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00:18Do not swallow.
00:21Sharks, did you know,
00:22the toothpaste we use twice a day,
00:26is written in the majority of it,
00:27Do not swallow.
00:28But, do not swallow.
00:31Our mouth permeability is so high,
00:35that it can go easily super inside.
00:37And in the toothpaste,
00:39there are antibacterial and foaming agents,
00:41which can damage good microbes,
00:44which is very crucial for our immunity,
00:47for digestion,
00:48and cardiovascular health.
00:50But our toothpaste, Edenora,
00:53is so safe,
00:54that it can eat.
00:54You can also eat.
00:57Oh!
00:58Oof!
00:59Namaskaram, Sharks.
01:00End of area, Aashika.
01:02I am Praveen.
01:03And I am Praveen.
01:04We are from Kerala,
01:05founders of Edenora.
01:07An edible grade,
01:09oral microbiome friendly toothpaste,
01:11which does not damage your death's ecosystem,
01:15So, Sharks,
01:16we all know that toothpaste is non-negotiable.
01:18So,
01:19with the power of this patented toothpaste,
01:22we have built this bootstrap business.
01:24And now,
01:26our ask is,
01:27Rs. 2 crore for 5% equity.
01:30Whoop!
01:31Whoop!
01:32Sharks,
01:32invest in Edenora,
01:33and the smile of Bharati's smile.
01:36Edenora team,
01:37welcome to the shark tank.
01:40Tell us about how you know each other,
01:42what is your story.
01:43I am Praveen,
01:4464 years old.
01:46I am an engineer,
01:47engineering background,
01:48BSc civil engineering and MBA holder.
01:50I started with my father's construction company.
01:54And in 94,
01:55I moved to Middle East.
01:56I involved in many skyscrapers construction in Middle East,
02:00including Burj Khalifa.
02:04In 2016,
02:06we got bad things in our family.
02:09I lost my younger son.
02:13So sorry to hear that.
02:16Then,
02:16we back to India.
02:18This is Praveen,
02:20my elder son,
02:21and this is my daughter-in-law, Ashira.
02:23Oh, okay. Family.
02:25Actually,
02:26I am a keen observer.
02:27Around 30 years ago,
02:29I,
02:29when I heard,
02:30the first I noticed it,
02:32kills 99.9% James.
02:35Something,
02:36you know,
02:37not acceptable to that.
02:38Later,
02:39I understood,
02:40in our mouth,
02:41consists of
02:4320 billion to
02:44100 billion microbes in our mouth.
02:46Right?
02:47All of them are bad?
02:49Not at all.
02:52In 2003,
02:53I made the first sample for our purpose.
02:57That was for your in-house consumption,
02:58I guess.
02:59Yeah, in-house.
03:00In-house.
03:00And how the story of the brand started?
03:02In which year?
03:02Brand started in 2020 only.
03:05But before that,
03:06I did a lot of studies.
03:08Study and research?
03:09Yeah.
03:09It took 19 years to come up with the formulation.
03:12Till 2016,
03:13it was in full time.
03:13So,
03:14he did 87 samples
03:15before it became a market product.
03:17Okay.
03:18And Ashikan Praveen,
03:19what you did before joining?
03:21I'm a mechanical engineer.
03:23I passed out from
03:24Sir MVAT Bangalore
03:25in 2030.
03:26In 2016,
03:28Brothers thing happened
03:28and life completely changed.
03:29I had to move back to Kerala.
03:32This is my wife.
03:33I met her in 2013.
03:35And we got married in 2021.
03:37So,
03:38during that,
03:39something happened with me.
03:41Unintentionally,
03:41when I went and hugged my mom one day,
03:43she told you,
03:44why?
03:44Didn't you brush?
03:45Your mouth was smelling.
03:47So,
03:48that kind of
03:49hit me actually.
03:50Then I decided
03:51I'll try
03:51Dad's Irinora.
03:53Till then,
03:53I was not using at all.
03:56Ashika,
03:57what did you introduce me?
03:58I am a civil engineering graduate.
04:00I completed my education in Bangalore.
04:02And I was working as an interior designer.
04:04Nice.
04:05So, what happened was
04:06I started using
04:07the samples of this product
04:08about a year before the wedding.
04:10I really liked it.
04:11I also gave it to my family.
04:12They also liked it.
04:13And we knew it was something different.
04:15That's it.
04:16But,
04:17what actually happened is
04:18only after wedding
04:19did I get to see
04:20a lot more things
04:21up close,
04:22especially the behind the scenes.
04:24I remember
04:24soon after the wedding,
04:25he went for production-related work.
04:27That when he was not there
04:28for about two to three months,
04:29he was gone.
04:29I remember the night
04:30when he came back home.
04:32It was beyond 12 a.m.
04:34Mom opened the door for him
04:35and he walked in.
04:36I saw this exhausted person
04:38standing there at the door.
04:40But,
04:40despite that,
04:41he had such a happy smile on his face
04:44and he said,
04:45proudly,
04:46my product is ready.
04:47You know,
04:48I had that on my mind
04:49really fresh.
04:50The next morning,
04:51just when I thought
04:52that this 60-year-old man
04:53needs rest
04:54after all that hard work,
04:558 a.m. in the morning,
04:57he has perfectly groomed himself
04:58ready to go to office
05:00which is 18 kilometers away.
05:02I don't know why
05:04he had to do all of that.
05:05At this age,
05:06but he had earned
05:07his privilege to,
05:08you know,
05:08take a break and relax
05:09during his retirement period.
05:12Right now,
05:13all three of you
05:14are full-time on the business.
05:15Full-time.
05:16In my usage,
05:18I have a question.
05:18This is a toothpaste.
05:22And look at the color.
05:24Yeah.
05:24Look at the thickness.
05:26And it really smells bad.
05:29So, we will not use these kids.
05:32When I tried your lotion,
05:34it was a different experience.
05:36It was a white color,
05:38spread nicely,
05:39smell quite,
05:40you know,
05:40fragrant,
05:41not just total Ayurveda style.
05:44So,
05:44in your two products,
05:46my experience is different.
05:48So, I wanted to understand that.
05:49For kids,
05:50we have observed two things.
05:51So, one is that
05:52kids using the toothpaste
05:53for the first time.
05:54If they're using it,
05:55they like it.
05:55It's like food for them.
05:57But a kid,
05:58if it is,
05:58like if he or she
05:59is addicted to that,
06:01you know,
06:01strawberry flavor
06:02and all those things,
06:03then it is difficult
06:04for them to switch back.
06:05So, we have seen
06:06these two things.
06:07And almost 55%
06:08of our sales
06:09comes from Sensi Croc.
06:11It smells very good.
06:13That's the same.
06:15Toothpaste,
06:16we have kept it very pure.
06:17There is no artificial colors,
06:19no SLS,
06:19parabens,
06:20triclosan,
06:20pure smell of essential oils
06:22and herbal powders.
06:23Sir, you all have
06:24wonderful hair.
06:24Is it because
06:25of the toothpaste?
06:26The hair is,
06:27I have a shower gel.
06:29Try the toothpaste.
06:30Try it again.
06:32Try it again.
06:32Try it again.
06:36Try it again.
06:39First of all,
06:40you fix the purpose
06:41in your mind.
06:42Because you are really,
06:43you are really killing
06:44the microbes
06:45and you are killing yourself.
06:46then I am giving
06:47a good product
06:48and you are blaming
06:49the product.
06:50It is not at all.
06:50Sir, you remind him
06:51this is not butter chicken.
06:53Yes, yes, yes.
06:54You know, actually,
06:55always,
06:56I am reminding to my son,
06:58okay,
06:58don't use butter chicken.
06:59Butter chicken,
07:00will you give taste?
07:01But the next day
07:02you are going to the toilet,
07:03you have to spend
07:04more time there.
07:05This is the important thing.
07:06Sir,
07:06This isn't true.
07:09This isn't true.
07:10This isn't true.
07:10This isn't true.
07:11This isn't true.
07:12This isn't true.
07:14One question I had.
07:16We are continually
07:17positioning this
07:18as something
07:19very,
07:20very innovative.
07:21But what's the big deal?
07:22Where is the Ayurvedic
07:23toothpaste in the market?
07:25There is Patanjali.
07:26And in our village,
07:27there is also Datoon.
07:28Now there are
07:29new age challenger brands.
07:31Right?
07:31Shark Tank.
07:32There are two,
07:33three more brands
07:34that have recently come.
07:35They have absolutely
07:37zero harmful effect
07:39on your hair.
07:40So is it just
07:41another brand?
07:42Or what's the big deal?
07:44The toothpaste industry
07:44is improving.
07:47The Triclosan,
07:47SLS
07:48and other some ingredients
07:49were the billions.
07:51Now the Triclosan
07:53is changing.
07:54And the SLS
07:55still remains
07:56as a billion
07:56in the toothpaste.
07:59But before 2020
08:01and after 2020
08:03is entirely different.
08:04So sir,
08:05why are your
08:05toothpaste
08:06other Ayurvedic
08:08toothpaste?
08:08I don't want to
08:10criticize any other products.
08:12Okay?
08:12All products are
08:13producing here according
08:14to the regulation is
08:15allowing.
08:16But there is a gap
08:17between the regulation
08:19and the academia
08:20and the industry.
08:22So we are trying to fill
08:23that gap and it is slowly
08:25happening.
08:26So,
08:26oral microbial equilibrium,
08:28like we don't damage
08:29the oral microbial.
08:30The others damage it?
08:32No,
08:32they don't say anything
08:33about it.
08:33I haven't heard them
08:34saying about it.
08:35Do they damage it or not?
08:36What do you think?
08:37Most of the brands
08:38have SLS.
08:39SLS is damaged.
08:40You are saying that you are safe.
08:42It's safe,
08:43edible grade,
08:44oral microbial friendly.
08:46That is our differentiation.
08:48Nobody is shopping for
08:50microbiome friendly,
08:51edible grade toothpaste.
08:54So,
08:55you have to think a little
08:56about your differentiation
08:58that you say
08:59it is edible grade.
09:00Maybe you have to go
09:01into talking about
09:02how this is safe
09:04and others are not.
09:06It's a personal care brand.
09:0820 years back or 25 years back,
09:09nobody bothered about
09:10probiotics.
09:11Now,
09:12there are prebiotic
09:13and probiotic ice creams.
09:14Just like that,
09:15in another five years,
09:16you start hearing
09:16oral microbes are very important
09:18and we have just
09:19begun that step.
09:20How much comes from
09:22shower gel?
09:22Can you tell me the proportion?
09:2485% of our sales
09:25comes from the
09:26oral care product
09:27and 15%
09:28comes from personal care.
09:30And out of that
09:31oral care,
09:32Toothpaste Salon
09:32gets us about 72%
09:34of the sales.
09:35And in that,
09:36our hero product is
09:37Sensitro.
09:38Which stack owns
09:38for 55% of the sales.
09:41What is your sale?
09:422425 was our
09:43first commercial year.
09:44We did 3.24 CR sales.
09:46Very nice.
09:47What was this year?
09:48So far,
09:481.84 CR.
09:50That is up to October.
09:51That's what interesting is.
09:52Last year,
09:53April to October,
09:54we did 1.71 CR sales.
09:56After burning,
09:5783 lakhs for ads.
10:00But this year,
10:01we have done 1.84 CR sales.
10:02After burning,
10:0347 lakhs.
10:04How much will you do
10:0531st?
10:06This year,
10:06we want to do 4 CR.
10:08What was the EBITDA
10:09last year and this year?
10:10EBITDA last year is
10:11minus 25%.
10:12And this year,
10:13we are now at minus 6.
10:16Last month,
10:1730.5 lakhs net.
10:19And loss?
10:20Burn was around 2 lakhs.
10:22Something has changed.
10:24Your same run rate
10:25is running last year
10:26except loss is less.
10:28Yes.
10:28Except last month,
10:29it was a different run rate.
10:31This is happening because of
10:33the repeat purchase.
10:35So what is the repeat percentage?
10:3745 to 50%.
10:38That's very good repeat percentage.
10:40And this is all D2C right now
10:42or you are on another channel?
10:43Yeah, it's D2C.
10:44What is the channel mix?
10:46The main channel of us
10:47is telecalling sales.
10:48We run ads on Meta.
10:50We get the leads.
10:50We call them and convert.
10:52Oh.
10:52Last year,
10:53it was 80% from telecalling.
10:54This year,
10:55we have reduced it to 67%.
10:57And the rest?
10:5729% from Amazon,
10:59Flipkart, Misho.
11:00And the rest of it
11:01like 1 or 2%.
11:02Then 4% B2B.
11:04B2B in the sense,
11:05those shops who want to buy and keep,
11:06they take and keep.
11:08With commerce?
11:09Quick commerce,
11:10we have not.
11:10Why not?
11:11Because when we saw the terms,
11:13so much of things have not come.
11:15Especially,
11:15the 90% of our sale is happening in Kerala.
11:1990% of your sale is in Kerala.
11:21Yeah, we are marketing only.
11:22And the conversion is on phone mostly.
11:2467%.
11:25Why don't you convert on the website automatically?
11:27Because its value is 200 or 300 rupees.
11:31Generally speaking,
11:32if you have 5,000 rupees in India,
11:34if you have more money,
11:36then you need tele-sales.
11:38Right?
11:39If you are about 25-30,000,
11:40then you need home visit.
11:42But under that price,
11:43what do you need?
11:44Tell yourself.
11:44So the thing is,
11:45nobody knows about oral microbiome friendly toothpaste.
11:48So when somebody calls and asks us
11:50why this is expensive
11:51or what is the importance of this toothpaste,
11:53this is what we educate them.
11:55But one-on-one information will be always a challenge.
11:58You can do it on social media.
11:59So do you have a social media page?
12:01Do you put any education content?
12:02Facebook page,
12:03we have got around 26,000 followers in that.
12:05Okay.
12:06We've got better results from Facebook than Instagram.
12:09What is your gap table like?
12:10Do you have any more investors?
12:12There's one investor other than us.
12:14He's a customer of ours.
12:15He holds 0.2% of the sales.
12:17You can ignore them.
12:18What about you guys?
12:20I have 29.94.
12:22I have 19.96.
12:23And 49.96.
12:26Where do you manufacture this?
12:28We have a production facility at Daradun.
12:31This is a big GMP certified factory there.
12:34It is your own manufacturing?
12:35No, no, no, no.
12:36It is a running facility.
12:37And we took the license,
12:39loan license from them.
12:40Loan license.
12:40Yeah.
12:41Because the missionary,
12:42this is a customized missionary required.
12:44So we invest for the missionary.
12:45Okay.
12:46Sir, I must say that, you know, I never for a moment forget that it is a privilege for someone
12:52like me,
12:53who's much younger than you to sit here and opine on your business.
12:58You're very dignified.
12:59I asked a specific question about other brands.
13:02You said, I cannot comment about other brands.
13:05I can tell you a lot of young founders can learn how to manage such questions from you.
13:10So thank you for being a good example.
13:13This is a 17,000 crore market.
13:15And I've always wondered why this has not been disrupted,
13:19even though many other spaces have been disrupted, beauty, personal care, etc.
13:23I feel that maybe one way to enter a market,
13:27which is dominated by legacy brands,
13:31is by having a very sharp point of view.
13:33You kept on saying, Praveen, about bad breath.
13:36Why not turn Edinora into the best toothpaste for bad breath?
13:42And sharply own that position.
13:45Today, I didn't see that.
13:47So I'm out.
13:48But wish you all the best.
13:49Thank you very much for your advice.
13:51I think in the next 10 years, the oral care industry will be revolutionized.
13:57Will the old brands, existing incumbent brands, move fast enough?
14:02Or new brands be able to capture distribution before they move to launch their own brand?
14:08That's the big conundrum, right?
14:09Nobody knows the answer to that.
14:11My advice to you would be to not raise external capital at this point.
14:16And make this the number one toothpaste brand, only not the other stuff, in Kerala.
14:23You can build 100 crore with patience and sustainable building out.
14:30Not by raising external capital and growing at any cost.
14:33So I'm out.
14:35Because of that reason, good luck.
14:36Thank you very much for your advice.
14:38I would like to see you doing good scales and scaling outside of Kerala.
14:46Only then I will get the confidence that your product market fit at a national level has become a national
14:52level.
14:53And since it's not yet because that's just 10%, I'm out.
14:58But I wish that we meet again when you're a fan of India and hope that happens soon.
15:03Thank you very much.
15:05The biggest disconnect that I see today is this can be a significantly large oral care brand.
15:13But with that you're also doing personal care, skin care, hair care.
15:17I don't think that is needed.
15:20Today because I also run a personal care brand and you have some solutions, it will be a conflict of
15:25interest.
15:25For that, I'm out.
15:28You guys are outstanding as a family.
15:32I don't agree to my fellow sharks here.
15:36I personally think that you've got the product market fit right now.
15:41Yes.
15:42I tried your toothpaste and I can still feel the taste.
15:48And the best example is if the product is good, you can work on other things to make it better.
15:56And I would like to work with you guys.
16:01But my condition is that I don't want you to do a personal care.
16:06Okay.
16:07Yeah.
16:07I would not use a toothpaste of the same brand.
16:10I would use a shower gel off.
16:12Right.
16:12So it's a mindset issue and it's a focus issue.
16:15So my offer is I would put in two crores.
16:19But I need some skin in the game.
16:22I want 10%.
16:26You can step out and discuss if you want.
16:29Yeah.
17:01He would like you to do eight percent.
17:03Is it okay?
17:05You said you will do 4 crores this year.
17:07Yeah.
17:07I will take the offer of 8%, but right now the deal will be, I will give 2 crores for
17:1410%, and if you do 4 crores of sales, I will give you 2% back.
17:22Done.
17:22Done.
17:23That's an amazing confidence.
17:24I love you guys.
17:26Congrats, guys.
17:29Thank you, sir.
17:30Good to see you, sir.
17:34I was loving to see you all.
17:40All the best.
17:41Congratulations.
17:42Thank you very much.
17:45We got a lot of learnings and, you know, and the deal, it was great.
17:49Amun is now with us, and we are more confident we can number on the brand new.
18:08If you can think like a shark, stop thinking and start playing.
18:12Be a home shark.
18:13Episode dekhte dekhte, play along.
18:15Be a home shark.
18:16Watch pitches, set sticks, and predict.
18:18You can win exciting prizes.
18:39Hello, sharks.
18:41Brain stroke.
18:42How common is it today?
18:43In India, there are 18,000,000 people.
18:47But what is this brain stroke?
18:49Imagine that your body is an express highway.
18:52And the blood is falling fast.
18:54It's falling fast.
18:56The traffic jam is falling in a beach.
18:57And it's not getting to the brain.
18:59And boom.
19:01That's a stroke.
19:03The result of paralysis and even simple movements, like when to take a cup and write, is very difficult.
19:09Now, what does the patient do for the recovery?
19:13That is where we come in as Rehab Veda.
19:17I am Neil.
19:18And I am Shyam.
19:18We are coming to Rehab Veda.
19:22Rehab Veda is a home-based, neuro-rehabilitation solution,
19:26which makes the connection to the patient's brain and the hand of the hand.
19:32Rehab Veda is the hope and the quality of life of patients.
19:37This is the root cause to target the paralysis recovery,
19:40which makes the paralysis faster and smarter.
19:41At the same time, Rehab Veda has started in the market.
19:43And the results of the 70-plus patients can be found in the market.
19:47The results of the 70-plus patients can be found.
19:49The strength of this is to change the physiology of the physiotherapy.
19:53The impact is not only in India, but also in the whole world.
19:57Sharks, we have asked you for 1 crore for 2.5% equity.
20:03With the Rehab Veda, the paralysis should not become a permanent reality.
20:08So let's think, move and recover.
20:12Very good.
20:13Sharm and Neil, welcome to Season 5.
20:17Tell us, how do you know each other?
20:20And why did the idea of Rehab Veda and how did it come?
20:23We met in the robotics club of the college.
20:25Which college?
20:26We were in Gtu, Gujarat Technological University.
20:28Our college was LJ University.
20:31My background, I am a mechanical engineer.
20:33My experience has been into robotics, AI and machine learning.
20:36My experience, technology around which we call brain-computer interface.
20:41I thought, why can't we personalize this learning experience?
20:46So, we searched a little bit.
20:48At a very nascent stage, we started development.
20:51We started to build hardware and see what we can do.
20:55And this was the time when the pandemic hit the COVID pandemic.
20:58And we developed it.
21:00But our hardware business actually was not working well.
21:04Because hardware prices shoot up.
21:06During this time, we were incubated in IIT Rurki.
21:09When we went to it, they refined our product.
21:13So, eventually, we were connected with a neurologist and neurosurgeon.
21:17Once we were talking about a neurologist,
21:20he mentioned this, that you are working on neurofeedback.
21:23Why do we convert this technology in such a form,
21:27so that we can treat the paralysis patients?
21:31The reason they see a lot of stroke patients.
21:34The most important problem is that even after physiotherapy,
21:38the hand recovery does not come.
21:41So, after that, I and Neil have explored and researched.
21:44We talked to more experts.
21:46We talked to many patients.
21:48We talked to many patients.
21:48Then, we went and went and...
21:50When did you start developing this product?
21:52It was actually in December 24th.
21:55It was only 10 months ago.
21:56Yes.
21:57I want to show you some video of our patients.
22:00So, you will have a better idea of how this device helps patients.
22:06So, this patient is a 55-year-old patient.
22:10He suffered a stroke two years ago.
22:13His physiotherapy started.
22:15However, his lower limbs had a movement,
22:18but his hand did not come.
22:19Using our neurofeedback system,
22:22as you can see,
22:23he was doing a different therapy.
22:25The hand is contracted.
22:26Yes, yes sir.
22:28After a couple of weeks of neurofeedback training,
22:31the hand was also taken to open.
22:33And it was a simple task.
22:34Like, you know,
22:34to take a paper,
22:35or to take a bottle,
22:36or to take a weight.
22:38That's amazing.
22:39So, this is.
22:41Amazing.
22:41This patient, right?
22:42He's a 12-year-old kid.
22:44Suffered brain hemorrhage when he was two years old.
22:46Oh my god.
22:48So, left side completely paralyzed.
22:51You can see from our neurofeedback system,
22:53this is also a recovery in just two months.
22:57That's remarkable.
22:58Fabulous.
22:59So, Neil,
23:00in this process,
23:01how much time does it require?
23:03When the patient's journey starts,
23:06we generally prescribe on an average of
23:0830 to 45 minutes per session,
23:10two times a day.
23:12The initial signs of recovery,
23:13or signs of movement,
23:14will start to see you in three to four weeks.
23:17I need to.
23:18But complete recovery,
23:19you can say that
23:20four to six months,
23:21depending obviously on the severity.
23:24If you can come from where,
23:25I want to show you a new demo.
23:30So,
23:31we actually give the kit,
23:33it's a Rehab Vedda R1 kit.
23:36I'll show you some things in this kit.
23:38So, this is an easy headband.
23:40Gold-bladed sensors.
23:41You can easily use it.
23:43Then,
23:43it's an ear clip sensor.
23:45It looks like it's on the ear.
23:47So, this Bluetooth device
23:49gets connected to the AI screen.
23:51And our software,
23:53proprietary,
23:53runs it.
23:54This headband detects
23:56when they're thinking
23:57that they have to move.
23:58and they have to move.
23:58And AI trains
23:59and then,
24:00they move.
24:01I'm showing you
24:03mirror therapy.
24:04So,
24:05if someone's right side paralyzed,
24:07you have to wear it on the right side.
24:09Yes.
24:12Now,
24:12it's a mirror hand.
24:13So,
24:13the unaffected hand,
24:14it's a glove.
24:17So,
24:18I'll start the machine.
24:21So,
24:22close this hand.
24:24It's a mirror.
24:25So,
24:25it's a mirror.
24:26It's a replicate.
24:27It's a mirror.
24:28It's a mirror.
24:30It's a mimicking.
24:31Yes, it's a mimicking.
24:32It's called a mirror therapy.
24:33It's called a mirror therapy.
24:36It's a mirror therapy.
24:36So,
24:36I'll close the other fingers.
24:39Oh, wow.
24:40Yes.
24:40Now,
24:41you have to close this hand.
24:42Yes.
24:43So,
24:44it's only two fingers moving.
24:45It's actually quite cool.
24:47Now,
24:47as we do patients,
24:49as we say,
24:50it's affected hand,
24:51there are different functional exercises.
24:53So,
24:53this is a ball.
24:54Now,
24:54as we say,
24:54this is a hand.
25:00It's fantastic.
25:04You've discovered it yourself.
25:06Or,
25:06it was discovered.
25:07Where did it use the application?
25:11The mirror therapy exists.
25:13Right?
25:14it's not so prominent.
25:15People don't use it.
25:17And,
25:17I also want to tell you,
25:19the neurofeedback-based system
25:20is a very similar company.
25:23You'll be shocked
25:25that the average price
25:26of these neurofeedback machines
25:27goes to 50,000,000 to 1,000,000,000.
25:30What costs your device?
25:33We have introduced
25:34two likes for B2B.
25:37And the patients
25:38want to reach out to us
25:40or recommend them
25:41for the doctors
25:41at home.
25:43So,
25:4360,000,000 for four months.
25:46We are giving
25:47hardware
25:48that you're installing
25:49for four months
25:49for your home.
25:51The patient can do it
25:52three or four times
25:54in the day.
25:54And,
25:54personalised physiotherapists
25:55allocate them.
25:57So,
25:57every week,
25:58the physiotherapist
25:59is coming to recovery.
26:00It's also going to track down.
26:02How much is the gross margin
26:03for our 2,000,000?
26:06Our manufacturing cost
26:08is Rs. 22,000.
26:10And,
26:10there are some possibilities
26:12to reduce this scale?
26:13What do you think?
26:14It's near around
26:1513,000 to 14,000.
26:16What do you think?
26:18What do you think?
26:19What do you think?
26:19Because the other companies
26:20work on complex
26:21robotic systems
26:22and they can't use
26:24at home.
26:25It requires
26:26clinical supervision.
26:27But,
26:27our product is like
26:28that you can easily
26:29wear and do it.
26:31It's a lot of consumers
26:32and hospitals.
26:33Correct.
26:34But,
26:35is there something
26:36patented?
26:37We have filed
26:38both national
26:38and international
26:39patents.
26:41But,
26:41we don't get it?
26:42We have filed it.
26:44Is there some real
26:46innovation
26:46or differentiator
26:48in your product
26:49versus the global product?
26:52Actually,
26:53China and US
26:53are prominent
26:54companies.
26:55they want to wear
26:5532 sensors
26:56and the US
26:57has 8 sensors.
26:59We have completed
27:00this thing
27:00in 2 sensors.
27:03So,
27:04in 8 sensors
27:05versus 2 sensors?
27:08It's just a convenience
27:08issue.
27:10No.
27:11So,
27:11there's a technical
27:12challenge to it.
27:13When we use more
27:14sensors,
27:15we have more data points
27:16to figure out
27:17when the patient
27:19is thinking
27:19about their movement.
27:21Correct.
27:21That's why
27:22the price increases
27:22all the time
27:23you add sensors.
27:24Now,
27:25with that,
27:25we have less sensors
27:27through.
27:28So,
27:28your bottom line,
27:29there is innovation.
27:30Is that correct?
27:31Yes.
27:32Elon Musk
27:34with Neuralink
27:35is also on the same basis.
27:37What do you think
27:39about that?
27:39So,
27:40Neuralink
27:40is an invasive device.
27:42It can penetrate your skull
27:43and implant your brain
27:45into the brain.
27:47Our
27:47chip implant
27:48is not a non-invasive
27:50thing.
27:50And you have seen
27:50how you can easily
27:51use a small device.
27:53So,
27:54that is the main difference.
27:55Basically,
27:56it's a much more advanced
27:57technology.
27:58Because the science
27:59is very advanced
28:01that you have
28:01something in the brain.
28:02It's not just rehab.
28:03They want to bring you
28:04back to your normal self.
28:07In five years,
28:08will you be out
28:09of a business?
28:10The advancement
28:11of AI
28:12and the human brain
28:14interface
28:15that you have said.
28:16Is your business
28:17a very temporary business?
28:19Definitely not.
28:19Why do you say that?
28:21It will grow now.
28:23The reason is that
28:23there is a difference
28:24in non-invasive
28:24and invasive products.
28:26There is a difference
28:26that no one should open
28:27your skull
28:27and not do a cheap
28:29implant.
28:30Now,
28:31the products that are running
28:31in the market,
28:32the products that are running
28:33in the market,
28:34is that Apple
28:35has designed its own
28:35OS,
28:36HID, BCI.
28:38In which you can control
28:39your iPad
28:41or iPhone
28:42in your thought process.
28:43But you have to
28:43penetrate the skull
28:44in the skull.
28:46You have 18,000
28:48patients every year.
28:49So,
28:49that's a large number.
28:51You are also saying
28:52that the other solutions
28:53are very expensive.
28:54Is it expensive
28:54in the rehab center
28:56or any other
28:56solutions exist?
28:57No.
28:58For example,
28:59in Ahmedabad,
28:59there is a big
29:00rehab center
29:01where there are
29:01very advanced machines.
29:03You don't think
29:04that if someone
29:04has a stroke
29:05and has a rehab
29:06through advanced machines,
29:07I have to give them
29:08every month
29:092,000,000,000.
29:11I mean,
29:11it's a base price.
29:13There are many advanced
29:14centers
29:16across India
29:17but it's so expensive
29:18that those
29:19who actually
29:19need
29:20them,
29:21they don't get
29:21to reach them.
29:23The option
29:25is that
29:26a traditional
29:26physiotherapist
29:27will come to a
29:28small center
29:30and start
29:30their rehab
29:31process.
29:31start
29:32So,
29:33now,
29:33what is your
29:35and
29:36what is your
29:37efficiency
29:38compared to
29:39traditional methods?
29:39If someone has
29:41hand paralysis
29:41and you have
29:42any approaches
29:43used,
29:4480% of
29:46all paralysis
29:47cases
29:47do not get
29:47hand recovery.
29:50our patient
29:51had paralysis
29:52around 2-5 years
29:53he was
29:54right side
29:55paralyzed.
29:55He started
29:57writing
29:58after using
29:58our devices.
29:59But he was
30:00using our
30:01device like
30:016 hours a day.
30:03So, different
30:04protocols
30:04like some patients
30:06have paralysis
30:07and their hand
30:07movements
30:08so they can't
30:10do more
30:10time of sessions.
30:13So, depending
30:13on the patient
30:14condition
30:14we have
30:16a lot of
30:17miraculous
30:17results.
30:19When are you
30:20in the market?
30:21We have
30:22a test
30:23license
30:24so we have
30:25internal trials
30:26and the rehab
30:27center
30:27started
30:28so we have
30:30good results.
30:32And we are
30:32actually doing
30:33this
30:33because
30:34manufacturing
30:34license
30:35and regulatory
30:36filing
30:36we would need
30:38some capital.
30:40So,
30:414 crores
30:444 crores
30:45you said
30:45race
30:463 crores
30:47already
30:471.5 crore
30:48is in pipeline
30:49and remaining
30:50we are talking
30:51to some
30:52VCs and angels
30:53so remaining
30:54we will close
30:55your go to market
30:56strategy?
30:57D2C
30:58rehab centers
30:59or doctors?
31:00Majorly
31:00our B2B2C
31:02will be
31:02which we will
31:05suggest
31:06because
31:07in the market
31:07there is no
31:08product available
31:09for advanced
31:10neuro-rehabitation
31:11which you can do
31:13at home.
31:13How many doctors
31:15recommend
31:16this product?
31:17We have
31:17on board
31:19now
31:203 neurologists
31:21and 2
31:22physiotherapists
31:223 neurologists
31:24board
31:24and tell us
31:25about their pedigree
31:27We are not even
31:28neurologists, we have
31:29a neurosurgeon
31:29that is working
31:31with us
31:312 doctors
31:32are from government
31:32hospitals
31:33and others
31:34private.
31:37I think
31:38you guys
31:38are amazingly
31:40sincere
31:41and
31:42committed
31:43and this is
31:44another example
31:44of the frugal
31:46innovation
31:46you know
31:47when America
31:47sends a rocket
31:49to the moon
31:49and when they
31:50send lunar missions
31:50they cost billions
31:52of dollars.
31:53We have prepared
31:54our lunar missions
31:54in 200-200 crores
31:55It is the same
31:58order of magnitude
31:59different
31:59when you are
32:00telling a machine
32:01and here
32:022 lakhs
32:02So congratulations
32:04on picking
32:05such a noble
32:06path of innovation.
32:08I don't know
32:11if I can really
32:11help you
32:12on this path
32:13particularly
32:14because
32:14you want
32:15to distribute
32:16through the doctors
32:18so I am going
32:19to be out
32:22but I wish
32:22you the best
32:23because I really
32:24would love to see
32:25this become hugely
32:26successful
32:26not only in India
32:27but globally
32:28Good luck
32:31I love what you
32:32guys are building
32:33it can become
32:34a very big thing
32:35but at the stage
32:36you are
32:36you have no patent
32:38granted
32:39so it is too
32:40too early
32:40for me
32:41to invest
32:42so I will
32:43stay out on
32:44it
32:45I wish you
32:46all the best
32:46and keep
32:47making it in India
32:48and make us proud
32:54I would say
32:55that
32:56I would say
32:56two qualities
32:56that are
32:57important
32:57one
32:58intense
32:59drive
33:00and the other
33:00humility
33:01you have all
33:03qualities
33:03so I think
33:05you will make
33:06something
33:08the only thing
33:09I would say
33:09is
33:09there is
33:10some evidence
33:11thin
33:13because it has been
33:13three months
33:14this is not a criticism
33:15this is just a fact
33:16and I want to meet you
33:18when you establish
33:20effectiveness
33:20today
33:21today
33:21I will come out
33:23but you should
33:24do the very very best
33:25I think you guys
33:26are going to do great
33:30Look what happens
33:30in Shark Tank
33:31a lot of times
33:33we
33:34including me
33:35we go after
33:36very high revenue
33:38high profit
33:38take royalty
33:39but I think
33:40it is also our
33:41responsibility to invest
33:42in innovation
33:43especially Pharma
33:46so me and Mohit
33:47will give you
33:48an offer
33:52subject to
33:53technical due diligence
33:54for real innovation
33:55for India
33:581 crore
33:59for 4%
34:03not bad
34:05good offer
34:05guys
34:10thank you Namedha
34:11for the offer
34:12and Mohit sir
34:14can we do 1 crore
34:16for 3%?
34:27let's do it
34:28if you are taking innovation
34:31we want to be with you
34:32I think
34:33this is for a cause
34:34you have to be okay
34:34with 3%
34:37let's make you happy
34:38so you can focus
34:39on innovation
34:40but
34:40will you do
34:42100 akka
34:43100 akka
34:44100 akka
34:49thank you
34:49well done
34:51Out of anyone, if sharks are promoting these things, they are giving motivation to make in India by funding startups
35:00like us.
35:01So that was the main motive that we could tell the world that these technologies should come to get better
35:07people's lives.
35:13Welcome to OPPO Make Your Moment Zone.
35:16Where we believe that you should be authentic, be yourself and be present.
35:21We are with Rehab Veda founders, Neil and Shyam.
35:24How are you feeling?
35:27It's a big deal.
35:30So Namita and Movit have invested in you.
35:32Namita, we are here in the first season.
35:34She has so much expertise in her health.
35:37So how do you feel about supporting them in the future?
35:41What are you looking forward to?
35:42I mean, the support is very amazing.
35:46But the main goal of the emotion, the pain of patients, was feeling that Namita and Mohit both were feeling
35:54that this pain is right.
35:56And we also had the same thing to see that the whole world could see how to get out of
36:01this pain.
36:03And now Namita has come.
36:04So we will make our technology more patient life.
36:08And we are representing India worldwide.
36:11We are saying that we are proudly made in India.
36:13So we are going from India.
36:15So that's the next level of India.
36:16What a matter of fact.
36:18Their product is creating a very good social impact.
36:21And our fund here is to embrace every moment and live with freedom.
36:25So you both know, in your journey, what was the moment that you realized that Rehab Veda is not a
36:32dream, it is a reality.
36:33So when we started, the idea was that we could better the technology.
36:42So when we made this product, and when we tried a paralyzed patient,
36:46when the patient saw that his hands were not running for years,
36:49now finally, his thoughts were moving.
36:51And he saw that the patient came from his eyes.
36:53So that was a very connecting movement that we made.
36:58It is really touching people's lives.
37:00It is a very inspiring journey in India.
37:02And we hope that they will get a fulfillment with success.
37:05And now, what I want to get is a big selfie with OPPO Reno 15.
37:10With ultra-wide lens, which is recorded in 4K, crystal clear.
37:15Let's see.
37:16Are you guys ready?
37:16Yes, yes.
37:17Let's see.
37:25Welcome back to Shark Tank India.
37:27Co-Presented by Canva & OPPO.
37:29Co-Powered by Lahori Zira & Crunchyroll.
37:32Partners Rezon Solar.
37:34Fixed Dharma.
37:35Phone Pay Payment Gateway.
37:36White Gold & Sophie.
37:38Welcome to Beyond the Tank.
37:40In the past four seasons, Sharks saw 771 pitches.
37:44In which 361 deals were closed.
37:47And nearly 300 crore capital deployed.
37:51For me, the founder is the most important thing.
37:54Is there hunger?
37:56Humility?
37:57Do I really want to be part of their journey?
38:00Now, when I reflect on my top investments,
38:03the warehouse would be one.
38:06Our brand is the ethos.
38:08Less is more.
38:09Very nice.
38:10Janitri, definitely.
38:12We are creating wearable and AI enabled devices and software.
38:17which monitors the vital parameters of the mother and unborn baby.
38:21We can create magic.
38:25And of course, Arata.
38:26In Arata and Bed House,
38:28the most common thing is their resilience.
38:31They came to the brink of failure.
38:33And then they turned around the story.
38:36Arata is a high performing hair care brand.
38:38What requirements are the requirements for their products.
38:41Either we already make them,
38:43or we will make them in the future.
38:45When our episode was live,
38:47there were so big and big volume of organic searches.
38:51The ROAS was very high.
38:52Our scale was high.
38:54And on the back of that,
38:55our profitability came.
38:57Arata got here a new scale.
38:59Their M.R.R. was 2 crores to 9 crores.
39:03Today, they catered to 20,000 pin courts.
39:05And there are more than 2 million of their customers.
39:09Janitri was once a deal,
39:11where we fought for them.
39:13Let's go,
39:13my and Amit's joint offer.
39:16Arun Ji,
39:17I would like to give the power of these people.
39:20They are in front of me.
39:22They are in front of me.
39:24In case of Janitri,
39:26I connected with many doctors and hospitals.
39:29Because they got feedback,
39:32networks,
39:32which is very important in any business.
39:35Janitri,
39:36not just numbers,
39:37it's an impact.
39:39Their revenue has jumped.
39:412 crores to 15 crores.
39:43Today, Janitri is powering more than 1,000 hospitals.
39:47In 5 countries.
39:50Inspired by European fashion,
39:52we style men effortlessly,
39:54with great style,
39:55premium quality,
39:56fresh fashion,
39:57and even greater fits.
39:59When I invested in you,
40:01just a year back,
40:01you were valued at 100 crores.
40:03And what am I hearing lately?
40:05That there's a new round coming up.
40:06It's somewhere around 1,500 crores.
40:09A brand,
40:10which was started online,
40:12today,
40:12has become a powerhouse.
40:14Its MRR is 9 crores,
40:16to 25 crores.
40:18This is not just a mobile screen.
40:21Bearhouse,
40:22today,
40:23is roaring with 14 off-line stores.
40:27Now,
40:29they're very aspirational.
40:30They want to spend on themselves.
40:32They want to spend on themselves.
40:32In many companies,
40:33I'm a solo investor,
40:34because I have a sense of
40:38where they want to buy,
40:40where they want to buy,
40:40where in which country.
40:41You know,
40:41D2C brands are moving,
40:43what is growing,
40:44where is a tailwind.
40:45And those are the kind of companies
40:47that I'll,
40:47and sectors,
40:48I like to invest in.
40:49Deal done,
40:49Amita,
40:50your other.
40:53Very good.
40:53You got a deal.
40:54Thank you so much.
41:18Sharks,
41:19it's a helmet,
41:19to save your soul.
41:21But guess what?
41:21It can also take your soul.
41:23Namita,
41:24let your helmet have.
41:26Look at it.
41:29This can also take your soul.
41:35Okay.
41:36In India,
41:36it's like 20 crores of helmets.
41:39Sweat bacteria and fungus,
41:41it's more infected with the toilet sheet.
41:43Which,
41:44we're going to find it.
41:45We're going to clean them out.
41:48But we will do it inside.
41:50We will do it.
41:52Namaskaram Sharks,
41:53neither Baskar,
41:54nor Tamur Dilip.
41:56We've come from Tanuku,
41:57and we have a FreshPod,
42:00a helmet disinfection device.
42:02It's only 5 minutes.
42:04The fogging technology
42:05is going to the helmet.
42:08No smell,
42:09no bacteria.
42:10It's only a fresh,
42:11ready-to-wear helmet.
42:12Sharks,
42:13we set the helmet hygiene standards
42:15and set up
42:17a new benchmark for every rider.
42:19For which,
42:20our ask is
42:202 crores for 6% equity.
42:23Invest,
42:23Sharks,
42:24and make this helmet revolution
42:25a great deal.
42:29Sharks,
42:30this is a helmet disinfection device.
42:32It can also be used in public places,
42:34like shopping malls,
42:34petrol stations,
42:36metro parking,
42:36any shopping complexes.
42:38We have to do the payment
42:39through the QR code
42:40to operate the machine.
42:42And how much money?
42:43Anywhere between 50 to 100 rupees.
42:47So once the payment is done,
42:48you can open the door.
42:49Open the door and place your helmet inside.
42:54UV-C sterilization process.
42:56UV-C sterilization?
42:57Yes, sir.
42:58There are three stages of sterilization.
42:59First,
43:00UV-C sterilization,
43:01which is C-Band.
43:03Generally used in sanitizing medical equipment
43:06in operation theatres.
43:07The next stage is dry fogging.
43:10The process will be displayed in the screen.
43:13It will be 5 minutes.
43:16Yes, sir.
43:18Why did you get a medal?
43:19Recently,
43:20we received a silver medal in Brics Brazil.
43:23Usually,
43:24all the Brics nations
43:25will participate in that.
43:26So from India,
43:26we participated.
43:27Many scientists
43:28have evaluated our missionary
43:29and they have given us this.
43:31Oh, well done.
43:32Well done.
43:33You're making India proud.
43:34Thanks a lot, sir.
43:35Oh, see, you can see.
43:36Oh, look at that.
43:39Are you okay?
43:40No, sir.
43:41It is fog.
43:42It is fog.
43:43It is fog.
43:44Actually, what do you do, sir?
43:45You go to the helmet
43:45and go to the corner
43:47and disinfect it.
43:48It looks good.
43:49It looks good.
43:50It looks good.
43:51We neutralize it, sir.
43:53We will give a fresh smell
43:53which lasts for almost a week.
43:56And after this process,
43:57it doesn't have a wet feeling?
43:59No, sir.
44:00The next process will be
44:01hot air drying,
44:01thermal drying.
44:02Your helmet is now being sanitized.
44:05How much time to disinfect the helmet
44:09in a fresh pot?
44:10Actually, once a week, sir.
44:12Why only once a week?
44:13Why not every day?
44:14On average wet patterns,
44:15the freshness lasts for a week.
44:17Who are these machines using?
44:20Are you commercial or not?
44:22Already we sold 40 machines in India, sir,
44:23as of now.
44:24Oh, wow.
44:25Well done.
44:25Mostly our machines in malls,
44:27public parking places,
44:29petrol stations.
44:29We are in talks with them, man.
44:32And we are about to have a deal
44:34with HPCL for a whole India.
44:37We are partnering with them.
44:38Envoy is at to be signed
44:39in a couple of days.
44:39So that we had a plan
44:41to put these machines
44:42directly into petrol pumps.
44:43Can you smell it, Amit?
44:52Yeah.
44:58Whoa.
44:59Not bad.
45:00Really?
45:01Yes.
45:02Good.
45:03You have passed.
45:05Is it just a helmet
45:05or something different?
45:07No.
45:08Generally, we can even sanitize
45:09soft toys,
45:10helmet gear
45:10and also rider gears.
45:12Yeah, because that's why
45:12you call it fresh pod.
45:13Yes.
45:14Helmet pod.
45:15USP is the helmet.
45:16USP is the helmet.
45:17USP is the helmet.
45:18Yeah.
45:19When did you start your prototyping?
45:21By November,
45:21we did.
45:22November of?
45:232024.
45:24One year.
45:25What did you do before?
45:26I'm an automotive engineer, sir.
45:28Okay.
45:28I almost had a career
45:29of poly years.
45:30Where?
45:30In Jeddah Automotive.
45:32Okay.
45:32I used to work in DCS.
45:34What about you?
45:35I used to work as a service engineer
45:37for x-ray baggage cameras
45:38which you see in the airport.
45:40And next to that,
45:40I started a self-drive car business.
45:43How do you know Bhaskar?
45:44We are both brothers.
45:46Both brothers, sir.
45:47But you both work full-time?
45:49Yes.
45:51When did it start?
45:53Commercially,
45:53we are in the market from
45:54May 2025, sir.
45:56In the six months,
45:57we sold almost 40 plus missions.
45:59Very nice.
46:00And then after,
46:01we gave distribution
46:02complete for South India.
46:03And now,
46:04we are trying to move forward
46:06in North India.
46:07Recently,
46:08we signed MOU
46:08with Maharashtra Bhoshan.
46:11Along with that,
46:12we are going to launch
46:13our product in Nepal.
46:14And recently,
46:16one of the Sri Lankan
46:16distributor like
46:17is very much interested
46:18to introduce this
46:19machine in this country.
46:20We are making a MOU
46:21with them.
46:22What is your business model exactly?
46:25How much is the price of the machine?
46:27It's 2 lakh rupees plus GST.
46:29And now,
46:30we are manufacturing and selling.
46:32There is no royalty on the machine.
46:34The recurring income
46:35is from liquids
46:36and also anti-fog wipes.
46:38And not with AMC?
46:39Yes, AMC too, sir.
46:40How much do you take AMC?
46:41That is 20,000 per year.
46:43How much is this liquid business?
46:44How much is it?
46:45Usually,
46:46one machine's average consumption
46:48is 15 liters per month.
46:50So, it's almost 200 liters per year.
46:53How much is it in the value terms?
46:54In the value terms,
46:55one container cost is 2,000 rupees.
46:57Almost 3 cans
46:58every machine needs a month.
47:00It's almost 36 cans in a year.
47:02So, it's almost 80,000 revenue.
47:04How many years have been
47:05in the machine operation in the market?
47:06The first machine is 6 months old.
47:08Do you not experience
47:09that people who have taken
47:10the machine
47:10stop ordering your consumer
47:12and use something else?
47:13Start using some alternatives.
47:14Very typical Indian mentality.
47:15Not yet.
47:16Because of formalized proprietories.
47:19One machine is 2,000,000.
47:21How much is it?
47:22The manufacturing cost is 1.17,000.
47:25How much is it?
47:26How much is it?
47:28We are in the initial phase, right?
47:32The first machine
47:33that you installed,
47:35how much helmet
47:35are they cleaning
47:37in a month or so?
47:38And typically,
47:39how much this buyer
47:41is charging for helmet?
47:42Actually, it is 1,500 average.
47:45Per machine?
47:45Per machine per month.
47:47And what's the average cost?
47:4950 rupees.
47:501,500 cycles
47:52into 50 rupees
47:53which is 75,000
47:54into 12
47:55which is 9 lakhs.
47:57And on a recurring basis,
47:59they are paying you 1 lakh
48:00for the 20,000 AMC,
48:0280,000 for the liquid.
48:03So, for 1 lakh
48:05annual OPEX
48:06they have made
48:079 lakh rupees.
48:09Is that correct?
48:10Yes.
48:11And obviously,
48:11the machine cost
48:12of 2 lakhs
48:13which is one tax.
48:14This is a great investment.
48:17And how much money
48:18have you taken
48:18from these distributors?
48:1910 lakh rupees, sir.
48:20How many distributors
48:21do you have?
48:227 distributors.
48:23Okay.
48:23Business model is great.
48:25It's a money printing machine.
48:27So, why is this
48:27duplicate?
48:29What is IP?
48:30Actually,
48:31we patented it.
48:32Is the patent applied
48:33or granted?
48:34It is applied, sir.
48:35Utility patent,
48:35design patent,
48:36both?
48:37Both are applied.
48:37Where?
48:38Only in India?
48:39In India, sir.
48:40Where else does it exist?
48:41In India, sir.
48:42In Taiwan,
48:43in the Philippines.
48:44Are there global patents
48:46or national patents?
48:48He has patents
48:48in Taiwan and the US.
48:49But yours is
48:50exactly like his?
48:52No, ma'am.
48:52No, no, no.
48:53So, what is the difference?
48:54The most critical thing
48:55is the visor.
48:56So, for that,
48:57we are giving him
48:58an anti-fog wipe
49:00which will be dispensed
49:01along with the system.
49:02Is that the only way
49:03that you are different?
49:04Ma'am,
49:04in our machine,
49:06the difference is
49:07the difference of the helmet
49:07is on the intensity
49:10of the helmet.
49:11It depends on
49:1130 seconds plus or minus
49:12depends on the dirtiness
49:13of the helmet.
49:14So, what is the other machine?
49:16No.
49:16It is of 7 minutes, ma'am.
49:18So, you have cut
49:19the timing
49:20by 2 minutes.
49:21It's a second way
49:22or different?
49:22The prototype
49:25was also on 7 minutes.
49:26But we have
49:27R&D
49:28on it.
49:29We will take it
49:30for 5 minutes.
49:32There's something missing,
49:33because you said
49:34the cost of goods
49:36of your machine
49:37is 1.17 lakhs per machine.
49:40Yes.
49:40We have taken out
49:41of 40 machines.
49:42According to that math,
49:44the people who put
49:4540 machines,
49:46the profit pool
49:47is about 2.5 crores a year.
49:50You have given them
49:52approximately
49:54a 2.5 crores profit pool.
49:58This is a mistake
50:00that you didn't think
50:01anything
50:02or you didn't tell
50:02anything.
50:04I'm not able to put
50:05my finger on that.
50:06Yeah, it's true.
50:07Whatever.
50:08Whichever.
50:08Based on your number?
50:10Yes.
50:10Is it that because
50:12you're engineers,
50:12you didn't understand
50:13the business side?
50:14Or there's something
50:15you're not telling us?
50:15Yes.
50:16My idea was initially like,
50:17if it is 2 lakh like,
50:18I can put as many
50:19missions as I want
50:20throughout India.
50:21So then,
50:22I got a few orders
50:23from Hyderabad initially
50:24that attracted us more.
50:26So we went to that model,
50:27we sold some missions,
50:28then we understand
50:29much deeper
50:30about this business.
50:32Then we thought like,
50:33let's go into
50:33service model also,
50:34so that we can raise
50:35some funds
50:36and install our own
50:37missions from our company
50:38and tie with them
50:39good brands
50:40like HPCL
50:41or Hero or someone,
50:42so that we can expand
50:43as fast as possible.
50:47The company in Taiwan
50:49that you've said,
50:51that's the machine
50:52that you can buy
50:52in India,
50:55Yes, sir.
50:56But that is costing
50:57more, sir, actually.
50:58How much more?
50:59Almost there will be
51:00a difference around
51:001.5 to 2 lakh.
51:01There are distributors
51:02like you opened
51:03in Maharashtra
51:05and what will happen?
51:06Yes, sir.
51:07Now you've started
51:082 lakh rupees.
51:09Okay?
51:10Now you're trying
51:11to sell yourself
51:121.17.
51:14The team will increase,
51:15the cost will increase,
51:16everything will increase,
51:17and then you'll open
51:18yourself,
51:19the service center will
51:20open yourself.
51:20So the distributor
51:21will put it inside
51:22and say,
51:23I can do it.
51:25Why can't I go
51:26without a machine
51:29Whoever came to us,
51:31they said,
51:32firstly they have
51:33approached Taiwan
51:34to buy the machines.
51:36They have, right?
51:36Yeah, they have,
51:37approached.
51:38So,
51:38they have to say
51:39that we take a machine
51:42But how will it
51:43give the service count?
51:43After that,
51:45one or two months,
51:47it will give the service
51:47count.
51:50So right now,
51:51there are two paths.
51:52In one,
51:53you're selling machine.
51:54In other,
51:55you install your machine
51:56and make money.
51:57Where the real value
51:58is.
51:59Till the time,
52:00you're just a B2B supplier.
52:01All those parking lots,
52:03small,
52:03will buy from you
52:04because I'm the one
52:06who is making the entire
52:07profit out of it.
52:08The day you will say
52:10cannot do B2B,
52:11and I'll install machine
52:12and make money
52:14from the service.
52:15In that case,
52:16instead of 2 lakh,
52:17even if I have to import
52:18and put 3 lakh.
52:22Because by putting 3 lakh,
52:23if I'm able to make
52:257 or 8 lakh,
52:27I'll do that.
52:29Yes.
52:29So that's when
52:29the panel channel will open.
52:33Because it's too early,
52:34some of those answers
52:35we don't have today.
52:37Today I'm out.
52:38Good luck.
52:42Outstanding innovation.
52:43I think it can be done.
52:45I feel like
52:46that now
52:46your business model
52:47is not clear.
52:49It's a developing
52:50business model.
52:52Is it a B2B?
52:54Is it a B2B2C?
52:56Is it a distribution model?
52:59Is it a corporate
52:59CSR model?
53:01I don't know.
53:04In this stage,
53:05I won't touch 2 crores.
53:09Unfortunately,
53:10I'm out of it.
53:11Thank you guys.
53:12Thank you sir.
53:13For me,
53:14it looks like a large market
53:17but it sounds too good
53:18to be clear.
53:19There's nothing to add up. You said that you have a differentiator instead of 7 minutes.
53:26You're doing 5 minutes, so you're saving 1.5 minutes.
53:31You said that this wipes.
53:34This cannot be a differentiator.
53:38And now you don't have a patent granted.
53:40In Taiwan, there are machines who have a patent granted.
53:45And without IP protection, I don't think you can protect it.
53:52I'm out, guys. Good luck.
53:55We've not seen the product market fit.
54:00It's almost like a pre-revenue company at this point.
54:05For today, it's too early for me and that's why I'm out.
54:10It is unclear that as a team, while we have great technical prowess,
54:16we have great commercial prowess.
54:19And in any business, commercial prowess is very important.
54:23The commercial sense of how will we make money,
54:25how will we create differentiation, how will we create moat,
54:28how will we keep people outside,
54:30so that we can enjoy our margins.
54:34My fear is, this space will get commoditized over a period of time.
54:39People will find their way around patents
54:41and have different, you know, one tweak here, one tweak there,
54:46and create their own version of fresh pots.
54:49I wish you all the very best.
54:53Thank you, guys. You were amazing.
54:55Thank you, sir.
54:56Bye-bye.
54:59First of all, like, there is no helmetizing in India, actually.
55:03So, we started out, and by God's guess, like, it is happening good.
55:06So, now, people, like, we asked us to move step forward.
55:09Like, we are making the disinfect device into cleaning devices.
55:12So, that we are turning this thing.
55:14That is very defensible, and it is very differentiable.
55:17This week is not for the week.
55:21Sharks' grilling questions, pictures' thrilling answers,
55:25so many moments to re-watch.
55:26If you become a highlight reel, then it will be fun.
55:29How is it?
55:29You have cool things.
55:31Canva Video Editor's highlights feature will be made of a fun reel.
55:35This week can be made of a bad moments.
55:37And you can do this.
55:39Canva's ease of use is the next level.
55:41See.
55:50We make 100% organic natural latex mattress, which is hypoallergenic,
55:55and it also reduces allergies, body pains, and sleeping disorders.
55:59Oh, wow.
56:00You have not bought a lot of mattresses in the market.
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56:04A genuine 100% latex is available.
56:07You're not getting emails in India?
56:09No.
56:10What we're giving, they're not giving.
56:16What's up?
56:17Missing your chest?
56:19Yeah.
56:20Of course, this is not for your age.
56:22Like, adult furniture is not for children.
56:26We have an age-appropriate and customizable kids' furniture brand.
56:31Oh, I love that slide.
56:33That's so cool.
56:35This is my cream-made,
56:38Thurapati Thick Shake.
56:39You can't even get so thick.
56:41The thick shake is not thick.
56:43It's only 5 minutes.
56:45No, it's 6 minutes.
56:46It's only 6-7 minutes.
56:48It's only 6 minutes.
56:48It's only 6-7 minutes.
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