the regulatory framework
00:27:13issue has completely
00:27:14stopped.
00:27:15Second thing,
00:27:16when we talk about
00:27:17Google,
00:27:18Google never has
00:27:19a card.
00:27:21Google is already
00:27:22tap and pay
00:27:23from 2017.
00:27:25Today,
00:27:25we don't have
00:27:26discoverability in India.
00:27:27Today,
00:27:28we don't know
00:27:29that Google
00:27:29has an option
00:27:30to secure
00:27:31and tap and pay.
00:27:32can be done.
00:27:33Yet, that is only one
00:27:34ad campaign away
00:27:35and everyone knows.
00:27:37Ad campaign,
00:27:38Google is running
00:27:39and MasterCard is running
00:27:40and that is why
00:27:41Google is running.
00:27:42Listen, listen.
00:27:44I think
00:27:44this feeling is coming
00:27:45that you have
00:27:46to understand
00:27:46that there is not
00:27:49You are just first
00:27:50to market
00:27:50and you want to capitalize
00:27:52on it.
00:27:53But for that,
00:27:54you need large amounts
00:27:55of capital
00:27:55and large amounts
00:27:56of capability.
00:27:58In India,
00:27:59tap and pay
00:28:00generally
00:28:00is running
00:28:01not because Google.
00:28:02Why is it running
00:28:03because Indians
00:28:04are used to the
00:28:04UPI QR code
00:28:07because today
00:28:08we are still in control.
00:28:09When you scan
00:28:09QR code
00:28:10that is in your control.
00:28:11When you tap
00:28:12and go,
00:28:12you feel a little
00:28:13out of control.
00:28:14So,
00:28:15there will be time
00:28:15in that habit formation.
00:28:18But they are not
00:28:19going to wait.
00:28:20They will take the market
00:28:21and leave them
00:28:22for you.
00:28:23and leave them.
00:28:24We believe
00:28:25that in India
00:28:26will stay long
00:28:27for a long time.
00:28:28Physical cards?
00:28:29Physical cards.
00:28:30Let me tell you
00:28:30a simple number.
00:28:32In India,
00:28:32in today's history,
00:28:335 crore people
00:28:34use daily public transport.
00:28:36Now,
00:28:37let's talk about
00:28:37metro.
00:28:38In India,
00:28:391 crore-10 lakh people
00:28:40use daily metro.
00:28:411 crore-10 lakh people
00:28:43use bifurcation
00:28:44then you will see
00:28:4472% to 75%
00:28:46of users
00:28:47use card
00:28:48as their primary mode
00:28:49of payment.
00:28:49Which card?
00:28:51Closed group cards.
00:28:52In Mumbai,
00:28:53I take an example.
00:28:54In Mumbai,
00:28:55one of the other
00:28:57three metro lines
00:28:58is one of the best
00:28:59one of the other
00:29:01Our card
00:29:02is three lines
00:29:02and four metro lines
00:29:04and one of the bus.
00:29:05But this card
00:29:06is not unique for your company.
00:29:08Yes.
00:29:10No one can remove it.
00:29:12The answer is yes.
00:29:13Yes.
00:29:13The first time
00:29:14talked about it.
00:29:15Yes.
00:29:15The answer is yes.
00:29:16The cards will dominate
00:29:18in the space.
00:29:19Why dominate?
00:29:20Because we are
00:29:21very early mover
00:29:21and we are growing
00:29:22very fast.
00:29:23Boss,
00:29:23it gives you an advantage
00:29:26but you can see
00:29:27in many industries
00:29:28Facebook is not the first
00:29:30social media.
00:29:31Yes.
00:29:32How do you compound the first mover?
00:29:34Yes.
00:29:35But Anupam,
00:29:36proof is in the onboarding.
00:29:38Exactly.
00:29:38How many people
00:29:38did you onboard?
00:29:40We have sold 22,000
00:29:41cards.
00:29:42That's how much?
00:29:43We have launched
00:29:45the first pilot
00:29:45in January.
00:29:47What does it mean?
00:29:49What does it mean?
00:29:50These are physical cards
00:29:51in the market.
00:29:52And how many people
00:29:53are taking virtual?
00:29:54There are 55,000 total customers.
00:29:56There are 25,000 people
00:29:57who have a card.
00:29:59How much?
00:30:001500.
00:30:01What is the revenue model?
00:30:03Do you have some
00:30:04interchange?
00:30:05When customers spend
00:30:06online or offline
00:30:07we have 2%
00:30:08and when customers spend
00:30:09on transit payments
00:30:10we have 0.58%.
00:30:12So then it's very clear
00:30:13that your money is
00:30:14made in general wallet.
00:30:160.58 is a hook
00:30:18to get customers
00:30:19that we have something
00:30:20different.
00:30:20But your actual
00:30:21money, business,
00:30:22monetization profit
00:30:23is going to be 2%
00:30:24which is a general wallet.
00:30:26Not necessary.
00:30:26If it's more volume
00:30:27then it's going to be
00:30:28more than that.
00:30:29Actually over the time
00:30:30yes.
00:30:31Over the time yes.
00:30:33So yes
00:30:33I'm talking about
00:30:33everything.
00:30:35Do you make money?
00:30:37We will make money
00:30:38primarily
00:30:38transit.
00:30:39Prepaid
00:30:40UPI
00:30:41kills it.
00:30:42Because
00:30:43you don't have money
00:30:43added.
00:30:45How much of your total
00:30:47balance is on wallets?
00:30:48Not on NCMC?
00:30:49Last month
00:30:50we had 62,000,000
00:30:51but if you
00:30:53see
00:30:53we have 58,000,000
00:30:54rupees spent.
00:30:55So over the time
00:30:56NCMC is included?
00:30:58Yes
00:30:58NCMC is actually included.
00:31:00I'm talking about
00:31:00non-NCMC
00:31:01I don't have a number
00:31:02now.
00:31:02Why?
00:31:03I don't have a number
00:31:04of non-NC prepaid
00:31:04load.
00:31:05How much balance
00:31:06is in the wallet?
00:31:08How much money
00:31:09was spent last month
00:31:10non-NCMC?
00:31:1118,000,000.
00:31:1258,000,000
00:31:13that was spent
00:31:1440,000,000
00:31:15in NCMC
00:31:16and 18,000,000
00:31:18non-NC.
00:31:19Right.
00:31:21How much are your
00:31:22transactions in daily?
00:31:235,800,000 to 6,000,000.
00:31:25But if you look weekly
00:31:25active, it will be
00:31:269,000,000.
00:31:27Why?
00:31:27Just that much?
00:31:28It's a commute card.
00:31:29Yes.
00:31:29So it's going to happen
00:31:30that every customer
00:31:31doesn't use daily.
00:31:31I'm not talking about
00:31:33You're very confused.
00:31:35Leave it daily.
00:31:37Right?
00:31:37Because we can argue
00:31:39that people don't go to
00:31:39three days.
00:31:40We take it weekly.
00:31:42Okay.
00:31:43Why is your weekly
00:31:43only 9,000?
00:31:45Yes.
00:31:45When it is a commuter card?
00:31:47Yes.
00:31:48Yes, yes.
00:31:49What are you doing?
00:31:509,000 users
00:31:52and now it's the number
00:31:53of our number.
00:31:55How many of your
00:31:56cards have
00:31:57with non-zero balance?
00:31:59I think
00:32:01You should know
00:32:01this number
00:32:05Guys, guys,
00:32:06I'm out.
00:32:06I'm out.
00:32:11Our 21,000 card
00:32:12has a balance.
00:32:13You don't know
00:32:14your numbers.
00:32:15You don't know
00:32:15your number.
00:32:17Listen to me.
00:32:21It's not an idea.
00:32:22It's not an idea.
00:32:2221,000 card.
00:32:23I'm actually confused
00:32:24that it's non-zero.
00:32:25I'm asking
00:32:27I have no idea
00:32:28what you guys are talking about.
00:32:30Okay.
00:32:30This business
00:32:31is not fundable.
00:32:34It's not even a business.
00:32:36If you try
00:32:36anything or anything,
00:32:37you try
00:32:37to make something.
00:32:39It won't happen.
00:32:43Your biggest challenge
00:32:44right now,
00:32:45where you don't have clarity.
00:32:47In this first year,
00:32:48how will you acquire
00:32:49those 5 crore travelers?
00:32:51One minute.
00:32:52Second,
00:32:53your wallet.
00:32:55Yes.
00:32:55There, you have not told me
00:32:56that my biggest competition
00:32:58is UPI.
00:32:58So, how will you as a prepaid card
00:33:00compete with UPI?
00:33:02What is your GTM?
00:33:02You're not able to explain it.
00:33:05Because they can't.
00:33:08The bone of execution,
00:33:10rigor and clarity
00:33:12is not coming.
00:33:13And for that reason,
00:33:14I'm out.
00:33:14Please work on it.
00:33:17Already,
00:33:18there are so many apps
00:33:19that have so many distribution
00:33:22on the phone
00:33:23and on Google.
00:33:24Why do you become a B2B2C provider?
00:33:27Why don't you give a plug-and-play
00:33:29capability
00:33:30to give these apps
00:33:32which have already
00:33:33massive distribution?
00:33:36Not that you have
00:33:37made a distribution
00:33:37because it will
00:33:39be thousands of crores
00:33:40that I have heard
00:33:43It will feel
00:33:44ordinary effort.
00:33:46And ordinary efforts
00:33:48never create an extraordinary
00:33:50outcome.
00:33:54Today, I wish you all the best.
00:33:59I will tell you something.
00:34:01We missed a very important
00:34:02pointer.
00:34:03You are watching
00:34:04these two parts.
00:34:05The blue ones.
00:34:06So, one very big milestone
00:34:08that we have cracked this year
00:34:09is that we have partnered
00:34:11with MTC Chennai
00:34:13where our cards
00:34:16will be placed in
00:34:166,000 conductors
00:34:17and will be placed
00:34:18in 3,000 buses.
00:34:21And we just launched
00:34:22it in Chennai
00:34:24literally 15-20 days ago
00:34:26where their transport
00:34:27minister, MLA's
00:34:28and the secretary
00:34:29have launched our cards
00:34:30there.
00:34:31So, we are getting
00:34:32this entire network
00:34:33to ourselves.
00:34:35In the next 6 months,
00:34:38we are going to distribute
00:34:39the cards.
00:34:40The best thing that we have done,
00:34:41we have simplified
00:34:42their onboarding.
00:34:42We have simplified it.
00:34:45You will see the QR
00:34:47and you will scan the QR
00:34:49directly directly
00:34:50and you will go on board.
00:34:51And to be honest,
00:34:52our competition
00:34:54you are talking about
00:34:54phone, Paytm,
00:34:56Google,
00:34:57but our actual competition
00:34:59is now
00:35:00Airtel and SBI.
00:35:02Intel or SBI
00:35:03why?
00:35:03She has a NCMC card
00:35:04with us.
00:35:05Harsh, you should let her
00:35:07speak next time.
00:35:07Yes, definitely.
00:35:09She is acing it.
00:35:11Why we are also not
00:35:12giving you out all the numbers
00:35:14very well.
00:35:14We are now pre-revenue.
00:35:17And our distribution
00:35:18will be operator-led
00:35:20distribution
00:35:21rather than user-led
00:35:22distribution.
00:35:23Because the ticket
00:35:24will also get
00:35:25from the counters.
00:35:25You are doing
00:35:27She is doing a lot.
00:35:28Amazing.
00:35:29You brought me back.
00:35:30You go girl.
00:35:32Is the train
00:35:33coming back?
00:35:34No, no, no.
00:35:36NCPI is going
00:35:36fine.
00:35:37In FinTech
00:35:38it is difficult
00:35:39that we have
00:35:40made the product
00:35:40in six months
00:35:41that we have sorted
00:35:43and that we have
00:35:44sorted in the market
00:35:45that we have
00:35:46as soon as possible.
00:35:47Because we also know
00:35:48that other companies
00:35:49who are trying
00:35:49are not going
00:35:51to happen.
00:35:52Second pointer
00:35:53is that you see
00:35:54yellow card.
00:35:56Okay?
00:35:56That is our
00:35:57another partnership.
00:35:58Now you leave
00:35:58all of these.
00:35:5922,000 cards.
00:36:01Okay?
00:36:02Now you listen
00:36:03further.
00:36:04Leave it.
00:36:06Leave it.
00:36:07Yellow card.
00:36:08Okay?
00:36:09It is an
00:36:09association of electronic
00:36:09city.
00:36:11We have won
00:36:12a grant
00:36:13a few months ago.
00:36:1525,000,000
00:36:16equity-free grant.
00:36:17What did we get?
00:36:19There are
00:36:191.500,000
00:36:20companies
00:36:21and 1.500,000
00:36:22employees.
00:36:23We have
00:36:24done this
00:36:24pilot run.
00:36:25Via the
00:36:26corporate route.
00:36:27And these
00:36:28are our
00:36:29distribution channels.
00:36:30Shikha,
00:36:32you explained
00:36:32what we all
00:36:34wanted to ask.
00:36:35Actually,
00:36:36you cleared it.
00:36:37But
00:36:38the compliance
00:36:40problem
00:36:40you are
00:36:41solving it.
00:36:43The other
00:36:44companies
00:36:45are scared
00:36:45to solve it.
00:36:47But
00:36:47it's
00:36:49a very early
00:36:50stage.
00:36:51that's
00:36:51why
00:36:51I'm out.
00:36:54good.
00:36:55what you said.
00:36:57When you go to
00:36:57a start-up,
00:36:58you get to be a
00:36:59generalist.
00:37:00You get to learn
00:37:0110 seasons.
00:37:02And when you grow up,
00:37:04you get to be a specialist.
00:37:04We have
00:37:05done this in our
00:37:05company.
00:37:06That's a very
00:37:07mature thinking.
00:37:08Start-ups
00:37:09run faster.
00:37:12When
00:37:13big companies
00:37:13run faster,
00:37:14run faster.
00:37:15I can't run faster.
00:37:16This card
00:37:17is written
00:37:17from MTC.
00:37:19That's the skill
00:37:19that's the biggest
00:37:20skill.
00:37:21Before coming,
00:37:22you need to take
00:37:23those cards.
00:37:27I think
00:37:28you will do it.
00:37:28I'll give you an offer.
00:37:33I want 50 lakhs
00:37:34for 5%.
00:37:39and I'm just betting on
00:37:42Shikha plus her
00:37:43two team members.
00:37:48So,
00:37:49I have a counter.
00:37:53Somewhere around 2-2.5%
00:37:55is what
00:37:56looks feasible.
00:37:56Make a firm counter.
00:37:5750 lakhs for?
00:37:592%.
00:38:04I need 5%
00:38:05if you want to take
00:38:0750 lakhs
00:38:07for 50 lakhs,
00:38:0860 lakhs.
00:38:11He's giving you
00:38:1260 lakhs for 5%.
00:38:13Tell me.
00:38:14Would you do it
00:38:15a crore?
00:38:16No.
00:38:18Don't
00:38:18think that
00:38:19I'll give you 50
00:38:20I've given you 50.
00:38:22Can you at least
00:38:23come at 4%?
00:38:24Can you at least
00:38:24some middle ground?
00:38:2860 lakhs,
00:38:294%.
00:38:34Yes.
00:38:35Deal done.
00:38:36Congrats, guys.
00:38:37You got a deal.
00:38:39Good job.
00:38:40So,
00:38:41I'll do it.
00:38:47Okay.
00:38:48Thank you, guys.
00:38:50We have never seen Shikha
00:38:51talking something like that.
00:38:53So, that was, I think,
00:38:54the highest point.
00:38:54So, it was important that
00:38:55we have already done.
00:38:56our distribution
00:38:58we have cracked
00:38:58with each other operators
00:39:00and talk about it.
00:39:02And I think that's where
00:39:03Aman saw the value
00:39:04and he came in.
00:39:27The Daily Canva Report.
00:39:44The pictures,
00:39:44hope, and ideas
00:39:45have come.
00:39:46The sharks have come.
00:39:47The sharks have come.
00:39:48And I'm also coming.
00:39:49Take this show for you.
00:39:51Welcome to Shark Tank India.
00:39:52Co-Presented by Canva and Oppo.
00:39:54Co-Powered by Lahori Zira
00:39:55and Crunchyroll.
00:39:57Partners,
00:39:58Rezone Solar,
00:39:59Fixed Dharma,
00:40:00Phone Pay Payment Gateway,
00:40:01White Gold
00:40:02and Sophie.
00:40:03Welcome to Beyond the Tank.
00:40:05In the past four seasons,
00:40:07Sharks saw 771 pitches
00:40:09in which 361 deals
00:40:12closed.
00:40:12And nearly 300 crore capital
00:40:15deployed in total.
00:40:17So, in season 1,
00:40:19when Shark Tank came to India,
00:40:20there was no one knew
00:40:22what are startups in India.
00:40:25It was just the introduction
00:40:26to the concept.
00:40:27So, the companies came.
00:40:28They were very early stages
00:40:29in this period.
00:40:31In their early years.
00:40:33But as Shark Tank evolved,
00:40:36India's start-up ecosystem evolved.
00:40:38This has all changed.
00:40:39You know,
00:40:40top of the mind,
00:40:41when we talk about investments
00:40:41we always remember
00:40:43what is used at home.
00:40:44And that's Co-Paro.
00:40:47We are making
00:40:48without any harmful chemicals
00:40:50cleaning products.
00:40:51Which are eco-friendly,
00:40:52pet-safe
00:40:53and child-safe.
00:40:55Simply Salad.
00:40:56The Simply Salad
00:40:57is a cloud kitchen
00:40:59which delivers all kinds
00:40:59healthy, tasty
00:41:00and creative salads
00:41:01at home.
00:41:04And of course,
00:41:05Perfora.
00:41:06We have introduced
00:41:07India's first
00:41:08made-safe
00:41:09certified toothpaste
00:41:10which is made
00:41:12effective ingredients
00:41:13and natural flavor.
00:41:13made.
00:41:15There was a quick commerce
00:41:16opportunity
00:41:16which Perfora
00:41:18explored.
00:41:20Perfora's purple
00:41:22toothpaste
00:41:22for teeth
00:41:23white teeth.
00:41:24This is the first
00:41:26innovative product
00:41:28in India.
00:41:29And the largest
00:41:31toothpaste brand
00:41:33in the world
00:41:34copied it.
00:41:36Ditto!
00:41:38Imitation
00:41:39is the best
00:41:40form of flattery.
00:41:40increase.
00:41:42Perfora's daily
00:41:43orders
00:41:43have reached
00:41:45300-6,000
00:41:46in India
00:41:47and its
00:41:48AMR
00:41:48has become
00:41:491 crore
00:41:49to 6 crore.
00:41:51We have fulfilled
00:41:5335,000
00:41:55orders in a cloud kitchen.
00:41:56Wow!
00:41:56Simply Salad
00:41:59heavily
00:42:00subscription
00:42:01rely
00:42:01so I suggested
00:42:03that you
00:42:04forget
00:42:04to focus
00:42:06on selling
00:42:07individual
00:42:08salad packs.
00:42:11Simply Salad
00:42:13average
00:42:13order value
00:42:14is
00:42:15$125,000
00:42:16$230,000
00:42:18and its
00:42:18ARR
00:42:19is
00:42:19$53,000
00:42:20$2.1 crore.
00:42:26So good to see you.
00:42:28How are you?
00:42:29Very good.
00:42:30Shark Tank
00:42:30one of the
00:42:32most
00:42:32ladai
00:42:33deal
00:42:34Koparo
00:42:35exceptional founder
00:42:37category
00:42:37$3 crore
00:42:38for Aditha
00:42:39big dialogue
00:42:41$70,000
00:42:42for 1%.
00:42:43Tell me
00:42:43about deal
00:42:44or not?
00:42:45Deal
00:42:45and Aman.
00:42:47Thank you!
00:42:49We didn't get out.
00:42:50Do you want to hear our offer?
00:42:51No, sorry.
00:42:52Sorry.
00:42:53Remember
00:42:54we had talked a lot
00:42:55so at that time
00:42:56we said that
00:42:56we will not focus
00:42:57on Dilute.
00:42:59You helped me
00:42:59in two big channels
00:43:02you know
00:43:02helped me.
00:43:03Your approach
00:43:04is really working out.
00:43:06In this category
00:43:07credibility
00:43:08is very important
00:43:09because mainly
00:43:10the players
00:43:11are big companies.
00:43:13So we discussed
00:43:14why not
00:43:15try to make
00:43:15a founder-led narrative
00:43:16and
00:43:18it has resonated.
00:43:19All the best
00:43:20and
00:43:20very very excited
00:43:22about
00:43:23taking this company
00:43:23eventually public.
00:43:25Koparo
00:43:26ka Ibidda
00:43:26minus 35%
00:43:28se hua
00:43:28minus 9%
00:43:30aur MRR
00:43:3170 lakh se
00:43:32badha
00:43:325 crores.
00:43:34Mere leen
00:43:34Shark Tank India
00:43:35investments
00:43:36are not just
00:43:37about the revenue
00:43:38or the profit.
00:43:38They are also about
00:43:39building the nation.
00:44:01Sharks!
00:44:02Think about
00:44:03a 28-year-old
00:44:04girl who is
00:44:05growing up
00:44:05with her hair.
00:44:07Sharks!
00:44:08She is growing up
00:44:08with her weight.
00:44:08her period
00:44:10cycle
00:44:10is also irregular.
00:44:12Her facial hair
00:44:13plus fatigue
00:44:14is a daily struggle.
00:44:16But
00:44:17the biggest question
00:44:18is why
00:44:19the answer is
00:44:21PCOD
00:44:21and
00:44:22PCOS.
00:44:23Sharks!
00:44:23In India
00:44:24today,
00:44:24every five months
00:44:26are passing
00:44:26with PCOD
00:44:27and PCOS
00:44:28as hormonal
00:44:29imbalances.
00:44:31But
00:44:32the biggest problem
00:44:32is that they don't know
00:44:34that they have
00:44:35PCOD
00:44:35or PCOS
00:44:36or they don't know
00:44:37how to manage it.
00:44:41So,
00:44:41today
00:44:42we have
00:44:42three boys
00:44:44here
00:44:44to empower
00:44:45Indian women
00:44:45with such a application
00:44:48which they always deserve.
00:44:50Hello, Sharks!
00:44:52Our name is
00:44:53Gaurav Dua,
00:44:53Arpit Tiaagi,
00:44:54Lakshir Oila.
00:44:56We are the founder of
00:44:57Hoffwit application
00:44:58which is a full-stack
00:44:59hormonal health ecosystem
00:45:01here.
00:45:03We can lock the symptoms
00:45:03with our periods
00:45:04with our periods
00:45:04to track their
00:45:04symptoms.
00:45:06We can manage it
00:45:06with PCOD assessment
00:45:07and manage it.
00:45:10Everything
00:45:11is just one
00:45:11application.
00:45:13Sharks!
00:45:14In 2024
00:45:15we have
00:45:16insights
00:45:16and pivoted
00:45:18with the
00:45:1950,000,000
00:45:20of the month
00:45:21of Hoffwit.
00:45:22And for this
00:45:23trust
00:45:23to reach all
00:45:24the month
00:45:24of the month
00:45:24today
00:45:25we have
00:45:2675,000,000
00:45:27for 1.5%
00:45:29equity.
00:45:30Sharks!
00:45:31Invest in
00:45:32India's
00:45:32hormonal
00:45:33balance
00:45:33and fitness
00:45:34Invest in
00:45:35Hopfit.
00:45:37This is a very
00:45:38naive story.
00:45:40I expected
00:45:42for a PCOS
00:45:43solution
00:45:43or PCOD
00:45:44a woman founder
00:45:46would be the
00:45:46ideal person.
00:45:48But you
00:45:48three boys
00:45:49I think
00:45:50that maybe
00:45:51won't get married.
00:45:52Who won't get married.
00:45:53Who won't get married.
00:45:54And your girlfriend
00:45:55won't get married.
00:46:00So what happened?
00:46:01How did you guys
00:46:02figure this?
00:46:03What's your journey been?
00:46:05We are three
00:46:05childhood friends.
00:46:06Okay.
00:46:07I met Lakshe
00:46:08in seventh class.
00:46:10And then I met
00:46:10in 2014
00:46:11at the time of graduation.
00:46:13In 2020
00:46:14when we met
00:46:15COVID-19
00:46:16we had to do
00:46:18something
00:46:19with us.
00:46:20We thought
00:46:21that people
00:46:21are empty
00:46:21because they
00:46:23help them
00:46:24to be productive.
00:46:25That's where
00:46:26our idea started.
00:46:27It's called
00:46:28Hobbit.
00:46:30We helped
00:46:30through Hobbit
00:46:32but we had
00:46:34five
00:46:34hobbies
00:46:34categories.
00:46:35Dance,
00:46:36cooking,
00:46:36art and cup,
00:46:37music.
00:46:37The company's name
00:46:38is Hobbit.
00:46:39Yes.
00:46:40Hobbit
00:46:40because his vision
00:46:42was Hobbies
00:46:42and just do it.
00:46:44And now
00:46:44Hobbit
00:46:45and his vision
00:46:46is Hormonal
00:46:47Balance
00:46:47and Fitness.
00:46:48Man,
00:46:49it's a different
00:46:50level.
00:46:52It's a different
00:46:54level.
00:46:55So,
00:46:55we've run
00:46:57the Hobbit
00:46:57platform for
00:46:58but it's only
00:46:59women
00:46:59and it was
00:47:01a special thing
00:47:01that our
00:47:02platform
00:47:02was dance
00:47:04based
00:47:04fitness classes.
00:47:06Then,
00:47:06we thought
00:47:07that when
00:47:07our business
00:47:08is generated
00:47:08from fitness
00:47:09that's
00:47:10only
00:47:10women.
00:47:11Why
00:47:11do we pivot
00:47:12it?
00:47:12So,
00:47:13there
00:47:13we studied
00:47:13market
00:47:14and we learned
00:47:15a lot
00:47:17of
00:47:17fitness applications.
00:47:19But
00:47:19for women
00:47:22we didn't work
00:47:24on a PCOS
00:47:32and a PCOS
00:47:32and a PCOS
00:47:33and a PCOS
00:47:33and a PCOS
00:47:33and a PCOS
00:47:33and a PCOS
00:47:33and a PCOS
00:47:33and a PCOS
00:47:35and a PCOS
00:47:35and a PCOS
00:47:40So,
00:47:41it's a tracking tool
00:47:43where you can track
00:47:44your periods
00:47:44and you can lock
00:47:46your symptoms
00:47:47but that's not
00:47:47the opportunity
00:47:48to reverse
00:47:49or manage
00:47:51the same application
00:47:52through.
00:47:53Our product
00:47:54is a tracking tool
00:47:55but it's a full stack
00:47:56ecosystem.
00:47:57If you can give me
00:47:58a chance,
00:47:58let me show you
00:47:59through the demo
00:48:00through your platform.
00:48:01Please!
00:48:05So,
00:48:05I'm
00:48:05I'll give the product demonstration with Priyanka name.
00:48:08This is a real user.
00:48:10Yes.
00:48:11Their period cycle was irregular.
00:48:13Along with their weight gain,
00:48:15but they didn't understand why it was going to happen.
00:48:18Then they downloaded the HopFit application from the Play Store and App Store.
00:48:22They downloaded the HopFit case first in the freemium module,
00:48:26which is called WeCare.
00:48:27Everything is free here.
00:48:29When they locked their previous cycles,
00:48:33they realized that their cycle length is for 37 days.
00:48:39After they locked their symptoms,
00:48:42our powerful AI tool,
00:48:44Eva told them what the impact of their symptoms are in their body.
00:48:48They also used a tool,
00:48:50which is the PCOD Assessment Test.
00:48:53The test is made by gynec and AI.
00:48:55It is a Tappable Test.
00:48:58After taking a Tappable Test,
00:48:59they realized that there are high chances of their PCOS.
00:49:03Then they purchased the HopFit premium version.
00:49:07When they bought the premium version,
00:49:08they got dedicated dietitian,
00:49:10plus food scanner AI tool.
00:49:13Then they tracked their food with a camera feature.
00:49:16They realized how they consume macro and micronutrients.
00:49:22Other than the questionnaire,
00:49:23which is doctor approved,
00:49:25and there is no other doctor's involvement.
00:49:27No.
00:49:28But if someone needs gynec support,
00:49:30then they tie up with the system.
00:49:31They have a video call, voice call.
00:49:34Like telemedicine?
00:49:35Yes.
00:49:35So how many patients do telemedicine?
00:49:39Roughly 15%.
00:49:40With the dietitian support,
00:49:41we give them workouts.
00:49:43They get multiple time slots.
00:49:45With the time slots,
00:49:46they have workouts.
00:49:47And they have workouts tracked through AI.
00:49:49After following this plan,
00:49:51after three months,
00:49:51they got three major benefits.
00:49:54The first benefit,
00:49:55the cycle was 37 days.
00:49:57They reached the average average of 32 days.
00:50:00The second thing,
00:50:01they had 5 kg of weight loss.
00:50:02The third thing,
00:50:04their score of 40 to 50%
00:50:05was reduced.
00:50:07But it was not magic.
00:50:08This was possible
00:50:09because HopFit
00:50:11made a track of their movement.
00:50:14After tracking these things,
00:50:16they made a transformation plan
00:50:17and health coaches and dietitians
00:50:19helped them manage their PCOS.
00:50:20to manage their PCOS.
00:50:23But you made a big mistake
00:50:25that your whole demo
00:50:26is 90% of your emphasis
00:50:30is all on diet plan,
00:50:32exercise,
00:50:33nutrition,
00:50:34all those things you have told.
00:50:35In PCOS,
00:50:36there are two biggest things
00:50:37that women face.
00:50:39You haven't mentioned it.
00:50:41Number one,
00:50:42insulin resistance.
00:50:43Right.
00:50:44Where many PCOS women
00:50:45have to be on metformin.
00:50:47Right.
00:50:48It can solve their problem.
00:50:49Second is toffee.
00:50:51So you know,
00:50:52PCOS is a very complicated disease.
00:50:54That's why I wanted to know
00:50:55that if 5 lakh women
00:50:57have used your app,
00:50:59how many have downloaded?
00:51:01How many are the DAO and MAO?
00:51:03Just give me that number,
00:51:05then I will believe
00:51:05that PCOS is the solution.
00:51:085,000,000 users
00:51:09who have joined our platform,
00:51:11who have used our freemium features.
00:51:13These 5,000,000 people
00:51:14are those.
00:51:15Daily active users
00:51:1619,000.
00:51:18Monthly active users
00:51:1992,000.
00:51:20How many are giving you money?
00:51:225,000 users
00:51:23who have paid us
00:51:255,000 users.
00:51:25That's 15%
00:51:27talk to Gainects.
00:51:28And how many people
00:51:28give you 5,000 users?
00:51:29For 3 months,
00:51:30they give you 5,000.
00:51:31For 6 months,
00:51:32they give you 8,000.
00:51:33It's crazy.
00:51:35But I don't believe you.
00:51:36Monthly,
00:51:37700 people are talking
00:51:38about Gainects.
00:51:39It's not monthly.
00:51:40It's not monthly.
00:51:41It's 5,000 lifetime.
00:51:42If time is paid users.
00:51:45Current paying users
00:51:465,000.
00:51:47That's right.
00:51:48Right.
00:51:49And their average
00:51:49is 3 months paying
00:51:51or 6 months subscription.
00:51:53That doesn't mean
00:51:54monthly 5,000.
00:51:56Right.
00:51:56lifetime of paid users?
00:51:584,500.
00:52:00So, you can think of
00:52:04that 5,000 as active
00:52:05over 4,500.
00:52:07Last month,
00:52:07how many users
00:52:08have been paid?
00:52:091,300 users.
00:52:11So,
00:52:11your trajectory of growth
00:52:13is total 5,000.
00:52:15Now,
00:52:151,300 users
00:52:16have paid
00:52:16in the past month.
00:52:18So, what are you doing?
00:52:20If I talk about
00:52:21total trajectory,
00:52:23it's 25,000.
00:52:24The plan of our system
00:52:25is now active.
00:52:26That's 5,000.
00:52:27So, the rest of
00:52:2820,000.
00:52:29In this,
00:52:29we judge 3 metrics
00:52:31to the user's
00:52:32weight gain,
00:52:33period cycle,
00:52:34or other symptoms
00:52:35like acne,
00:52:37face-to-face,
00:52:37hair.
00:52:37We track
00:52:383 months.
00:52:40If I talk about
00:52:41PCOD users,
00:52:42who have
00:52:43completed
00:52:4470% journey
00:52:45from our platform,
00:52:46from that,
00:52:4767% of users
00:52:48will benefit
00:52:49from those three
00:52:49aspects.
00:52:51But this is a
00:52:52lifetime issue.
00:52:54If you are
00:52:54really good,
00:52:56people don't drop
00:52:57out.
00:52:58No, I don't agree in it.
00:53:01I have done a lot of
00:53:03podcasts on PCOD and PCOD.
00:53:05They said,
00:53:06I don't want to put
00:53:07Metformin.
00:53:08They don't.
00:53:09This is a very
00:53:10sedentary lifestyle
00:53:12and junk food.
00:53:13The habits are
00:53:14so common.
00:53:15So, every third
00:53:16youngster is having
00:53:17PCOD and PCOS
00:53:18right now.
00:53:19The first step
00:53:20is acceptance.
00:53:22Right.
00:53:22You are going
00:53:23in the wrong direction.
00:53:24To reduce obesity.
00:53:25to reduce obesity.
00:53:26My point of
00:53:27Metformin was that
00:53:28there should be a
00:53:28doctor to see if
00:53:29that is needed.
00:53:30But the ones who
00:53:31don't need also,
00:53:32where obesity is
00:53:33an issue.
00:53:34This is not something
00:53:35that you've reduced
00:53:35three months
00:53:36and you're
00:53:37fine.
00:53:38It is a lifestyle
00:53:39maintenance.
00:53:40So, my limited point
00:53:42that Shelly didn't get
00:53:44is that
00:53:44if people in your
00:53:45app
00:53:46value
00:53:47then
00:53:49over a much
00:53:50longer period
00:53:50of time
00:53:51stick with you.
00:53:53That I agree.
00:53:56one of two things
00:53:57is happening.
00:53:59Either you have
00:54:01so much value
00:54:02in this app
00:54:02that they're
00:54:02fine
00:54:03in four months.
00:54:04It's not fine.
00:54:05You know me.
00:54:07Or
00:54:07then
00:54:08they don't get
00:54:09the value
00:54:10and they're
00:54:11leaving.
00:54:12I'll tell you what
00:54:12the third point
00:54:13is that
00:54:15they've done
00:54:16a lot of efforts
00:54:16for two months
00:54:16and three months
00:54:18to give them
00:54:18a little benefit.
00:54:20Our body
00:54:21feels good
00:54:22When we have
00:54:22diseases,
00:54:23our antibiotic
00:54:24course
00:54:25has been
00:54:25two days
00:54:27and they think
00:54:29they're
00:54:29leaving
00:54:30a little bit
00:54:30and they feel
00:54:31good.
00:54:33This is also
00:54:33a reason.
00:54:34is that
00:54:34user compliance
00:54:35issue.
00:54:37In the numbers?
00:54:38In the numbers
00:54:39I understand
00:54:4010,000,000
00:54:41a month
00:54:41of revenue.
00:54:42No, no.
00:54:43No, no.
00:54:44In 2024,
00:54:45our revenue
00:54:46was 6 crores.
00:54:47This was
00:54:48our first year
00:54:48when we took
00:54:49the pilot
00:54:49in Hopfit.
00:54:50This year
00:54:51we're going to close
00:54:51to $11 crores.
00:54:53How much did
00:54:54last month?
00:54:55In November
00:54:56it was $75,000,000.
00:54:58In the last month
00:54:59you added
00:54:59a new
00:55:00paying customer.
00:55:02Almost $1,000.
00:55:03How much money did
00:55:05you?
00:55:05$5,500,000.
00:55:06Average.
00:55:07$6,000,000.
00:55:08$6,000,000.
00:55:09And then
00:55:10the rest of $15,000,000
00:55:11from retained users.
00:55:14How many of your
00:55:14retained users
00:55:15will be?
00:55:16300-400 users
00:55:17who paid
00:55:18the money in the last month
00:55:18in the last month.
00:55:20Okay, got it.
00:55:21First, tell us
00:55:22a minute.
00:55:23For every
00:55:24hundred rupees
00:55:25which customers pay
00:55:25to us,
00:55:2625% goes to
00:55:27the dieticians
00:55:28and to the trainers
00:55:29then 75%
00:55:30comes to gross margin.
00:55:32After that,
00:55:33the 15% cost
00:55:34goes over
00:55:35the sales team
00:55:35and the
00:55:36platform charges
00:55:37which includes
00:55:38the payment gateway
00:55:39as well.
00:55:39Then 60%
00:55:40comes over
00:55:41CM1.
00:55:42Then 35%
00:55:43is our
00:55:44marketing expense.
00:55:45Then after that,
00:55:4625% of it
00:55:48goes to
00:55:48our office expenses
00:55:50and other staffs.
00:55:51Okay, got it.
00:55:52Brother,
00:55:53let me show the
00:55:53subscription tab
00:55:54where you convert
00:55:56to users.
00:55:58What is your
00:55:59understanding?
00:55:59what is happening?
00:56:00What is happening?
00:56:01Users are coming
00:56:02one time
00:56:02giving money
00:56:03and going.
00:56:04One second.
00:56:04Three thousand
00:56:05rupees per month
00:56:06and here is a personal
00:56:08dietitian.
00:56:09One second,
00:56:09one second.
00:56:12Dietitian,
00:56:12workouts,
00:56:14nutrition AI,
00:56:15diet tracking.
00:56:16Got it.
00:56:19One second.
00:56:19Is there something
00:56:20fundraising?
00:56:21We have two
00:56:22fundraising rounds.
00:56:24When Hobbit was running,
00:56:25in 2021, we were doing
00:56:26fundraising rounds.
00:56:28We were doing
00:56:291 crore.
00:56:29In December,
00:56:31we were doing
00:56:321 crore.
00:56:323 crore.
00:56:33So, we were doing
00:56:344 crore.
00:56:36In January,
00:56:37when we were doing
00:56:381.3 crore.
00:56:41we were doing
00:56:421.3 crore.
00:56:43We made Hobbit
00:56:44and built.
00:56:46I feel good
00:56:48that you've been
00:56:48with 10 years
00:56:49together.
00:56:50But I'm not
00:56:52seeing a real
00:56:53business here.
00:56:54A fitness app
00:56:56for weight loss
00:56:57People come here
00:56:58and put the pressure
00:56:59of PCOS
00:57:01and scaffolding
00:57:02the same things
00:57:03you're selling
00:57:04before.
00:57:05When I saw
00:57:06your dashboard,
00:57:08there was only
00:57:09dietitian,
00:57:11exercise videos,
00:57:12AI dietitian.
00:57:13Whatever you showed,
00:57:15if you're doing
00:57:16AI,
00:57:17then put AI
00:57:17on it.
00:57:19So,
00:57:20I don't think
00:57:20you have
00:57:22understood
00:57:23how the value
00:57:24creation is
00:57:24made.
00:57:26your last month's
00:57:27numbers prove that
00:57:28and that's not
00:57:29a business for me.
00:57:30So,
00:57:30I'm out.
00:57:31Good luck.
00:57:34You're
00:57:34three men
00:57:35who want to do
00:57:36something for women's
00:57:36wellness.
00:57:39That's a very nice
00:57:40thing.
00:57:40So, I really like
00:57:41seeing that.
00:57:43Good app
00:57:43for nutrition
00:57:44and fitness.
00:57:46But then,
00:57:46don't sell it
00:57:47by PCOS
00:57:49because PCOS
00:57:50is a lifetime condition.
00:57:52and there's
00:57:53a lot of medical
00:57:53components
00:57:54where you have to
00:57:55meet a doctor
00:57:56and understand
00:57:57which category
00:57:58you fall under.
00:58:00So,
00:58:00you pivot.
00:58:01You genuinely
00:58:02have some substance
00:58:03for women's wellness.
00:58:05But at this point,
00:58:06it is just purely
00:58:07a fitness and nutrition
00:58:09app
00:58:09and not a PCOS app.
00:58:11And for that reason,
00:58:12I'm out.
00:58:13We've got a high-value
00:58:15thing to sell
00:58:16for you.
00:58:18It's a thousand
00:58:19rupees subscription.
00:58:20So,
00:58:20if our average
00:58:21subscription is
00:58:226,000 rupees,
00:58:23it's a 75% gross
00:58:24margin.
00:58:26So,
00:58:26it's about 5,000 rupees
00:58:28gross margin.
00:58:30And we're
00:58:31about 2,000
00:58:32to 2,500 rupees
00:58:33in marketing.
00:58:34Now,
00:58:35we're taking advantage
00:58:36of Meta
00:58:37and Google's engines.
00:58:38to show content
00:58:40that you have
00:58:42an issue
00:58:42and this issue
00:58:43is a genuine issue.
00:58:44But we're genuinely
00:58:45solving issues.
00:58:49Otherwise,
00:58:50the 25,000
00:58:50paying users
00:58:51in our lifetime,
00:58:52just 400
00:58:54paying users
00:58:55will not be
00:58:55in our past.
00:58:57That's why
00:58:58I'm out.
00:58:59But guys,
00:59:00keep trying.
00:59:00Maybe you'll figure
00:59:01something out.
00:59:03Kudos to you guys.
00:59:05It was very good
00:59:06because you thought
00:59:07about PCOS
00:59:08PCOS, PCOD.
00:59:09It's a very,
00:59:10you know,
00:59:10a big burning
00:59:12problem in India.
00:59:14But I don't know
00:59:14anything about
00:59:15analytics.
00:59:18So,
00:59:18I think
00:59:18I'm not part
00:59:19of it.
00:59:20I'm out.
00:59:22I feel like
00:59:23you guys are
00:59:23fighting,
00:59:24fighting type of
00:59:25people.
00:59:26Andres also
00:59:26took off
00:59:27so you'll do something
00:59:28right.
00:59:29And you'll find
00:59:29something
00:59:29to fight
00:59:30and kill
00:59:30something.
00:59:30something.
00:59:32I don't
00:59:33have a feeling
00:59:34that you've
00:59:35clearly seen
00:59:36your product
00:59:36market fit.
00:59:39And another,
00:59:40I think
00:59:40it'll be a little
00:59:40disruptible
00:59:41faster if
00:59:43Apple and
00:59:43Google Health
00:59:44come.
00:59:46And to give
00:59:4775,000,000
00:59:48to me,
00:59:50I'll be out.
00:59:53All the best!
00:59:55Thank you so much.
00:59:55Thank you,
00:59:55Stacks!
00:59:57The deal is getting
00:59:58wrong,
00:59:59but not so
00:59:59even now,
01:00:00the spirit is
01:00:00dropping out and
01:00:01so we're working
01:00:03on all the problems
01:00:04and working on the
01:00:04right side of our
01:00:06And some changes
01:00:07will take us
01:00:08to help them.
01:00:10Ever on Nutrition,
01:00:11where real fruits
01:00:12are made,
01:00:13unreal snacks.
01:00:14I think that this age group is behind the food.
01:00:18There is no protein bar, no powder, no granola.
01:00:23I mean, the space is very confusing, very cluttered.
01:00:27Solid point.
01:00:28These are my three cats.
01:00:30Mimi, Jeebee and Toffee.
01:00:33And these three cats are made,
01:00:35Shichi Soru, a character driven universe.
01:00:37Like now that's Bubbu.
01:00:39Labubbu.
01:00:40Yes, Labubbu.
01:00:43Labubbu.
01:00:44Labubbu, I mean, how old is it?
01:00:45I've got Bubbu.
01:00:46This is Bubbu.
01:00:49We have not put a dollar in our business,
01:00:52and made a profitable business for 3 crore.
01:00:56FKU FinTech, an AI-powered data-learning solution.
01:00:59We got all the food to eat,
01:01:02and we got out of our CPT coaching.
01:01:04And luck is also like that.
01:01:06I had to understand that I wasn't that personality
01:01:09that I could have been closed for 6 years in this camera.
01:01:11What kind of personality does CA pass?
01:01:14No, this is a different one.
01:01:16This is a different one.
01:01:17This is a different one.
01:01:18This is a different one.
01:01:19I've said that it's a salesperson.
01:01:21I've said that it's a salesperson.
01:01:22It's a salesperson.
01:01:24It's a salesperson.
01:01:26It's raining discounts on the Luzo app.
01:01:28It's raining discounts on the Luzo app.
01:01:30Where customers can discover and book salons, spas and skin clinics.
01:01:35In the 4-5 seasons, this is one of the brightest ideas.
01:01:40Where our existing industry, just using an idea,
01:01:44has been an interesting execution.
01:01:46In the age of 20, we started our first company
01:01:48from a college hostel.
01:01:50And we sent that company on the phone.
01:01:52Oh, nice.
01:01:53Guys, you can tell this story quickly.
01:01:55How much I bought and what was the name of it?
01:01:57We'll tell you in the last one.
01:01:58I'm going to die.
01:01:59No, no, no.
01:02:00We won't give money now.
01:02:00No, we won't give it.
01:02:02We won't give it.
01:02:02You can tell it.
01:02:03We won't give it to the public information.
01:02:05Unfortunately, we won't give it to you.
01:02:06Oh, man.
01:02:08In the second time, we know about the first product,
01:02:10we'll find more information about AI.
01:02:13AI means artificial intelligence.
01:02:16But I've been artificial,
01:02:17I've never seen intelligence.
01:02:24I've never seen a message.
01:02:25We won't give it to you.
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