- 1 day ago
CHICOO
Category
😹
FunTranscript
00:02I have made a Moj.
00:04Hello, my name is Megha Sarayan and I am the founder of Moj.
00:10Moj is from Kolkata and it's a mood based craving solution brand.
00:14We serve vegetarian cakes, dessert and savoury, a rich and indulgent menu.
00:19Our curated boxes like midnight filling box, low-up boxes, mood boxes
00:24convert indulgence in a vibe.
00:28Sharks, we have not built this.
00:30We have lived with our 5 cafe plus cloud kitchen outlets.
00:33We have lived with 6,000,000 customers.
00:35Today, we want to cater these delicacies to India's craving economy.
00:40For which, our ask is 1 crore for 4% equity.
00:46Sharks, are you in a mood to indulge?
00:47Yeah, shall we start already?
00:51Is there any milk in there?
00:53Aman, Anupam and Kunal.
00:55You have cheese cake that has lactose, sugar, everything.
00:58The date walnut cake that's there is sugar free, it's gluten free, it's vegan, it's also egg free.
01:05This is delicious.
01:07Where is the sweet taste coming from?
01:09We have added dates, that's sugar replacement.
01:12And the chocolate is a substitute of maltilol.
01:15Maltilol is a glycemic index comparatively.
01:18And it tastes almost like sugar.
01:20But it's not harmful for you.
01:21It's healthier.
01:22Okay.
01:23So that's a Nutella cheesecake.
01:26Of course, is this a most aromatic?
01:28It's a high protein cheesecake.
01:29One jar has 30 grams of protein.
01:32And it's almost 500 calories.
01:34It is a meal replacement.
01:36This is made entirely with paneer and whey protein.
01:39Are you sure it's without egg?
01:41Yes, all the products are without egg.
01:43It's amazing.
01:44Can't make out.
01:45Negat, this is baked cheesecake?
01:47Yeah, it's a New York baked cheesecake.
01:49Generally, it's either very mousy or very dense.
01:54Yes.
01:54This is just perfect.
01:56It's amazing.
01:56Thank you so much.
01:58What is this?
01:59It's a date walnut cake.
02:01It is made out of dates and it is made out of ragi.
02:04So it's gluten free as well.
02:05And instead of any milk products, we have added coconut milk for the cream.
02:10Those are dream ingredients from a healthier perspective.
02:13Yes.
02:13You've said that you've studied this for a long time.
02:17I found that very interesting.
02:19Tell me a little bit about this.
02:20So I've been in this business for the last 7 years.
02:23So I've studied my sales pattern a lot.
02:26Who's ordering in people's time.
02:29So for example, you're in stress.
02:31And you have to eat something in front of you.
02:34It happens, right?
02:34For most of us.
02:35So that is a stress buster.
02:37Then when your friend is coming over to your home,
02:39you have to have to share something with them.
02:41Which is why MOJ.
02:42Mood plus indulge.
02:44So basically, whatever mood you're in, you can indulge.
02:47But I feel like MOJ is saying MOJ.
02:49MOJ must be.
02:51Exactly, exactly.
02:51That's the...
02:52MOJ is the spelling of MOJ.
02:53But it sounds happy.
02:55Tell me a little bit about your journey.
02:57Where did you study?
02:58How did you get into this?
02:59So I've been born and brought up in Kolkata.
03:01I was in the second year of my college.
03:03I was doing economics honors.
03:05I was 19 years old.
03:06When I started this,
03:08I attended a cake workshop at school senior.
03:11And then I thought,
03:12No, this is something that I can do to earn money.
03:15So that's when I made my first cake.
03:17Chocolate truffle cake.
03:19For my friends and family.
03:20And somebody passed a fake compliment.
03:21Just like you do.
03:22You make a really good cake.
03:24You should try it professionally.
03:26And at that time,
03:27Zomato was new in the city.
03:28So I had just onboarding requests.
03:30I came from college.
03:31I saw my phone ringing.
03:33And I had the order for chocolate truffle cake.
03:35That was the only item in my menu listed.
03:37Within a month,
03:38I thought,
03:39I have more opportunity in this.
03:41So I took a rented space.
03:44I hired some people from Facebook.
03:46I taught them the same flavor.
03:48So until that time,
03:49we were able to order 15-20.
03:52I was preparing for my MBA exams also.
03:54But I was very sure,
03:55I will go for MBA.
03:56If my I am Kolkata happens,
03:58then it will be.
03:59Because I had to continue my business along side.
04:01But I didn't get the I am Kolkata.
04:03I got the I am Kolkata.
04:04So I dropped.
04:07One second.
04:07I didn't come to listen to this.
04:09Yes.
04:10To leave I am,
04:12Is it normal?
04:12It was a financial issue.
04:14It was a financial issue.
04:14Which is why,
04:15I knew that the money to give me,
04:17they have to take me through loans.
04:19So it was a bit troublesome.
04:21I was already earning decent.
04:23I thought,
04:23if I am going to continue my business,
04:25I can make more in 7 years time,
04:27while I am in college.
04:28For life long,
04:29there is no education.
04:29For life long,
04:30I think I have learned a lot in this business itself.
04:33It is amazing,
04:35that you are running a business,
04:37and you are giving a cat,
04:39and I am also doing it.
04:41I have always been a good student,
04:42throughout school.
04:44You know,
04:44I have just been fascinated by your logo.
04:48Because it looks like two eyes
04:49and a smiley face.
04:51And you know,
04:51these are the kind of things
04:52that you have gut instinct.
04:53So sometimes,
04:54these are things that a business school
04:56cannot teach you.
04:56Yes.
04:57How many years have you been running this business?
04:59In 2021,
05:00I was a full-time business.
05:01First of all,
05:02I was managing my studies internship,
05:04and I studied with them.
05:06In the mix,
05:06I saw that there is also savory,
05:08that bun,
05:08and sweet.
05:10So in your business,
05:11what percent is savory versus sweet?
05:1380% is sweet.
05:1520% is savory.
05:17Our physical outlet is also one.
05:18So right now,
05:19we are serving more through
05:20the physical outlet savory.
05:21Where is the physical outlet,
05:22and what was your logic behind
05:24choosing that location?
05:26My location is Sector 5 in Kolkata.
05:28That is a tech hub,
05:29and you can say,
05:30all the corporate offices are there.
05:32You do not have to call customers.
05:34They are always around.
05:36And my space is just 350 square feet.
05:38It is a very good turnaround time.
05:39Any customer comes,
05:41who sits at least 20 minutes,
05:42and takes a bite,
05:43and takes a bite.
05:44My favorite dessert place is Cinnabin.
05:46You have heard of it.
05:47Cinnabin kitchen.
05:48Cinnabin,
05:49which is in America.
05:50It's got like some 1500 outlets.
05:53They are always in crowded malls.
05:55And that smell of cinnamon,
05:57draws you to that place.
05:59So you have cracked the location,
06:00aroma and look and feel.
06:03Give it some thought.
06:05Okay.
06:05Your business generally is based in Kolkata?
06:08Yes, we have four outlets in Kolkata,
06:10and one we have recently opened in Hyderabad.
06:13Why did you choose Hyderabad?
06:15One, Hyderabad is growing now,
06:17in terms of corporate audience,
06:18which I have to target.
06:20But you do post five corporate audience.
06:23In Hyderabad,
06:23you see in corporate hubs 24 hours.
06:27And Hyderabad is a good center,
06:28Bombay, Bangalore, Chennai,
06:30which you want all around.
06:31What is the name of the cafe?
06:32On the go by Moj.
06:34It is not that.
06:34Moj, on the go.
06:37Because one brand is difficult,
06:40but two in the same way,
06:41it is very difficult.
06:42But when we started it,
06:43I thought it was on the go.
06:45Now I understand your opinion as well.
06:47But on the go,
06:47I thought that I wanted a cafe
06:50to have a separate identity.
06:51Because whenever we search cafes,
06:53I don't want people to confuse it
06:55with a bakery.
06:56What is the average price?
06:59The AOV cafe is around $4.50.
07:02$4.50.
07:02Yes.
07:03And the other outlets,
07:04the AOV is above $500.
07:07Tell me the price of a brownie
07:09and a cheese cake.
07:09So our cheese cake
07:10is $150 offline.
07:12First slice.
07:13And brownie?
07:13Brownie starts at $50.
07:15Oh, so you are much cheaper.
07:18What is the average selling price?
07:19The average selling price is around $600.
07:22Oh, okay.
07:22And with our small pastry items,
07:24the average selling price is around $200.
07:2650-50% split?
07:27Cakes and smaller items?
07:29Cakes is just 25% of the total sales.
07:31So the ASP has come down to about $300?
07:33Yes.
07:35So many of these cheese cakes,
07:37bakery,
07:38dessert outlets have opened,
07:40cloud kitchens,
07:41offline.
07:42How did we think about our differentiation?
07:45Our differentiation is three.
07:47One, the fact that we are 100% eggless.
07:50They are a lot of companies.
07:51One of our USPs.
07:52So Pan India is thinking about it.
07:55The second is we are trying to create a category.
07:58We are thinking about our moods.
08:01Just like Midnight Saving Box.
08:02Third thing is our operational USP.
08:04It is chef independent.
08:06It is totally SOP driven.
08:07Today we have production in our 5 outlets.
08:10The quality is exactly the same.
08:11If I live in Kolkata,
08:14I will go to a food delivery app
08:16and search for cheese cakes.
08:17I am sure there will be many outlets.
08:19But in the top 3,
08:20it will be my name.
08:21And what ratings are your?
08:234.5 across.
08:24In Kolkata,
08:25do you have a market share idea?
08:27I can just tell what market share I have on Zomato and Sviggy.
08:30Go, go, go.
08:32That was 1% when I checked last.
08:35On the other hand,
08:35you are saying that this is in your top 3.
08:38But on the other hand,
08:39you are saying that your market share is 0.1%.
08:42No.
08:43Somewhere this is not going to add up.
08:45Somehow we are also unsure
08:47that there is a total number of orders
08:48that are placed on Zomato
08:50or only on Baking products.
08:53According to 0.1%,
08:55there are 5,000 crores of these items.
08:59So if there is no category,
09:01that is not possible.
09:03Maybe that is the whole GMV of Kolkata
09:06and that is your 0.1%.
09:09How many sales are in the cafe
09:11compared to home delivery?
09:14In total,
09:15there are 5 outlets.
09:164 Cloud Kitchen and 1 cafe.
09:1885% of the total entity sales
09:21is online through Zomato and Sviggy.
09:23Which is why
09:24cloud kitchen is more dominating
09:25for us.
09:26Since the cafe is 1,
09:28there are 15% of our total offline sales.
09:31Sales and profit by year.
09:332 years ago,
09:34our sales were 1.9 CR.
09:36This is FI 24?
09:38FI 24.
09:39Okay.
09:40Before 24,
09:41how was it going?
09:41Last 7 years.
09:43This has been a constant,
09:44that we have grown from 2X
09:45every year.
09:4718 lakhs,
09:4836 lakhs,
09:4980 lakhs,
09:501.9 CR,
09:512.5 CR last year.
09:52This year,
09:53we closed 5 crores.
09:53We closed.
09:55You didn't tell us about your margins.
09:57What was the profit of 9 lakhs last year?
09:599 lakhs only?
10:00Yes,
10:01because we were spending a lot on the corporate.
10:03Corporate?
10:04We were spending a lot on the entity level.
10:05We were spending a lot on the entity level.
10:20Why?
10:20RentPay,
10:21GSC.
10:22We were cooperating.
10:24We have a virtual CFO in place,
10:26who helps us with the MIS.
10:28I started for compliance.
10:31I started for compliance two years.
10:32Why did you think that
10:34you have to be compliant now?
10:36You would think that
10:37I'm a joke,
10:37but I had to apply in Shark Tank
10:38two years ago.
10:42Then I thought
10:43I should be clear on these things.
10:45So I put it.
10:46That's a valid answer.
10:47Why do we think that
10:48we are joking?
10:49Shark Tank is changing Indian entrepreneurship.
10:51Shark Tank has done a great show
10:54in our country.
10:57I like your clarity of thought.
10:59We had a lot of egg
11:00about business school
11:03and IIM
11:03and all of that.
11:04But you just said
11:06firmness
11:06and clarity
11:07that no,
11:08I made the right decision
11:09and this is why.
11:10I really like that.
11:11Thank you so much.
11:12But I'll tell you
11:13there's one fundamental issue.
11:15This sector
11:16has become attractive.
11:19Because when Thio Broma
11:20has been selling
11:20and even hunger ring
11:22has been investing
11:23the investment guy
11:24of VC.
11:25Dessert as a category
11:27is really booming.
11:29But what happens
11:29is that
11:30this sector
11:31is also very cluttered.
11:32And in your case
11:34when I see
11:34a differentiator
11:36doesn't come to see
11:37a differentiator.
11:39Scalability
11:39is a little bit
11:40of a question mark.
11:41Exit for an investor
11:42for that reason
11:43is a doubt
11:44for me.
11:45And for that reason
11:46today,
11:46I will be out.
11:48What will you do?
11:50My target
11:51is to open
11:51more outlets
11:52in Calcutta
11:53and Hyderabad.
11:54With one crore
11:55it will be three cafes.
11:57So I have to talk
11:58about a long-term vision.
11:59I want to replace
12:00the thought
12:01that what people
12:02with cravings
12:02that is NOJ.
12:05So it can be
12:06in multiple verticals
12:07whether it is B2C
12:08or it is B2B
12:09or it is B2C.
12:10In all verticals
12:11I want to be positioned
12:12myself as a cravings brand.
12:14If you want to know
12:14so many distribution channels
12:16then you don't have
12:18anything from one crore.
12:19I am assuming
12:20that you haven't raised
12:21until now.
12:22No, it is.
12:22It is the same year.
12:24How much?
12:2672 lakhs.
12:26Who did it?
12:27Two angel investors.
12:29And what was the valuation?
12:3010 crore valuation.
12:32How will you create
12:34so many products
12:35and so many distribution channels?
12:37It is like
12:38our Cloud Kitchen
12:39and Cafe
12:40hybrid model.
12:41In a way
12:41you have a risk.
12:43So whenever
12:44we go to a nice city
12:46it is comparatively
12:48easier to take a call.
12:50Because I can just open
12:51one Cloud Kitchen
12:52alongside two cafes
12:53and it is easier
12:54for me to take the decision
12:55because maximum
12:56I spend 50 lakhs
12:57to test the market.
12:59Next,
12:59if the outlets start working
13:01if it is a good football area
13:02I will open more and more cafes.
13:03If I feel the area
13:05is not having a good football
13:06and driven by more
13:07online orders
13:08then I will switch
13:09to just Cloud Kitchens.
13:10We have proof
13:11both models.
13:12So that is why
13:14we are very...
13:14Actually that is a
13:15brilliant approach
13:16Mega.
13:16But you are doing a lot
13:17of people.
13:18Let's go.
13:20Tell me something
13:21you have to make
13:22three of them.
13:23In terms of scale
13:24yes.
13:25So you think
13:25if they can
13:27acquisition
13:27or me too.
13:29So acquisition
13:29is not my dream
13:30but making a brand
13:32is definitely one.
13:34Unitecnomics
13:34please.
13:35So our food cost
13:36that is
13:37raw materials
13:38including the packaging
13:39cost
13:39that is 35%.
13:4010% is
13:41approximately marketing
13:42cost.
13:43We have to spend
13:43on Zomato, Swiggy
13:44or even in retail
13:45because we have ads
13:47on the Meta
13:47and the commissions
13:48which is 30%
13:50including the commissions,
13:52taxes
13:53and the long distance fee
13:54whatever the aggregator
13:55charges
13:56the total is 30%.
13:57The rest
13:58is our margin
13:59per order
13:59that we spend
14:00on the operational expenses
14:02like rent
14:02salaries,
14:03accounting
14:04and legal expenses.
14:06I don't understand
14:07this cafe
14:07break and
14:08mortar
14:10because rentals
14:11are very high.
14:13I don't think
14:14this will be
14:15very long-term
14:16going.
14:18There is a lot of competition
14:19and I also feel
14:21that you are saying
14:22you are a vegetarian
14:23and I feel
14:24that there are
14:25many brands
14:26that a vegetarian
14:27claim.
14:27I don't think
14:28this can be scaled.
14:31that's why
14:31I am out.
14:32Okay.
14:34You are a very confident
14:35founder
14:36and you have
14:37also made a profitable
14:38business.
14:40It happens
14:40that it is easy
14:41large market
14:43and to create
14:44differentiation
14:45is a little bit
14:46difficult.
14:47In this
14:48business
14:49there is a long-term
14:50differentiation
14:50distribution.
14:52You can manage
14:54multi-city operations
14:55seamlessly
14:56and
14:57based on the
14:58SOPs
14:59all places
15:00are consistent
15:00quality.
15:02Because
15:03now
15:03this has started
15:05in multi-city
15:06operations
15:06and
15:08for this reason
15:09I am
15:10out of this.
15:13As an entrepreneur
15:14you are very commendable
15:15so
15:16I would invest
15:16perfectly.
15:18Because
15:19the industry is also
15:19good.
15:20I feel
15:22less.
15:24Something is not
15:25complete.
15:25We reverse
15:26on the go
15:27it is better.
15:28It is a common thing.
15:30It is a common thing.
15:31decision to open
15:33in Hyderabad
15:34so I am not
15:35totally convinced
15:36so unfortunately
15:37I will be out.
15:40in Shark Tank
15:41there are
15:42very good
15:43founders
15:43but
15:45exceptional founders
15:46are
15:47and I think you are
15:48one of the exceptional founders
15:50that I have met
15:50in terms of
15:51your commitment
15:52long-term vision
15:54you have
15:55you have
15:57clarity
15:58by not doing your
15:59MBA
16:00building a business
16:01is the best
16:02MBA in the world
16:03and you
16:04showed
16:05that you have
16:06the ability
16:07to chart
16:08your own part.
16:09Thank you so much.
16:10I will make you an offer.
16:12Okay.
16:14I will give you
16:14the one crore
16:15but it is going
16:16to be a ten percent.
16:19I just have to
16:20counter once
16:21because
16:22I have five crores
16:24close for you
16:24and the vision
16:25that I have
16:26I believe
16:26this is easily
16:27a hundred crore business
16:28in the next four years.
16:30I don't think
16:31that I have
16:31more than
16:32I think
16:33six
16:34six and a half percent
16:35available.
16:39You have to see
16:40that
16:41do you
16:42value
16:42my contribution
16:44on it.
16:45I really
16:46want to take
16:46this category
16:47very excited.
16:48I will be the biggest
16:49spokesperson for you
16:50but I need
16:51a lot of skin in the game.
16:52I know there is a lot of work.
16:54Out of respect
16:55for what you are building
16:55I will make it one crore
16:57for nine percent.
16:58but it is my final off.
16:59Tell us
17:00what you should do.
17:06Okay.
17:07I will take it.
17:08Deal done?
17:08It is more important
17:09that I scale.
17:10Good decision.
17:11Deal done?
17:12Deal done.
17:13Alright.
17:13Let's do this.
17:20Thank you so much.
17:21Congratulations.
17:22Bye bye.
17:24Aman said
17:25that I feel bad
17:25but I also understand
17:27that he can have
17:28his own viewpoints.
17:29But at the same time,
17:29I trust myself as well.
17:31In the presence of Anupam,
17:32I think I will be able
17:33to incorporate tech
17:34in my business.
17:35He is an investor
17:35in a lot of business.
17:36So, those inputs
17:37will also help me
17:38to scale panels here.
17:40Guys,
17:41you can play a home shark
17:43and play a home shark
17:44and win a game.
17:44Sharks
17:45analyze your mistakes,
17:46keep your mistakes
17:47and predict your mistakes.
17:48Download
17:48Sony live app
17:50right now.
18:10Hello sharks.
18:11Hello.
18:37I am Harsha
18:39I am Harsha
18:39and I am Khandva.
18:40And I am Aman from Delhi.
18:41And I am Harsha
18:43and we are the founders
18:45of Orbit Wallet.
18:47Orbit is such a smart
18:49commute card
18:50which you can travel anywhere
18:51from one tap
18:51from India.
18:53It is a metro
18:55or a bus.
18:56In fact,
18:57it is not only transit.
18:58College ID,
18:59office access,
19:00online shopping,
19:01cafe payments,
19:02anywhere.
19:03or a bus.
19:03One tap,
19:04one card.
19:07Orbit
19:08is all
19:08from NPCI
19:09National Common
19:10Mobility Card
19:11from NCMC.
19:12It is a national standard
19:13that is called
19:14One Nation,
19:15One Commute,
19:16One Card.
19:17And this one card
19:18will become
19:19Orbit Card.
19:20In India,
19:21as the payments
19:21are digitized
19:22in India,
19:22Orbit will digitize
19:23the transit payments.
19:25So sharks,
19:26to complete this vision
19:27we have a simple question.
19:2950 lakh rupees
19:30for 1% equity
19:30in our company.
19:31So sharks,
19:33let's invest
19:33because the price of
19:34Bharat will give
19:35Orbit Wallet.
19:38Welcome to Shark Tank
19:40Season 5.
19:41Tell us about
19:42Orbit Wallet's start.
19:45In India,
19:46there was an early
19:46stage YC company.
19:48When I joined
19:48it,
19:49I was an intern.
19:50Which company?
19:51Snazi.
19:52And then they cracked YC.
19:54So I saw their
19:55entire journey.
19:56I became their first
19:56employee.
19:57And I helped them
19:59with the entire
20:00sales and distribution.
20:01And in that
20:03time,
20:03I met Harsh.
20:04He was in a different
20:05YC company.
20:06Which YC company?
20:07Morphel Labs.
20:08And what were you doing?
20:09I was the sales and
20:11business development guy.
20:12I knew Shikha all along
20:13through mutual parties
20:14and all.
20:16Aman and me met
20:17in 2016
20:18in the college dorm.
20:19Which college?
20:20We were from
20:21DIT Dhehradud.
20:21Okay.
20:23In 2019,
20:23I graduated.
20:24I did my engineering
20:25and computer science.
20:26How did you start
20:28While working in the
20:29FinTech,
20:30we were looking for
20:31in FinTech.
20:33We were making
20:34prepaid cards
20:35and trade cards.
20:36Which company?
20:37I was making
20:37ANQ Finance.
20:39How many companies
20:39do you work?
20:41I have worked for
20:41three companies primarily.
20:43How many years?
20:43Five years.
20:44So, I always joined
20:45the company as their
20:46primary employee
20:47or the first founding team
20:48or the first employee.
20:49Why did you leave
20:49so many startups?
20:52I was in the college.
20:53We had to do something
20:54together with a start-up.
20:55We moved to Bangalore.
20:56In Bangalore,
20:57we decided
20:57why don't we join
20:58early-year start-up only?
21:00Because it gives me control.
21:01I'm looking at the whole
21:02product.
21:03I'm hiring.
21:04I'm looking at sales.
21:05I'm looking at sales.
21:06That's a lot of
21:07growth.
21:10Second,
21:11a very important factor
21:12when you are a generalist.
21:14You are a hero in the company.
21:17What is the product?
21:18Then you have to hire
21:20a guy who is
21:20senior than you.
21:21I love it.
21:22So, obviously,
21:220 to 1, 1 to 10.
21:23I love it.
21:24But I don't even know
21:25how much.
21:26You know that
21:27instead of carrying
21:28multiple cards,
21:28you carry a card
21:29for transportation.
21:31So, tell customer journey.
21:32Why don't we walk
21:33through the demo?
21:34Please.
21:36So, this is the
21:37home screen of our
21:37application.
21:38If a user wants to
21:39take an Orbit card,
21:40they need to download
21:41our app from
21:42Play store and
21:43App store.
21:44After the app
21:45download,
21:46the user can use
21:46the phone and OTP
21:47for setting an account.
21:49After setting an account,
21:50your Aadhaar card
21:51or PAN card
21:52can complete
21:53the user's
21:54virtual card.
21:55Okay.
21:56The virtual card
21:57can be physically
21:58delivered on your
21:58address.
22:00Both options.
22:01Correct.
22:02in the card
22:03details, we show
22:04two balances
22:05and two wallets
22:06here.
22:07One is the prepaid
22:07wallet.
22:08The other is our
22:08NCMC wallet.
22:10The prepaid wallet
22:11is used for normal retail
22:12payments.
22:13Where is this?
22:14This is rupee power.
22:15Correct.
22:16The NCMC balance
22:17is specifically
22:18our metro and bus
22:19transactions.
22:20So, why are
22:21both interoperable?
22:24Because it will be
22:24that we have
22:25a wallet,
22:26a balance,
22:27in the metro.
22:28I have used it.
22:29I have bought coffee.
22:30I have bought coffee.
22:32The prepaid balance
22:33is your virtual balance.
22:34It is a bank account
22:35or a prepaid wallet.
22:36When you tap
22:37on a post machine
22:38in retail shop,
22:39you go to the
22:39server and ask
22:40if there is a balance
22:41and the transaction
22:42will be completed.
22:44But metro systems
22:45are designed
22:46very differently.
22:47When you tap
22:48on the metro counter
22:48you don't have
22:49internet.
22:50The machine asks
22:51if there is a balance
22:52yes,
22:53entry in.
22:53When you exit
22:54it again
22:55deducts and
22:55re-write the balance.
22:56So, it is like
22:57an open loop
22:57stored value balance.
22:58So, you have to
22:59keep two balances.
23:00Yes.
23:01The wallet
23:03can't upload
23:03the NCMC balance
23:06like a PTM
23:07or a phone
23:08I don't want to do it.
23:09No, that is not possible.
23:11Why?
23:11The NCMC
23:12doesn't have
23:13a direct merge
23:13in the wallet.
23:14It will tap in.
23:16Last year,
23:16the company was IT7
23:17was showing
23:18the same thing
23:19in India.
23:20That is the same
23:21thing.
23:21And now,
23:22the RBI
23:23says that now
23:24we can do it
23:25in this also.
23:25Yes.
23:28So, Aman,
23:29there are two things.
23:30One is your primary balance.
23:32You can secure
23:32any card in your phone
23:34and tap and pay.
23:37Those payments
23:38are only
23:38for online
23:39and offline shopping.
23:41NCMC
23:41has different technologies
23:42and different products.
23:44To bring rings,
23:46to bring cards,
23:47to bring watch
23:48is a different thing.
23:50When you're talking
23:50on the phone,
23:51the whole game
23:52becomes different.
23:53It's called card
23:53and device tokenization.
23:55Which is a completely
23:55different thing
23:56than any wearable
23:58or a card.
23:59Okay, okay.
24:00Tell us.
24:02So,
24:02now we're working
24:03and we're going to
24:04tokenize the card
24:04in your phone.
24:07After that,
24:08you can tap
24:08your phone
24:09or metro,
24:10bus or anywhere.
24:12That's just
24:12a security feature.
24:13Technically,
24:14we're understanding
24:14a little bit.
24:16But from a user perspective,
24:17if you look at it,
24:18you need to tap
24:19and do my work.
24:20Yes, right.
24:20Then you have a ring,
24:21watch or card.
24:22It depends on everybody's
24:23personal convenience
24:24and it's a preference.
24:28If you don't do anything
24:28like this,
24:29we won't do anything.
24:31Yes.
24:32What is that?
24:33The most important feature
24:34is to tap and pay
24:35it's not easy to do.
24:37It's not easy to do.
24:38For one year,
24:39only to approve
24:39we can do it.
24:40We get approval?
24:41Yes.
24:41Yes, we are the only company
24:42to get approval.
24:43When will we implement it?
24:44It will take us
24:45another six to seven months.
24:46Arsh, you said
24:47you're the only company
24:48to get this approval.
24:50We are, I think,
24:51there are only two companies
24:52to get the approval.
24:52Okay, we're only two.
24:55Who is the other company?
24:57Google.
25:00Google has got a license
25:01and they will take Paytm
25:02on it?
25:03Yes.
25:04So, your business is finished?
25:05No.
25:06Why?
25:07We made a card
25:08and Paytm started
25:09but because of the regulatory framework
25:10issue,
25:11they completely stopped.
25:13Yes.
25:13Second thing,
25:14when we talk about Google,
25:15Google never has a card.
25:18Google is already
25:20tap and pay in 2017.
25:22Today,
25:23we don't have discoverability
25:24in India.
25:25Today,
25:26people don't know
25:26that Google has an option
25:27where you can secure
25:28the Visa Master
25:29and tap and pay.
25:30yet,
25:31that is only one ad campaign
25:32away
25:32and everyone knows.
25:34Ad campaign,
25:36Google is running
25:36and MasterCard is running
25:37and this is why
25:38it is.
25:39Listen, listen.
25:41I feel like
25:43that you have
25:43not even thought
25:44there is differentiation.
25:46You are just first to market
25:48and you want to capitalize
25:50on it.
25:50But for that,
25:51you need large amounts of capital
25:53and large amounts of capability.
25:55In India,
25:56it doesn't work in
25:57India generally
25:58not because Google.
26:00Why it doesn't work?
26:01Because Indians are used
26:02to the UPI QR code payment.
26:05Because today,
26:05we are in control.
26:06When you scan the QR code
26:07and you are in control,
26:08that's in your control.
26:09When you tap and go,
26:10you feel a little out of control.
26:12So,
26:12that habit formation
26:13will take time
26:14to get confidence.
26:15But they are not going to wait.
26:17Just like that happens,
26:18they will take the market
26:19and leave them for you.
26:22I think
26:23in India,
26:24for a long time.
26:26Physical cards?
26:27Physical cards.
26:28I will tell you a simple number.
26:29In India,
26:30in today's history,
26:315 million people
26:32use daily public transport.
26:34Now,
26:34let's talk about the metro.
26:36In India,
26:361 million people use
26:38daily metro.
26:39If you use bifurcation
26:411 million people,
26:41you will see
26:4272% to 75%
26:44of users
26:45use cards as their
26:46primary mode of payment.
26:47Which card?
26:48Now,
26:48they use closed-group cards.
26:50I mean?
26:50I will take a example.
26:51In Mumbai,
26:52I have a personal card.
26:54In Mumbai,
26:54three metro lines.
26:56One of the best.
26:58Our card is
26:59on the three lines
27:00and on the four metro lines.
27:02The point is,
27:02but this card
27:03is not unique for your company.
27:06Yes.
27:08No one can remove it.
27:09The answer is yes.
27:11First of all,
27:11the answer is yes.
27:14Now,
27:14the cards will dominate
27:15in the space.
27:17Why will it dominate?
27:18Because we are
27:18very early mover
27:19and we are growing
27:20very fast.
27:20There is nothing
27:21from early mover.
27:22Yes,
27:23it gives you an advantage.
27:24But in many industries,
27:26you see,
27:26Facebook is not the first
27:27social media.
27:29Yes.
27:29How do you compound the first mover?
27:32Yes.
27:33But Anupam,
27:34proof is in the onboarding.
27:35How many people
27:36have you onboarded?
27:37Yes.
27:37We have 22,000 cards
27:39sold.
27:39That's not enough.
27:41We have launched
27:42the first pilot
27:43in January.
27:44What do you mean
27:45$22,000?
27:46Yes.
27:47What does it mean?
27:48These are physical cards
27:49in the market.
27:50And how many people
27:50are taking you?
27:52There are 55,000 total customers.
27:54There are 22,000 people
27:55who have a card.
27:56How much they sold?
27:58$1,500.
27:59What is the revenue model?
28:00Do you have
28:01some interchange?
28:02Whenever customers
28:03spend online
28:04or offline
28:04we get 2%
28:05and whenever customers
28:07spend on transit payment
28:08we get 0.58%.
28:10So then it's very clear
28:11that your money
28:12is being made in general
28:12wallet.
28:140.58 is a hook
28:15to get customers
28:17that we have something
28:17different.
28:18But your actual
28:19money, business,
28:20monetization profit
28:21is going to be made
28:21from 2%
28:22which is a general wallet.
28:23Not necessary.
28:24If its volume is more
28:25than that
28:25that is the thinking.
28:27Over the time, yes.
28:28Over the time, yes.
28:29Yes.
28:30So yes, I'm saying
28:31all the things
28:31I'm saying.
28:33You will make money.
28:34We will make money
28:35primarily from transit.
28:36The prepaid
28:37UPI
28:38will kill
28:39because no money
28:41is added
28:41and not paying.
28:42Correct.
28:43How much total balance
28:45is on wallets
28:46not on NCMC?
28:47The last one
28:47was $62,000,00
28:50but if you look
28:50outflow,
28:51it's $58,000,00
28:52is spent.
28:53Is this NCMC
28:54included?
28:55Yes, NCMC
28:56included.
28:57I'm not on NCMC
28:58I don't have a number
28:58of non-NCMC
29:00Why?
29:01It's not a prepaid
29:02load.
29:03How much balance
29:04is in the wallet
29:05Watch on,
29:06how much money
29:06was spent last month
29:07in non-NCMC?
29:08$18,000,00
29:09$58,000,00
29:11$40,000,00
29:13in NCMC
29:14and $18,000,00
29:15in non-NCMC
29:19How much are your transactions
29:20daily?
29:21$5,800,000 to $6,000,00
29:22but if you look
29:23weekly active,
29:24it's $9,000.
29:24Why?
29:25It's just that much
29:25it's a commute card
29:26Yes, so there is
29:27that every customer
29:28doesn't use it daily.
29:29I'm not talking about it
29:30and you're very confused.
29:33It's a daily
29:34right?
29:35Because we can argue
29:36that people don't go
29:37to the office
29:37We put it weekly
29:40Why is your weekly
29:41only $9,000,00
29:43when it is a commuter card?
29:44Yes.
29:45Yes, yes.
29:46What are you doing?
29:48There are 9,000 users
29:49and now we have
29:50this number
29:51How many cards
29:54are you with non-zero balance?
29:57I think
29:58You should know
29:59this number
30:02Guys, guys, I'm out.
30:04I'm out.
30:07I'm out.
30:08There are 21 cards
30:10with balance
30:10You don't know
30:13your number
30:14I'm out.
30:14I'm out.
30:18I'm out.
30:19I'm out.
30:20I'm out.
30:21I'm out.
30:21I'm out.
30:22I'm out.
30:23I'm out.
30:23I'm out.
30:24I have no idea
30:25what you guys
30:26are talking about.
30:27This business
30:28is not fundable.
30:31It's not even a business.
30:33If you're trying
30:33some engineering
30:34you don't have to do
30:35something.
30:36It won't happen.
30:40Your biggest challenge
30:42right now
30:42where you don't have clarity
30:44is
30:44in the first year
30:45how will you acquire
30:46those 5 crore travelers?
30:48One minute.
30:50Second,
30:51your wallet
30:52Yes.
30:53You haven't told me
30:54that my biggest competition
30:55is UPI.
30:56So how will you
30:57as a prepaid card
30:58compete with UPI?
30:59What is your GTM?
31:00You're not able to explain
31:01anything.
31:02Because they can't.
31:05the point of execution,
31:07rigor,
31:08and clarity
31:09is not coming.
31:10And for that reason
31:11I'm out.
31:12Please work on it.
31:15There are already
31:16so many apps
31:17that have
31:18so many distribution
31:19on the phone
31:20and on Google.
31:22Why don't you
31:23become a B2B2C
31:24provider
31:25that you
31:26give a plug-and-play
31:27capability
31:28to all these apps
31:29that have already
31:31massive distribution?
31:32not that you
31:34make a distribution
31:35because you
31:36will get to
31:37thousands of crores
31:38that I've heard
31:40that I feel
31:41a little
31:42ordinary effort
31:44and ordinary efforts
31:46never create
31:47an extraordinary outcome.
31:50I wish you all the best.
31:52I wish you all the best.
31:57While I tell you
31:58we missed a very important
31:59pointer.
32:01You're not looking
32:01to see these two
32:02parts of blue
32:03parts of these
32:04parts of the blue.
32:04So one very big milestone
32:05that we have cracked
32:06this year
32:07is that we have
32:08partnered
32:09with MTC
32:10With our cards, 6,000 conductors will be booked in 3,000 buses.
32:18And we just launched it in Chennai literally 15-20 days ago,
32:24where their transport minister, MLAs and their secretary launched our cards.
32:28So we are getting this entire network to ourselves.
32:3310,000,000 people in the next six months, we are going to distribute the cards.
32:37The best thing that we have done, we have simplified their onboarding.
32:42You are looking at the QR.
32:45You scan the QR directly and you will go on board.
32:48And to be honest, our competition,
32:51you are talking about phone, ATM, Google,
32:54but our actual competition is Airtel and SBI.
32:59Airtel and SBI, why?
33:01It is a NCMC card.
33:03Harsh, you should let her speak next time.
33:05Yes, definitely.
33:06She is acing it.
33:07Why we are also not giving you out all the numbers very well.
33:12We are now in pre-revenue.
33:14And our distribution will be operator-led distribution,
33:18not user-led distribution.
33:20Because the ticket will be on the counter.
33:24Shikha, you are doing great.
33:26Amazing, you brought me back.
33:27You go girl.
33:29The train is coming back on the train.
33:32No, no, no.
33:33NCPI is working.
33:34No, no, no, no.
33:35In FinTech, it is difficult that we have made the product in six months,
33:39which we have sorted out the compliance.
33:40And as soon as we come in the market,
33:44nobody will come in the market.
33:45Because we also know that other companies are trying to do it,
33:48which are not going to happen.
33:50The second pointer,
33:51which you see on the yellow card.
33:53Okay?
33:53That is our other partnership.
33:55Now, you leave it all.
33:56Leave it all.
33:57Leave it all.
33:59Okay?
34:00Now, listen.
34:01Leave it all.
34:04You see on the yellow card.
34:06Okay?
34:06There is an association of Electronic City.
34:09We have won a grant,
34:11a few months ago.
34:1325 lakhs.
34:14Equity-free grant.
34:15What did we get?
34:16There are 1.5 lakh companies.
34:19There are 1.5 lakh employees.
34:21We have run this pilot.
34:23Via the corporate route.
34:24Yes.
34:24Corporate route.
34:25And these are our distribution channels.
34:28Shikha,
34:29you explained what we all wanted to ask.
34:33You have cleared it.
34:35But the compliance problem,
34:38you are solving it.
34:41The other companies are a bit scared
34:43to solve it.
34:45But I think it's a very early stage.
34:48So that's why I'm out.
34:52What did you say?
34:54When you go to the start-up,
34:55you get to be a generalist.
34:58You get to learn 10 things.
35:00And when you grow up,
35:01you are a specialist.
35:02We have done this in our company.
35:03That's a very mature thinking.
35:05And the start-ups,
35:07they run faster.
35:10When you grow up,
35:11they run faster.
35:13They run faster.
35:17they run faster.
35:18They run faster.
35:21They run faster.
35:22They run faster.
35:22They run faster.
35:24They run faster.
35:25I think you will do it.
35:26I give you an offer.
35:31I want 50 lakhs for 5%.
35:36And I'm just betting on Shikha plus her two team members.
35:46So, I have a counter.
35:50Somewhere around 2-2.5% is what looks feasible.
35:54Make a firm counter.
35:5550 lakhs for?
35:562%.
36:01I need 5%.
36:03I need 5%.
36:04If you want 50 lakhs for 50 lakhs,
36:06you'll take 60 lakhs.
36:2560 lakhs.
36:264%.
36:31Yes.
36:33Deal done.
36:34Come on, congrats, guys.
36:35You got a deal.
36:36Go.
36:38Go.
36:45Okay.
36:45Thank you, guys.
36:47We have never seen Shikha talking something like that.
36:50So, that was, I think, the highest point.
36:52So, it was important that we have already done.
36:54Our distributions have cracked.
36:56We have talked about each other operators.
36:59And I think that's where Aman saw the value.
37:02And he came in.
37:25The Daily Canva Report.
37:26The Daily Canva Report.
37:41The pictures, hope, and ideas have come.
37:43Sharks have come.
37:45And I am also coming to you.
37:47Take this show for you.
37:48Welcome to Shark Tank India.
37:49Co-presented by Canva and Oppo.
37:51Co-powered by Lahori Zira and Crunchyroll.
37:54Partners Rezon Solar.
37:56Fixederma.
37:57Phone Pay Payment Gateway.
37:59White Gold.
38:00And Sophie.
38:01Welcome to Beyond the Tank.
38:03In the past four seasons, Sharks saw 771 pitches.
38:07In which 361 deals are closed.
38:10And the total of 300 crore capital is deployed.
38:15In the season 1, when Shark Tank came to India,
38:17No one knew what was happening in India.
38:22It was just the introduction to the concept.
38:24So the companies that came in,
38:25were very early stages.
38:28In this period.
38:29In their early years.
38:31But as Shark Tank evolved,
38:33Shark Tank evolved,
38:33and the startup ecosystem evolved.
38:36This has all changed.
38:37You know, top of the mind,
38:38when I talk about my investments,
38:39I always remember,
38:40what is used in the home.
38:42And that's Koparo.
38:44We make,
38:45without any harmful chemicals,
38:47cleaning products.
38:48Which are eco-friendly,
38:50pet-safe,
38:50and child-safe.
38:52The Simply Salad.
38:54The Simply Salad is a cloud kitchen
38:56which delivers all kinds of healthy,
38:58tasty and creative salads in your home.
39:01And of course,
39:03Perfora.
39:04We introduced India's first made-safe,
39:07certified toothpaste,
39:08which has made effective ingredients
39:10and natural flavors.
39:12There was a quick commerce opportunity
39:14that Perfora has explored.
39:18Perfora's purple toothpaste
39:20for teeth whitening.
39:22This has come in India for the first time
39:24such innovative products.
39:27And the largest toothpaste brand in the world
39:32has copied it.
39:34Ditto!
39:35They say that imitation
39:36is the best form of flattery.
39:39Perfora's daily orders
39:41have reached 300-6,000 in India.
39:45And their MRR has become 1 crore to 6 crore.
39:49We have fulfilled 35,000 in a cloud kitchen.
39:53Wow!
39:54Wow!
39:55Simply Salad
39:57heavily rely on subscription.
39:59So, I suggested that
40:01you forget the subscription.
40:03Focus on selling individual salad packs.
40:09Simply Salad's average order value
40:12is $125,000.
40:14$230,000.
40:15And its ARR is $53,000,
40:18$2.1 crores.
40:23So good to see you.
40:25How are you?
40:26Very good.
40:27Shark Tank
40:28One of the most
40:30ladai wali deal thi.
40:32Koparo ki.
40:33The exceptional founder.
40:34Category Sahi.
40:353 crore bruh.
40:36Aditta bruh.
40:37Dialogue market.
40:3870 lakhs for 1%.
40:4070 lakhs for 1%.
41:07Because mainly the players,
41:08you know,
41:09they are big, big companies.
41:11So,
41:11we discussed that
41:12why don't we try to make a founder-led narrative.
41:14And it has resonated.
41:17All the best.
41:18And very, very excited about taking this company eventually public.
41:23Koparo ka EBITDA minus 35% se hua minus 9%.
41:27Aur MRR 70 lakh se badaha 5 crores.
41:31Mere lehe Shark Tank India investments are not just about the revenue or the profit.
41:36They are also about building the nation.
41:58Sharks!
42:00Think about a 28-year-old girl whose hair is growing up.
42:04Their weight is increasing.
42:06Their period cycle is also irregular.
42:09Their facial hair plus fatigue is a daily struggle.
42:14But why is the biggest question like this?
42:17The answer is PCOD and PCOS.
42:20Sharks!
42:21India today,
42:22every month of five months,
42:24PCOD and PCOS are running from hormonal imbalances.
42:28But the biggest problem is that they don't know that they are PCOD and PCOS.
42:34Or they don't know that they are confused how to manage it.
42:38So, today,
42:39we are the three boys of Faridabad's women
42:42to empower Indian women with such an application.
42:46Which they always deserve.
42:47Hello, Sharks!
42:49Our name is Gaurav Dua,
42:51Arpityaagi,
42:52Lakshir Oila.
42:54We are the founder of Hoffwit,
42:55which is a full stack of hormonal health ecosystem.
42:59Here,
42:59you can be able to track your periods.
43:01With the symptoms,
43:03you can lock it with a PCOD assessment.
43:05You can manage it with a PCOD assessment.
43:08You can manage it with a single application.
43:19You can do it with one application.
43:27Sharks,
43:28invest in India's hormonal balance and fitness.
43:32Invest in Hoffwit.
43:34This is going to be a very selfish story.
43:37Because I expected that for a PCOS solution or PCOD,
43:42a woman founder would be the ideal person.
43:45But you three boys,
43:47I feel like I don't have married.
43:50No one's.
43:51No one's.
43:51And I don't have a girlfriend.
43:52No one's.
43:53No one's.
43:58What happened?
43:59How did you guys figure this?
44:01And what's your journey been?
44:02We are three childhood friends.
44:04Okay.
44:05I met Lakshir in seventh class.
44:07I met Arpitya in 2014,
44:09at the time of graduation.
44:11In 2020,
44:12when we met three again,
44:13the time of COVID was going on.
44:15We had to do something at home.
44:18We thought that people are sitting at home
44:19and not sitting at home.
44:20Why should we help them?
44:21To be productive.
44:23That's where our idea started.
44:25It's called Hobbit.
44:26Through the Hobbit,
44:27we helped people to pursue their hobbies.
44:30But we had five hobbies categories.
44:33Dance, cooking, art and craft, music.
44:35The name of the company is Hobbit.
44:36Yes.
44:37Hobbit,
44:38because his vision was Hobbies and just do it.
44:41And now Hobbit has its vision.
44:43His vision is Hormonal Balance and Fitness.
44:45Dude!
44:47It's a different level of thinking.
44:52So, for two or three years,
44:54we have been running the Hobbit platform.
44:56But the traction is only being generated from women.
44:58It was a special thing.
44:59It was fitness classes in our platform.
45:01It was dance-based fitness classes.
45:03Then we thought that when our business is generated from fitness,
45:07it is also only from women.
45:08Then why not have we pivoted it?
45:10We have studied market studies.
45:11We have studied market studies.
45:13We have understood a lot of things.
45:15There are a lot of things in fitness applications.
45:17But for women,
45:18a PCOD piece of their hormonal disorder
45:20doesn't work on women.
45:22Then we have done Hobbit with Hobbit.
45:25Which year?
45:25It was 2014, January.
45:27What are you talking about?
45:28You are PCOS, PCOD.
45:30I have become a company.
45:32I have become 5-7.
45:34Flow, do you hear?
45:36Yes, exactly.
45:36Yes, it's the number one.
45:38In the flow,
45:39this is a tracking tool.
45:41You can track your periods,
45:43you can lock your symptoms.
45:44But it doesn't give you the chance
45:45that you can reverse it
45:47or manage it through the same application.
45:50Our product is not a tracking tool.
45:53It's a full-stack ecosystem.
45:54If you give me a chance,
45:56I will show you the demo of your platform.
45:59Sure.
46:00Let me show you.
46:02I will give the product demonstration
46:04with Priyanka name.
46:06This is a real user.
46:07Yes.
46:08Their period cycle was irregular.
46:10And their weight gain was also happening.
46:12But they didn't understand
46:13why it was happening.
46:15Then they downloaded the Hobbit
46:17application from the Play Store
46:18and App Store.
46:20They downloaded the Hobbit
46:21first of the free module
46:23which is called Week Year.
46:25Everything is free here.
46:27First of all,
46:28they locked their previous cycles
46:29and when they locked them
46:30in our system,
46:31they realized that
46:32their cycle length is for 37 days.
46:36After that,
46:37when they locked their symptoms
46:38here,
46:39our powerful AI tool,
46:41Eva told them
46:42what the impact of their symptoms
46:43in their body.
46:45Also,
46:46they used a tool
46:47that is PCOD assessment test.
46:50The test of Gynec and AI
46:52has been created by
46:53the 20 questions.
46:57that there are high chances
46:59of their PCOS.
47:01Then they purchased
47:01the Hobbit
47:02premium version.
47:04When they bought
47:05the premium version,
47:06they got dedicated dietitian
47:07plus food scanner AI tool.
47:09They tracked all their food
47:12with a camera feature.
47:13With that,
47:15they realized
47:15how they consume macros
47:15and micronutrients
47:16what they are consuming.
47:19Other than the questionnaire
47:21which is doctor approved,
47:22there is no
47:23any doctor's involvement
47:24right?
47:25No.
47:25But if someone needs Gynec
47:26support,
47:27our tie-up is
47:28within the system
47:28with the doctor.
47:30Video calls, voice calls,
47:31like telemedicine.
47:32Yes.
47:33How many patients
47:34telemedicine do?
47:36Roughly 15%.
47:38We give them
47:38workouts.
47:40In which,
47:41they get multiple
47:42time slots.
47:43With the time slots,
47:43the workouts
47:44are tracked
47:45by AI.
47:47After following this
47:47this plan,
47:48after three months,
47:49Trianka got three
47:50major benefits.
47:52The first benefit
47:52was the cycle
47:53of 37 days.
47:55She reached 32 days
47:56on average.
47:57The second thing
47:58was 5 kgs
47:59of weight loss.
48:00The third thing
48:01was that their
48:02score of 40 to 50%
48:03of the symptoms
48:03was reduced.
48:04But it was not
48:05magic.
48:06It was possible
48:07because Hubfit
48:08has made
48:09one movement
48:10track.
48:12After all
48:12the transformation
48:13plan,
48:14health coaches
48:15and dietitians
48:16helped
48:17manage PCOD
48:18pieces.
48:20But you
48:21made a big mistake
48:22that your
48:23whole demo
48:24is 90%
48:26of your emphasis
48:27on diet
48:29plan,
48:30exercise,
48:30nutrition,
48:31all the things
48:32that you have
48:32told.
48:33In PCOS
48:33there are two
48:34things that women
48:36face.
48:38Number one,
48:39insulin resistance.
48:41Right.
48:41Where many
48:42women have to be
48:44on metformin.
48:45Then it can solve
48:46their problem.
48:47Second is
48:48toffee.
48:49So you know,
48:50PCOS is a very
48:50complicated disease.
48:52That's why I wanted
48:53to know that if
48:53five lakh women
48:54have used your app,
48:57how many have
48:58downloaded,
48:59how many are the
48:59DAO and MAO.
49:01Just give me that
49:02number, then I will
49:03believe that PCOS
49:03is the solution.
49:05So there are
49:06five lakh users
49:06who have joined
49:07our platform,
49:08who have used
49:09our freemium features.
49:11These five lakh
49:11people are those.
49:13Daily active users
49:1419,000.
49:15Yeah.
49:15Monthly active users
49:1692,000.
49:18How many are
49:19giving you money?
49:20Five thousand users
49:21who have paid
49:21our money.
49:22Five thousand users.
49:23for that,
49:2315% talk to Gainax.
49:25And how many
49:26do you give
49:26five thousand users?
49:27For three months,
49:28five thousand
49:28rupees.
49:29For six months,
49:30eight thousand.
49:30I don't believe you.
49:34Monthly
49:34700 bucks
49:35are talking about Gainax.
49:37Monthly
49:38is not.
49:38This is five thousand
49:39lifetime of paid users.
49:42Current paying users
49:44five thousand.
49:45Right.
49:46And their average
49:47is three month
49:48paying,
49:49six month
49:49subscription.
49:51five thousand.
49:51That doesn't mean
49:52monthly five thousand.
49:53Right.
49:54Average lifetime
49:54is how much
49:55paid users?
49:56Four point five.
49:58So, you can think
50:01of those five thousand
50:02active over four point five.
50:04Last month,
50:05how many users
50:06have come?
50:06Who have paid?
50:07Thirteen hundred
50:08users.
50:09So, your trajectory
50:10of growth
50:11is now total
50:11five thousand.
50:12If you have paid
50:14in the last month,
50:15what will you do?
50:17Total trajectory
50:18is not a total
50:19If I talk about
50:19total trajectory,
50:20it's 25,000.
50:21The plan of our system
50:23is active,
50:24it's 5,000.
50:25Where are the rest?
50:26Where are the rest?
50:26In this,
50:27we judge the metrics
50:28of the user's.
50:29Either their weight gain,
50:31their period cycle,
50:32their other symptoms,
50:33acne, face-to-face,
50:35hair,
50:35we track.
50:36In this,
50:38if I talk about PCOD users,
50:39who have completed
50:4170% journey
50:43in our platform.
50:44In that,
50:44there are 67%
50:45of users
50:46who have benefit
50:46from these three
50:47aspects.
50:49But this is a lifetime issue.
50:51If you are really good,
50:53people don't drop out
50:55in life.
50:56No, I don't agree in it.
50:58Because I have done
50:59a lot of podcasts
51:00on PCOS and PCOD.
51:03They said,
51:04I don't put Metformin
51:05on Metformin.
51:05They don't put it.
51:07They don't put it.
51:08It's a very big
51:08sedentary life.
51:09lifestyle and junk food,
51:10habits are so common.
51:12So, every third
51:14youngster is having
51:15PCOD pieces right now.
51:17I think the first step
51:18is acceptance.
51:19Right.
51:20You are going
51:21in the wrong direction.
51:22To reduce obesity.
51:24My point of Metformin
51:25was that there should be
51:25a doctor to see if that
51:26is needed.
51:27But the ones who don't
51:28need also,
51:29where there is obesity
51:30issue.
51:31This is not something
51:32that you have reduced
51:33three months
51:33and you are fine.
51:35It is a lifestyle
51:37maintenance.
51:37So, my limited point
51:39that Shelly didn't get
51:41is that,
51:42if you see people
51:43in your app,
51:45then those people
51:46that over a much
51:47longer period
51:48of time
51:48stick with you.
51:50That I agree.
51:54One of two things
51:55is happening.
51:56Either you get
51:58so much value
51:59in this app
51:59that it's okay
52:00in four months.
52:01It's not okay.
52:02You know me.
52:04you know you
52:06have a good
52:07So,
52:08that's why
52:08they are leaving.
52:09The third point
52:10is to tell me
52:11what happens.
52:12They have
52:13two months
52:14or three months
52:14I've done
52:15a lot of efforts
52:15to give them
52:16a little benefit.
52:17Our body is
52:18very good
52:19when we have
52:20a disease.
52:21Our antibiotic course
52:22has been
52:23two days.
52:25They feel
52:26that they have
52:27two days.
52:29a little break.
52:31This is also
52:31a reason.
52:32It's the issue of
52:32user compliance.
52:34In the numbers?
52:36In the numbers
52:36I understand
52:37that I have
52:3810 lakh rupees
52:38of my revenue.
52:39No, no, no.
52:42In 2024,
52:43our revenue
52:44was 6 crores.
52:45This was our
52:45first year
52:46when we took
52:46off-fit
52:47and this year
52:48we closed
52:49the project
52:49on 11 crores.
52:51How much did
52:51last month?
52:53In November
52:54it was 75 lakhs.
52:55Last month
52:56you added
52:57your new
52:58paying customers.
53:00Almost 1,000.
53:01How much money
53:02gave you?
53:03$5,500.
53:04Average.
53:05$6,000.
53:06$6,000.
53:06$6,000.
53:06$6,000.
53:07$15,000.
53:09$15,000.
53:11How many
53:12retained users
53:12will be?
53:13300-400 users
53:15who paid
53:15the money in the past
53:15last month.
53:17Okay, got it.
53:19First,
53:19tell us
53:20for every
53:21hundred rupees
53:22which customers
53:23pay to us,
53:2325%
53:24goes to the
53:25dietitians
53:25and to the
53:26trainers.
53:27Then 75%
53:28comes over
53:28gross margin.
53:30The 15% cost
53:32goes over
53:32sales team
53:33and the platform
53:34charges
53:35which includes
53:35payment gateway
53:36as well.
53:37Then 60%
53:38comes over
53:39CM1.
53:40Then 35%
53:41is our
53:41marketing expense.
53:43Then after that
53:4325% of it
53:45goes to
53:46our office expenses
53:48and other
53:48sales team.
53:49Okay, got it.
53:50Let me show you the
53:51subscription tab
53:52where you convert
53:54to users.
53:55In your opinion,
53:57what is happening?
53:58Users are coming
53:59one time
54:00giving money
54:00and going.
54:01One second.
54:023,000 rupees
54:03per month.
54:04And here
54:05a personal dietitian.
54:06One second.
54:07One second.
54:09Dietitian,
54:10workouts,
54:11nutrition AI,
54:12diet tracker.
54:13Got it.
54:16Now,
54:19we've done
54:20two fundraising rounds.
54:21When the Hobbit
54:22was running
54:22in 2021,
54:25we were doing
54:261 crore race.
54:27In December,
54:28we were doing
54:293 crore race.
54:30So,
54:30in total,
54:31we were doing
54:314 crore race.
54:33And in January,
54:35we were doing
54:371.3 crore race.
54:39So,
54:391.3 crore race.
54:401.3 crore
54:41we built
54:411.3 crore
54:41and built
54:44and built
54:451.3 crore
54:46and built
54:461.3 crore
54:48but I'm not
54:49seeing a real
54:50business here.
54:52A fitness app
54:53and weight loss
54:54people come here
54:55and put
54:56the pressure
54:56of PCOS
54:58and scaffolding
55:00the same thing
55:01that you had
55:02before.
55:03When I saw
55:04your dashboard
55:05in front,
55:06there were only
55:07dietitian,
55:08exercise videos,
55:09AI dietitian.
55:10whatever
55:11you showed
55:12hot
55:13and AI
55:14then put
55:14AI
55:14into it.
55:16So,
55:17I don't think
55:18you have
55:19understood
55:20how the value
55:21creation is
55:22done.
55:23Your last month's
55:25numbers prove that
55:26and that's not a business
55:27for me.
55:28So,
55:28I'm outside.
55:28Good luck.
55:31You have three men
55:33who want to do
55:33something for women's wellness.
55:36That's a very nice thing.
55:38So, I really like seeing that.
55:40Good app for nutrition
55:42and fitness.
55:42But,
55:44don't do PCOS
55:45sell it
55:46because PCOS
55:47is a lifetime
55:47condition.
55:50And there are
55:50many medical components
55:52where you have to meet
55:53a doctor
55:53and understand
55:55which category
55:56you fall under.
55:58So, you pivot
55:58and put
56:00some substance
56:01for women's wellness.
56:02But at this point,
56:03it is just purely
56:05a fitness
56:06and nutrition
56:06app
56:07and not a PCOS app.
56:09And for that reason,
56:09I'm out.
56:11We've got a high-value
56:12thing to buy
56:14for this
56:15subscription.
56:15This is a thousand
56:16rupees subscription.
56:18So, if our average
56:19subscription is
56:196,000 rupees,
56:20it has become
56:2175% gross margin.
56:23Right?
56:23So, it's about
56:24our gross margin
56:255,000 rupees.
56:27And we're
56:28about 2,000
56:29to 2,500 rupees
56:30in the marketing.
56:32Now,
56:33we're taking advantage
56:33of the engines
56:34of Meta
56:34and Google
56:36that they show
56:37the content
56:37and show
56:38that this is
56:39an issue.
56:40It's a genuine issue.
56:42But we're
56:43genuinely solving
56:43issues.
56:46Otherwise,
56:47the 25,000
56:48paying users
56:49in our lifetime,
56:50it's only 400
56:51paying users
56:52in our past.
56:55That's the reason
56:55that I'm
56:56from today.
56:57But guys,
56:57keep trying.
56:58Maybe you figure
56:58something out.
57:01Kudos
57:01to you guys.
57:02It was very good.
57:03I thought
57:05about PCOS
57:06and PCOD
57:06it's a very
57:07burning problem
57:10in India.
57:11But I don't
57:12about analytics.
57:15So,
57:15I think
57:16I'm not part
57:17of it.
57:17I'm out.
57:19I think
57:20that you're
57:21fighting
57:21fighter
57:21of the people.
57:23Andres
57:24took a raise
57:24and they'll
57:25find something
57:25wrong.
57:26And they'll
57:27for the fight
57:27that you're
57:31clearly
57:32for the product
57:33market.
57:36And I think
57:37that it's
57:38more
57:38disruptive
57:38as well.
57:43and give 75,000,000 rupees for this disruption.
57:48I'll be out.
57:49Okay.
57:51You're all the best.
57:52Thank you so much.
57:54We didn't get the deal.
57:55It's a little bad.
57:56But it's not like the spirit is lacking.
57:59And we also feel that we're working on the right problems.
58:02We're working on the right way.
58:03In this way, the changes are the feedback.
Comments