Original subtitles

In today's business news,

India's fashion industry is about to hit a staggering

₹7.5 lakh crore by 2026.

Wow!

Fashion is definitely the future.

So, we should be investing in the fashion business, right?

Right!

To take this industry to the next level and beyond,

we are building a fund.

The Fashion Entrepreneur Fund.

New ideas, young start-ups, big investments.

Can you hear money jingling?

Ka-ching, ka-ching, ka-ching!

Welcome to Pitch To Get Rich.

Fashion and business both can make you rich.

All you have to do is pitch.

Fourteen founders. Fourteen companies.

And eight pitches.

So, who will land the investment?

In each episode,

founders will pitch their unique brands to our panel,

whom we call Angels.

Manish Malhotra.

Who doesn't know him?

As an angel, design and detail are his DNA.

Dhruv Sharma.

Gives style, strategy and ambition a bold new identity.

In the form of an angel,

he's the true champion of budding entrepreneurs.

The diva herself...

none other than Malaika Arora.

Impressing this angel of fashion is no easy feat.

Darpan Sanghvi.

Facing the highs and lows of entrepreneurship,

he has become a true inspiration.

As an angel, he's the king of the number game.

With every pitch, the Angels will be joined by

two famous personalities from fashion, Bollywood and business worlds

as guest Angels.

Here, the founders will pitch their products,

their finances,

their future and much more.

And they will keep pitching until they hear all six buzzers.

You have my buzzer.

Buzzers that can change their destiny.

All right!

See you in the Board Room, guys.

Let's talk business.

Six Angels and their six buzzers

means Board Room access.

After entering the Board Room,

it's a game of asks and offers.

They should change the name of this room.

They should call it the dhanda room.

Do you want to take this offer?

The biggest risk is not taking any risk!

As the companies receive investment,

our fund will keep decreasing.

Oh, shit!

I am going home, brother.

So, get ready for high fashion!

I believe in your brand.

High drama.

It's mediocre.

And high stakes.

Yes! Yes! Yes!

Pitch To Get Rich.

- Super. - It's pretty crazy.

Time to meet our Made in India company.

This is amazing.

Fourteen companies handpicked from thousands.

Each one has a brilliant idea and a unique story.

It's a very novel concept.

And the growth of fashion is essential in India

because we still operate as silos.

We require a powerhouse to unify them.

This is the only platform

where start-ups from different levels come to one place

and make a sincere attempt.

Right now, you are company-owned, company-operated.

Absolutely.

And how many stores? Two stores?

- Three stores. - Three stores.

- What do you go by? - Vardi.

- Vardi. - Oh, interesting name, yeah.

- Well, we're a womenswear brand. - Okay.

And these are detachable accessories.

I can place it on his vardi if you want.

And it's called Love, Kiki.

Love, Kiki.

Who is Kiki?

Kiki is my inner voice.

This rabbit guy. What's he doing?

He's wearing a mask.

Wow! Lovely.

- Hi. - Very interesting.

But it's a great conversation starter.

The starting is pretty clever.

It's like Uorfi Javed, playing on shock value.

Yeah.

- Hi. - Hello.

- Hi, I am Karan. How are you? - Hi.

Good to see everyone. How is everyone doing?

Great!

All right. Oh, my God. I can't not address the rabbit in the room, right?

So, what is our show called?

Pitch To Get Rich.

Our title contains both words of prime importance.

What do all of us in this room want?

We want money, right?

And... we are money.

We are the Fashion Entrepreneur's Fund.

We mean business. We have the money.

And do you want to know how much money we have?

Wow!

₹30 crore! Ka-ching! Ka-ching!

Ka-ching!

If you ask any of the founders,

₹30 crore can open a lot of doors.

We want ₹15 crore against 5% equity.

If they give us ₹15 crore,

our brand can move five-fold from the position it currently is.

₹30 crore is a very big amount.

But we were also thinking about the maximum ask people will have.

How much will they pitch for ₹30 crore

to be distributed among everyone?

Even they are passionate about business like us.

They are also working hard.

But now it seems like

there's going to be a fight for the money now,

like "I'll take this much or this much."

This we can feel now.

The very first challenge to all of you here in this room is

that your pitch will have to be all of 60 seconds.

Oh...

And not more than that.

We've never explained the brand in less than 60 seconds,

because there are so many aspects to tell.

How much can we cover in 60 seconds?

Should we tell them about our sales or our journey?

Should we introduce ourselves?

Tell them about our vision or our business?

Just very nervous about the pitch because we've never done

this sort of thing ever.

I can't wait to get this business party started.

So, is the party on?

- Yes! - All right, here goes.

Welcome to... Pitch To Get Rich.

Thank you.

We've done extensive work in 10 years.

We've achieved so much and still are.

How can we explain everything in 60 seconds?

Four things need to be covered,

and that basically means 15 seconds to each area.

You're wasting words here, brother.

Let's infuse it to one.

Are we finally saying 15% commission or 20%?

- Tough, isn't it? - Absolutely.

Because jeans can be bought in two ways.

None of them are saying revenue. Just us.

Hello and welcome to the very first red carpet of

Pitch To Get Rich.

Our permanent Angels will hear each founder's 60-second pitch.

Imagine what they must be going through

if you have to make an entire pitch in 60 seconds.

I think that's a huge task.

A business decision is hard to take in 60 seconds.

But you can make an impression.

And that's the start of everything.

So, what are you expecting from the 60-second pitches today?

Lots of energy, lots of new ideas.

India-originated.

Globally relevant ideas.

I started working in 1990.

If we had this kind of platforms back then,

things would have been so different and so nice.

Also joining us today are our special guest Angels...

Manju Yagnik, Vice-Chairperson, Nahar Group.

And the effortlessly fashionable filmmaker Karan Johar.

When I told them they have to make a pitch in 60 seconds,

I could feel a lot of exhilaration, nervousness, excitement and energy.

And I can't wait to go and hear what's going to happen in 60 seconds.

All right, everybody.

Are we ready for the 60-second pitch?

- Yes. - Absolutely.

- Let's do it. - All right. Let's do this.

- Ooh, ₹30 crore! -₹30 crore.

Can we have the first pitch, please?

♪ Want to get rich? ♪

♪ Come on and pitch ♪

Are you ready for your 60-second pitch?

- Yeah. - Yes, we are.

All right.

Three...

two...

one...

India is ready for a revolution in bridal couture.

India is ready for honest luxury.

The way it's personalised, the way it's priced,

the way it's retailed.

Talking Threads is building India's first real bridge to luxury designer brand.

What is the issue?

At one end, there's top-tier designer luxury,

which is very beautiful.

But the price is inaccessible.

On the other end is the retail mass product,

which is pretending to be luxury.

Completely uninspiring product and experience.

Talking Threads is changing that

with personalised luxury, a world-class retail experience

and unbelievable prices.

10% for ₹2 crore.

You can be on our board.

₹2 crore for 10%.

The first question I want to ask is what is your strength?

We have about 56 people currently.

Our store is right next to yours.

- Oh, God! - In Mehrauli?

Oh, I am going to support my neighbour then.

Please, sir.

Sir, your collection is inspired by him.

- Not at all. - No, ma'am.

Basically, what you're saying is,

if you can't afford to go to his store,

Then they can come to you. But it's okay.

"Come to them."

So, are you business partners or real-life partners?

Both.

- Wow. - Both. That's nice.

So, what's the highest price point and the lowest price point?

Phera-day gowns start at around ₹1 lakh to ₹3 lakh.

Okay.

Groom's sherwani starts from ₹75,000 to ₹1.6 lakh.

Just now you had shown some red lehenga.

What would be the price?

₹3 lakh.

There's also a black one with sequins that looked more like a gown.

That right now is my killer product

where I am converting Manish's customers.

Sorry, Manish.

What are your annual sales?

It's in the range of ₹5 crore, ma'am.

₹5 crore. The number is too low.

Obviously, they won't get the ₹2 crore they are asking for.

They are in the initial stages.

Offering ₹2 crore will be very difficult for the Angels.

They will invest some amount for sure.

But not ₹2 crore.

If you have a store next to Manish's,

I think the location is amazing.

So, with ₹30-₹40 lakh a month in sales,

you're selling fewer SKUs.

Very low number of items...

If you look at the exact inventory, the sales is pretty low.

Firstly, there is somebody catering to bridal

at every nook and corner, if you ask me.

There are many stores in Mehrauli.

If you go to Juhu, there are ten stores over there.

If you check bridal dresses between ₹1.5 lakh and ₹2.5 lakh,

what personalisation and customisation can you possibly get?

You won't get personalisation at Chandni Chowk at that cost.

But don't you think every designer who does bridal wear has to do this?

Both of us have a love for the art.

You can't do this if you don't have the love for the art.

I feel every bride and groom today

want to be Manish Malhotra's bride.

If my product evokes the thought of us competing with a Manish,

where we are priced for a segment of customers

who cannot afford a Manish,

that's the testament of our product.

Unfortunately, I am not convinced.

If you'd like me to address that,

I can take 10 seconds and try and give you a--

I think we'll have much more time with--

The thing is you'll have many opportunities to do that.

Fair, ma'am.

I think we need to understand a lot more about their business.

What we saw was gorgeous.

But I feel it's available in many places.

It's got a "seen this" vibe.

Your pitch in 60 seconds,

that's not enough to move ahead.

So, it's not convincing for me.

So, unfortunately, right now, I am not fully convinced.

I need to see more.

And I'd really like you to pitch again.

We're not the same high society.

We're not trying to build a high-society brand.

We're trying to be a brand that offers

that quality of product to the middle class.

So, building for scale and delivering at scale

is completely different from building five showrooms like Manish has.

That's what we want to do differently.

You were amazing.

They took us to the cleaners. What are you saying?

I feel like there is no point.

They are a dime a dozen. There are women who do this in their homes.

It's a tricky space. It's a very tricky space.

- It is. - Highly competitive.

They are obsessed with their own class.

They are comparing us to a Manish.

- Which is not fair. - Yeah.

Okay, are we ready for our next pitch?

Banana Club.

Greetings, Angels.

I am Neel Bafna, the founder of Banana Club.

Banana Club is a men's fast-fashion quality brand.

We are pretty popular in Bangalore.

Our products are massy.

No matter what category you fall into, our product is meant for all.

We didn't come here to solve any problems.

In fact, we came here to create one.

To spoil the youth of India with choices.

Greetings, Angels. I am Prashant Lalwani.

Banana Club is a profitable bootstrapped company,

which we started from a 150 sq. ft. store.

Now we own eight stores

and have four more stores in the pipeline.

Last month alone, we generated ₹7 crore in net revenue.

We've grown from ₹6.5 crore to ₹17 crore, then to ₹31 crore,

and we're on track to close the year at ₹80 crore.

Our ask is 5% at ₹15 crore.

Thank you, Angels.

I thought the ask was too big

because the total fund was ₹30 crore.

And the ask was for ₹15 crore.

I think it's slightly tough to crack.

You're saying you want a valuation of ₹300 crore.

Yes, sir.

Your ask is pretty high.

We had a number on our mind when we set out from Bangalore.

We didn't increase our ask after seeing the fund was ₹30 crore.

You deal in menswear.

- Yes. - Only menswear.

Are you wearing clothes from Banana Club?

From top to bottom, we're wearing Banana Club.

- What's the price of that shoe? -₹2,000.

- Karan, would you wear that? - I would definitely wear those shoes.

Shirts, honestly, are not to my personal preference.

I see something lacking in your style and fashion elements.

And what is your price point?

The average is ₹1,000. Anyone can afford it.

If we split, online and offline...

If we split your sales and calculate the per-store average...

You have around six to seven stores.

Do they all have evenly divided sales?

Online sales are 30%, and offline sales are 70%.

In the coming years, this will rise to 50% each.

I look at them as hard-working entrepreneurs

who went from zero to one.

So, I would like to learn more.

Let's talk business.

I want to encourage them.

Thank you so much, sir.

It's not high fashion, but I think it's massy.

And being from Bollywood, we like massy.

So... you get the buzzer.

If people from this particular class

are praising and giving our products this tag, we are massy with classy.

The best part for me is Karan Johar said he will wear your shoes.

- So, let's talk business. - Thank you, sir.

There's a kind of conflict inside me.

The aesthetics were somewhat unsettling to me.

Whenever we felt something was lacking in a certain category,

we work really hard on it.

Look, son. Everyone works hard.

Especially in this country, we overdo it.

So, no one is getting bonus points for sincerity and hard work from me.

That's basic for me.

I thought it wouldn't be just one buzzer.

In fact, it will get five buzzers

to indicate it's a step in the right direction.

Karan, you never gave me credit for that either,

even though I work hard night and day.

- For your films, personally-- - I've seen your price tags.

And you get a high price for that hard work.

And your turnover is...

But, Karan, don't you think at some point revenue means something?

I really think that at least having a discussion

in the Board Room, Karan, makes sense.

Yeah.

And Board Room access doesn't mean they have got the investment.

- Yeah. - Okay.

There's an inner voice that says why not.

Let's watch whether you get your ask in the Board Room or not.

- Thank you so much. - Thank you, sir.

Thank you so much.

Okay. All right. Go live your life.

Fourteen contestants are competing for an amount of ₹30 crore.

I think we can do it.

Our ask is for ₹15 crore. This is the positive side of it.

The negative side is the way other people are competing.

Everyone is adamant about their ask.

Like, "This is what we want."

No, we're in trouble now.

The future looks a bit unclear.

The excitement that we had earlier, it's getting slightly stressful.

Malaika... Malaika was praising it.

I mean, she looks so beautiful.

I couldn't take my eyes off her for a brief moment.

Karan says the fabric is okay.

Manish Malhotra likes it.

Okay, up next, we have the company Dopplr.

Welcome to the future of fashion with Dopplr

where technology enables every brand to make better decisions

with its 3D dressing room technology

where people can easily see the clothes draped on them,

how it will look on their body,

the look, the feel, and then they can make better purchase decisions.

We...

What is your ask?

Our ask is ₹4 crore for CCPS.

So, basically, it's a plugin for web stores

that can enable a brand's customer to create their own avatars

and show how clothes look on them.

So, it's an extension to the current infrastructure that a brand has.

According to me, the 60-second pitch was a big failure.

Three of you haven't been able to do a 60-second pitch here.

I am sorry. I can't take you forward.

To me, technology sounded very exciting.

I got completely lost.

You have to simplify. Simplify.

You are still pitching like a CTO instead of a CEO.

All right.

Given the tricky pitch,

we moved away from our basics and tried to play it fancy.

We tried scoop shots in the beginning.

It had some uniqueness, but it got lost.

- It was a solid product. - But it was a bad pitch.

- It's going to solve a problem. - You guys are doing?

It's a competitive space, though.

Up next, we have Banana Labs.

What is the first thought that crosses our mind

when we think about India with our eyes closed?

Snake-charmers, elephants, rangoli, colours.

A lot of colours. And flowers, leaves and herbs.

Mom, I actually differ because, when I think of India,

I think of modernity.

Yes, child. You're right.

But as Indians, we have to be rooted in our roots.

Actually, that's a great idea,

which is why we are building a brand that is modern yet rooted.

And it is muted, but it is amazing.

We make womenswear and menswear using handblock printing.

It's a generational brand.

Our blocks have been accumulated for decades.

We have blocks from the Mughal era.

So, we are Banana Labs...

Introducing Banana Labs... Banana Labs is actually...

Which means to make and...

I'm sorry...

What is your ask?

We ask for ₹2 crore for 20% equity.

I have to begin by saying I haven't understood anything

because your pitch was theatrical.

Interesting to begin with, but it didn't go anywhere.

Your brand may be amazing,

but the challenge today was a 60-second pitch.

Ladies, you weren't able to express anything to us.

That moment was a terrible moment.

It's not just me or my mom here. It's our brand, our artisans.

If this doesn't work out,

then all these things are definitely at stake.

Okay, we've got the Linetribe guys coming up.

Linetribe is a brand that does up-market, high-end luxury prêt

for a forward-thinking global audience.

Guys, why is it that we can think of so many beautiful Indian wear brands

but not a single brand that does an immaculately tailored pantsuit for women.

At Linetribe, we aim to be a global multicultural brand,

based completely out of India. Made in India.

And I cannot wait for you guys to be "on board" with me.

What's your ask?

₹1 crore for 20% of my company.

Gaurav, you said you're doing

- luxury wear for women. - Yeah.

- And men as well? - And men...

But what I see right now is not high luxury.

It's a little more semi-formal, for the lack of a better way of saying it.

I see a very interesting vibe and passion in you,

- which I don't see here. - Okay.

So, I'd really like you to come back and do an interesting pitch.

I want to understand the products on a more granular level.

- Sure. - So thankfully,

we have time for that on our show.

- Yes. - I'd love to hear from you again.

Sure.

My product in this group as a proper design

and fashion designer product...

It's probably the only one.

Of this aesthetic.

When I realised this, I instantly told myself

that people will give you feedback

from their perspective. But I know the complete picture.

I know my market.

I know where I've been doing sales for the past four years.

So, we can't be shaken in two days

because we will be receiving a lot of feedback like this.

Next up is... Love, Kiki.

Hello, everyone. I am Kirti Talwar,

the founder of Love, Kiki.

We make tasteful, premium outfits at an affordable price.

We are a very ethical brand.

We believe in less wastage, fair wages

and second-life products and packaging.

I... my...

What is your ask, darling? Because your time is running out.

My ask is ₹80 lakh for 20% equity.

Kirti, the young designers who showed up before you

didn't have any uniqueness in their work.

But I can see that in your work.

So, I find your brand very interesting.

There is a certain sweetness to it, but it's not boring.

What was your turnover last year?

The 2023-2024 turnover was ₹30 lakh.

Your ask is double the profit of last year, right?

For that reason, I'd say I want to learn a lot more.

And today's challenge was to give the best 60-second pitch.

Just based on that thesis, I would like to learn more.

I am very proudly wearing your second life.

I think you also need a second pitch.

I think with Karan sitting here, people are so intimidated.

- Right. - They are really like...

Please don't believe this bullshit. I am intimidating?

And Malaika's sitting there looking glorious.

It's a combo of beauty and brains.

- I'll give you the brain. - Give us a 60-second pitch on yourself.

I am available.

That's my pitch.

I love it.

All right. Can we have Vardi, please?

Vardi (uniform) is the identity of a soldier.

Vardi has a life.

After it ends, if you throw it in the garbage dump,

that's dishonouring it.

The uniform should never be insulted.

We should recycle it instead and use it for a good cause.

This particular cloth was probably worn by a soldier

who was guarding our borders.

And that is why it is not just a piece of cloth.

But it's a piece of history, actually.

Jai Hind, everyone.

We at the Vardi store collect these old defence uniforms

and upcycle them into products like bags, caps and jackets.

Vardi is India's first initiative

which converts defence uniforms into sustainable products.

And hence my ask is of ₹2 crore for 10%.

- What you're wearing is from Vardi? - Yes, sir.

What is the price of what you are wearing?

So this is for about ₹1,999.

-₹2,000? - Yes.

What you are doing is very noble.

I think it's a very unique concept. Don't you think so, guys.

Great mission.

I would love to meet you in the Board Room.

So, let's talk business.

Definitely.

In this particular entrepreneurship, viability and profitability are secondary.

- Absolutely. - But your primary thought is outstanding.

I'm sold on your entry. Let's talk business.

Yes.

Let's talk business.

- I want to talk business. - Thank you.

- Go to the Board Room. - Thank you so much, ma'am.

Thank you so much.

Come here. Give us a hug.

This is one of the best ideas I've seen it in a long time.

Thank you, sir, so much.

Vardi is a very good brand.

But as far as I've understood them, they won't get any funding for sure

I think.

According to what they've shown,

they liked it in the beginning, but I feel it will take some time

and they will have to show more aspects

because the product range is... I wouldn't call it common.

But seeing their range, they will look for more.

And... their ask is also pretty big.

- Congratulation. - What's up, guys?

He's made it.

Yeah. Yeah. Of course.

Can we have CloudTailor, please?

We've brought fashion right to your fingertips.

CloudTailor is a unique personalised fashion marketplace,

which is transactional and tech-based.

And it's driven by data.

More than 10 crore artisans, workers, tailors,

masters and boutiques,

regularly partner with our customers on this platform.

The business is worth more than $70 billion all over the world.

In just 30 months,

we delivered more than 2 lakh orders globally.

We are a zero-inventory model.

We don't stock anything. And...

we've more than 120 SIS, EVO and owned outlets in India alone.

Several retail brands have trusted us and invested with us.

And we have the potential of accessing their 3,000 crore.

So, we're asking for ₹15 crore at ₹150 crore evaluation.

And we're willing to give 10% of the company.

Wow!

It is the clearest pitch. It is scaled.

It is truly different,

and I would love to learn more in the Board Room.

- Thank you. - Thank you.

I absolutely agree with you, Dhruv.

You had me at hello.

- I'm coming. - Thank you.

Let's talk business.

- What was the one thing you took away? - The sound of ka-ching!

I heard money, baby.

Is tailoring the main aspect of this?

We're into personalised tailoring.

Let's talk business.

Thank you.

- Interesting. - I think the easiest thing would be

to take them to the Board Room.

Let's talk business.

That's one, two, three, four.

Four buzzers in your favour. Two more to go.

Very, very tough.

I'll see you in the Board Room soon.

- Wow. - It's a big deal, guys.

I am sorry, I don't know

- about the Board Room as yet. - Come on.

- I think it was fantastic. - I'll tell you why.

Before I go to the Board Room,

their ask is at a valuation of 150 crore,

- at a revenue of ₹17 crore. - The valuation is too high.

It's more than the public market.

I just feel I need to understand the product more

since your business is so exciting.

We have seen several shows that talk about start-ups.

But in reality, they actually criticise you,

try to demean you. None of that is here.

It's just celebration all the way.

Okay. Who's next? We have Vyakti.

Interesting.

Rabbit is an unsaid symbol of cruelty-free products globally.

Vyakti India is built on values

of cruelty-free practices, sustainability

and a deep understanding of our customers' life.

Vyakti India's vegan leather bags

reflect both Indian heritage and modern thinking.

I know there's a mystery behind this mask.

And that mystery might unfold in this pitch.

As you're aware,

you've got a 60-second pitch to make.

Are you ready?

- Yes. - Yes.

All right.

Are you aware that these can be made from a cactus and a banana stem?

Interesting, right?

Vyakti India makes products like handbags, tote bags

and laptop bags by using researched materials like cactus and banana leather.

We are committed to offer more than just an accessory.

We don't just make bags. We give shape to your story.

Our vision is to provide a sustainable alternative to traditional leather

without compromising with style and aesthetics.

At the end, I would just like to add...

Cruelty is one fashion statement that we can all do without.

That's lovely. What is your ask?

Our ask is ₹60 lakh for 30%.

Can I see your bags up close, please?

Sure.

- I just wanna feel it as well, yeah. - Yeah.

- It looks really pretty. - I love your green bag.

- These slings are so... - Yeah.

- And this is banana? - Yeah, this is banana.

Very soft.

Looks real. Looks absolutely...

Bananas are my favourite food.

Oh... this is good.

How are these priced?

This one is for ₹6,000,

and that one is for ₹5,000.

What was your last year's revenue?

Sir, we are a pre-revenue company.

Do you know why I would like to take them to the Board Room?

Maybe we can get in very early

with hopefully more than 30%,

and this can become the massive business that we all hope it becomes.

So, for that reason, I'd say let's talk business.

- Thank you. - Thank you.

- Let's talk business, Vyakti. - Thank you.

Thank you, ma'am.

- Thank you. - "Tang-tang-tang"

is the sound of money that I know we will make of you.

I couldn't understand your product's quality from just these two bags.

I haven't had the chance to go deeper into the whole portfolio.

So, luckily, we have time to understand the product better.

But, Dhruv, we can get such a good deal.

It's pre-revenue.

It stands for all of my values.

But I need to see more than two bags.

We got four buzzers and missed two.

And it's not like they didn't understand the product.

They wanted to see more.

They had very positive reviews for us.

Like, they want to see us more.

- Yes. - Not turned us down.

They wanted to see more.

Okay, we have the House of Armuse.

Stylox.

Philocaly.

DMOdot.

It's often said that anything that you do with love

and a strong purpose is going to love you back.

To me, Armuse is more than just a business.

It's an emotion.

Because I started this for my mother back in 2015.

The key feature of our brand is hand-painted artistry

and also Jaipur's fusion of gota patti that we love to call

as variable works of art.

And each garment definitely tells a story.

Philocaly is a design-led bespoke menswear brand,

where we bring high-quality, fashion-forward,

timeless classics to you

and make custom tailoring accessible as well as affordable.

As of today, we are two flagship stores, six franchise stores

strong with a team of 63 people.

Stylox is a denim wear brand, which makes style and comfort affordable.

Premium products but not pricey.

Franchising our stores is easy and profitable.

And with 40 franchise stores,

Stylox is available in more than 200 cities.

DMOdot is a homegrown bridge to luxury footwear label

that blends classic styles with a modern twist,

creating all-occasion footwear.

Our speciality is reimagined mojris, Peshawaris and slippers,

making them with the highest quality materials for maximum comfort.

Okay, give us your ask.

My ask is ₹90 lakh for 15% equity in my company.

Today, my ask is ₹2 crore for 5% of my company.

₹10 crore for 12.5% of our company.

Our ask is ₹1 crore against 2.5% of our equity.

Against 2.5%?

Great. Even you don't stretch just like your jeans.

But anyway--

No, but you like business, and we'll get you business.

I love business, and that's why I don't like 2.5%.

For the longevity of your business,

how are you looking at evolving your design?

I'd love to see a lot more design, your innovation plan...

- Sure. - I don't know.

I'd love to see your pitch again.

Manish Malhotra is obviously a designer.

So, I thought his point was completely valid.

I don't want to go to the Board Room. I don't want to go there myself.

I want them to see my product first.

- Philocaly. - What an unusual name.

Very unusual. Philocaly.

The first thing I would recommend is changing the name.

We had a tough time pronouncing it.

But, Karan, half of the brands that you wear...

those French names... nobody can pronounce those.

No, no, that's why--

- True that. - But those are massive brands

- built over centuries. - Of course. Absolutely.

I am talking about India.

So, for your brand, would you say that tailoring is above design?

No, we are a design-led, bespoke menswear brand.

But isn't that the story of every designer?

What is unique about it?

The uniqueness is our affordable price point with bespoke tailoring.

And what is your turnaround time?

Our turnaround time is seven to ten days.

How are you planning to scale?

We have been able to successfully franchise bespoke menswear.

What kind of mom-and-pop shops are in your franchise?

What kind of people are these?

These are my customers.

Dhruv, you know the best businesses for franchising

always begin with customers asking,

- "Can I take your franchise?" - Correct.

"Can I do it myself?" Hundred percent.

So, Shrey, I want to see you in the Board Room.

- Let's talk business. - Yes, let's talk business.

All right.

Thank you.

I'd like to meet you and talk business in the Board Room.

Thank you, sir.

I don't see anything unique.

You are not clear about the brand.

You are telling me it's a design brand,

but there is an emphasis on tailoring

and cut and fit.

That's for every designer.

So, I understand your brand more as a tailoring luxury brand.

And if you had pitched it that way,

I would have been really impressed.

I definitely would want you to come back and pitch again.

I did want to go to the Board Room,

but somewhere I was relieved also.

I feel that, if you make it to the Board Room on the first attempt,

you might get a low valuation.

There are very few shoemakers in this country.

In fact, I feel the infrastructure to make shoes is terrible.

I don't agree with Malaika at all

that we don't make good shoes here.

According to me, if you see places like Agra,

there are lots of shoemakers, leather people.

I felt your shoes had no designs.

I would want you to pitch again.

You are being tough.

You're such a young boy. I want more passion, aggression,

more design.

I think the sooner you get to the Board Room,

it's more beneficial because there's still money left to get.

The money will keep decreasing.

Otherwise, your ask in the end might be for ₹90 lakh,

and there's only ₹45 lakh left.

Then what about your ask? Your dreams will shrink.

Can you also tell us your absolutely most prized piece?

Celebration wear AOV is about ₹75,000 to ₹1 lakh.

That's our sweet spot.

Though our category is even about ₹2.5 lakh to ₹3 lakh.

We've seen other presentations with the range of ₹75,000 to ₹1 lakh.

But I feel your quality and your standard of embroidery,

and the design prowess is very strong for your price point.

What has been your turnover?

In 2022-23, we did about ₹5 crore.

Last year, 2023-24, we did north of about ₹10 crore.

So ₹80 crore is your valuation at a revenue of ₹10 crore.

That's the part I don't understand.

This year end we're projecting to do about ₹17.5 crore.

So our valuation is based on the projections.

Fine, you'll be making ₹17 crore this year,

but you made ₹10 crore last year, right?

This year is yet to end.

- We need to see more. - Yes.

We cannot take you to the Board Room this time,

but I look forward to seeing you next time.

Up next, we have Heritage Bazaar.

Indian artisans are in a lot of pain.

And Heritage Bazaar is on a mission to change their lives,

and to get them the right price for their talent and hard work.

And how do we plan to do it?

We'll take the artisan to the world directly

and bring the world to them.

So, when the middleman is ruled out,

they will receive a big chunk of the profit.

But we don't just want to be an aggregator site.

We also want them to upscale their talent,

their design capabilities

so that they can charge the maximum price for their products.

For the buyers,

they will have access to crafts from all over the nation in their living room

with quality, reliability and Heritage Bazaar's assurance.

Don't you want their lives to change?

Let us make them also rich.

Your ask?

Our ask is ₹6 crore for a generous 50%.

Heritage Bazaar...

Their ask was pretty big compared to their valuation.

Yeah, I mean, for the judges, giving such a big part

of the fund at such an early part of the challenge...

Probably, they need to see more.

Are you here for a profit or a non-profit situation?

No, we definitely have a profit. Enough people are doing CSR.

Your website, your app, your API.

So, this is a very strong technology play.

Does any one of you have a technical background?

Yes. We've onboarded a CTO.

- He's worked with the US military. - Excellent.

So, how much profit will you share with the artisans?

We'll have a 15% commission on the sale.

It's a combination of commission on sales and subscription.

So, for one year, this particular service will be given free of cost.

The best part is your business is built on a cost,

but this is business, right?

And when this business makes money, you will work harder--

- And it will help the artisans more. - Exactly.

So, I think it's fair.

- Absolutely. - Amazing.

Let's go to the Board Room, and let's talk business.

- Thank you. - Thank you, sir.

- Let's talk business. - Thank you so much.

While you are talking business, you also have my heart.

Thank you so much. It means a lot.

- Excited to take you to the Board Room. - Let's talk business.

Has anyone ever told you that you talk like Shashi Tharoor?

In fact, he looks and talks like him.

That I say as a compliment. I am with you. Let's talk business.

Thank you.

- Bye. Thank you. - Thank you.

Three in the Board Room.

Three in the Board Room.

Oh, wow.

It's time, Dhruv, Manish, Darpan,

- for us to step into the Board Room. - Yeah.

And, Karan and Manju-ji, we will see you soon.

- You won't be coming to the Board Room-- - I am very sad to miss the Board Room,

but I want to hear all about it.

We will tell you all about it. Come on, let's do this.

This is a very exciting phase now

because we are all friends They are in the Board Room

having discussions with the Angels.

They must be having heated debates, arguments.

Our intuition and the butterflies in our stomach

tell us, logically, Vardi sounds viable.

As long as the Board Room sessions are going on,

I am on the edge. I mean I am not sitting idle.

I am just pacing through the room.

- Rohit from Vardi. - Yes, definitely.

I had a question. When you talk about uniforms, which is a very patriotic idea,

all of us liked it and it touched our hearts.

- But the authenticity... - Correct.

Where are we with your permissions?

So, I do have permissions in terms of collecting uniforms.

But one thing that I have to point out here to all of you is that

you have the permission,

but you don't have the complete, exclusive right.

So this idea and concept can go to someone else.

- I want to get it patented. - Yes.

But I don't have the funds for it.

If your brand becomes popular,

people will cheaply print the same thing.

- It can also be copied. - Correct.

So, if you have a proper certification...

That I was thinking of...

Something I am planning to launch.

There will be a QR code on every product.

And when the customer scans it,

it will tell them this fabric was worn by Gurkha Rifles Regiment.

How far are you on this tagging? How long will the development take?

That is in the pipeline.

Rohit, how long have you been doing this?

Sir, since two-two and a half years.

You've been doing this for two and a half years

and everything is in future tense, buddy.

Yes.

So, what was your revenue in the past two years?

In the first year, around ₹3.5 lakh.

And then post that is the rest.

- We know you said ₹10 lakh. - Total.

- Lifetime earnings. - Lifetime earnings.

- Correct. - Roughly ₹5 lakh.

And ₹20 crore...

is the valuation he...

On what basis?

So, firstly, I would like to talk about the sales.

Why the sales is so bad?

- It hasn't started, basically. - It hasn't started

because this concept is brand new in the country.

That is not the challenge right now, Rohit.

Where do you sell, Rohit? Where are you selling the product?

Well, only on my website.

You haven't tapped the marketplace yet.

Rohit, there is so much potential here. So, what is holding you back?

I came on this show not just for funds,

but basically for mentorship.

So, I want a growth partner.

- I think it's beyond mentorship. - Right.

- I think it is true incubation. - True. Agreed.

You are a one-man army.

Unfortunately, one-man army is not great when you want to scale.

Exactly.

We'll give you some kind of a token amount now.

For that first stage, we could do ₹50 lakh.

However, it comes in two-steps.

Step number one: We give you ₹10 lakh,

we take 10%,

and we say that all you have to do is bring that written permission.

Since you're saying you have it, that step is already covered.

For the next ₹40 lakh, we will take 15%.

Meaning your valuation has jumped to ₹2.66 crore.

Most importantly, you have ₹50 lakh in-hand

to get started. You've been doing this for the past two years, friend.

Mark Zuckerberg has said the biggest risk

- is not taking any risk! - Is not taking any risk!

Yes. Yes.

I think you can't have a better platform than this to get started.

We are taking chance. You take a chance.

With all due respect, I would really like to come back on this.

I am not happy with this offer.

There is a huge difference between the original ask and offer.

- What's up, guys? - Talking about Vardi.

Vardi is here!

- Tell us what happened. - What happened in the Board Room?

Did you get an offer?

I got an offer...

Okay.

I did not take the offer.

Oh!

Okay. That's nice. That's also good.

Hoping I'll get more, right? More?

Even with so much confidence,

how come in two years he's not done anything.

That's the thing. I think with the right mentorship,

- these problems could've been solved. - He can do it.

All right, we have done our due diligence as well.

We are fully aware of your structure and everything.

After doing our due diligence, your ask was for ₹3 crore.

Yes.

And you doubled your ask after coming inside.

The main reason is that we'll focus on two categories.

One is textiles, and the second is woodwork.

So, woodwork in terms of furniture...

- In terms of furniture... - Artifacts.

Correct.

Woodwork doesn't come under our jurisdiction, so to speak.

We are here to talk about fashion.

If we include other categories, then that is our ask.

If you only consider textiles, our ask is ₹3 crore.

Your ask is ₹3 crore for 50% equity.

- Absolutely. - Great.

Where do you need these ₹3 crore? Let's look at year one.

The expense of year one is ₹3.8 crore.

-₹70 lakh is for platform development. - Yes.

184 in salaries.

In recruitment, we basically have three people.

Then there's the director's salary. Then we have people in IT maintenance.

Then we have analytics.

We have three people in the first year.

And then we have, for marketing, four people.

- Too many people in the first year. - Who are they marketing?

But we have to publicise the website.

When is the website going live?

You can see a prototype right now.

Let's see it.

Right now it's only the textile part, which is kind of happening.

If I go into textiles,

then I see all the different types of textiles that are on it.

Okay, let's continue.

Then we have four customer service executives,

which is ₹14 lakh. This is 172.

How much have you spent so far?

So far, we haven't spent anything.

I think your requirement... isn't that high.

I think if a business has ₹20 crore,

₹1 crore from you and ₹1 crore from us,

the business has enough capital in here

- to actually kick-start itself. - And have results.

And have results.

I... I appreciate what you are saying.

But we can't work under restraints.

But too much liberty can also

create problems.

Right?

Will you take our offer?

We got their advice in the Board Room, which was invaluable.

And it inclined us to think.

And we started seeing things under a different light.

So, Banana Club, shall we begin?

Yes.

Great revenue.

But I don't understand your visibility.

I've never seen you, heard of you, nothing.

Nothing.

- As of today-- - Seven in Bangalore

and one in Hyderabad.

Your online is 30%.

We started last Diwali.

Within a year, we earned a gross revenue of ₹4 crore.

Neel and Prashanth, that itself is a great achievement.

Yes, sir.

If you have to point out your USP,

is it social media marketing?

In India, the price point is very competitive.

So, it's the price point that's really helping you.

- Yes. - So, now what is your ask from us?

₹15 crore against 5% equity.

- You are a profitable business. - Very profitable.

Correct? So, why do you need money?

Why?

We need it to expand in places like Mumbai, Delhi, Chennai.

How much capex does a store need?

One store takes ₹2 crore

owing to our store size, which is 4,000 sq. ft.

That's the average store size.

- Wasn't your revenue ₹31 crore last year? - Yes.

10 times sales.

650, 700, 750... Whatever we close at this year,

next year, we won't close sale below ₹150 crore.

And we have full faith in that.

Guys, you know what's really baffling.

They have built such a big business, and they own 100% of their business.

That's true. Commendable.

- I think we should talk numbers. - Yes, I think we should.

Today, we can go with ₹7.5 crore for the 5%.

Your valuation of 300 crore will come down to 150 crore.

Most importantly, you're worth 150 crore today.

You'll own a hundred percent of your company.

You guys would be owning 142.5 crore right now.

We don't research that much.

All we know is that

- we know to do business. - You do, sir.

- We know how to make it profitable. - He is absolutely right.

The Fashion Entrepreneur Fund

is ₹30 crore.

You are asking for half of our entire fund.

According to us, we're asking for too less.

Do you want to take this offer,

or would you like to come back again and pitch?

You decide. It's very simple.

You might not get this offer again.

You might not get all six buzzers.

So, you have to think about all these things.

I am just glad that I got an offer of ₹50 lakh.

And I am pretty sure I'd be able to negotiate with them

because, going forward, I am sure there would be more challenges

where I'd be able to showcase more stuff

or I'd get a chance to talk more about it...

- Absolutely. - ...and get this cracked.

- Makes sense. - Sounds good.

But not that glad, or you would have accepted it.

Certainly.

You kept asking for 20, and you got an offer for 50.

Where is this sound coming from? What is this?

We got a little distracted.

Then we all look at the board,

and suddenly the ₹30 crore begins to reduce.

My money is reducing.

The more it reduces, the tougher it's going to be to get my ask.

Interestingly, Banana Club has an ask of ₹15 crore.

They got the fund...

- 125. -₹12.5 crore.

I would like to sweeten it.

- And give them some more reserve. - Just a little more reserve.

Some more buffer.

₹12.5 crore at 50%.

125 from us. 125 from you.

The whole business gets 250.

Heritage Bazaar, will you take our offer?

Gladly!

Fantastic!

- Congratulations! - Congratulations.

Because I have confidence that you have our good wishes in your heart.

Absolutely!

Guys, this is the first cheque on Pitch To Get Rich.

Congratulations.

Your pitch has got your company rich.

Thank you. That's so good.

I thought one of the pre-revenue businesses will be closed first

because their valuation and ask was pretty big.

- Banana Club. - Banana Club had a pretty high ask.

It's not ₹7.5 crore. It's ₹150 crore.

No, sir. We'll take a chance.

- I love the confidence. - I love it.

- We will see you back, hopefully. - Thank you, sir. Thank you.

- Very soon. - Looking forward to seeing you.

We know the value of our company and brand.

We came prepared in our minds

that we won't leave until we get this.

Whether we'd get back in the Board Room is not guaranteed.

But we are dedicated to move forward.

So, let's see what happens.

The excitement is now getting stressful

because the asks are too many.

So someone will have to back down.

And nobody wants to be that person.

It's... nerve-wracking.

I can't tell you. My heart rate is at least 120-150.

A lot of uncertainty... and anxiety.

I think not just with me, but with all the remaining founders.

They are all on edge.

I don't know what's going to happen.

Looks like a tough game further ahead.

Fashion Entrepreneur's Fund has...

₹30 crore.

Ka-ching! Ka-ching! Ka-ching!

₹30 crore!

If they give us the money,

our brand will move up five-fold from its current position.

Your pitch will have to be all of 60 seconds.

Stylox is a denim wear brand,

which makes style and comfort affordable.

When a soldier's uniform becomes old, what happens to it?

Armuse is more than just a business.

Return customer rate is very, very high.

We've grown from ₹6.5 crore to ₹17 crore, then to ₹31 crore

-₹6 crore... -₹4 crore in return of CCPS.

Let's talk business.

Here's ₹7.5 crore for the 5%.

Will you take our offer?

From ₹30 crore to ₹28.75 crore

in a single episode.

Your pitch has got your company rich.

Pitch To Get Rich.

77% customers check the entire collection of a brand

before they buy because customers want variety.

More SKUs, that is, a greater number of products,

lead to higher sales.

In the next pitch, founders have to show their variety.

Meaning product range.

How? Through a fashion show.

Basically, showcase your range for millions in exchange.

To complete this challenge, the founders will only get 48 hours.

Forty-eight hours to prepare for your fashion show.

I think it's next to impossible.

We have to start brainstorming all the ideas for the ramp walk

and showcase our entire range.

I think this pitch is tougher than the previous one.

The top five lehengas which they like...

- Yeah. - Let's lock them first.

Okay, this is our entire Jaipur concept.

There is hair and make-up, accessories, models, fittings,

presentation, music that still need to be discussed.

The choreographers have arrived.

At best, what I want you to do is maybe put a DJ console at the back.

It's a party. It's a celebration.

I want to showcase my maximum range because we have 180 styles.

Let them wear a pair of shoes and carry another.

Tell her about your first pitch.

Then only she will understand what it is.

We are Banana Labs.

Introducing Banana Labs... Banana Labs is actually...

It means to make and...

I am sorry...

I could be that meme trending on the Internet

of things not to do in a pitch.

And that moment was like rock bottom, which I hit.

After that, I knew there is only one way and that is up.

We are an infinite service provider.

CloudTailor gives you the service of designing exactly the way you want.

How do we showcase this

rather than showcasing the fashion we create?

We don't own the style, our customers do.

We have an entire virtual world where anything is possible for us.

We're designing the clothes in 3D.

Every little detail,

every stone, gold thread

should look exactly as it appears in real life.

We want to showcase their brands through our product.

Competition is growing, funds are decreasing.

I guess we will have to up our game.

Should we go? Can we start?

The sizes that sell the most are 42, 43, 44...

But all the models here have sizes 44, 45.

So, my planning has backfired on me.

These are all upcycled out of military uniforms.

I'm very confident that,

after seeing this, all six buzzers will get hit again.

Now, the choreography is something we have to look into. The music,

how they are walking, the vibe...

Enter.

Pose!

I need you guys to come at me like an army.

Let's have them come marching.

Let's see how it looks.

We're under a lot of stress.

They turned down the showstopper, told us to change the clothes.

We are completely screwed.

On the red carpet of Pitch To Get Rich, our Angels

have arrived ready to witness the founders' fashion showcase.

I am excited to see Banana Club.

I am excited see what Vardi brings today.

Also, how the technology-based companies

will showcase their collection,

I am very excited to see that.

Joining the panel as a guest...

Angel... is the beautiful and bubbly

Gen Z star Ananya Pandey.

I especially enjoy working with upcoming designers.

To see what's out there. Fresh talent.

I love working with new designers.

So I am very excited

because I want to find my next outfit

for my next red carpet and my next outing.

So, I'll be on the lookout for that.

Hello, everyone.

- Hello. - Hi.

- Are you ready, Ananya? - Yes, I am very excited.

Thirteen companies are going to showcase their entire product.

Some are tech companies, some are clothes, some are shoes.

It's a variety out there.

But being Chunkey Pandey's daughter,

I am not very good at giving money away.

Okay...

So, I think it's going to be a little tough.

We'll take good care of your money, Ananya.

Fine.

All right. Are you ready for our fashion show showcase?

- Yes. - I love fashion shows.

Come on, bring it on!

First company coming up is Talking Threads.

Our range is our strength.

Different occasions, different collection.

Each exhibit is from a distinct collection.

Every garment is a work of art.

Tell us something about the showstopper.

- She's a real bride of Talking Threads. - How lovely.

Srishti and Sharan's love story got etched onto the garment.

Oh, wow.

She'd love to take a moment to quickly show you the moment.

- Yeah, sure. Come. - Yes.

So, we've got eight motifs that sort of symbolise our journey.

We met in Prague. We started dating in Prague, rather.

There's the Charles Bridge here.

- Yeah. - That you can see.

- Yeah. - We dived together.

- So that's a Manta ray. - Oh wow.

We love our whiskey, so there are whiskey glasses.

It's such a lovely thought.

Yeah, it's very pretty.

Thank you so much. Cheers.

Thank you.

I am giving it a buzz.

- I love that. I think that's so cute. - Do you like your memories

- to be etched on your lehenga? - I would love that.

- I am doing this idea. - You're sold?

I am taking you up on that.

Okay, let's do it. I'll get my motifs ready.

Pearl, for me personally, I feel this space that you do,

and you specialise in...

For me, I think it is a very cluttered space.

- It is. It is. - In India, okay.

Then I need to see something that really blows me away.

I am not convinced yet.

Let me ask you a question.

Do we have any particular bridal brand

in India that has more than a 100 touch points?

Building a start-up is about taking an opportunity,

which is fragmented, and building a consolidated space.

At the end of the day, it's a proof of concept.

The reason we've placed that showroom in Mehrauli

was not to say that we want to compete with Manish.

This aesthetic that we bring in,

which is possibly common in Manish's domain,

is not common in the domains below.

I just feel it's not the right platform

when people like them talk.

You know, we can't just like...

They are sitting on the jury at the end of the day.

I would suggest and advice...

- My "unwanted" advice. - Not at all.

- I am just saying... - Absolutely.

- Not at all. - If this is your signature,

you know what the bride was speaking about,

then only go with that.

I do believe there is a lot of prettiness in your work.

There is a fine aesthetic.

Yes, is it majestic, the best ever?

Perhaps not?

Is it blowing my mind? Perhaps not.

But is it a complete diss?

Also, perhaps not.

Within that, I suppose the other feedback, if you can consider,

then we will see you in the Board Room.

- Absolutely. - But today allow us the pleasure

of saying an aesthetic goodbye to you.

At the end of the day, they constantly want a design company.

I am not building only a design company.

Design is one element of my company.

The bride who actually came...

she went to a Manish.

And she came and closed a deal with us.

Okay, up next we have Vyakti, which is a cruelty-free brand.

A vegan brand. Can we have them, please?

This concept of plant-based leather

is going to shine globally.

Nicely styled. Very nicely styled.

And if we don't jump on the opportunity now,

it's going to be too late.

It's the sweet spot we are at.

Whoever manages to carve a niche now is going to rule this market.

We need an investment to increase our range

and target our customers properly.

I want to talk business. I love it.

- Thank you, ma'am. - I genuinely want to be somebody

with a voice who can actually push and talk about vegan leather,

cruelty-free.

I feel, if we have a voice, we should use it.

- Yes. - And I would really love to see

Vyakti go far.

- I would really love to. - Thank you, ma'am. Means a lot.

First of all, your brand is really good.

And I have to say it's the most beautiful presentation I have seen.

You had my buzzer earlier, and you have my buzzer now.

Thank you.

The moment where the couple walked in with the same hand colour and bag...

There's pure aesthetic.

Your range is limited, but I know you even have constraints.

Since you require funding, you couldn't go all out.

I am a little on the fence about the green buzzer.

But your positives are in abundance.

What is your current price point?

We start from ₹2,000 and go till ₹11,000.

The quality is amazing. I love that it's inspired by nature,

and it's cruelty-free and vegan.

Which is amazing. So I love it. So, for me, it's a...

- Thank you, Ananya. - Thank you.

I think, for me, the mission is great.

Sustainability. There are various things.

If the challenge today is range, I give full credit to the presentation.

But genuinely if I look at the range, there are a few good SKUs.

I believe I want to support this mission.

I am literally here. I am almost touching it.

And I know you have it in you.

But I would love to learn more.

Moving forward, I want to see what your strengths are.

Dhruv, Karan, my advice would be... do it.

What an impact that was.

They are restricted by funds

- to create ranges. - Exactly.

You think we can take it further with funds.

I think you all should.

- I think they should. - Come on, Dhruv. Let's do it together.

Karan, Dhruv, let's do it together.

- Karan, come on. - One, two, three... go.

All right!

See you in the Board Room, guys. Great job, guys. Great job.

All right, up next is Philocaly.

My range is something people have accepted for several years.

Our repeat customer rate is through the roof.

Our lifetime customer value is through the roof, which is unheard of.

So, I am pretty confident about my range.

Shrey, your cuts... are fine.

Your fabric selection... is also okay. Good.

Embroidery is basic.

But...

it's rank average.

It's mediocre.

And mediocrity doesn't last long.

If you want to move forward in this show,

in this format, then we have to see a better product.

The fall of your trousers is not so nice.

It looks uneven to me.

This is not a presentation for an investment.

I am having trouble again on how to critique this selection.

On the basis of this selection, which is the challenge for today,

it's a strong no.

I felt they responded harshly and immediately,

and their emotional reaction seemed very unfair.

Next we have a very massy brand coming up, which is Stylox.

Welcome on board.

Today we are taking you on a style journey,

where each look is inspired by the spirit of travel and adventure.

We are present in 200 cities.

We sell 20,000 pieces every month.

Styling, comfort... my brand has everything.

But the designer angle...

We are not designers ourselves.

So the thinking obviously differs.

But we have the numbers to prove that.

What is the average cost of some of the products?

The jeans, the jackets.

Everything ranges from ₹599 to ₹3,499.

What would be the cost of the jeans that sir is wearing?

Anything between ₹2,200 to ₹3,500.

I think your concept, your sales pitch is very strong.

So are your price points, potentially.

I am not... entirely impressed with the look.

It's not looking like a "wow"!

It's looking like a "how can it get better."

- Okay. - Right.

See, I don't agree with what Karan is saying.

I don't have a problem with your design

because I feel there's something that caters to everybody.

There are loose fits, straight fits,

there is a baggy fit, there are patchwork.

There is something for everyone.

For me, the high point of your collection are your price points.

But it's not that cheap.

If you're saying ₹3,500...

If they can do it for ₹1,499,

it would be much more accessible.

But then you'll have to miss out on the fabric,

- which would feel different. - But basic denim starts from ₹1,500.

The one I'm wearing is ₹1,500.

- Their quality is good. - But the design doesn't match ₹3,500.

Fabric like denim, which you can play a lot with

I feel it's too little in the field of design.

I think you can do a lot more in the price point you are mentioning.

Because this time it is about design, range.

And your speciality is something else.

This show expects very fashionable products.

Are we the odd one out here?

All right, up next is Banana Club, guys.

If Banana Club gets their ask...

- Their ask is ₹15 crore? - Yes, ₹15 crore. Exactly.

Then there will be nothing left.

Wipe out in single swipe.

- No, but they will negotiate. -₹15 crore will be wiped out.

They won't give them ₹15 crore. Not at all.

But I think they will secure at least ₹10 crore.

All the Angels were impressed in the first episode.

And they had this "one-go love" for us.

Now their expectations with us is extremely high.

So that's put more pressure on us.

They make everything. Everything!

Shirts, pants, T-shirts, joggers. Everything they make.

They have showstoppers and all.

Oh, my God!

I got the shock of my life.

I love it.

I love it.

I love the last bit of banana consumption.

Thank you.

Banana supremacy.

Thank you. Thank you so much.

What I saw today, I think...

We keep saying, "We want more homegrown brands."

My instinct is I want to see you in the Board Room.

Thank you.

We offered you ₹7.5 crore.

But you turned it down and said we'll come back

and show you our entire collection. And I loved that conviction of yours.

Let's take them back into the Board Room,

and let's talk business again.

Thank you.

The brand is funky, wearable and affordable.

So I think there's every reason to say yes, so...

I am sorry, but I don't agree.

These clothes don't have that punch!

But I felt this is a very saleable fashion.

- Exactly. - Obviously, with more money...

I would like to add that your head designer

needs a stronger, cooler team.

But that's not the function of money. They have money.

Today I am judging them on the design, their range.

And last week they knocked the ball out of the park.

- You are not impressed. - They were ahead of everyone.

- You are not impressed. - Today they are not in that position.

So, today you won't get my buzzer. I am sorry.

Okay.

I think I'll echo Darpan.

The styling, the pairing and the overall aesthetic

is not the six-buzzers day for me today.

I am finding today's products very weak.

It looks similar. There's nothing unique.

I am short of words. My eyes have teared up.

We were very disappointed.

If you want to raise the bar,

you have to keep giving better performances.

We've grown wiser about what to do next.

I think the show was okay.

I don't think it was mind-blowing. But I think it was fine.

Frankly, each team had such a short time for preparation

that no one could prepare the way they wanted.

I thought the judges were a little harsh.

I don't agree with him.

I think, if we last till the end of the show and fetch good money,

then their critique is important.

Up next is DMOdot.

Hello, Angels.

Today we bring you the magic of DMOdot.

A unique blend of heritage and modern style,

which makes every occasion special.

Every shoe is like a unique dish

crafted with passion and served with flair.

Served hot!

Served fresh.

I think this time I want Manish's buzzer.

He asked for variety, so that's exactly what I'll show him.

Time to show him our range and what we're really capable of.

Ankush Bahuguna. Congratulations.

Welcome to Pitch To Get Rich.

Really glad to see you here.

- Same here. - Thank you once again.

- Thank you. Thank you so much. - Thank you, Ankush. Thank you.

Abhishek, you claim to have 180 styles.

If I take a glance, which ones are the customers' favourite?

When I launched those brown slippers,

it is something that got crazy attention.

Everyone loved it.

The cost of manufacturing and sales price

and the black Bottega-inspired...

So, we're selling the slippers at ₹3,999.

This slipper is the entry-level product that we have.

And the cost price that goes into it is roughly 38%

of the MRP... is what we look at.

This one's more expensive. We're selling it for ₹12,500.

And again, ballpark, between 38-40% is our COGS.

I would love to talk business with you in the Board Room.

Thank you.

Ananya, would you buy these shoes for someone that you know?

Yeah, I would.

My favourite are those boots, which he's wearing.

I like those a lot.

So, I like the versatility.

I like there is something new in all of the different shoes.

If Ananya says she will buy your shoes,

then you have my buzzer.

- Let's talk business. - Thank you.

Previously, I thought your collection has a regular look

and looks familiar.

- But I think today it's much better. - Thank you.

And I think you did it better than last time.

It's always good to push a youngster

- and of course support him. - Thank you.

I think there is a dearth of good footwear.

Even though great leather comes from this country.

And I would like to see you fill that void.

And I would like to talk business with you, Abhishek.

Thank you.

- Abhishek. - Yes, sir.

I really loved those embroidered shoes.

Thank you.

According to me, if you get the investment,

where you can have multiple stores across the country

at better price points,

I feel this can be a very profitable business.

I want to talk business with you.

And not just me, on behalf of Ananya also.

She is my student; I am her professor.

So, I would like to press the buzzer on her behalf as well.

Thank you. Thank you.

Oh, wow!

Oh, wow.

Thank you so much.

Well done, Abhishek. We're going to see you in the Board Room.

- See you in the Board Room. - Thank you, thank you.

If I get what I am asking for,

it will be a stamp of validation on my dream

and on my hard work.

Next up is Love, Kiki.

I am very excited about this

because the Angels haven't seen my products yet.

My product is my language.

Everyone is a Kiki.

Which is why I didn't want to associate it with a face.

That's when we decided to hide the face of our showstopper.

And that was our idea behind our showstopper.

I found it really cute. I loved the branding.

"Own your own."

Your brand, the vibe, the show...

Everything is about owning your individuality,

being yourself. I really-really liked that vibe.

Thank you.

I feel your conviction clearly shows in your brand.

It's very pretty, from Goa to Capri.

So, you had my approval back then.

And you have it now as well.

Thank you, sir. Thank you.

Personally, I feel your product is very nuanced,

very pretty, very intricate.

But I have some concerns about its wide saleability.

I would say the range seems a bit limited to me.

Kirti, I would say we want to see another pitch by Kiki.

So, you won't get the buzzer from me today.

I am trying to put in the maximum effort,

but I am missing the bullseye somehow.

Okay, next up is CloudTailor.

CloudTailor... your personalised fashion

powered by digital convenience.

We designed more than 40 dresses.

Some of them conceptualised by our Bangalore team,

Kolkata, Hyderabad, Mumbai.

This is a company you don't want to miss.

This is the future of tailoring. This is the future of the ecosystem.

It's a copy of Kiara's wedding lehenga.

Carol has been a very popular super model,

and she has presented Indian fashion on a global scale.

Who can be a better option than her?

Oh, so good to see you!

- And the queen of the ramp herself. - Yes.

Carol Gracias.

Thank you, Carol. That was wonderful.

- So wonderful to see you back on the ramp. - Thank you for joining us.

- Pleasure. - Thank you.

All of us are confused.

What is this collection supposed to be?

So here we are presenting custom-made outfits.

It's not just wedding lehengas, but office outfits,

party gowns... we can get you everything just in time.

Whatever the customer needs, we'll make it.

- And these are your in-house designs. - Yes.

This is all that you currently presenting.

In the given short span of time,

our designers conceptualised the entire thing,

sourced the fabric, and we got them all stitched.

Last time when we spoke, you all are also an app which

- connects to another tailor. - Yes.

Like a western tailor or an Indian tailor.

You can get the same end result of this dress through any tailor in Mumbai.

We connect you with them through the digital medium.

- Sorry, there is some confusion. - A lot of confusion.

You mean the customer is not coming to CloudTailor for the design.

The customer is coming to CloudTailor for convenience.

Your show today should have been about convenience,

then we would have understood your product.

Customers are coming because

they don't know where to find a tailor,

or if someone can take my measurements

- at home and stitch the dress. - In case we have a function

coming up at home and we don't have clothes,

- this is the perfect place to come to. - Where do we look?

And the tailors must have ratings.

- Exactly. - Right?

If you had shown some of your old designs,

which you didn't get made by your own designers,

but delivered them in record time...

You should have shown your USP.

This is not the pitch we needed of an internal design team,

which you are pivoting away from anyway.

I will reserve my buzzer for this one as well.

I feel there is a lack of authenticity.

I don't know of your technical dynamic.

I didn't get the entire gist of it.

But if I talk just about the design power,

it's the weakest I've seen on the show so far.

- I think we should position it as it is. - You should hold to your strength.

Why are you playing to somebody else's strength?

You're a fucking tech company, man!

Your job is intermediation.

When you start using the word "designer," they'll look at you as a designer.

How do you think they are going to behave?

Yeah. That's right.

Up next is Linetribe.

Exciting.

Ladies and gentlemen, welcome to Club Linetribe.

Category is Future Present.

Our products... are selling.

Every influencer, every celebrity is sourcing from us.

The iron is hot, basically.

So, I can't not deliver on this specific challenge.

This is important. The pressure is high right now.

Very cool.

Sold.

Sold on detail. Sold on style quotient.

I loved it. Love it! Love it! Love it!

Welcome to the Board Room for me.

Thank you, Karan.

- Loved it. - Thank you.

Totally wearable and beautifully styled.

Yeah. Thank you.

Gaurav, you remember we talked about

there wasn't too much of style element and you said that

you would come up with a lot more with your range.

- Right. - Which you have.

- Right. - I absolutely loved your collection.

That's incredible coming from you.

Looking forward to meeting you in the Board Room.

- And talking business? - And talking business.

- Done. - Gaurav, absolutely loved the collection...

Thank you.

Loved the make-up. You know I am a make-up, guy.

- Yes, you are. - I'm seeing that make-up on them.

- Yes. - You had me there.

- Right. - I think if there was more drama,

we might have seen an Alexander McQueen right here.

Wow! That's a huge compliment.

Your numbers are weak.

- You have no business sense. - Yeah.

So be prepared before entering the Board Room.

Ready for the grilling, I know.

We look forward to it. Let's talk business.

Superb. So happy for him.

You know, I actually bought two garments from him yesterday.

I was like, "I like this, I like this, I need this."

So, obviously, the clothes are really good.

All right. Can we have Vardi, please?

India has never had a fashion show

featuring upcycled military products until now.

I am very glad that I could be the one to do it.

Vardi's emotional quotient is definitely high.

Vardi, as a brand, has a concept to it.

A complete moment of pride for me.

- Jai Hind, everyone. - Jai Hind.

- Jai Hind. - Jai Hind.

I am Lieutenant Commander Bijay Nair.

I am a navy veteran, a war veteran.

- Wow. - Fantastic.

I mean, from there to a showstopper. How does it feel?

Someone asked me, "Will you be nervous?"

And I said, "We kill terrorists. This is just a cakewalk."

Thank you so much for being a part of this.

Thank you, sir.

- Thank you. - Thank you. Jai Hind.

Thank you so much.

- So, Rohit. - Yes, sir.

I have a lot of faith in your brand.

Personally, I love this print.

I believe Vardi, the branding...

I believe, with the right scalability and additional marketing vision,

this can be a national success story.

Salute to your vision. I love it. I am on.

Thank you so much, sir.

I want to see you back again in the Board Room.

- Let's talk business again. - Thank you so much, ma'am.

Actually, I want to hit the buzzer before I speak.

- Thanks. - I really love this story.

When the models started walking,

I got a march-past feel

because they had clenched fists and were making sharp turns.

One look at the print and it evokes a sense of patriotism.

And I find that beautiful.

So, I am very excited. I love it.

Thank you so much...

The students of NIFT have designed it with you, right?

Yes. So, it's basically done by the third-year students of NIFD, Pune.

- "NIFD." - Yes.

I love it.

I feel we're getting carried away by the emotion.

- Karan, Malaika, Ananya-- - No...

No, no, not at all. I would wear this.

I would wear it all.

Manish, what do you think?

- When we met here and saw your work... - Yes.

...my only concern was that the designs could be better.

- Yes. - Right?

I am very pleased.

- Thank you. - I didn't expect this.

- I think we're on the right track now. - Thank you.

So, let's talk business.

Wow, thank you so much!

If it's Manish, Karan, Malaika...

They know a lot more about design than I do.

And if they are saying this, then let's talk business.

- Okay, okay. - Thank you so much.

So, Rohit, in this game, if I press this buzzer,

- you will be invited into the Board Room. - Okay.

But this will be your last chance to make a deal.

Understood.

Rohit, we're ready for the final conversation in the Board Room?

- Yes. - Okay, let's talk business.

- All right. - See you in the Board Room.

So, now if you are accepting,

and you got the buzzer both the times,

then you must decide whether you want to accept or turn it down.

Vardi is again in the Board Room now.

I am sure he will go this time.

Okay, up next we have the House of Armuse.

Ananya, I'm sure you will like this.

Okay, I am excited.

Driven by craft, culture and modern celebrations,

we present to you today

our soulfully crafted, hand-painted collection,

- where artistry meets expression. - Wow!

After I saw my models the way I wanted them to look,

I was extremely excited.

They definitely looked beautiful to me.

Looked super-classy, the way I like my modern muse of Armuse to look.

Kickass show, I would say.

The icing on the cake was my mother.

- Yeah, her mother. - Which I think I was most excited about.

And with grace and elegance she walked in

without any prep.

I think, to me, it was fantastic.

Hello.

How cute.

Wow!

Now, that's a perfect family portrait.

- That's so sweet. - How lovely.

And so lovely. So wonderful.

I think I'm going for an emotional buzz.

- Do it. - Go for it.

Sold. Sold.

I don't think I am too business-minded.

I chase after the emotion. And when I saw the girl sitting there,

I wanted to be a part of that party.

I wanted to sit with them. I wanted to address them.

I loved it. So, I've gone purely on emotion.

That's why I'd say yes from me.

Thank you.

Ayushi, Vansh...

I've already seen what you've showcased here.

There is nothing that's fresh.

I would like to add that the fabrics look limp.

Maybe they have been dyed and then painted.

- Yes. - So, a lot of your work was also hiding

because the fabric is very limp.

Come back with a fresh perspective, fresh outlook,

and present to us again.

And then hopefully we'll give you the buzzer.

I don't think I am here to prove anything to anyone.

I was standing with my mother.

Solid proud that she made that runway walk.

And I think that was a moment for me.

And I don't want to disrupt that moment in that point of time.

They straightaway told them, "We've seen much better products.

"These are mediocre products."

- "Mediocre." - They used the word "mediocre."

For me, I mean...

You can't use these words, actually.

I feel these conversations are just what they already told us.

This is their point of view. Let them speak.

Once we get to the Board Room, we will tell who we are,

where we come from, what we do...

from what we do.

Our numbers will speak for it.

I feel I'll reserve my conversation for that time.

Okay, up next is Dopplr,

and I believe it's a virtual fashion show.

Exciting. Virtual fashion show.

- That is exciting. - That should be fun.

So the models will also be AI.

They are all AI models, yes.

Isn't that Shrey?

We made Shrey our showstopper

because he's seen how our 3D models are turning up.

And he thought it will be a great component for his business.

Hi, Angels.

You can all see what Shrey is wearing.

I am sure all the men in the room are wondering

how it would look on you,

about the fitting and feel.

Here's us presenting Dopplr,

changing how India shops fashion online.

We want to showcase the brands that are here,

the ones we meet and speak with every day,

Through our product.

We're designing the clothes in 3D.

Our product should look exactly like it does in real life.

Last time, in the pitch challenge,

I think the technology and the idea wasn't coming through clearly.

- Yeah. - The real-life version you showed us

versus what we could see digitally...

I think there couldn't be a better presentation than this.

- Thank you. - It was pretty compelling.

It looked...

at least better than a static image, which you imagine on yourself.

Correct. Correct.

I think we should definitely talk business.

- Thank you. - Thank you so much.

- The technology is so clear. - Very good, yeah.

I am sold. I don't have much to say, but I am sold.

Thank you.

I think the future is what you guys are doing.

There is nothing better than selling the future in present.

Let's meet in the Board Room.

- 100 percent... - I'd love to see you in the Board Room

for my personal knowledge and my personal improvement.

So, let's talk business.

Looking forward to it.

The most interesting concept, the most interesting show of tonight.

And you all are the future of fashion, so...

Wow, guys. Dopplr.

- Five greens. - Yes, sir.

Let's talk business.

- Yes. - Thank you so much.

Converting zero buzzers to six buzzers...

It was like, in the background,

"Haar ke jeetnewaale ko baazigar kehte hain" was playing on loop.

Okay.

Up next is Banana Labs.

- That's the other Banana. - Another Banana!

You said there's Banana Club.

But why are there so many bananas?

We'll find out soon enough.

Mentally, we are nervous because first episode was zero episode for us.

We have to up our game.

The way we utilised the blocks that we have...

But what we are also trying to do very deliberately is to

kind of create a very global design language,

which is craft-centric.

I think we are very positive.

We're hoping this does work out.

Very lovely to meet you, ma'am. You look lovely.

Thank you so much.

And you walk like a real rockstar model.

I loved it. Thank you very much.

- Thank you, everyone. Thank you. - Bye. So cute. I love her.

Can I buzz for her?

I loved her.

It's an emotional buzz for me, guys!

Thank you.

It's cohesive. I think it's interesting.

I think I've rarely seen block prints being used like this.

- Thank you. - I'd like to talk business in this case.

Thank you.

Thank you.

What you showcased today,

you've used some really nice block prints.

It's very well presented.

A mix of quad sets with Indian wear,

with easy, comfy, daily wear.

What she is wearing, I would wear it.

Totally wear it.

Let's talk business.

Thank you.

I am in the middle, I have to say.

I liked some of the things.

I liked some of the silhouettes,

but I find it still looking a bit limited.

I am not totally convinced,

and I feel I still have to absorb the range

for me to really-really press that green buzzer.

What is the price of this saree?

So this is around ₹3,300.

Oh, that's very nice.

- It's priced fairly. - It's a very affordable collection.

But I would like to add, design-wise I would expect more.

Today my buzzer is not for you.

But I look forward to our next meeting.

I think we scored 50% from zero.

We got three buzzers.

And someday we'll get all six.

Okay, we've had 13 companies today...

- Wow! - ...showcase some brilliant stuff.

I really loved it.

- Ananya, did you have a good time? - I had a great time.

But I think I need to start using my business mind.

So, I've learnt a lot.

But, guys, five companies are in the Board Room,

so that's going to be quite a task today.

I have no clue what's going to happen. I won't be in the Board Room this time.

I am going to send Karan over there because I think

he also needs to get

- a vibe of the Board Room. - I agree.

Karan is a business maverick. He should be in the Board Room.

I am just there to suss out if you guys are doing a good job.

On that note,

- should we head to the Board Room? - Let's go.

Let's do it.

Okay, so who do you guys think?

- Now, that we're here-- - Vardi, for sure.

Vardi will have to take it

because they don't have a second option.

But he'll get better than his last time.

Better than last time.

Which I think makes his negotiation in a better place.

I don't think Abhishek is taking the money today.

He's a smart guy.

I think he's a smart guy. He'd like to be on the show more.

I feel.

I feel the sooner we go into the Board Room the better

because there's still funding left to secure.

The available funds will decrease over time.

If I raise my ask,

then this is a stamp of validation

on what I have been doing for the last six years.

What's your ask?

My ask is ₹90 lakh in exchange for 15% equity

in my company right now.

What is the valuation?

Close to ₹6 crore. ₹6 crore.

What was your last year's turnover?

Last year we did 13.

- I think ₹1.3 crore. ₹1.3 crore. -₹1.3 crore.

This year, you're projecting how much?

Around 20.

What was it before? Before ₹1.3 crore.

It was around ₹1.15 crore.

Your sales so far has been limited.

And breakeven is still a forward-looking projection.

I think at this point making an offer of ₹3 crore as a value

is possible.

Offering ₹90 lakh at this valuation

would give us approximately 30% equity in his company.

- Somewhere around that. - Right?

- Still leaving majority. - I would like to ask Karan.

I am instinctive.

And my instinct tells me that we must invest in him.

- Absolutely. - Absolutely.

Now, you have to tell us whether the offer made works for you or not?

My marketing budget was 33% last year.

This year I've reduced it to 13%.

I will convert my 10% EBITDA loss to 10% profit this year.

I know what I am doing.

So I feel this is not the right valuation for me.

Can I tell you, Abhishek?

If you had agreed, I would have had second thoughts about it.

I have that convincing power in me.

Now I'll show them more possibilities to justify my valuation.

I am not asking for anything wrong.

So, I know what I am worth.

How can I sell for cheap?

I've shot several scenes like this

in corporate boardrooms, having discussions.

And I feel today I was living a part of one of my own films.

But you guys rock.

I think you're doing a spectacular job.

And I think... as are you gentlemen.

And I am going to take your leave.

Absolutely.

You guys have business to do.

I really-really wish you all the best.

But this was exciting.

I can't wait to be in this Board Room again.

- Thank you for joining us. - Bye, see you.

- Jai Mata Di. - Jai Mata Di. Let's rock.

- Let's rock. - Bye, guys.

- Thank you. - All the best. Bye.

I am very nervous

because we're going to talk money.

We're going to talk numbers, about business.

This is where you get your ask or don't get your ask, depending.

The ask is 20% for ₹1 crore,

which puts me at a ₹5 crore valuation.

Wait a second.

- Let's digest this first. -₹5 crore value.

His company generated ₹16 lakh in revenues last year.

- Okay. - Yes.

And your valuation ask is ₹5 crore.

Yes. Yes.

I know where I can take this brand.

I've worked extensively in this industry.

This brand is a few years old, but--

See, Gaurav, we need a number, not an explanation.

If I move that number around, based on the valuation,

I get mired in not being able to do all of the things over this year.

Gaurav, we can de-structure creatively.

Leave that to Darpan and I.

Gaurav, are you saying you want to stick to the valuation of ₹5 crore?

Is that what you are saying?

Yes.

When you keep the valuation high,

you're putting a lot of pressure on yourself and your brand.

- Yes. - Okay.

It was a little frustrating for me.

I was trying to reason with them,

but I feel like they have already made up their minds.

I wish we could discuss this a little more.

For me, the amount I am asking for is pretty high.

I know what changes that fund can bring in.

When I entered, I knew that's what I wanted.

Sonam, if you get ₹60 lakh,

what are the first few things you'd do with the money?

First of all, we would like to

import our raw materials

so that we can upscale our designs and product range.

Where will you sell the product?

Our own website.

If you sell on your own website, you'll lose money.

Even ₹6 crore is too less, let alone ₹60 lakh.

Sarthak, do you have sheet ready?

If you get ₹60 lakh,

₹5 lakh is going into X,

₹15 lakh is going into content,

₹30 lakh is going into research of new products...

Do you have a bulletproof sheet right now?

It's bulletproof.

If we receive ₹60 lakh,

we need ₹10 lakh for team building.

Okay.

I need close to around ₹15 lakh.

₹5 lakh for offline community-building activities.

Call it marketing of sorts.

We need ₹20 lakh as a buffer for the initial stage

because we need--

But where is the money for your inventory?

We have ₹20 lakh as a buffer in case we receive orders.

You're saying ₹20 lakh as a buffer, whereas it's actually ₹30 lakh.

If I may, Sarthak, your numbers are not very scientifically thought out

and they seem impromptu.

Go back, think and come more prepared.

I was like...

I was totally silent when I came out.

I thought to myself, "What just happened inside?"

- Yes. - Because it was our brand.

We built it.

If you can't tell them when you are questioned

what you need and why,

that's on you.

You are being disrespected.

When you are asking for investment as a brand

and you can't explain it to them,

- shame on us. - Yes.

I took the chance to go inside the Board Room.

And I knew that I'll have to take a decision in the Board Room.

Either I take the funding or I don't.

If I don't accept the funding, I will have to exit the show.

Your ask was ₹1 crore

- for 15% of your company. - Right.

- That was the final offer you had given. - Right.

We offered you

₹50 lakh for 25% with milestone.

Rohit, have you given it a thought since then to now?

Yes. Yes.

Ask would be ₹1 crore for 25%.

So, I would increase it from 15% equity to 25%, sir.

There is a disconnect not only in the valuation, Manish.

Yes.

But the disconnect is also in the amount.

We told you previously this offer might not stand.

I think you should have accepted the previous offer

because I look at your revenue

and your struggle for the last few years to get it somewhere.

I have a suggestion.

Instead of taking 25% at this point,

can we dilute only 10%?

This way, you're still left with 90%, first of all.

Most of the company is yours.

Secondly, instead of ₹10 lakh, we can give you a bit more capital

so you can upscale your proof of concept.

Correct.

This way, you benefit from our incubation and advice.

What is the amount that you would offer him for 10%?

₹20 lakh.

So ₹20 lakh for 10%.

And of course, this whole advisory--

That's a ₹2 crore valuation, Manish.

Yeah, straightaway.

The ball is now in your court.

₹20 lakh is definitely not a big amount.

And this situation...

It's basically, take it or leave it.

Numbers are discussed in the Board Room.

We've already been through what they are going to discuss in the Board Room.

This is our strong suit.

We know what negotiations are, what to do, what not to do.

For us, that was sort of a comfort zone.

Dhruv, do you remember their 60-second pitch.

Welcome to the future of fashion with Dopplr.

We are a...

According to me, the 60-second pitch was a big failure.

Oh, my God, that was a disaster.

- Shocking. - Shocking that we're sitting here today.

But that's the USP of our show.

You can pitch again.

So, let's dive deep into the numbers.

What is your revenue target?

If we see this year's end,

our revenue target is around ₹6-7 crore annual.

That's the ARR.

And if I see one year later?

A year later, we want to grow three-fold.

So, what is your ask, Dopplr?

We're looking for ₹4 crore, convertible notes.

Convertible notes is when the entrepreneur is confident

that they can do more in the future

and says not to value their current price

because their revenue will grow, their value will grow.

But they need the money to get there.

And it's not too far.

It can happen in six months or a year.

And what is the conversion formula?

We're thinking, if we don't raise a second round in 15 months,

then we'll convert at the valuation of ₹60 crore.

So, you're saying that floor should be ₹60 crore.

- Yes. - Okay.

And we don't want to give a discount.

But this no-discount--

I've never heard of a zero-discount convertible.

I've never heard of it. And for a 15 months' time period?

Let's do this, Sresht.

First is... I think, in terms of the amount,

what we'd like to do is...

We'd like to do an amount of ₹3 crore instead of the ₹4 crore

and keep it zero-discount for six months.

From six to twelve, do a small discount.

After that, do a slightly higher discount.

I think it's a very fair deal.

Sir, if you reducing from 40 to 30,

I'll give you a discount after 12 months.

What will be the discount after 12 months?

After 12 months, you can...

- take 5% discount. - Not at all.

Every deal has a mid-ground

where we both come to a common ground.

What was essential for us

was that we don't give any discount.

I don't think he got ₹1 crore for 20%.

- Who? - Vardi.

- They must have got ₹50 lakh. - Yes, ₹5 lakh.

There's no doubt about that...

- It was 28. - 28 was the number.

We were all calculating frantically, "Wait! What happened?"

₹3 crore, someone has taken.

But they asked for 20 and they gave them 25?

How can that be?

They won't give more than the ask.

That's true.

Congratulations!

So, ₹20 lakh for 10%.

- This is your final Board Room. - Okay.

Decision is in your court.

Yes or no, and move forward.

I really want to make Vardi India's number one patriotic brand.

And I am sure all of us together can do it.

So, I think let's just make a deal.

- Congratulations, Rohit. - Congratulations.

I think what you did is wise.

So, Rohit, your pitch got your company rich.

- Wow. - Thank you very much, Manish sir.

- Congratulations, Rohit. - Thank you.

Great. Thank you so much.

Thank you.

And I'll tell you this. This time you got all the buzzers.

This is one of the products where the second Board Room may not be.

I think after 12 is what you're leaning towards.

- What is the number you can-- - After 12, let's do 10.

10? Beautiful. Let's close.

Dopplr, congratulations.

-₹3 crore. - Correct.

Zero discount for 12 months.

Only 10% discount after 12 months.

Congratulations.

- Thank you so much. - Thank you so much.

- Thank you, Darpan. - Congratulations.

Great job, guys.

Make us proud. Make India proud.

- Thank you. - Thank you very much.

We're like, "Okay.

"Thank you for taking a big slice out of our pie."

A tech company took a huge bite out of our rasgulla.

We can see the numbers decreasing.

So we were thinking

that the numbers are decreasing and the money's going.

When's our turn to take the money and go?

The amount is decreasing.

The competition is growing.

I'll take this much... I'll take this much.

There's going to be a war now.

Fasten your seatbelts.

Sit back and get ready for take-off.

13 companies are going to showcase their product range.

I love it.

I need to see something that really blows me away.

I mean, I am sorry I have to say this.

They are the single largest bridal brand in the country!

It is always good to push a youngster,

and of course, support you.

Oh, wow!

Embroidery is basic. It's mediocre.

I love that it's inspired by nature,

cruelty-free, vegan, which is amazing.

I love it, so it's a...

- One, two, three... - Go.

All right.

See you in the Board Room, guys.

What's your ask?

-₹90 lakh. -₹1 crore...

-₹4 crore... -₹1 crore...

Does the offer made works for you or not?

Yes or no, and move forward.

I think let's just make a deal.

₹3 crore! Congratulations.

- Thank you so much. - Thank you so much.

From ₹30 crore,

we've come down to ₹25.55 crore.

The amount is reducing.

There's going to be a war now.

Pitch To Get Rich.

80% customers prefer brands

that also make customised products.

55% customers,

after a single negative customer service experience of any company,

switch over to their competitor brand.

Burn.

Coming to the point...

Customer is God.

In their next pitch,

the founders will prepare customised products for two customers,

who will give them customer reviews.

First customer, well... moi. Me.

And the second customer...

The beautiful and stunning Sara Ali Khan.

Today you are a very big player

in the lives and destinies of these 11 forces that are going to come.

- Are you ready? - I am ready.

Before we talk shop,

how many zeros are in ₹30 crore?

- Eight. - Oh... wow! Wow.

Do you know what B2B stands for?

Business to business.

Wow.

What is bootstrap?

The straps on your boots.

In just 48 hours,

the founders have to visualise, strategies and customise.

We have been given a customisation challenge

for two very strong figures.

One is Sara Ali Khan, and the other is Karan Johar.

We have to get the piece ready in 48 hours.

This timeline is too tight.

Obviously, they are not talking to us beforehand.

So, let's do some research on what kind of outfits they like,

what colour they like

because these things can be seen in their repeat pictures.

We heard words like "customisation" and "bespoke" on the show. We didn't know.

We were producing quantities like 1,000 or 10,000 pieces,

and now we've learnt we must make for just one person.

And that one person is Karan Johar.

Right, Karan Johar.

Our main customer would be Sara

because, for me, she is like the perfect muse.

This time, we have to make sure

they understand our platform.

We are not a label. You could be in any part of the world

and contact us for your tailoring services.

Philocaly is a custom brand, right?

This strong point should be displayed in front of the Angels.

So that is why this time I have chosen

the finest cashmere that money can buy

from an exclusive mill in Paris for Karan.

And this is the fabric.

Can it be made in a day?

Oh, God.

He is refusing.

Tell him to try.

He is saying how it can be done in a day.

Tell him Karan Johar isn't available every day.

We make for the masses, and now we're getting

Karan Johar as an option. He's lost his mind.

The timeline is too constrained.

We're flying over to Bangalore,

and we're going to plan this with our designers.

From design to execution, we want to personally oversee.

So, we're catching a flight today.

You know how I panic, Gaurav.

I am under so much stress...

A lot of stress.

This is a really tough one for us.

We've been given a challenge on the show

to make a customised outfit for Karan Johar sir.

Hopefully, it will be ready before the challenge.

In a single day, we're designing a new border,

new borders are being sampled.

Artwork is being made.

The other founders have flown to their hometown

and getting it done.

But our strong point is our platform.

So, I could sit right here and get everything done within 6 hours.

It has to be denim because I know he loves denim.

I need you to just make that for me really quickly.

Until now, I've got only two buzzers.

It's time I get all the buzzers.

Has it been customised?

Is the package ready?

I don't know how it's made.

- Look. - But we tried our best.

So, finally, we're happy that we at least got what we wanted.

And I just hope he will love it this time.

Hello, everybody.

As you can see, only four Angels are sitting here today.

Only four buzzers this time.

Karan and Sara were here earlier.

Went through a beautiful activity,

which was our entrepreneurs customised their products

and presented to Karan and Sara.

Karan and Sara have also given their reviews.

- I see. - So, let's get cracking.

- Shall we? - Yes.

First of all, can we have Love, Kiki, please?

- Hi, Angels. - Hello.

- Hello. - What did you customise?

I have always been known for my design language.

So, when we designed a dress for Sara,

we observed their design language.

We observed what kind of outfits she likes,

the type of neckline, her choice of colours.

And we incorporated all that in our design.

- Oh, very nice. - Wow, it's so pretty.

- It's dress. - It's satin silk.

And that's organza.

We use organza extensively in our fabric.

So, this is satin silk going into organza.

Going into organza.

How nice. I really like it.

Nature patterns like birds and flowers...

In fact, I really liked your tagline.

"Own your own."

Express what you are.

And this is pretty much me.

Thank you.

Can I see the tie?

Yeah, please.

- This is my first tie. - Oh, great.

I'll take it home.

Please.

My God, I must say, Manish.

You are quite the brand champion.

- You really are all for Love, Kiki. - Isn't it?

- From day one. - Very pretty.

In fact, I even suggested a collab.

"Manish loves Kiki." How about it?

- That's a nice line. - "Manish loves Kiki!"

It's a big thing for her to hear these comments.

- Let's see what Karan said. - Yes.

- And Sara. - Sara, of course.

Love, Kiki: I really liked the dress they stitched for me.

I love nature.

So, the motifs were beautiful.

There were flowers and birds.

I think my personality was beautifully captured.

So, I think I'll give 4 out of 5 to Love, Kiki.

Four out of five, not bad.

Love, Kiki... I don't love Kiki.

Do I love Kiki personally?

I love Kiki.

Do I love the brand Love, Kiki?

Resort wear for hotels maybe.

But other than that, do I see any potential?

Nyet!

Rating on Love, Kiki.

Not applicable.

I appreciate an honest review.

I think, at one end, you say it's nice,

and the next time you...

So, it was a little heartbreaking for me to listen.

I will have to really impress Karan sir.

See, I just feel...

Here we're sitting with an investment.

We also, as a body, need different kind of brands.

So, while we have a very commercial brand

that we are supporting with a larger sum,

I think it will be interesting to support a more niche brand,

a more feminine brand.

Kirti, what is your ask?

My ask is ₹80 lakh for 20% equity.

And what was your revenue last year?

Last year, it was ₹30 lakh.

Do you have a mechanism in place for customer feedback?

Do you have any reviews?

We weren't including that in our data until now.

But we have a lot of feedback,

as in we have a lot of chats where clients have mentioned...

They have shared a lot of pictures with us--

Dhruv, Manish, Malaika, they don't have the system.

They don't have the system.

And they are also saying that collecting customer data

is also very new to them.

I think, besides just investment,

she also needs guidance and support.

And I would love to meet you in the Board Room.

Thank you, sir.

He really likes Love, Kiki.

He really likes Kiki.

It's very his aesthetic.

Always he's been a bit biased towards Kiki.

As a woman, sitting on this panel full of men,

if I don't encourage you,

it's wrong on my part.

- Let's talk business. - Thank you so much.

Kiki, I would love to learn more.

So, let's talk business in the Board Room.

Thank you so much.

But, Dhruv, how can we take her to the Board Room?

Her business is pretty nascent.

And her ask is ₹80 lakh for 20%.

If you want to enter the Board Room with that ask,

then I need to see more.

So for today, I am holding back.

Okay, let's call Stylox.

Stylox.

We made it for you.

Oh, wow. I love mine.

- It's on denim, Sara. - Oh, very nice.

Put it on the back of a denim jacket.

Yeah.

- I am my favourite. - Yes.

Also, just wanted to show you this jacket that we've made for you.

There is a little touch that we've added.

"Innovator."

And then comes our main product, which is our denim.

Your denim. Wow.

We don't sell it yet.

- But maybe after I-- - Absolutely!

We're going to launch a new collection.

You should launch it then. It can be the KJ collection.

KJ collection, actually.

And then I should get some profit.

- I knew it right when you said it. - Absolutely.

You're going to get funds.

I can't say whether I'm included or not.

That requires more money.

Oh...

Oh, wow, that makes it a set.

Oh, fab...

I love it because I actually like drawstring jeans.

- Great. - So, this is like an acid wash, right?

Yes.

Stylox. Day one, I loved the brand. Day two, I didn't love the brand.

Day three, I'm back to loving the brand.

I am back to my love story with Stylox.

Great, investible, domestic, Indian,

made-to-order denim brand. And retail...

Franchise-able, retail-able, relatable, wearable.

Four out of five.

I love it.

- Okay, 4 out of 5. - Wow.

When we were given this customisation challenge,

we went wow.

But another thing on our mind was we are not a customisation brand.

I thought it was important to tell you who our customer actually is.

We have two types of customers.

One is franchises and small-scale retailers.

Forty franchise stores,

but other than that, we have 400 counters.

So, those are like 400 MBOs, which are in small cities.

What are your sales in tier 2 and tier 3 cities versus tier 1?

- 80%. - 80%, okay.

And these 400 MBO formats versus 40 owned stores...

- Yes. - What is the split in this?

- 60% is franchise. - Okay.

And 40% is the rest of the business.

I love that you are focusing on the tier 2 and tier 3 markets.

Your quality and your price are your biggest strengths.

So, I would love to learn more in the Board Room.

Wow, amazing.

- The first buzzer came so soon. - Very fast...

And coming from Dhruv.

What's on the mannequin? Is this part of what you customised?

Yes. We customised this.

I would like to see it.

This is the velvet jacket that we made for him.

This is very interesting.

How cool.

You can put this anywhere, like behind the jacket.

Karan must have loved this.

- Yes, he loved it. - Yes, his own face.

I love Manish and Karan Johar.

Because they are no-nonsense talkers.

I want to put them in a bag and take them home.

I told Karan sir that, since you like this so much,

I am going to sell this as a Karan Johar collection.

That's business.

On that note, I think that's a very smart thought.

I would definitely like to see you in the Board Room.

- Sure. - And let's talk business.

Thank you.

Your business is so good.

You have cracked the business.

Let's sit together and talk numbers.

- Let's talk business. - Great.

Thank you.

To scale any brand, design and innovation are very important.

Right.

Stagnation comes at some point.

And I am not seeing that innovation in your brand.

Even in your customisation...

It's nice, it's quirky.

You've played to the celebrity.

But is that garment very...

- But, sir... - I want to add here that

people from tier 2 and tier 3 don't know brands like Balenciaga and Gucci.

I told them to say this.

And real India wears this.

If you work on your design slightly, your clientele will grow.

- Sure. Sure. - So, we'll not only discuss investment,

but we'll also discuss creativity in the Board Room.

- Oh, great. - Wow!

- I didn't expect that. - Congratulations!

Manish, what's so interesting to me is that

so many times we have a great designer

- with bad business sense. Right? - Yeah.

Here's one sitting here. No, no.

Yeah, right. I don't know about great designer,

but I never had a business sense.

With them, despite having limited design influence...

- Yeah. - They...

But you know what, that's what massy is.

- Yes. - At the end of the day,

I just want to say,

you make massy films also,

- formula works. - Correct.

All right, coming in hot right now is DMOdot.

- How are you? - Very good. How are you, Manish?

Did Karan enjoy his shoes?

I am very curious to know too.

Come, let's see.

I extensively follow the shoes that you wear.

Keeping that in mind, we designed a shoe.

The idea was

sometimes you're surrounded by darkness in life.

But it's a person with a golden heart who sails through.

And Karan comes out as someone who has a pure and golden heart.

We wanted to display that in our shoe.

DMOdot is investable.

DMOdot is going to do very well.

They made some beautiful mojris for me,

with a beautiful golden heart.

Dull gold.

I really like their product and I like their brand.

And let's get on to the table with him again.

4.5 on 5.

Oh, yes.

Wow!

Wow, that's a high rating.

Congratulations, Abhishek.

Whoa!

4.5! This is the first time.

So, wow. Heart.

- Patent leather as well as suede. - Yeah.

You can wear this on a suit or an Indian sherwani.

Even with a bandhgala. Very versatile.

I love the hint of bling.

Thank you.

So, how many customer do you have?

Basically, we were an online-first brand.

Initially selling through our website.

So, what happens is people visit your site,

subscribe and then leave.

We have to convert them later.

Also, the difficulty with shoes is,

they must want to try it.

- Exactly. - Do you have a return policy?

We have a free-return, free-exchange policy.

Did you mention your retention rate?

- Sorry, I didn't follow. - No.

So, the retention rate will be around 25-30% right now.

Average ballpark 27%.

And this is over what period of time, Abhishek?

Since the quality of our shoes is so good,

they don't need to buy another pair too soon.

That's fantastic.

With that kind of impression, he will definitely get it.

They won't take him so soon.

They need their entertainment value.

Entertainment, glamour.

The man's got it all.

Abhishek, from showcasing to customisation,

you have not disappointed me.

- He's your Love, Kiki. - Yes.

I want to see you in the Board Room.

I want to talk business with DMOdot.

You know, I am conflicted

- because his retention rate is at 27%. - Yes.

I think I'll hold back.

I think you're making a wise decision for him

because you've already been in the Board Room once.

If we take him to the Board Room now,

I think he won't get much further than the last offer.

Correct. If I'm getting the same deal, then I don't want to go.

I want to demonstrate what else I'm capable of, which is what I feel.

I don't think it was a risky move

because I believe in my brand.

Frankly, if Karan Johar says,

"I give 4.5 out of 5 stars to Abhishek,"

that's all I need right now.

I love that statement you gave.

Yeah. That was classic.

- That was total. I clapped. - Yeah.

Okay, let's call the new-age boy Gaurav from Linetribe.

Hi, Angels.

Hi, Gaurav. How are you?

- I am well. - First, let me say

I love what you are wearing.

Thank you.

One look and I can say

- I could be a happy customer. - Thank you so much.

Let's see what Karan and Sara said.

Sara, basically,

- it's a classic Linetribe pantsuit. - Very nice.

We do a lot of hand-ruching.

All of this is hand-done.

So, it gives that little shape.

It gives you a cinch.

How cool.

This is what I loved the last time.

In the last challenge, Sara, Karan loved my denim look.

Of course, he wears a lot of denim for the airport, et cetera.

Oh, my God.

It's saying "toodles" to the paps.

- This is very cool. - I love it.

- Is that a bomber jacket? - It is a bomber.

I love it.

We've written what you are, which is an icon.

How cool.

I really liked Linetribe.

The silhouette they showed me...

It was a familiar but new silhouette.

There was a cinching on the waist,

which can make the shape and fit pretty interesting and young.

The colours were also nice.

I love purple.

I found it to be a new, high-fashion,

and also gives a nice shape to the body, I think.

So, I'll give 5 out of 5.

- Oh, wow! - Wow!

I really like Linetribe.

They knew I really liked that denim overcoat.

So they made that with "toodles" at the back.

A personalised detail, which I really liked.

And other than that, they made me a denim bomber jacket.

I like it. It's fashionable.

It's very much in the Dhruv Kapoor- Kanika Goel brand space.

If I talk about the product, I will give it a strong 4 out of 5.

That's a strong review from both.

Yes. Very strong.

Okay. Thank you.

What is your total number of customers, Gaurav?

Currently between 3,600 and 3,700.

Out of these 3,500 customers, how many bought this more than once?

About... 30% have come back to me.

It's slightly low.

What is the pricing of this jacket?

This one's ₹14,500. This is ₹20,000.

Twenty thousand?

It's 20K.

Sorry, you are pricing it like a...

A Dhruv Kapoor kind of pricing.

No, Malaika, Dhruv is much more expensive.

Gaurav, fairly your product is very interesting.

- You have a very defined positioning. - Yes.

- But I think it's stuck in the middle. - Right.

It seems like you haven't placed it in the luxury market

where I can put it in the premium category...

Where we compare...

One more thing, unless I get invested in today.

But if you throw in another challenge,

I can show you my ready-to-wear collection,

which is under ₹15,000.

I would like to see your other range.

I would love to hear your pitch again.

And with that, I wish you luck.

Gaurav, you won't get my buzzer today.

For two reasons...

Your return rate was slightly weak.

And secondly, I want to see more

so that we can see what your right valuation should be.

Okay, Malaika said it's a slightly expensive product.

Expensive? I feel it's very well priced.

I did think these people shop at all the best places

and they have the best of the brands at their access.

So, I thought it wasn't...

a relevant point as such.

So, now...

Who is coming next, Manish?

- Talking Threads. - Hi, everybody.

Should we see what they did for Karan?

- Let's see. Let's see. - I am so excited to see.

This is a personal fangirl moment for me.

- Oh, wow. - Right.

I wrote this for you.

See how our garments can tell your story.

I picked up your book, An Unsuitable Boy.

- Yes. - Because I needed to read it.

I needed to get into the skin of your character

to be able to see what I can do for you.

I am honoured. I am honoured and humbled.

This is from our wedding line.

Mostly worn for sangeet.

And this is lovely.

This part of your book, I cried.

That's what you call customisation, right?

Talking Threads talks a lot.

They were beautiful.

They wrote a beautiful note.

Was it a bit playing to my gallery?

I think it was.

Did I buy that emotion? I think I did.

Would I sell that emotion? I am not sure.

Product is a... 3.5 out of 5.

Investible? Up for debate.

Don't go by everything I told them because I was being nice.

I was pretty flabbergasted.

Karan's in-person reaction

and later he gave us a rating of 3.5.

We expected more.

Disappointed.

So, can you tell us your number of customers to date?

Transacted customers.

About... 2,500 across the last 4.5 years.

That's not a very good conversion, right?

Out of your 2,500 customers,

how many of them were online and how many offline?

Until 2023, all the orders were primarily online.

And right now, you own one store.

- Yes. - So, what is your business split now

- between online and offline? - Fifty-fifty.

Does the store make money?

After paying rent and everything?

Not really.

See, I've said this before.

For me, this space is very cluttered.

Right now, in four years,

your customer base is still not very expansive.

- You all are still... - Absolutely.

...trying to reach a certain customer base.

Malaika, just as a...

a nudge over there.

Over the last two years, we get 16 million...

between 14 and 16 million "impressions" on Pinterest.

What you are seeing...

Since you shop for physical products more,

maybe you've never been on Pinterest.

No, you are very mistaken.

In fact, I think a lot of our shopping happens online.

As an example, Manish, Anita Dongre

put together

have less than half the impressions served on Pinterest than we do.

Is that a fact?

I don't know.

That's an easily researchable fact.

Gaurav, what is the Instagram stat for that?

Meta platforms, we're getting about 1.5 million impressions a month.

But then why is it not converting to sales, guys?

Do these impressions actually convert to customers?

- They don't because it's only 2,500. - Exactly.

Do your online customers drop a review anywhere?

- Absolutely. - Many of them.

Between 4 and 5 for everything.

- Or 4.5... on Google. - Everywhere.

Judge.me has extensive reviews.

I don't know why, just felt like checking their profile

- on Instagram. - Yeah.

I just noticed that all the comment option

on their profile is turned off.

Pearl, Gaurav, we've understood a lot

about your business in the past three episodes.

You seem like a numbers-driven guy.

- Yes. - I am dying to understand.

Deep dive into the numbers more with you, right here.

So, let's talk business.

Amazing. Amazing.

- Thank you, sir. Appreciate it. - Thank you.

I feel you are thinking about too many things.

Your concentration is on your work, and your work is good.

If you get the investment,

then invest it in your brand.

Take it to more people.

So, you have my buzzer.

Wow.

And support. And I just hope it can get better.

- Thank you. - Appreciate it very much.

I was very impressed by the fact that you hustled overnight,

went to Delhi,

made your whole team work overnight

to make a beautiful outfit for Karan.

Just based on the fact that you worked

so hard to get this far on this stage,

it makes sense for me to learn more about you guys in the Board Room.

Let's talk business.

- Thank you. - Thank you so much, sir.

We're talking about customisation and customer today.

You have spoken extensively about your impressions on Pinterest, et cetera.

As far as I know, those impressions are not converting to customers.

I love your enthusiasm. I love how you come over here.

But you've got to forgive me this time.

I won't be hitting the buzzer.

But I will see you in the next pitch, Talking Threads.

- Perfect. - No worries. Thank you.

I didn't know reviews were such a thing.

I have never checked any reviews.

Always sales.

Honestly, there's a very big red flag if they have cut their comments off.

Manish, comparing your Instagram impressions

to themselves is quite audacious.

- And then-- - Pinterest.

Pinterest impressions.

It's not legitimate.

They picked a platform which Manish is not on. Pinterest.

And say that I am double...

I have switched off comments because,

if there is a picture of a bride and groom hugging each other,

someone may post crappy comments.

You cannot stop them because you're on a public platform.

I don't have a problem with my brand getting trolled.

I have an issue with my customers being trolled.

Back from the battlefield?

Yes.

Did you have to mention Pinterest?

Why not?

You overdo it. That's why they tell you to go home.

We got three.

Except for Aunty.

- Whose? - Malaika's.

She is not an aunty.

Hello.

Jhansi's Queen is here.

Okay.

We have our very own home-grown vegan brand Vyakti.

Your walk...

I loved it.

I want to show your walk.

I still haven't developed this confidence.

Wow!

That's the kind of confidence you should have.

- Okay, let's just dive right in. - Yes.

You customised something for Sara.

Shall we take a look?

After what we read about you,

we curated three products for you.

And we called this collection...

Sara Ke Saare Bags.

Very nice.

This is one of the bags we made.

- Very nice. - You can use this as a tote bag.

Then we've given an attachment.

- You can also use it as a handbag. - Very nice.

- You can also use it as a backpack. - How?

This attachment we've given at the back...

- I got it. I got it. - Go in,

and you can use it as a backpack.

How cool.

Very nice.

This is made out of?

This is made out of banana and cactus leather.

The linings are made from cactus and the base is banana.

- Banana... - Very cool.

The bag which they gave me has a nice utility.

It was like a tote bag, which can carry many things.

But it also converts into a backpack.

And there's a clasp as well.

So, I really liked it. I found it unique, interesting.

My rating for them would be 4 out of 5.

Which plant-based leather is this?

This is a banana, and this is a cactus.

- Cactus. - This makes it a handbag.

And you can pull the belt at the back,

- and it can turn into a backpack. - Backpack.

Nice.

So that you have three purposes with one bag.

It's quite nice. Lovely.

- Very nice. - Thank you.

How many customers do you currently have?

We could get only 100 customers.

What was your ask?

-₹60 lakh for-- -₹60 lakh for 30%.

And what was your valuation?

₹2 crore.

But you haven't even begun your journey,

and you've already reached a valuation of ₹2 crore.

Actually, Manish, the theme of the next pitch is sustainability.

- Okay. - I am...

- So, I'm selfishly-- - Which is their strong point.

I am selfishly holding back the buzzer.

- Actually, it's perfect. - Right.

I think we should wait to see what you do

because that's your domain.

So, I won't press the buzzer today either, in this round.

It wasn't a zero buzzer.

We claim we are a sustainable brand, our process is very unique,

so the Angels want to see what we do in that challenge.

We've tried to give an Indo-Western feel.

Lovely. Lovely colour. It's like a soft blue.

We've stitched a secret pocket right here,

positioned directly over your heart.

We have these small blocks.

And we'll use them with the colour and put them over here.

So, every time in your moments of weakness...

whenever you feel very nervous,

you will have something very close to your heart.

So close to my heart are my mom and my children.

Yash, Ruhi and Hiroo.

It's YRH.

The pockets are too good. Really nice.

Banana Labs, I felt their product was nice.

Something that I don't think I would personally wear.

I do think... I would still want the products, please.

Don't get me wrong.

Because there are some things I can wear otherwise.

Do I think there can be a business plan?

It's up for debate. I would give the product 3 out of 5.

Karan is a very difficult person to please.

Even those whose products he liked didn't get 5 out of 5.

You will need new customers to scale.

So, I have a question.

Your marketplace, which is your majority revenue...

I am assuming that, between your website and marketplace,

the marketplace must be quite big.

No, no, actually, it's our website which is more.

And do you make money on every order?

Yes, sir.

After paying Facebook, Google and marketing costs?

Yes, sir. Our ROAS is between ₹4 and ₹4.5.

That is amazing.

Just on those numbers, it's a "let's talk business."

There are several brands who do block printing

and have a library.

Like Good Earth, Anokhi and Fabindia,

who have created an identity for themselves.

So, what identity do you want to create for yourself?

Because right now, when I see your work,

I look at a lot of stripes.

Horizontal, vertical, geometrical. All of that.

Is that going to be your forte? Do you want to keep it modern?

We want to keep a very global design language.

So... if it's flowers, paisley and leaves,

that is mostly what India is signified as.

Yeah, and paisleys are overdone.

So, good. Let's meet in the Board Room then.

Thank you.

Mariam and Nusrat, I think you have stronger themes to showcase ahead.

I would like to understand your brand on more levels.

Based on just the customer,

definitely there's some attraction and it does have an audience.

But would I say that is your biggest strength

according to the pitches I've heard?

I would personally disagree so far.

I do feel like we have a lot of potential.

But we are also like a peacock.

We're going to outshine slowly-slowly.

So you all have to be tuned in to see us

and see our journey as we move on.

Okay, up next we have House of Armuse.

Ayushi and Vansh.

Firstly, Ayushi, you're looking lovely today.

Thank you so much.

You customised something for Karan and Sara.

- Should we take a look? - Absolutely.

Very curious.

When I see you, I don't feel someone who wears something too formal.

So we gave it a slight, informal view.

And we ended up making a wrap-around skirt.

- Oh, nice. - With a crop top

and an interesting drape.

Because when I look at you, I look at someone very edgy, vivacious,

but at the same time, you have a certain sense of royalty to you.

How sweet.

This takes about 500 man-hours to create pieces like these.

It's pure artistry, as we say.

The artistry is everything.

Yeah, because of the intricate details.

And we've done something for Karan also. Karan.

It's a short sherwani, basically.

Yeah, it's a short sherwani.

Oh, this is lovely.

Thank you so much for these goodies. It's amazing.

House of Armuse.

I think their work is beautiful.

I really liked what they had made for Sara.

Maybe it's not for everyone's aesthetic,

but I feel the embroidery was very nice.

I specifically liked the white sherwani that they stitched for me.

A 3.5 out of 5.

- Lovely. - Not bad.

What will be the price point of the...

So, Sara's outfit is ranged between

₹1.20-1.25 lakh, I would say.

This would be a three-piece set, somewhere around ₹58,000.

This would be around ₹52,000.

Very good pricing.

At this range,

it's a very sweet spot that you have solved.

There's a very big market that doesn't want to break the bank

on their one investment for one night.

I would like to chat more. Let's talk business.

All right. Thank you.

As of today, how many customers do you have?

15,000 and standing. 15,000 families.

Okay, on that note, for me... I really liked it.

I feel the quality, the customisation and the price point.

Let's talk business.

Thank you so much.

One thing I wanted to ask you is, what is your average spend per customer?

Per customer, it's about ₹75,000 to ₹80,000.

When we talk about an entire family,

the billing comes to ₹2.5-₹3 lakh.

The thing I like the most about them

is that their customer base is sizeable.

It's not a small customer base.

And their share of wallet per customer is ₹2 lakh.

That for me is...

Let's go into the Board Room and let's talk business.

Love to talk.

- Thank you, sir. - Really looking forward.

Wow.

Let's see you in the Board Room.

- Looking forward... - Wow.

So, House of Armuse.

Congratulations to you as well.

And you same to you...

When you said half the people don't know Balenciaga...

- That was well played! - ...that was really fun.

I love the orange bag.

"Hey, KJo. You've given us all those big Bollywood moments,

"and enough Koffee gossip to last a lifetime.

"So, we thought, what could Banana Club possibly do

"to bring a smile to the man who's brought us so many smiles?

"Here's a little something from us.

"A custom jacket with Ruhi and Yash's names on the back."

Aww, I already love it.

"So your two favourite humans are always with you.

"Even on days when they are running the show

"and making you feel like the coolest dad in Bollywood."

I think I love this. I don't need to open this.

They have done a really smart thing.

- Very smart. - That's it.

This is what we do.

We play on the emotion.

And you played to the gallery with me.

"Here's to the ultimate superstar dad.

"Stylish, sassy and one of a kind." I love it.

How much money do you want? ₹15 crore?

- Take it. - Thank you.

I love Banana Club, and I'll tell you why.

I think India's answer to Zara, H&M, to Pull&Bear, Jack & Jones.

I like Banana Club.

The product was a shacket in plaid.

I really liked it. 4 out of 5 on the product that I saw.

I really liked it. I liked it a lot today.

Am I liking everything? I think I'm in a good mood.

I am not sure.

- So, it all depends on his mood. - Yes.

What is your total number of customers till date?

We have 300,000 customers.

But every day, we are adding 1,000 new customers.

I think, from day one,

we're very impressed with their entire strategy, their business model.

So, I thought I should also check their social media footprint as well.

I found a few negative comments... Not much.

There were some comments about delivery.

But what I really liked is their response team replied on time.

Not only them,

Prashanth and Neel have also responded from their personal accounts.

So that was very nice, very good.

Once again, I am going to say Banana Club,

- let's talk business. - Thank you.

According to me, your customer knowledge is pretty deep.

So, you have my buzzer.

But as I press this buzzer, I'd like to mention

that you've already been in the Board Room once.

So, if you make it today, this will be your final offer.

Nilesh, Prashanth.

You just said you have 3 lakh customers.

- Yes. - Transacted.

How many of them have bought a second time from you?

More than once.

More than once, 60,000 to 70,000, sir.

That makes your retention rate at 25%.

And your ask is ₹300 crore

So, I would say that I would hold back.

And hopefully, we're all excited to see you all in the Board Room again.

Karan sir rated us four. Felt nice.

Honestly, we are not sad, because we get to move forward in the show.

Otherwise, we may have had to enter the Board Room,

which could have been our last chance.

All right. Up next we have Philocaly.

Hi, Angels.

Hello, how are you?

I am very good, sir.

As of today, how many customers do you have?

Ma'am, we have 80,000 plus customers from India and abroad.

So, we have customers who are getting married,

or those who are trousseau shopping for weddings.

And for formal wear, work wear, office wear and semi-casual wear.

As you can see, the kind of outfit we made for Karan sir.

- Oh, wow. - It's minimal, versatile.

It's reusable.

Each and every element can be used separately, with separate things.

This is a beautiful 100% cashmere jacket.

When we were doing our profiling,

I realised luxury and fine craftsmanship

is something that you really appreciate.

So, that's why I chose cashmere.

I feel my product is, by far, the best from what I saw from other brands.

Philocaly really-really impressed me today.

I really liked it.

They made cashmere garments for me today.

Pure cashmere. 100%.

And I felt the fabric. It was really fantastic.

But what struck me was the quality and the finish.

So, as a product, I would give it 4.5 out of 5.

- Wow. - Very impressive.

From day one, I have had a big issue with a young person like you

not concentrating on design and finish.

It's a good thing that Karan liked it, but I didn't like it at all.

Because if you look at the kurta, which has been completely dyed,

it's full of puckering.

Even the tailoring is puckered.

Puckering is something where I absolutely feel that

the brand's quality is getting compromised, you know.

So, I am not going to press the buzzer today.

I think Manish sir's review for me was not fair.

The kurta was a custom-made piece for Karan sir.

And it was worn by a mannequin and not Karan sir.

So, when you put a piece made for one person on another person,

then it's going to look uneven

and there are chances of seeing some defects.

Hello, Angels.

Hello. Hi.

We want to show you an AV,

in which we want to show how CloudTailor

is enabling global personalised fashion through technology.

All right, let's have a look.

Start by logging into CloudTailor

to begin your personalised design journey.

Collaborate with our designers and upload any additional requirements

to bring your idea to life.

Once we've received your input, we will sketch your design

and await your approval before moving forward.

The pre-stitching process begins with fabric inspection

and precise cutting for the perfect fit.

You garment is almost complete with final stitching,

quality control and finishing touches applied.

Happy shopping,

and enjoy your one-of-a-kind creation from CloudTailor.

Wow.

Where were you, guys?

We were right here.

- So, let's see what Karan has to say. - Yeah. Yeah.

So, this is imported fabric.

You can see the digital print of KJo.

- It's a co-ord set. - I love co-ord sets.

And there is a little surprise for you over the cuffs.

- It says KJo. - No.

- It says "guts." - "Guts."

Yes.

CloudTailor is 100% investible.

It's the future technology, which they demonstrated to me.

Design... what they made for me... three.

Sherwani, two.

So, the average is 2.5.

But technology, 5 out of 5.

Invest in the technology, not the design.

Thank you, Karan.

If you want to talk about numbers, then let's talk about numbers.

Our app is an iOS/Android app.

It's been downloaded 4.8 lakh times.

And the number of customers...

We've delivered more than 2 lakh orders over three years.

This month we will cross our last month's revenue.

This year, our revenue will be ₹17 crore plus.

Our repeat customer rate is 44%.

So, your 12-month customer retention cohort is 44%,

- which is a brilliant number. - It's huge.

It's a brilliant number, guys.

The 44% that you mentioned,

how much do they spend?

₹7,800 is the average.

How much do they spend on the first order?

Our first order is between ₹1,500 and ₹1,600.

And then the ticket size keeps growing.

What is your customer acquisition cost?

Our customer acquisition cost is 345 on average.

Are you profitable as a company?

Last month, we were profitable by ₹3 lakh.

Very impressive. Let's talk business.

- Wow. - Thank you.

You have scale, potential.

So, I want to see you in the Board Room.

And let's talk business.

- Thank you. - Thank you.

Darpan, I have a contrary idea.

If another platform, with an already bigger customer base...

- Correct. - if they take this idea and copy it

and enter a similar supply base,

then what is your defendability?

That's why we are online and offline.

Basically, Dhruv, their focus and execution on this vertical

has been present for the last couple of years.

- Right. - The head start that they have built,

if someone else wants to do it,

it will take them a couple of years.

Until then, their 2 lakh customers will convert to 20 lakh customers.

Okay, guys. Let's talk business.

- Thank you. - See you in the Board Room.

I always feel that design is key to everything.

But the idea is even bigger than that.

And your idea is so fresh.

So, for that fantastic idea, we're all here to support you.

And we must meet you in the Board Room.

- Thank you. - Thank you.

- Congratulations. - Congratulations.

We're entering.

We must close a deal.

There's going to be a solid negotiation.

We'll have a deal when we exit.

And focus on the business after that.

Whoever is in the Board Room for the first time,

unless you get exactly what you ask,

there is no motivation to take the offer.

You would rather stay on and come back.

But Dopplr got what they asked for in one go.

That's what I am saying. Unless you get your ask.

So, there is a chance that you actually--

And all three have very high asks, guys.

All three have massive asks.

Three companies have entered the Board Room today.

Stylox, CloudTailor and House of Armuse.

So, their ask is the exact amount of money left.

If these three get their asks,

then we are all going home today.

Bag and baggage.

They are the richest people.

They already have so much profit, they have so much money.

Why do they need to be in the Board Room?

Give it to us.

Your revenue last year was ₹12 crore.

Yes.

And the year before that?

- Before that was... - 8 something.

- 8 something. And before that. - Okay.

₹5 crore.

Okay. So, in the last three years, you have consistently...

- Grown 50%. - From 5 to 8.

- And from 8 to 12... - Because your next

projection is ₹18 crore.

Yes.

Again, they are doing a 50% growth rate.

So, what is your ask?

It's a very small ask. I want to increase it.

Why are you saying that?

"It's a very small ask."

Manish, their ask is not small.

The equity they are offering is very small.

They are offering us only 2.5% equity.

At a valuation of ₹40 crore,

₹12 crore is your turnover.

And you have come for ₹1 crore.

Yes.

Have you ever raised money to date?

- Yes, we've raised ₹2 crore. - Oh, wow.

How much equity did you offer in exchange for ₹2 crore?

That is ₹2 crore again for 10%, at a valuation of ₹20 crore.

That is the valuation we were expecting here.

- Why don't we have this deal? - Exactly.

These numbers look very different.

I think the potential is there.

If your valuation has doubled in three episodes,

then we need justification for it.

We know our numbers are growing month on month,

and they will keep growing.

We have closed one round.

So, that valuation is justified.

In fact, I would say it's under-negotiated.

I am already asking them for less.

Money as well as equity.

So, I don't see a problem with them not agreeing on it.

I still have one more chance to come back to you.

- Yes. - And show you more...

Yes, you have one more chance.

Please come back and justify

how much premium is fair over ₹20 crore over three episodes.

Let's come back to you with a plan.

Thank you very much.

I said we'll come back to you with a proper answer

because that is what I want.

I want them to say, "Let's do it."

- Whoa. - What a serious discussion.

Welcome. Welcome.

We returned empty-handed.

It's okay. You are here now. We just wanted to know...

How was your first Board Room experience?

It was amazing.

We were enjoying it. I mean, seriously.

All right, so what is the ask?

What are we doing? What are we saying?

Ask is ₹10 crore for 12.5% equity at ₹80 crore valuation.

Valuation is at ₹80 crore?

What will you do with ₹10 crore?

We're going to open a bigger set-up in Mumbai now.

Like a large set-up in Mumbai...

Is your current monthly turnover ₹1.3 crore?

Yes, we are on that ARR.

-₹1.3 crore is your monthly turnover. - Correct.

What level will your revenue growth go with this money?

The Mumbai retail store sales will add to the revenue

- on that side of the-- - How much are you expecting?

₹1 crore, sir.

₹1 crore a month?

Absolutely, sir.

I want to challenge this number

because their current revenue for all three stores put together

is ₹1.3 crore.

They are saying their revenue will grow by ₹1 crore with one store.

How big is your Delhi store?

Delhi is 1,800.

Their Delhi store is 1,800 sq. ft.

And their Delhi store earns up to ₹30-35 lakh.

And you know about Delhi markets, Manish, how much people spend there.

Yes, Delhi's market is big.

I think this store is an ambitious assumption.

I know it's ambitious, but it's doable because my set-up in Jaipur...

Of course, tier 2 cities versus Mumbai,

if I can raise ₹70-75 lakh...

But you hail from Jaipur. People there know you.

No one here

- knows about this brand yet. - There are huge brands in Mumbai.

I clearly understood at the start that the pitch ends here.

It's the end of the marketing and creative side.

This is where reality begins.

They want to see where you stand business-wise.

At the end of the day,

it doesn't matter how good your design is if you can't sell it properly,

if you can't achieve the projected numbers,

then you are lacking somewhere.

₹15 crore investment at a valuation of ₹150 crore.

- Yes. - For 10% equity.

- Right. - Yes.

Your last year's turnover was...

₹8.3 crore.

And currently, we'll be closing at ₹17.5 crore.

Call it ₹18 crore.

And next year, our target is ₹52 crore.

We're asking for 3x of our revenue according to our forward valuation.

Correct. According to your forward valuation.

Tell us about your franchise deals.

There are four franchise deals, which I have highlighted here.

Ahmedabad, Chennai, Indore and Bangalore.

They will each have a 2,000 sq. ft. store, same as our Delhi store,

giving us ₹3 crore yearly.

These are signed agreements these four franchises?

- These are in talks-- - But we're actually waiting for this

particular thing to kind of sum up in a way.

Thank you for... I think you gave us clarity

because we don't understand this ₹80 crore at your current value.

Right? Ayushi, Vansh.

Right, sir.

A lot of this you still have to prove.

Franchise agreements are yet to be signed. Right?

And of course, we entrepreneurs have only one thing: our belief.

You know you're going to be able to do it, right?

What was your last month's revenue?

₹1.28 crore was our revenue.

Your revenue was ₹1.3 crore, correct?

- Yes. - Okay.

And our CM1 is at 60%, so 40% is our cost.

So, you're left with 60%

- out of ₹1.3 crore. - Yes.

So, your gross profit is at ₹77 lakh. Okay.

What are your expenses below ₹77 lakh? Marketing cost?

Marketing cost is 12.5%

- Which is great. - Yes.

Your fair multiple...

If you are making ₹18 crore this year...

Last year you did...

-₹8.2 crore. Right. -₹83 crore.

- Maximum five times forward-looking. - That's what I thought. Exactly.

At this point in time,

I don't think we can offer more than a ₹42 crore valuation.

I was going to go with something around that.

Dhruv, what do you think?

That's a big commitment from the fund.

And that's a big capital. So, 40 is what I think.

Not even 42, Darpan. My intent is...

If you do 12.5% at ₹40 crore,

then it becomes an investment of approximately ₹5 crore.

- That is our offer! - That is our offer!

- I think a round number of-- -₹100 crore.

It is more than five times your forward-looking revenue.

You projected a revenue of ₹18 crore this year, right?

The leap from 18 to 50, I think... it has many ifs and buts.

I think something like ₹5 crore number is a reasonable take.

Can I jump in? Was that an offer that you just made?

- Yes, that's an offer. - I think that's an offer.

So, you have an offer on the table right now.

At a valuation of ₹100 crore.

Correct. Not a joke.

The buzzer went off,

and the numbers started to fall.

From 25, it's going to 19, 18...

Our hearts were racing, thinking if we lost it all.

Wow!

Did both of them get a deal?

So we just found out, a chunk of ₹7.2 crore is gone.

Now the question in our mind is

whether this is Armuse or CloudTailor.

I was hoping both of them would get it.

At least, they both get a deal in that ₹7.5 crore.

Who has the suitcase? Show me.

- CloudTailor has it. - CloudTailor.

We guessed it right.

Our offer is 6% at a valuation of ₹120 crore.

Approximately 7.2 crore.

₹7.2 crore at a valuation of ₹120 crore.

- Your prior investments-- - It'll be 6%...

I think these guys deserve it.

I think you all are excited.

Super excited.

It's a deal, guys.

- Thank you. - Thank you.

Congratulations.

- CloudTailor, it's a deal. - Thank you.

- Thank you. - Thank you.

Your pitch got your company rich.

- Congratulations. - Thank you.

It's the biggest cheque delivered to any company, right?

On Indian television.

Pitch To Get Rich!

I'll give an analogy of curries.

You can make curries with cottage cheese, with chicken or with greens...

They all require tempering.

We are the tempering that goes with every dish.

And we're the technology that will be associated with every fashion.

Our offer in the Board Room was nowhere near what we were thinking.

I... expected CloudTailor because they are a tech company.

And techs always get a lot of weightage in the world of start-ups.

And that's the future.

There are still two big asks left.

Banana Club and... HOA.

There is only ₹18 crore left.

But if it goes to Banana Club,

then there will be nothing left for us.

I think they should increase their fund.

₹7.2 crore is not a small amount.

It's a big amount.

And the kitty wasn't big enough to take such a big chunk.

Fashion Entrepreneur Fund

has reduced to ₹18.35 crore from ₹30 crore.

CloudTailor got an investment worth ₹7.2 crore

for 6% equity.

On the one hand, it was the biggest investment until now.

And on the other hand, it was the biggest drop in the fund.

₹7.2 crore is a huge amount.

The kitty wasn't huge enough for them to get such a huge amount.

Whose pitch will get which offer? We will have to find out.

Pitch To Get Rich.

Fashion is a huge cause of global warming.

Textile and clothing industry is responsible

for approximately 10% of the global carbon emission.

It is affecting the environment

because it uses high energy, water,

chemicals and textile wastes.

Let's come to the point. Sustainability.

It means to focus on conscious fashion.

You must have heard about this. Reuse, Recycle,

Repair and Rewear.

But I will tell you that sustainability

is as difficult as it is a noble cause.

But a journey of a 1,000 miles begins with a single step.

So, the first step to sustainability is awareness.

It means to realise.

And in this episode of Pitch to Get Rich,

we will go towards sustainability, thread by thread.

To pitch for sustainability, two companies have to come together

to make one sustainable product.

It means a collaboration.

What are we looking for? A sustainable product

that will be good for both the business and the environment.

We have very few founders left. A couple of them are sustainable

and some aren't sustainable at all.

Our fast fashion is not related to sustainability at all.

Denim is considered to be a product that causes the most pollution.

Vyakti will get a stance here to express our feelings

that our products are sustainable and fashionable.

You know, you cannot argue on that point.

We knew that we would ace this.

When we were told to choose a partnership for this challenge,

I was looking for an expert in this zone

who could teach us something new in a partnership.

At least, we have to find someone sustainable.

I spoke to Stylox. I couldn't just source the raw material from them.

That's not a collaboration. That is a transaction.

Abhishek and I share a good chemistry.

We have been working together for seven to eight years.

We came here together.

It was quite obvious that we were going to collaborate.

I am looking for a carpet. Okay?

At Love, Kiki, we always wanted to show a home range.

So, I thought it was the perfect time for us

to show one more category to the Angels.

From far away...

Their aesthetics, embroidery and designs are really good. We lack that.

The first collaboration is here. It's Banana Club and Love, Kiki.

- Congratulations. - Yeah!

The OG collaboration is here. DMOdot and Philocaly.

You guys feel like a couple.

In terms of that, I find this good because I feel like Delhi.

Our vision and values are very similar.

Mom, Sarthak and me... We instantly thought that we would collaborate.

This isn't a collab. They are also sustainable.

If you take my advice,

there is no collab in this.

- Can you please stay away from this? - No. No. No.

- It's not your problem, please. - It should be our call.

We haven't taken any calls.

- Sonam... - It's not our--

- Give me a second. - Yes, please discuss with me, first.

- I am not taking your advice. - I am also not taking your call.

- You have to listen to me, okay? - You also have to listen to me.

- I am not bound to listen to you. - I am also not bound to.

- You are here for me. - I am not bound.

- You are here for me. - Excuse me.

- We are here because of each other. - No. No. No.

- Yes. Yes. Yes. - Sorry. You work in my company.

I don't work for you.

- So, that's not what I am saying. - So, you have to listen.

No--

They had a huge argument. The situation was tense.

- It was a bit hostile. - Don't make a ruckus here.

Don't... Please.

- Do whatever you want then. - Okay.

Do what you want.

With Vyakti, we have to make sure that Sonam is on the same page as us.

Otherwise, I don't want drama.

Oh, my God. This is tough.

This is tough.

- This is like... - Really, it's like Bigg Boss.

Yes, it's literally like that.

My first choice were the mother and daughter duo.

I saw their block print. Many things can be done with them.

I do such things as well.

We were also looking for someone. By then, everyone was occupied.

We realised that Talking Threads were standing idly.

So, when we spoke to them, we thought we should collaborate.

- Corseted jumpsuit made of denim. - Yes.

A rangkat jacket to go with it.

We thought that a couture brand like ours

and a massy denim brand like theirs...

If we could bring out something

sustainable by collaborating with each other,

it would be a unique offering.

You can show so much variety with us.

I decided to collaborate with Banana Labs.

But I was feeling that there was a hitch.

My worry is, where will we have to shift?

- Delhi or Jaipur? - Jaipur.

But I also saw Gaurav coming over.

You already own many cool blocks.

- You are doing such things. - And the edginess and styling

that's missing with us, I think your brand

- can bring it to us. - Yes.

I had already seen their work.

I saw that there could be some commonality.

Ayushi, we are leaning

towards Gaurav because it will be a little easier.

I spent a lot of time with them discussing.

But then, I came to know that the others had already integrated.

As they had an agreement, I backed off.

Because genuinely, I didn't want to get into anyone's space.

It's gonna be a great collab.

- Who is left? - Only Vyakti and you are left.

- We are going to be with Ayushi. - We will go with Ayushi.

We haven't spoken to her yet.

Let's brainstorm.

Let's do something that no one has ever thought about.

All the founders have to listen to each other

and create something that will take them to the Board Room.

Ever heard of too many cooks spoiling the broth?

Yeah. So, our options are bamboo linen...

Which sustainable fabric can we use to make the outfit?

We found two fabrics.

- So, it's a linen and bamboo mix. - Linen bamboo.

- Both are sustainable fabrics. - Both are sustainable.

Now, we had to do something about the footwear.

We won't have a leather layer.

If we can reduce the leather consumption by 60%,

it will be a win.

This is brighter.

- Yes. - Right? Denim is duller.

We spoke to Talking Threads. They wanted to make womenswear.

The part of our denim is sustainable washing.

That causes the most pollution.

But Vishal was like we won't showcase the washing process.

Like, to hell with your washing.

If I am not showcasing my washing

and the garments are womenswear, it will be useless.

Also, we are a menswear brand. Then we said

that there should be both women's and men's attire.

We will write on it that "This jeans is ethically washed."

- What about power dressing? - We do a lot of handcrafted jackets.

Vyakti's thoughts are strong. Why did I not think about

doing it with them in the first place?

Because with them, I can break a completely new angle.

Now, we have finalised our product range.

But first, I want to see their waste.

We were ashamed to show her the amount of waste we produced.

Oh, my God.

You can select the small bits.

She drowned in the pile of textile waste.

First, we flew out to my studio.

We collected a lot of textile waste.

We thought about two people.

One will be worn by a man and the other by a woman.

Beautiful. This can be the wrap skirt.

What I am thinking is... we can keep the T-shirt

completely plain with a pink dot in the middle.

Big stripes. Medium stripes.

At the workshop, we put whatever we decided

into execution immediately.

We had cooked up so many products

that it felt like a lengthy project.

- We have only made four products. - That's what I am saying.

- It will take time for the rest. - We need to make them.

We have never questioned ourselves.

But in this project, we asked ourselves multiple times

if we would be able to do it or not.

I don't have a unit in Mumbai presently.

So, I had to work with freelancers. I had to work with artisans.

I will bring the fabric to you tomorrow.

The sleeves will be here, right?

- This is our width. It's 2.5 inches. - Okay.

Everyone worked extra shifts.

I think they slept only for 3-4 hours.

In this pitch, the most important thing is communication.

Poor communication has pushed me back.

That's why Abhishek is necessary for this collaboration.

He aces in communication.

Hopefully, as I am with him, we will make a miracle happen

that will amaze everyone.

As a child, I used to hear this a lot.

"A lion in the house and a coward in the outside world."

If we can't prove ourselves in this sustainability challenge,

that saying will be apt for me.

No matter how much we fight for sustainability,

if we can't express it when we have the chance,

- it will be shameful for us. - Yeah.

Welcome to the Pitch to Get Rich red carpet.

It's a brand new day over here and we are very excited about the action.

After all, we have the hero of every budding entrepreneur,

the amazing Ronnie Screwvala, with us today.

It's very interesting that

I have been invited to this episode of sustainability.

It's because consumers are not aware

that sustainability in fashion creates a kind of havoc

in the climate sometimes for all the good that it does.

Come, let's meet an important global voice of fashion and beauty.

Please welcome the gorgeous, Diipa Khosla.

Diipa, Inde Wild is a vegan sustainable brand.

Are we wearing sustainable today? Tell us about it.

Of course, we are wearing a home-grown label

called Antithesis, and it is indeed

vegan leather that I am wearing today.

Now, let's welcome the board member of the Fashion Entrepreneur Fund

and the biggest player in the industry, Akshay Kumar.

Fashion and business, both can make you rich.

All you have to do is pitch.

Today's theme is sustainability.

So, let's go. Let's learn, watch and spread awareness.

Let's move towards sustainability, thread by thread. Come on.

Whoa!

"Because there is no Planet B."

Wow.

- Hello, everyone. - Hello!

The one and only Akshay Kumar!

Hi, how are you?

Akshay, you look the best in every room you walk into.

Well, thank you very much, but just one question.

I was told that it was going to be ₹30 crore.

Why is it ₹18.35 crore?

- Where is the rest? - Yeah, what happened?

- Has Ronnie taken it? - Before... Yeah. Yeah.

- Ronnie hasn't taken it yet. - It's supposed to be given,

not taken. So, I think, yeah...

Akshay Kumar!

I hope she doesn't say that in front of him.

She will be lost upon seeing Akshay Kumar.

- He will be lost upon seeing you. - Let's mesmerise.

I am a very good actor. I can handle them.

You don't have to act. You have to be genuine.

When I came to know that we would be talking about sustainability,

I wanted to learn more about it.

So, I wanted to appear in this episode, learn about it

and understand more and more.

I know many things about it, but I will get to learn many more things.

You know, the next generation of consumers, the Gen Z,

are very fashion aware.

Like, they check who has recycled.

And as a person whose "job" is to dress up,

I think re-wearing is the perfect role-model move you can make.

Like what Alia recently did.

- When she came to... - About the wedding.

Exactly. She re-wore her music ceremony outfit.

Alia's henna ceremony outfit

- that I had created for her... - Yes, that's it.

It was her idea. She asked me if I had the swatches or leftovers

from whatever work I had done for her over the years.

I said I kept them as a record.

So, her attire was made up of those leftovers.

My son is the biggest ambassador of sustainability.

Manish, he does all his shopping from thrift stores.

- Amazing. - Everything.

I told him that I could buy him whatever he wanted.

He refused and told me that he wanted to thrift his things.

He took me along. We bought many things.

I understood why he was doing it. As you said about the Gen Z part,

- they are more and more aware of it. - Yeah, absolutely.

Okay, let's move towards sustainability

and hear the pitches.

I think our first brand is Stylox.

Who is Stylox collaborating with?

Talking Threads.

- This is so exciting, right? - Such a contrast.

I can't wait to see what they have done.

We have collaborated upcycled, vintage and reclaimed handloom

and recycled and remnant denim to create two looks.

And our presentation's name is Vintage Vibe, Modern Tribe.

Oh! Vintage Vibe, Modern Tribe.

- Oh, it looks amazing. - They did a great job.

They made it good.

Look number one is Rang Culture.

This is a four-piece ensemble.

It consists of a bolero jacket made with denim

and vintage, reclaimed rangkat handloom fabric.

A corset made from rangkat weave

and again a rangkat and denim fusion.

And we have an accessory bag.

The second look is a menswear look.

It has a classic denim jacket with rangkat handloom.

The jeans are made up of patches of denim waste

from the production process.

The bag is also made of the same.

This look is called Denimystique.

The pricing of this look is at ₹17,500...

for the ensemble.

And this look is priced at ₹9,500.

What is its marketing one-line pitch?

"Denim meets rangkat handloom."

One fabric is a mass appeal fabric

and the other fabric is our responsibility

to bring our craft and cultural fabrics back in circulation.

Instead of going here, they need to come back

into a regenerated outfit.

I love that brocade corset.

- I really like that. - Thank you.

How did you come up with ₹17,500?

It's the sum of the cost of the three fabrics

and the cost of their cutting, sewing and tailoring.

So, is 17,000 the cost you incurred?

We took 2.2 times markup on the cost.

Why is this couple not speaking?

They are bottled up.

Now, you understand my problem.

We will tell you a bit about ourselves

and how we are sustainable.

So, when we produce denim jeans,

you know that 50-60 litres of water is consumed to wash them.

And our processes like laser wash reduce the water consumption

by 50% through ozone technology.

Also, our process of drying is line drying

instead of tumble drying.

It reduces air pollution by 20%.

What is the difference between the pricing for both the brands?

We are a massy brand.

So, the pricing starts at ₹599 and ends at ₹3,499

Stylox, you have designed womenswear for the first time.

That's a major strategy for expansion.

And, Dhruv, if you remember,

I always had an issue with the design part of Stylox.

Today, I feel that Stylox has a good design.

I really think this kind of a collaboration

will definitely help Stylox

because you know your business so well.

And I think, for Talking Threads,

it also gives a very interesting infusion

of something more youthful.

I am going to press the button.

- Wow! - Thank you so much.

Akshay, do you think you will wear something like this?

- I like the jacket. - Okay.

- I like his bag also. - Yeah.

I am a little bit wary about the price part though.

Stylox and Talking Threads, like Akshay and everyone said,

the clothes look beautiful.

I just found the pricing of this collaboration faulty.

The starting range of our ensembles

even for the light occasions is from ₹25,000

Look at the difference.

You came to ₹17,000 from ₹25,000. So, you reduced 30%.

Their most expensive product is worth ₹3,500,

and this price is 300% more than that.

So, I think if it were at the mid-point...

Darpan, I just have a comment.

Their individual product costs ₹3,500

Correct.

- Here, it's four products. - Correct.

It's not the same.

Akshay, what do you think? Shall we take them to the Board Room?

- Take them to the Board Room or not? - I will still think...

We made the mistake of revealing the price point early on.

It was definitely a mistake

that we didn't realise at the time of collaborating

with Talking Threads. Our audience is different.

So, when you look at the pricing in the business sense,

where will it go?

What you did in 48 hours is excellent,

but it will be a question if it is sustainable.

I mean, the sustainability aspect.

Stylox, last time, we gave you a good offer.

But you wanted us to go higher in market value.

- Yes. - If I take you to the Board Room today,

I can't give you a better value.

I am so sorry, Talking Threads, because of that one angle,

I am holding off on the buzzer.

If it had been already clear, no one would have partnered with Stylox.

It was an example.

- But that wasn't the-- - This was suicide.

We did four pieces at bloody ₹17,000.

Why did you keep the prices high?

No, it's four pieces.

It wasn't clear. You said it later.

We should have done it individually.

If you buy four shirts from Zara, they will cost you ₹16,000.

Normally, they are strong with numbers.

But this time, their calculation was faulty.

Next is Love, Kiki and Banana Club.

They are very different brands.

Banana Club is fast fashion at mass price point,

and Love, Kiki make sustainable wear.

They are premium.

I have always supported them.

Manish is their ambassador.

We have renamed the brand as Manish Loves Kiki.

Yes.

What is this garbage?

He is here with another scheme.

Oh, God. What will you do with this garbage?

This isn't garbage. It's gold. It's gold.

We can upcycle it and double the money in 25 days.

We will earn so much money with it.

Tell me how the money will be doubled.

Me. Me. Me. Shall I tell you?

Look, there is ₹18.35 crore. Give them to me.

I will invest them and double them.

Oh, he is razor sharp.

Go on. Speak. Speak. Sorry. Sorry.

From this, we will make bags, curtains, carpets

and mats using them. We will have a lot of money!

Yes. Yes. Yes. It's upscaling. I heard about this new trend.

So, let's save the Earth and earn money as well.

- Wow! - Whoa!

Thank you.

Lovely pitch!

- Let's earn money and... - Save the Earth.

This line was great. Can I use it in my movies?

- Yes, sure. - Yes. Yes.

Okay, tell us.

When we approached this challenge,

our opinion towards sustainability changed.

So, we thought the waste that we paid to be dumped

can be used to earn money.

We make our ready-to-wear collection using surplus fabric.

We repurpose the leftover fabric

into new products under the name Second Life.

They are our Second Life products.

We have home decor and daily utility products.

For example, this duffel bag.

It is made up of brushed cotton and checks.

And we have ottomans.

They are stuffed with scrap material

and formed into this structure.

These are the pouffes.

We have tried to develop an aesthetic using colour blocking.

Wow.

I love this. This is really nice.

- I like this bag as well. - We stuffed it with scrap cloths.

- This was made for you. - This throw is beautiful.

Are these made by Love, Kiki?

The design is Love, Kiki's

and production and fabric--

Your problem is a lack of design.

Nice. Very nice. It seems like you enjoyed a lot.

Yes, sir. It was fun creating these things.

- I can see that. - We didn't think

that we could start a new line of home decor products.

First, let me start by saying, let's talk business.

- Thank you. - Thank you, sir.

Your fundamentals in manufacturing and yours in design is a good start.

Tell me the pricing.

It starts from ₹500

and goes up to ₹5,000

- Our carpet is worth ₹5,000. - The carpet.

Because it has 18 lakh stitches.

I loved the fact that you thought about people, profit and planet.

- So, from me, it's a... - Thank you.

I think, Banana Club, you aren't sustainable as a company.

So, Kiki has complemented you in many ways and saved you today.

I am almost at the buzzer, but I want to hold back a little.

But why are you holding back?

Ultimately, the challenge is about sustainability.

So, if I give the biggest offer to a fast fashion brand

on a higher evaluation during the sustainability round,

the real challenge will not be solved.

But tell me something.

Will you turn your brand sustainable in the future?

Of course, we will work on it.

The carry bag that we give to our customers,

with Banana Club branded on it, costs us around ₹35-40.

When we were making these products in the factory,

we realised that we could make bags out of the scraps

and give them out to the customers.

We would save money and this dump will be utilised as well.

- So, you will do it? - We will.

- Are you sure? - Yes, 100%, sir.

Sir, one last...

Love, Kiki is one of my most favourite brands.

We must encourage such a clear person

and such a beautiful sense of design.

So, are you happy I helped you?

I am very happy. Thank you.

- Manish loves Kiki. - Yes.

A new brand name.

About Banana Club, I would like to tell you

has the best numbers on this show.

Last year, your revenue was 40 crores?

It was 6, 17, 31 and this year, around 80 crores.

You are saying good things about them.

Why haven't you pressed the buzzer yet?

Because... it's about sustainability today.

Banana Club, I think you should have thought

about making your company genuinely sustainable in the long term.

Give them a chance. They are ready to reform.

They are ready to reform.

If you don't give them a chance, how will they reform?

I agree with you.

I just want to see more. You know we love you so much

because I love numbers so much.

Kiki, I am sorry. It's a collaborative one.

Manish loves Kiki. But today we all love Kiki.

- Yes. - Thank you.

- See you on the next pitch. - Thank you.

Not happy, because

everyone understood my design language and loved it.

But just because Banana Club is not sustainable,

I was judged on that point. And I find it a little unfair.

So, next we have Philocaly and DMOdot.

Footwear and clothing industry can negatively impact the environment.

But a thoughtful effort can bring about a huge change.

And keeping this idea in mind, Philocaly and DMOdot

have designed two full looks with sustainable materials.

This act is named The Balancing Act.

Sir, the look you can see on my right

has been created using 100% bamboo linen fabric.

It consists of a sleeveless jacket, a shurta, wide-leg trousers

and a Peshawari which is a mix of bamboo linen and cork.

And the look that you are seeing on my left

is made of 100% hemp fabric.

It's a modern rendition of a safari jacket.

It has wide-leg trousers and Kolhapuri chappals,

again made with 100% hemp and a mixture of cork.

This look has coconut buttons

and the other look has the mother-of-pearl buttons

Both of them are biodegradable and do not produce any waste.

Not only that, but we have used seed paper packaging.

The only idea was to give our customers a chance

to plant their packaging and grow plants.

So, from a box, you can plant at least 20 plants.

Shrey, your finishing looks good today.

- Thank you, sir. - And I absolutely love that jacket.

- Very nice. - Thank you.

I am very, very impressed.

- Thank you. - I think the execution,

storyline and thinking... You did it all in 48 hours.

You had never worked with sustainability before.

- It's very impressive. - Thank you.

And, Diipa, the coming of the two brands together...

- Absolutely. - It feels good. There is a sync.

- It looks cohesive. - Yeah.

I think it's also because you are friends.

- Yes. - Yes.

Your method, the way you explained it...

- Especially, this shirt... - Safari.

- Sir, it's a safari shirt. - Isn't it a safari?

Actually, Akshay, it will look good on you.

- A lot. - Yes, I was thinking...

- I liked that one a lot. - Thank you, sir.

They will go to the Board Room.

Yes, I feel the same.

DMOdot, Manish and I, both mentioned it

that your packaging... Instead of it being a weakness

and just a delivery asset, you can tell a story on it.

Clearly, it's a sustainable box. It looks better.

Philocaly, you used hemp and bamboo linen,

which is truly sustainable.

So, on the sustainability challenge,

I have no option but to give you a buzzer

and want to talk business.

Thank you. Thank you.

For the past two times, Dhruv and Darpan haven't given us the buzzer.

They keep speaking about the "ask."

Dhruv has no reason today. So, he said it wasn't sustainable.

So, how could he send it to the Board Room in this episode?

If you leave and don't get a funding,

- will you carry this on? - Yes.

I want to launch this collection and we want

to cross-sell on our platforms as a full package.

So, let's talk business.

- Thank you. - Thank you.

You understood the assignment. So, it's a yes from me.

- Thank you. - Thank you.

- Tell me something, DMOdot. - Yes, sir.

Your shoes are majorly made of leather.

Until now, I didn't find the alternative for leather that I liked.

Because the top layer is fabric. It's bamboo.

But the lining is still leather.

It's because we want it to be durable.

So, the upper covering is made of hemp.

- That's all hemp. - Can I see it?

Yes, sir, please.

Show it to me.

Sir, this inner layer is made of leather.

It's the bottom layer. So, it's still soft.

- Okay, the bottom layer. - Yes, the bottom layer is leather.

- What about the sole? - It's all cork sole

- and a rubber sheet. - Okay. Okay.

That's lovely.

I liked it a lot. Your effort and honesty...

- So, for me... - Thank you.

- Thank you. - Thank you.

Neither of you has been a sustainable brand,

but I see so much effort today

and I only wish to see you in the Board Room.

I am going to press the buzzer.

Next year, I should sit on the other side. The Angel side.

DMOdot, can you set a sustainable development goal today?

Sir, Shrey and I have actually decided

that after this show,

we will change switch to seed paper packaging.

After this, we will change our individual packaging and switch to

- seed paper. - Do you promise to do this?

Yes.

I am looking forward to seeing you both in the Board Room.

Second time for you, Abhishek.

Here, I felt they were a little biased.

I was not expecting this.

Both of them are not sustainable right now.

We weren't sustainable either.

- But we didn't go. - But we were trying.

We tried as well, but we couldn't go.

And we were sustainable and we didn't go either.

Exactly.

Inexplicable

and inconsistent judging made us restless.

It's too much hard work. Our artists were awake

- the entire night working. - The entire night...

- The garments were made overnight. - People are working hard.

The least we can have is a consistent standard of judging.

So, coming up is Vyakti and House of Armuse.

Vyakti India and House of Armuse presents khadi.

It's our nation's fabric. With our plant-based materials,

we present to you The Reset.

As you can see, we are representing one outfit each from that collection.

We will come a little closer

so you get to see what we are wearing.

We are modelling our own products.

As you can see, I am wearing a khadi skirt.

It's a pencil-fit skirt.

We have integrated cactus leather in it

to cinch the waist beautifully and highlight it.

I have created a minimal shirt to go with it.

We have included our artwork in it.

And not to forget this gorgeous piece of art.

Sonam will tell you more about it.

Angels, these are our bags

and they are made of sustainable, vegan cactus leather.

We have used the handcrafting of the House of Armuse.

The threads are sustainable.

We have used wooden buttons.

The glass beads that we have used in it are recycled.

The V-shaped structure of our bags represents our veganism and Vyakti.

The entire bag is handmade.

And you can see the beautiful work on my dress.

We have used shells for the intricate designs.

- The painting is handcrafted... - And not to forget your leather.

And you can see the details.

We have used cactus leather for it.

We did it to express

that we can make something beautiful

and meaningful with a sustainable choice.

You girls are looking absolutely gorgeous.

- Thank you, sir. - Very fashionable.

- I am pressing the buzzer. - Wow!

Let's go. Let the men take their turn.

Can I see the person behind this mask?

Oh!

- Oh! - Wow!

- Oh! - Wow!

Wow!

In this episode of sustainability, I thought it was the right time

to reveal my face

and show the person behind Vyakti India.

You know, when you were walking, your jacket looked amazing.

This is made of khadi fabric

and the detailing is done using the banana fabric.

This banana leather is 100% made in India.

- Oh. - We have chosen our designs as per

our thought and lifestyle.

I wanted something classic and minimal.

But then, we have infused their banana leather in certain details.

The buttons are also wooden here.

- This guy is all about original-- - All about experimentation.

You can see a mascot at the back.

As a brand, the House of Armuse and Vyakti India

have collaborated for this to prove

that sustainability can be fashionable.

But, boys, sorry. The girls had my heart today.

- For sure. - They just killed it.

They pretty much do, sir.

Girl power. They killed it.

Personally, I am loving it so much.

This looks like a western outfit,

but it has an Indian touch and art.

- I could wear this... - Yes.

- ...anywhere in the world. - Thank you. That's a big thing.

- Yeah! - Yay!

I have pressed the buzzer thrice.

In terms of the collaboration,

I was nervous that your style is ethnic Indian wear.

You would just use a bag.

- You fully integrated... - Doesn't show at all.

- Wow. - I have a request.

When you go forward, present this to the world.

- Yes, sir. We will. - You all will be able to make

awareness much better than many other people in this space.

Yes, sir.

- Thank you, it means a lot. - Thank you, sir.

I can't wait to see all four of you in the Board Room.

Let's talk business.

Whoa!

I didn't know that banana could be used to make leather.

Next time, wear a banana mask and not a rabbit mask.

So, Akshay, are you pressing the buzzer or not?

I was going to do it earlier, but he did it first.

- Oh, wow! - Thank you, sir.

- Amazing. Well done. - Very nice.

- Really nice. - Thank you, sir.

It was a decent effort, but taking them to the Board Room...

Maybe not.

I am sure the Angels are seeing something more than we are.

So, the next is Banana Labs and Linetribe.

Without further ado, let's give you Kayanat.

This product has Gaurav's vibe. Linetribe.

The others are designers as well.

But his product is a fashion show product.

I have designed separate silhouettes.

You can wear them separately.

You can wear it as an outfit.

You can wear it in different ways

with what you already have in your wardrobe.

The textiles used are all natural textiles.

They are cotton, linens,

and there is something very interesting

which I just learnt about two days ago.

It is called achada.

I will let Mariyam tell you more about achada.

Mariyam, before you start, my dear, where is your mother?

My mom is not well. So, she is in Delhi.

- Oh. - Oh, no.

- Okay. So, come on. - So, what is achada?

When we do block printing, a lining fabric is spread upon the table.

We place the fabric for block printing over that lining fabric.

During the printing, the colour seeps down to the lining fabric.

That fabric is traditionally wasted.

What we have done here...

We have tried to create a textured outerwear called achada

made completely out of waste.

- Wow! - This is good.

This is nice.

I am going to go and look at it, guys. It looks interesting.

Let me also tell you that this entire collection

- is made out of block printing. - Love.

- Love everything. - What we are trying to do with

block printing is to create a modern outlook with it.

The pink dot here signifies the Earth.

An Earth that is kinder.

That brings me to the final point.

Sustainability is not boring. You could be.

Introducing our transformative garments.

Come on, guys. Let's show them the surprise.

Nice!

One of the major things that we discovered

while doing our research on sustainability

and it's a part of my brand,

it's the number of wears per garment.

You need to create garments that you can wear over a long period of time.

As you can see, the mood of both jackets has changed.

- Sustainable and fashionable. - Yes.

- Whoa! - Thank you, Manish.

Personally, I am a big fan of traditional practices,

fabrics and everything that India is known for.

- You have my vote. - Thank you.

- Thank you so much. - Why is your Earth pink?

Why not blue?

The Earth is pink because we wanted to say that we have seen blue Earth,

but it's not really working out.

The blue Earth has not translated...

Do you think the pink will translate?

It's a mindset shift that we are representing.

Look at the world through pink glasses.

- Pink glasses, yeah. - Just because of the pink,

- I am going to... - Wow.

Your dual-use jacket was an amazing moment.

- Yes. - So, for the spirit of innovation,

I would like to encourage you with a "let's talk business."

- Oh, nice. - Thank you.

- Thank you, Dhruv. - I am holding back for sustainability.

I don't think that you pushed the envelope completely here,

but it's great that you took the first steps and made the effort.

Let's talk a little bit about the pricing.

- Yes. - Who is your target group?

Our target group is younger, cooler people

who are now getting educated about sustainability.

But they are seeing brands that are very expensive.

Because her impact is amongst access.

He is answering the question incorrectly.

Even as I am speaking, I am seeing that I am losing Ronnie Screwvala.

Where will you put this? Which shop?

We will create a 16-piece collection, create the hype

and drop it online.

Then we will see how and where we want to place it offline.

Sorry to say, but you should put more thought into it.

I am not connecting with how it will reach the consumers.

Online is interesting,

but I think, it is going to be a little tough.

This learning is important to me.

Answer the question being asked to you directly, quickly and precisely.

One doesn't need a story every time.

- So, let's go to the Board Room. - Let's go to the Board Room.

- Yes. - Shall we? They are all waiting.

Until now,

I have been very instantaneous in giving answers.

It's not a good strategy. Hoping and praying for the best.

Okay. So, guys, we have Philocaly for the first time in the Board Room.

- Hello. - Hello.

Shrey, what is your plan of growth?

We want to add two more flagship stores.

- We already have two stores and-- - Where are they?

In Delhi and Hyderabad.

And we have six franchise stores.

And what is your ask from us?

Sir, my ask is ₹2 crore for 5% equity.

- At ₹40 crore valuation. - At ₹40 crore.

His valuation is ₹40 crore.

Last year, your revenue was ₹5 crore.

It went down from 7 to 5.5.

- I would like to explain it. - Yes, please explain it.

Yes. So, basically, last year, I bought out my co-founder.

Last year, the revenue from the first quarter and two months

went into closing that deal.

This year, your projected revenue is ₹10 crore.

Okay, I understand that it was a co-founder

issue you were dealing with.

No, I don't understand that issue. I am sorry.

Look, you will raise funds in the future.

You will face team issues and hire a CEO.

If the CEO leaves, you will have to restructure everything.

The business has to remain the same.

You had five franchise stores, Shrey.

They are being managed on their own.

From the two flagship stores, one is running from 2018.

Honestly, that's a small red flag.

Because of that, your valuation ask...

I am not able to get a grasp on it.

Manish had asked you in the beginning

if you were a part of the design or tailoring.

What is your final answer for that?

I think it was clear.

We are a little bit of both.

A little bit of both is not a great answer.

Your ask is for ₹2 crore. Correct?

What will you do with the money?

Stock creation.

Some part of it to open two new flagship stores,

not franchise stores.

Franchise stores are pretty much on auto run.

I don't understand why you can't scale faster with franchising.

My flagship growth margin is 70%,

whereas my franchise growth margin is 50%.

This is the problem.

We have to understand

if your way ahead should be owned stores

or franchise stores. There, the gross margin is lower,

but you don't need to invest.

Shrey, what I suggest

In the next board meeting, come back with

the growth paths of franchising and owning a store.

And also come back

with a vision of how you see your brand five years from now.

After all, ready-to-wear is the only way to scale up.

They gave me a homework and sent me back.

They wanted a breakdown of how much I would spend on a franchise.

They are confident that I will return.

That's a good sign for me.

Okay. So, the next person is DMOdot

- What does DMO mean? - Let's ask him.

- Hi, Abhishek. - Hi, Abhishek.

- Hello. - Akshay wants to know

what your brand stands for.

Sir, my brand stands for Designer Modern Originals.

- Okay. - So, we are a blend of

traditional designs with a modern twist.

When you began the business, who invested first?

- Was it you? - My father did.

- Your father? - Yes.

How much did he invest?

Initially, ₹15 lakh. Yes.

So, what did you tell him?

I told him that I would do an MBA,

but after 2 years,

I would be sitting there and speaking to him about what I had to do next.

So, I told him to give me ₹15 lakh

and I would try to do something on my own.

Clever.

So, you took ₹15 lakh from your father.

What do you want from us today?

Today, to be honest, I want another chance from you.

I would like to opt out from this negotiation.

It's because I know what I deserve

- and I have done... - This is the first time I am hearing

someone say that they want to come back.

I want to come back and show you more...

You want to show more

so that you can negotiate tightly.

There should be no chance to negotiate.

You want to loot us.

No, I want to take what I am asking for.

- I feel that my ask is justified. - He already got an offer.

So, there is a huge gap between us.

But the format of our show is only to--

That's why he wants to opt out, Manish.

You are using business tactics here.

It's a good thing.

Sir, I feel what I did in the last 7 years

and the place I am standing at...

If I can't show you everything that I have done,

it won't do justice to my business.

- It's a great decision. - Thank you, sir.

I wish you good luck and lots of prayers with you.

- Thank you very much. - Thank you, sir.

- Lovely meeting you, sir. - Thank you.

- Thank you. See you. - Bye, sir.

- Thank you. - Bye.

If I get what I am asking for, it will be great.

My ask is ₹90 lakh.

On this show, I have been observing

what people are asking for and what they are getting.

So, I feel that I have asked for very less.

If I have to negotiate for that,

it's not aligning for me.

Oh, they are back.

- Hello, fellas. - What are you holding?

- He has something. - Yay, I didn't get it.

- Neither did I. - Who spread this rumour?

DMOdot, who went to the Board Room for the second time

and said no.

Basically, I told them that when I show them

my abilities to the fullest,

I would be able to accept what I am asking for.

I opted out of the negotiation.

- Love your confidence! - Wow.

The money is reducing. It's happening quickly.

Even if your ask is small,

it's possible that you won't get it in the future.

Now, he has lost two chances.

I hope he understands that, in the future, this may lead to his downfall.

Sarthak, how long has it been?

Sir, I began right out of my college.

You seem very confident towards your job.

Sir, Vyakti is not just a product.

It's my whole story.

I have evolved Vyakti since my childhood.

I come from a family... Even now, we own a tea shop.

We lived in a house where we shared washrooms.

Our family of four used to attend weddings on a scooter.

To buy our first car or to buy a home...

That evolution was something

that flashes before my eyes.

I still remember my first Reebok shoes.

They were ₹1,600.

I still remember the whole journey.

How it went...

- Sorry. - So, I still remember that.

I still...

I want to say that you did a great thing by removing your mask.

Today, we are connecting with you and to your heart.

To your human nature.

Do you think I should make a movie on sustainability?

- Of course, sir. - Shall I use your story?

- Of course, sir. I would love to. - Great.

- I would love to. - First, become something.

I am sitting in front of you for that.

If I can do something better after this...

You have reached this stage in your life.

- First, congratulations on that. - Thank you, sir.

So, let's talk about business and numbers.

Guys, this is his second time in the Board Room.

We discussed the last time.

I told him to come prepared to the Board Room. We were stuck there.

Your ask is for ₹60 lakh.

Explain to us the way you will use that money quickly.

Our expenses are around ₹1.02 crore.

Give us the breakdown.

For salaries, ₹33,60,000

For ad spends, it's ₹25 lakh.

For inventory, we need ₹20 lakh.

For office expenses, we need ₹12 lakh.

Then there is a software fee of ₹1,30,000

- Basically... - Capex.

Capex is ₹4,83,000

The money spent on making the monthly content is ₹3,60,000

We need custom hardware.

For that development, we have kept ₹2 lakh aside.

It's because the dye-making cost is huge.

You have given us the breakdown for ₹1 crore.

I think you didn't calculate one thing.

You will have the surplus fund from the revenue generated.

It makes me feel more comfortable, honestly.

I think what you need is a co-founder, co-partner or a mentor.

You have come from a background

where you want to work for the next five or ten years

on this and build it into something.

- Absolutely. - Your ask won't do.

Just take ₹1 crore.

That's what you need. That's what you need.

So, tell him the final offer.

Sarthak, this hasn't happened on the show until now.

Your ask is ₹60 lakh.

I think we are prepared to give you ₹1 crore.

And we will meet your valuation number of ₹2 crore.

It's ₹1 crore, ₹2 crore in valuation for 50% equity.

Do you want to take a minute?

Step out, discuss and come back.

Do you want to take it?

- I am ready. - Can't take this decision...

I have the box ready.

But return quickly. I am hungry.

- What do you think? - I think it's a great deal for them.

They are in the concept stage.

They have seen something in our bags.

So, they are asking for 50% equity.

We can't go for 50%.

Let's stick with 30%.

I think we have been lenient.

It's half the brand.

You have worked hard to develop this from the first day.

I think what we are paying is for the cause.

- Yeah. - Actually, I am surprised

that they are thinking about it.

Well, 50% is a big setback for people

when they have started something.

Do you think they are still negotiating?

- No, right? They may be fighting. - They need to...

- Who? - Sonam and Sarthak.

Again fighting? "I will take the bag. No, I will take it."

Actually, that must be half the fight.

What I am saying is, if they are not ready for the 30%,

we will say that we will come again.

They won't have that again.

If you don't accept this, we can come back.

- We can. - I cannot come back.

We can. We can. We can.

I don't think he is ready to give up 50%.

- Okay, let's do one thing. - Okay.

- I will say yes. - I will bet on the other side.

I am so happy that you guys believed in us.

But initially, I feel like...

This is our baby.

How we have worked all night in the factory...

Standing the whole day at the exhibition

representing your brand...

Suddenly, when somebody says,

the investor will take 50%,

- it's something that hits... - Hey...

I would like to say something to you.

You said that you kept standing, you worked hard...

You are getting too impressed with yourself.

- No. No... Of course, not. - Because I would like to tell you

that after working for 35 years, I have an investment in my brand.

We are working the same amount even today.

But you came back with a conclusion, right?

Sir, can we do anything less than 50?

Sarthak, understand this. If it's 50%,

it will feel like an equal partnership.

- Right now, you need help. - You need that help.

Hey! Oh, no!

I am going home.

- Oh! - He got ₹1 crore!

- Yeah. Yeah. Yeah. - Didn't I say that?

We lost ₹1 crore.

- Only Vyakti. - No.

Vyakti was asking for ₹60 lakh.

- How can Armuse agree to ₹1 crore? - They won't agree to ₹1 crore.

- No, they won't stop there. - No.

- How will-- - Will they give Vyakti more?

- Will they give Vyakti more? - No. No. No.

- Yes. - They must have taken 50-60%

in equity and given him a crore.

Or else, Armuse has parted with less equity guys.

- They can't give him that much. - Yeah.

What was their ask? Was it 5 or 10?

Armuse.

- They are asking for 10. - Yes, it's 10.

- No one will go down to 1 from 10. - It's not possible.

- No one will. - Why?

Didn't Vardi do it?

They went from ₹2 crore to ₹20 lakh.

They gave Vyakti more.

He asked for ₹60 lakh. Why did they give him a crore?

That's because they wanted him to get rid of Sonam first.

Give her ₹40 lakh and send her off.

₹40 lakh!

Then his company will progress.

No. No. No. They won't give her ₹40 lakh.

So, guys, we have the House of Armuse.

- Welcome! - Welcome!

Gujarati?

- No, sir. We are Jain Marwadi. - Marwadi.

Shall I tell you a joke about Marwadis?

Please go ahead, sir.

A Marwadi man was about to die.

So, he says, "Where is my son?"

The son arrives. "Dad, I am here."

"-Where is my daughter? - I am here."

"Where is your mother?" She arrives as well.

I am here.

"If everyone is here, who is at the shop?"

- I have many Marwadi friends. - Darpan is a Marwadi as well.

- Darpan is a Marwadi? - Yes.

I am not doing this.

- Shall we come to the business? - Of course, sir.

You are coming to the Board Room for the second time.

- Yes, sir. - Yes.

So, what is your ask?

It's ₹10 crore for 12.5% equity.

So, the valuation is set at ₹80 crore.

A value of ₹80 crore.

How will you use the money?

Currently, we have three flagship stores

in Jaipur, Delhi and Mumbai. We want to open another store.

But that can always come in the latter part of the next year.

Before that, we want to open our franchises.

Right now, what are your revenue streams?

Sir, retail is our main revenue stream

from our three flagship stores.

Then it's the online revenue, and we also work with MBOs.

We stock our products in other stores.

For example, x, Pernia's, et cetera.

The major revenue is from our own flagship stores and online.

Tell Akshay and Ronnie about your revenues.

Sir, last year, we closed at ₹9.5 crore.

This year, till date, we have done about ₹7.2-7.3 crore.

We are targeting to close at ₹17 crore this year.

Darpan, what was their previous offer?

Last time, we had offered them ₹40-42 crore of valuation.

Guys, we love you. Valuation is what we don't love.

So, you asked for ₹80 crore in valuation.

Last time, we offered ₹40-42 crore.

Let me ask Akshay and Ronnie.

What do you think will be the right number?

According to me, I can value your company at ₹60 crore.

Look, we would like to invest ₹6.8 crore

at 11.33% equity.

According to a valuation of ₹60 crore, you...

- You can check. - Yes. Yes. Yes.

Akshay, your number is quite interesting.

- Yes, it is. - It's either do or die.

Because if I check by the multiples,

you have given them a fair valuation.

Darpan, you find it fair. Let's see what they feel.

If this deal happens and we give them ₹6.8 crore,

the fund will have hardly ₹10-12 crore.

- Wow. - That's true.

Look, the fund is falling slowly.

- I know. - Think about it.

- That was House of Armuse only. - Oh, shit!

I am going home.

- Oh, shit! - Oh, shit!

I had said that ₹10.5 crore will be remaining.

- Let's go. - Open the door. We are going home.

- The locker is empty. - They got ₹6.8 crore.

This was a huge money drop. We didn't expect this.

I refused to negotiate and the funds are emptying here.

Yours is ₹3.80 crore. Yours is ₹4.80 crore.

What about yours?

This is how the loss of ₹7.5 crore feels like.

Oh, guys! Congratulations!

The face reveal worked.

Wow! Wow! Wow!

It's ₹1 crore, ₹2 crore in valuation for 50% equity.

It's not the time. We can't give up 50%.

We can't do this.

Let's do it.

- All right. - Let's do it.

So, welcome to a sustainable deal.

Congratulations, Sarthak and Sonam.

- Wow. Congratulations. - Vyakti...

Thank you so much.

- Congratulations. - Thank you so much, sir.

Thank you so much, sir. It means a lot.

- Thank you so much, sir. - Congratulations.

Getting those ₹1 crore and the belief...

You can't get it easily. You have achieved something.

You have done something. You have made your family proud.

You have made your father proud.

If we can get an investment of ₹1 crore

after selling tea for ₹10,

genuinely...

I have done something.

I have done something.

This journey and this money...

They were very important.

I am sorry. They say stories are written.

This brand's story was written.

We are projecting it to be a 1,000-plus crore company

in 3 to 4 years.

Perhaps we can achieve that together in 2 years.

We can do it faster.

Which is why, we want to go ahead with your offer, sir.

Perfect!

- All the best. - Congratulations!

- Thank you, sir. - Thank you.

It's a deal.

- You have been a great inspiration. - Congratulations!

- Thank you so much, sir. - Thank you so much, sir.

- Whoa! - Congratulations!

We have strategic Angels in the company.

So, they would want our company to fly, right?

Which is why, considering that, we decided to take the offer.

We got a shock. Will we get our turn or not?

And Vyakti got double of what he had asked.

When his ask was low, why are you throwing money at him?

Save some for us.

House of Armuse don't deserve that valuation.

Especially, at the revenue they are sitting on.

They only have 3 stores. I have 8 stores.

I have more stores than they do and a specialisation.

I wonder what is happening in the Board Room.

They are distributing money like snacks. What are they doing?

Huge companies in this small pond

have taken away all the money like the crocodiles they are.

Definitely, we are being wronged.

Now, everyone will run.

Now, everyone will want to be the rabbit.

The Fashion Entrepreneur Fund began with ₹30 crore.

Today, the fund has only ₹10.55 crore!

I think, let's just make a deal.

Doppler, congratulations. You get ₹3 crore.

Whoa!

It's ₹1 crore, ₹2 crore in valuation for 50% equity.

No, we can't give up 50%.

Let's do it.

- CloudTailor, it's a deal. - Thank you! Thank you!

- It's ₹7.2 crore. - Your pitch got your company rich.

We would like to invest 6.8 crore.

We want to go ahead with your offer, sir.

Perfect! Congratulations!

- Thank you so much, sir. - Congratulations.

- Oh, shit! - Oh, shit!

What a drop, my countrymen. Six companies have received

₹19.45 crore.

We got a shock. Will we get our turn or not?

They have taken away all the money like the crocodiles they are.

Definitely, we are being wronged.

Now, everyone understands that irrespective of their ask,

they may not get the investment.

Is that a possibility?

In Pitch to Get Rich, anything is possible.

Pitch to Get Rich

Around 52% of customers change brands

if the pricing doesn't match their expectations.

Around 70% of shoppers compare the prices

of two to three brands before buying.

The point is the customers want value for their money.

In today's challenge, the founders need to prove

if their products are VFM, that is, Value for Money.

Or are they just pricey?

These are pitch coins.

It's the exclusive currency of Pitch to Get Rich.

Today, the pitch room will turn into a pop-up market.

Real buyers, experts, influencers

and seasoned shoppers will visit the market.

You get the drift.

They will have pitch coins.

They will decide which company's pricing

is value for money and which company is pricey.

The final count of the pitch coins may help us decide

the one who will go to the Board Room.

Right now, the founders are busy setting up their stalls

for the Pitch to Get Rich pop-up market.

First, bring Mr. Sukhbir Singh along.

Where do we make him stand?

- In the back. - Let's place him here.

Displaying your wares at a marketplace is quite strategic.

Let's start the business. Open the shutters.

After eight years as a founder,

I don't like it that I have to return to the groundwork.

I have done this grunt work, physically demanding work,

sweeping the floor, et cetera, in the past.

I don't want to do it now. I have earned enough

that I don't need to do all this.

But Pitch to Get Rich is making me do this.

Product placement, space, props... The founders need to take care

of every small and big detail to attract the buyer.

The founders are experts in their own right

when it comes to price pitching.

But will the buyers think the same? Let's find out.

In pricing, Stylox and Banana Club are the ones

who will get all the attention. This is what I feel.

The pop-up market is not just about showing your range.

This time, you have to get your pricing validated.

So, that could be challenging.

In this group, my products are at the highest price point.

I felt a little unstable because of this particular point.

I feel like he will slap me at any time.

This challenge is very amazing

because we just get to meet the franchises and retailers.

So, I was excited to think that I would get to understand

the point of view of the consumer on the topic of pricing.

My mother isn't there. She is not very well.

She is still going through a couple of tests and all.

So, I had to make the preparations alone.

It's interesting

that we are setting up our artisanal interactive installations.

People will see our craft, culture

and couture at amazing prices.

If you can move this board, I will be fine.

I am okay with you moving it there or anywhere else.

I think it should be fine then.

PTGR had told us that if we wanted to bring in our artists,

they would give us extra space.

Now, Mariyam's stall was next to that space.

So, she felt she wasn't getting enough space.

Originally, I was told that this was my space.

We were given 6 feet plus the space for the artists,

which is why we flew them down.

If you put your cycle on this side and your stands on this side,

you will still have the same amount of space.

- It's not a question of space. - Okay. Okay. I will figure it out.

My entire stall was covered. My branding was covered.

How do I change everything at the last moment?

The customers were about to arrive.

Because of your stall, Gaurav... Come here. Just come with me.

Look at the amount of space I have. If she spreads over here,

I am feeling extremely squished.

They have expanded three times the allotted space.

And now everyone needs to adjust because of that expansion.

- The artists will need more space. - No, Gaurav. You have a...

Place your stall in your allotted space.

This is a lot of space that you have occupied.

It's a lot of space.

Yeah, it was a discussion that we had with the team.

They said we would get the space for our artists.

Then talk to the team and figure it out.

I have not changed my thing.

You have to figure it out at your end, Gaurav.

- Astha. Astha. - Don't be...

- Astha. - Don't throw tantrums, please.

You need to work with that space. Obviously, if you have more space,

you will have more space to interact with people

and display your products. This is related to space.

They are from Delhi. So, they know how to encroach on spaces.

So, they encroached into their neighbour's stall.

Our stall looked beautiful.

We could see that the others were quite jealous of it.

Twenty-four guests are invited.

They will visit you and you have to show them your product.

Well, these are your pitch coins and happy shopping.

Thank you.

All 24 people are from 24 different backgrounds.

There are bloggers, influencers,

actors, industry experts,

agency people and activists.

There were many beautiful influencers.

I was happy to see them.

Hello.

Unfortunately, there were a lot of women and girls.

It's a little difficult to explain the product

when you are an out-and-out menswear brand.

We are an all-occasion footwear brand.

This is cool, man.

Would you wear something like this?

Why not?

- How old is your brand? - It's been five years.

It's a western wear brand

in a country that is dominated by a lot of Indian wear.

- Are you married? - No. No. No.

- Are you going to be married? - I have not thought about it.

- He looks so young. - I need to sell the sherwani.

So, I am asking you to get married.

The set of jacket and trousers is priced at ₹18,500.

The quality is very international. It's very designer,

but the prices are not.

My pricing is precise for the product quality,

fabric and the fit and finish that we are offering.

If just the jacket is priced at ₹10,500,

from my point of view, it's a little expensive.

I think, for that, this pricing is quite fair.

Now, we are on the last leg. The fund is quite small.

So, it's very important that the pitch is done right.

I have to put my 110% into it.

It's imperative that I reach the Board Room.

So, every shopper will have two types of pitch coins.

One will be for Pricey and the other will be for Value for Money.

I think I am expecting my piggy bank

to have a 60-40 split,

with 60% towards value for money.

Why "banana"?

- It's a men's brand. - It's a men's brand.

- So, banana should be-- - Oh! Is that what I am thinking?

Yes.

"Banana" means "to make" in Hindi.

Oh! Okay.

Don't ask us why "Banana Club."

The influencers will have two types of coins.

One will be for Value for Money and the other will be for Pricey.

So, you know... We were happy.

We are the most affordable brand here.

We thought it was our game.

Is it just for ₹1,000?

Best wishes.

Value for money!

Thank you.

Killing it! Killing it!

We always feel that our products are always value for money.

No one can tag us as pricey. We were confident about it.

The range starts from ₹4,000. This product is priced at ₹5,000.

This one is ₹6,000.

I am a little confused about the pricing.

The customer who wears footwear worth ₹1 lakh will find me cheap.

The customer who wears footwear worth ₹2,000 will find me expensive.

This is very generic.

When it is generic, the competition increases.

I mean, of course. Everyone has an opinion.

I am sure not everyone will find me as value for money.

The one who understands my product will find me as value for money.

The one who doesn't find me to be value for money,

I don't think that person has the market information for my category.

But it's a niche product. Which one is your bestseller?

This is our bestselling product.

What is the price of this one?

That one is expensive.

- Tell me. - That is around ₹17,000.

It's different. I have never seen anything like this.

Show it to me, please.

You can make it for Ranveer Singh.

He will wear it for sure.

No, but I think my husband would also wear it.

I will probably find the same product in another brand for a cheaper rate.

- So, why-- - Then don't buy this. Buy this.

My products are value for money, and it's justified in my mind.

- I love this. What is the price? - You can wear this to dinner.

The set is ₹26,500.

I find it lovely, but it's too expensive.

- So, yeah... - Can I try this?

- Of course. Of course. Please. - Let me try this.

I'll be asked where I got it from.

You will 100% be asked.

To be honest, I was a little sceptical because of the pricing.

Yes. Yes.

But I would definitely give it a chance.

- All right. All right. - Yeah.

Depending on the compliments I get, yeah.

This is lovely for Goa weddings,

- for resorts... Yes. - Oh, I like this.

Oh, wow. Just give me a good price on this.

We will do 20% for you.

I had come prepared for shopping.

You made me have a happy shopping trip today.

She was so happy.

She was showing her bags saying she was a happy shopper.

Truly, it was a happy shopping.

That joy on a customer's face...

That puts me in such a good space.

Do you know what? I am on the right path.

When a sales translation happens,

there is no test,

no pitch, no jury or anything bigger than it is.

- So, the thread is looped-- - Yes.

- and sewn into the cloth. - Yes, stitch it in.

- I am unable to do it. - I will ruin it.

I can't do this at all.

When you truly try it,

you understand its value.

Okay, I am scared.

- Pull it up. - I am scared I will spoil it.

You won't spoil it. Don't worry about that.

- I am impressed. Yes. - Aren't you?

This is ₹1.79 lakh for the full set.

A regular bride can't afford this.

I checked your website.

I saw a beautiful chiffon saree.

- Was it a plain chiffon saree? - Black... It was.

- With this corset, right? - Yes. Yes.

But its price is too high.

In the real world, if there is a flea market,

Talking Threads will not participate in it.

So, for us...

Our products don't belong in a flea market.

Are you giving us the pricey one? Give us what you want.

- It was expensive. - Are you giving us expensive?

No. I never said anything like that.

- You are hiding the coin. - Yeah.

Now, I will be suspecting you when the coins are counted.

No, you can't do that.

Why did we not know about Stylox until now?

Mainly, we are resolving B2B problems first.

- We have 40 franchise stores. - Wow!

- Do you have 40? - And we have... Yes.

You are so young, but you have progressed a lot.

How are these priced?

- You can guess. - Around ₹3,500?

Our consumers get an entire range

of our denim jeans between ₹1,200 and ₹3,500.

I am sure the people will give us the VFM coins if they understand

the value of our products.

But if they only think about the price,

they may give us the pricey coin.

I have to say your designs are very quirky.

- Thank you so much. - Especially, I like this.

I think this looks better than what I was wearing.

- Oh, so beautiful. - It's from the brand, Kiki.

- But this... - It's priced at ₹7,500.

- Just this jacket. - What about a discount?

I don't know. I will ask her for a discount.

- Can you give me a discount? - I can give you 10% off.

What makes it so expensive?

The entire thing is computer embroidery.

That one takes 3.5 hours. This one takes 3.5 days.

Some clients didn't visit my stall as they were male influencers.

Also, the outfits were too cute for them.

I just hope I get the value for money coins.

So, this is for ₹2,500.

These dresses are ₹2,500.

This is very light. Very pretty.

You won't feel like you are wearing a saree,

- and it's very comfortable. - Yeah.

- The right one. - Thank you. Thank you so much.

Thank you.

I thought every coin the customers were putting in was good.

Thank you. Thank you so much.

I didn't know that Value for Money and Pricey were two separate coins.

Thank you. Thank you.

Thank you so much.

I think a person was putting in a coin and I was thanking him.

He had a weird expression.

Now that I am connecting the dots,

I know that his expression was weird

because he was putting in the pricey coin and not the value for money

and I was thanking him.

- Thank you. - Thank you so much.

- Thank you so much. - Thank you so much.

Lovely meeting you.

Welcome to Pitch to Get Rich red carpet.

Today, our Angels will discuss the pricing of our entrepreneurs.

It's not about who got more value for money coins.

Because that's not necessarily a good thing.

It has to be the right blend between value for money

and the thinking a few consumers

about the product being pricey.

The Angels will be joined by the king of diamonds,

Golu Bhai Badalia.

Also, joining us today is the complete man himself,

Mr. Gautam Singhania, Managing Director, Raymond.

It's great. It's great to run a company that is 100 years old.

I am very proud to be here.

Hello. I have to come to you, first.

I really want to get one of these for my son.

I want to get one of these.

- Is Sukhbir your brand ambassador? - Yes. Yes. Yes.

You can buy us all. You can buy all of this.

- I mean, for sure. - Yeah.

- I believe you made a sale. - I did. I did.

- How are you feeling? - I sold a few pieces.

Yes, I heard that. I want to see you in the Board Room.

I really do.

At what price do you buy the cashmere?

Sir, this cashmere comes to us at around ₹33,000 a metre.

- In fact, we-- - Don't you buy from India?

No, sir. We buy from Raymond.

Do you buy fabrics from Raymond? Good.

Yes. Yes. Absolutely

I mean... I feel this is more you.

- Yeah, you think so? - Yeah. Right?

- Right, sir. - If you can get this in my size...

I am a customer.

- Sure. - But with a 10% discount.

- Yeah. Yeah. - An Angel's discount.

Don't take a discount from them. Pay them more instead.

Their pricing is good.

- Hi. Sorry, I missed you. - Hi.

- Hi. No problem. - Tell me about it.

Which price point are you dealing with?

Well, about the price point... Our accessories are sold at ₹2,500.

- This is our entry-level price point. - Okay.

If you go to the shirts,

they are priced between ₹4,500 to ₹5,000.

They are pure, 100% cotton,

lightweight, breathable material.

Okay. So, you are between ultra-luxury and luxury.

- In between. - We are a bridge to luxury.

No, it's a good finish.

How much do you sell the jeans for?

We are selling

at a price point starting at ₹1,200 for the end consumer

and it goes up to ₹2,500.

Raymond will never be able to compete.

- Hi, Manish. - Oh, the artists are here.

- Hi, Manish. - We thought it was necessary

to make people appreciate the art that goes into their clothes.

- The process. - The process.

- The hard work that goes into it. - Indeed.

- This is menswear. -₹39,000... Menswear.

It's ₹39,000 for the full set.

- Full set? - Yes.

Oh, that's very good pricing.

- And this one? - This is ₹59,000 for the full set.

Wow. Very good pricing.

I think he came so close to the products for the first time

and checked the bridal line in one go.

He checked the groom's line and said, "Amazing pricing."

- Very well priced. - So...

- The pricing is too good. - Yeah.

"Excellent pricing."

- Repeatedly. - Repeatedly.

- I love this. - Thank you so much.

- I like this whole... - Thank you.

- The touch. - Really nice.

- Wow.

As you all know, it is all about pricing today.

In a business, is pricing important or not?

- It's very important. - A lot.

Price is the most important thing.

- Nothing can be more important. - Yes.

If your price point is precise,

you can succeed anywhere in the world.

We had about 24 legit consumers.

All of them were given pitch coins,

and every single buyer was given an opportunity to decide

whether it was value for money

or it was too pricey.

So, can we get started?

- Let's get started. - Yes.

So, can we please have Philocaly?

He is holding a piggy bank.

It contains pitch coins.

- Okay. - We have to check the number of pricey

and VFM, which is value for money, coins he has.

Let's count them.

- So, he's at 22 coins. - Yes.

So, two customers didn't give him coins.

How many pricey coins does Pricey Mannu has?

There are seven.

So, it's 15 VFM versus 7 Pricey coins,

- which is... - Around 65%.

- Percent. Yes. - Proof of concept.

So, purely going by your pitch coins...

- Let's talk business. - Thank you.

I think he should be given a chance in the Board Room

because his clothes are good.

- Oh, wow. - Thank you.

- Look at that punch... - A lot of authority.

Yes.

Your ready-to-wear line is growing.

And as I understood it, your main business is customisation.

- Customisation. - Bespoke.

What do you think his business is?

- It's more of a customisation, - Correct.

bespoke brand.

In early episodes, I was quite confused.

Is it a tailoring brand? Is it a designer brand?

I mean, look. You are focused. You are clear on your concept.

Yes, I would love to see you in the Board Room.

Oh, wow. That was unexpected.

Thank you.

Let me ask you about the customisation.

If someone can get a suit from Raymond

that we mass customise,

what will be your USP to make them switch to you?

When you go to a Raymond store,

you are looking at a fabric

imagining how it would look on you and then purchasing it.

- No, we have style guides. - From the catalogue.

- From the catalogue. - But we have ready samples.

What about the pricing in comparison to Raymond?

I think a pure wool suit from Raymond after stitching costs ₹14,000.

Our entry price is ₹16,500.

Let me give you a simple example.

You said the cashmere swatch costs you ₹33,000 per metre.

We will buy it for ₹20,000.

That's because you are buying in bulk.

Indeed. That's what I am saying.

So, your price point will be 50% more than ours.

Will you give him your buzzer?

I would reserve because I think

scalability is going to be an issue in this business

and pricing will be a problem.

According to today's challenge, if seven are finding you pricey...

If a couple of them found you pricey,

- maybe that was the right... - In those seven people,

it's possible that some weren't my target audience.

The audience today was your target audience, Shrey.

I will hold my buzzer today.

At the marketplace, I was scored well by the customers.

I got 22 coins. Among those, 17 coins...

That is a 77% hit rate.

I know that, in my category,

no one is giving a better value for money in the entire nation.

Up next, another very massy brand.

- We spoke a lot about their pricing. - About their pricing.

Can we call Stylox?

He asks for the numbers first.

- Thank you. - Let him count.

So, this is the stack for value for money.

- Wow! - Wow!

- Great. - And this is your Pricey stack.

It should have been zero.

Thank you.

In this case, the customers speak for themselves.

They got 21 value for money.

- Okay, out of 24 coins... - And 3 are pricey.

- What? - Someone gave them Pricey.

If Stylox is getting Pricey coins, what about you?

- You should get 22 of them. - If we get Pricey coins,

I will find those people and beat them up.

Do they want clothes in alms?

Malaika, do you know what is best about this pile?

- What? - All the coins aren't VFMs.

What is fashion? Aspiration.

So, when customers buy things,

they shouldn't feel that they are wearing cheap things.

- Exactly. - Because if they feel

that they are wearing something cheap,

- they won't tell their friends. - The brand won't be good.

I have been saying this to Stylox since the beginning.

This is something I have been telling Stylox since Episode 1.

- Yes. - Bring some fashion to your product.

- We need to better it. - I saw it today.

You saw it and it is very nice.

If every coin were value for money,

you may not have received my buzzer.

- Oh. - But I think you have the right mix.

I look forward to seeing you in the Board Room.

- Great. - Think about your valuation.

- See you soon. - Thank you.

What I saw today...

I picked up your product and felt it...

- As a customer, I was very happy. - Great.

So, purely by that, Payal...

Thank you. Thank you so much.

I love wearing comfortable wear.

I mean, businessmen need comfort.

Your jeans are perfecting price range.

And I think, it's a yes from my side.

- Oh, great! Thank you. Thank you. - Thank you.

If we make the product 10% inferior,

how much can I bring the pricing down?

- I will never do that, sir. - Two things.

One is pricing and the other is value.

That's correct.

But, sir, I am not trying to make a value brand.

- Value can be at any price. - Yeah, right.

Today, in Raymond, we sell fabrics from ₹300 to ₹10 lakh.

From a taxi driver to Mr. Tata, everyone wears Raymond.

- Everyone finds value in it. - Right. Right.

So, I would support your business.

I think your challenge is to go from 40 to 400 stores.

- Yes, sir. - But in that journey,

please keep track of your supply chain.

- Definitely, sir. - And I would support you.

- Great! Thank you so much. Thanks. - Thank you.

Today I saw this shirt and I loved it.

Not only that, but I liked its quality as well.

So I think we have to meet you in the Board Room.

- Great! - Because I am really happy with

what I am seeing today.

Thank you.

Thank you so much! Thank you.

- Wow, Stylox, let's talk business! - Let's talk business!

Think about the valuation. This is the last chance.

I think 40 is still high. We will have to negotiate.

Let's see what the valuation will be.

He was asking us to reduce the cost of the product.

You should say that we would work on it to reduce the cost.

I said the same, but not with inferior quality.

He was asking us to reduce the quality.

- If you were saying, you should-- - I said it.

Without degrading the quality, we can reduce the cost.

That's what I said. Didn't you hear it?

You were arguing with him.

You never agree with me.

All right. Can we have Love, Kiki, please?

- Manish, go for it. - Okay.

Let's see what the pitch coins are saying.

- Well, it's 13 Value for Money... - It's 13 and 7.

and there are 7 not so Value for Money.

- Pricey. - Four people didn't give you coins.

But those must be boys. They would have thought their girlfriends

wouldn't wear such clothes.

That's possible.

Manish loves Kiki. It's true.

Manish should lead this pitch.

No, I will tell you why.

Her brand is in the very pretty and feminine zone.

A male... If his girlfriend is not with him,

- he may not identify it. - He won't go there.

- He won't understand it. - Makes sense. Makes sense.

Well, the boyfriends don't think that much about their girlfriends.

- They do not. - Who are these boyfriends

not thinking about their girlfriends?

See, I think I am your spokesperson.

I feel that in this large world of finance, funding and design,

there should be support for brands like yours.

So, my buzzer will always be there for you.

Thank you.

Kirti, can you just bring some of these products here?

Okay, I will get them.

Manish loves Kiki. Look at him.

Manish has turned into her business partner.

He is working for Love, Kiki.

Look, I am coming along as well.

This is called support. Hand embroidery.

₹19,500.

Guys, Manish Malhotra is pitching. He has my vote.

That emotional vote is working. I agree.

- Do you want me to put it somewhere? - No. No. I will just hang it.

If a woman like me doesn't support a woman like you,

it will go against my ethos.

And I will give you this buzzer for that emotion.

Golu Bhai, will she get your buzzer or not?

She will get it.

- It's only because of you. - Okay.

My concern is this is a very niche product.

The impression I remember when I came...

It's pricey as well. Its market is quite small.

So, it's not going to have the scalability.

That is really my concern.

But, Gautam, today's challenge is on pricing.

In any business, until there is no scale,

- there will be no advantage of pricing. - Yes.

- He has only one word. Scalability. - He is Gautam Singhania.

He will speak about scalability. What else will he say?

He can talk about diversification.

He is in a position where he can see things that are up there.

He doesn't see anything down here.

- So, I am out of this. - Okay.

Personally, I love the product. I love the brand,

but the pricing... Right now, I am just not there.

And I can't change my mind.

- I am a stubborn person. - Fair enough. Fair enough.

It's a little shocking. I was a little angry.

You are amazing, Kiki. Please don't lose hope.

I haven't seen a single brand that is doing complete handwork,

intricate designs, working with expensive fabrics,

providing quality and customisations at this price point.

I have not seen it.

Okay, our next founder is the Linetribe.

- It will open. I promise. See. - Oh, yes. Thank you.

Gaurav, apart from the fake coins, I heard you did some real sales.

- I was chatting with you. - Yes.

- How much did they buy? - Her total bill was almost a lakh.

- Amazing. - Wow!

- Not bad! - One-day pop-up.

- I believe... - Sales speak.

I gave her a 20% discount. Full disclosure.

Did you give it to her, or did she ask for it?

- She did. - You should never give it.

She asked for it.

- So, Gaurav. - Yes?

- You got 9 Pricey coins. - Okay.

- You got 13 Value for Money. - It was expected.

I think that's closer to what I thought.

- You got 13 value for money. - Fair. Fair. Fair.

But I did make the sale, guys. So, I am...

I think with so many Pricey coins...

I think this is one of the worst ratios we have had

for Value for Money and Pricey

- currently here. - Yes.

Look, when you want to create a little aspiration,

- I am not so sad that many people-- - Operative word.

The operative word being "little." This is too much.

"Little" is the operative word there.

But, sir, I did have real sales as well.

- So, I think they drive each other. - Which is a good point.

They drive each other.

- So, Gautam, what do you think? - I think it's a little pricey,

because eventually, the lady found

the value at 20% discount.

Golu Bhai, what do you think?

Obviously, I... After seeing the papers, numbers and the coins,

I feel that this brand is pricey.

Obviously, you are targeting high-end consumers.

Yes.

Slowly, once your brand grows,

this will be rectified.

But today, seeing the numbers,

- I can't give you a buzzer for sure. - What about you, Dhruv?

I think my point is very similar.

If the price point has decreased a little...

- Right. - It's not dramatic.

- You don't need to reduce 50%. - I see.

But if you reduce 20-30% to hit

- that sweet spot... - Right. Right.

Suddenly, you are making sense as a brand.

- Right. Right. - You may be able to do it with your scale.

But right now, I will not be able to go on a pricing perspective

- for the buzzer. - Okay. Okay.

I am happy that I got so many Pricey coins.

First and foremost, I got all 24 coins.

It means the product is drawing people in

even if they find it pricey or not.

Now, this is the second point.

There is something here that people want to touch, feel,

see and speak about. It's a green flag for me.

So, no. I have no problem with the Pricey coins.

I am happy that I got a few Pricey coins.

Because that is the kind of brand mine is.

Okay, up next we have Talking Threads.

- Oh, interesting. - Let's talk.

Let's break the piggy bank.

Thank you.

Guess it. There are two piles. What do you feel?

One pile has 18 coins and the other has 6.

- Value for Money. - Value for Money, I think.

- And you are both right. - Thank you so much.

I think, if we had worked harder,

we could have convinced the remaining six.

Not bad, Talking Threads. Nicely done.

My buzzer is for you.

- Thank you so much. - Thank you so much. Thank you.

We are talking about pricing.

- Thank you. - Thank you, Malaika.

Let's talk business.

I don't know this market, but I am going by what Malaika said. So...

- Thank you so much, sir. - Thank you.

You are perfectly on point.

I am going to copy this style of yours.

- What? - You press the buzzer by punching it.

- I am going to do that. - I told him he had to press it hard.

He said he'd give it a Thor's hammer. I said it was amazing.

One of my friends is getting married. They can't afford Manish Malhotra.

They don't want to spend money on this.

- They want to save for travel. - Okay.

- But they don't want Manyavar either. - Yes.

They wanted a ₹65,000 coat.

So, I do see a market where people want this quality of work.

These coins don't lie. A couture brand should have been expensive.

This value for money is unexpected to me.

You have my vote, and I would like to see you in the Board Room.

Thank you so much.

Gaurav, I have to say,

I was actually surprised to see the coins as well.

The way the pile for Value for Money is huge.

Let's talk business.

- Thank you so much, sir. - Thank you.

Whoa! All buzzers!

- Congratulations! - Thank you, sir.

This is a first for us. We are very excited.

Yes.

So, they finally make it to the Board Room.

It was very unexpected. I was going towards the exit.

Gaurav reminded me that we had to go the other way.

I am so used to it now.

- Hello. - Oh, my!

- Finally! - You are here, finally.

All right. Up next, DMOdot.

- Our deadly boy is here. - He is going to explode today.

- Yes. - He is going to explode today.

Golu Bhai, break it with a hammer strike.

- Do I break it? - Punch it and break it.

I will just open it up. That's easier.

Let's do it.

Oh, nice.

The ratio of value for money to priciness is 17:7.

- So, 17 is for VFM... - He got 17 for Value for Money

and 7 Pricy.

Today's episode is about pricing and not design.

I don't find the pricing to be too bad.

- So, my buzzer goes to you. - Thank you.

Buddy, 17 is low.

Because of that reason, I will hold back.

Thank you.

The value for me is building this into a niche brand.

- Over time, yes. - And that needs to have

a distinct identity and a positioning.

Today we are looking at it as a generic brand.

We are touching the quality. We're not calling it a premium brand.

So, my recommendation is to build that brand out.

So, the value for money comes through in your marketing.

- Right? - True.

For that reason, I am reserving it on a price parity basis.

Well, on a price judgement basis.

And yes, I will hold back for the next pitch.

From your pricing point, it's not that expensive.

But I need to see the point of view of the public.

In that aspect, you are pricey, as far as the consumer is concerned.

I got only one buzzer and that day I came to know

that it feels bad when you get only one buzzer.

I keep telling others it was okay. It was just about the buzzer.

They would eventually make it to the Board Room.

But all that... It does feel bad.

Okay. Up next, we have Banana Labs.

Mariyam, you are here alone today. Your mother is not with you.

We were told that her mother was unwell.

- Oh. - So, unfortunately,

she couldn't be over here. But we do miss her.

We miss her presence.

- We miss the mother-daughter duo. - Thank you.

Please bring us your vault.

- Please. - Thank you.

- Let me open it. - Look, how quickly he opened it.

I know how to open a vault.

- So, what is the count? - We are done counting.

It's 20:3, which is the best value for money so far.

- Wow! - 20:3. It means

your customers thought

the value for money was up there.

It's also the power of handloom, right?

- Absolutely. - According to me,

she has got a DNA to the line.

The product has got a language to it.

It has the essence of India and scalability.

Your pricing is good. I would put myself in for this.

Thank you, sir.

Banana Labs, your tower is a balanced tower.

If all the coins were Value for Money,

I would have... I would have been nervous.

I think your pricing has been your strong point.

Absolutely excited to see you in the Board Room.

- Thank you, sir. - Let's talk business.

Banana Labs is a brand which can be worn comfortably.

You know, many people are a little body conscious.

- For them, it's a comforting brand. - Absolutely.

My heart has always been with handloom.

- So, you have my buzzer. - Thank you.

- Golu style. - Nice style!

Golu style!

The towers are speaking for themselves.

You have the numbers. Obviously, the public doesn't lie.

- Yes. - When the public doesn't lie,

you should get the buzzer.

The public is God.

Thank you.

Malaika, do you think we can do a synchronised buzzer?

I wanted all of us to press the buzzer together.

- So, I was already championing you. - Shall we do it together now?

On the count of three... One, two, three!

- Let's talk business! - Let's talk business!

Thank you so much! Means a lot.

We will see you in the Board Room.

It was a big moment for me,

but also the fact that it validates Banana Labs

as a brand, I can't tell you...

Mom, I know you are going to be very happy with this.

Up next, the king of pricing, can we have Banana Club?

Dhruv, can you guess how many coins there are for the Banana Club?

At least, 20 value for money.

But, Darpan, I am sure there were a few stingy customers.

Okay, we have two towers here.

- Equal? - There are two towers.

The entire thing must be value for money.

- But, Malaika, there are two towers. - There are two towers.

Ma'am, is there a mistake?

- We don't make mistakes. - I am shocked.

We were literally shocked. How could this happen?

We should never have gotten the pricey coin.

How did we receive it?

Truly? Is that real?

What is real is this.

- Superb! - Yes!

That's what I said.

My perception was that it couldn't happen.

This episode is about pricing. So, I will...

- Thank you. - You have to be in the Board Room.

Pricing is your strength, and I like to get to the point.

So, let's talk business.

The numbers are speaking for themselves

and I think they deserve it.

My buzzer is for them.

- From my side, definitely... - Thank you.

Your pricing is good. Your product is good.

- So, I think it's a good one. - Thank you, sir.

Also, if they don't have funds for you, come to me.

- I love it. Love it. I think... - I will fund you personally.

Yes, sir. We would like you to invest in our company.

- This is, guys... - Oh, this...

- Another deal is being made here. - It's a side deal!

Yeah.

Here, my thought process is different.

Okay, tell us.

When you compare to Zara H&M, et cetera...

When people step out wearing clothes from Zara and H&M,

they don't shy away from saying

that they are wearing Zara and H&M.

And few people find Zara costly.

Right?

And for me, it would have been ideal

if you got 21 to 22 Value for Money coins

and 2 to 3 Pricey coins.

And it's important

for it to seem a little pricey to them to maintain the aspiration.

Is it fast fashion?

Or are people perceiving it as cheap fashion?

This thinking that our products are cheap is wrong.

After all, we are a quality product and that's why we got 24 coins.

Yours is not cheap fashion because the designs are great.

There is a difference. But I think there is a lack

of positioning because of which

people are perceiving it as a cheap brand.

And that is the reason I am holding back.

Sir, this... This is like getting a perfect score

- and still failing the exam. - Still failing.

That's not it. You didn't get a perfect score.

This isn't a one-time test.

You sent someone like Stylox forward and kept us back.

It was a shock.

The fund was reducing, and our ask is not matching.

So, we were a little disappointed. This was not fair.

It was a great day today.

Firstly, I would like to thank...

- Gautam, thank you so much. - Thank you.

- Thank you, Golu Bhai. - Thank you.

I hope you all had a good time.

- I hope it was a-- - It was fantastic.

It was a great learning experience for me.

- It was great. - Golu Bhai has a gift for all of us.

- Oh, Golu Bhai! Lovely! - Diamonds coming in...

Thank you so much...

- Oh, wow! - How lovely!

How sweet!

Thank you, Gautam.

- Thank you very much. - Thank you.

Golu Bhai, your diamonds are arriving, right?

Yes, my diamonds will arrive.

That's why I came. I have a product.

To get it started. Now, his product will arrive.

His product is on its way.

And also, we are having all of them have an interactive session

- at our Atelier Lounge. - Oh, nice.

Fantastic. Now, we have to go to the Board Room.

- Yes. - Yes. Thank you.

- We are going into our Board Room. - See you!

- We are off to the Board Room. - All the best.

- Bye, thank you. - Bye-bye. Thank you.

Tell us your ask again.

Our ask is ₹1 crore against 2.5% of equity.

Manish, on that note,

they have accepted money at the valuation of ₹20 crore.

- Yes, that was insane. - Sir, that was for six months.

We will answer you.

Of course, it was six months.

In that time, we have grown.

Last month, we had a revenue of ₹1.6 crore.

Six months ago, our average was ₹90 lakh to ₹91 lakh.

Manish, I have a fundamental problem.

- Please go ahead. - Why should we be a part of a business

which we will get only 2.5%?

I mean, when you look at the portfolio in the morning,

and there are around 20 companies there,

which company would you focus on?

Will it be the company that gives you 2.5% or 20%?

I would love the percentage to be in double digits.

Darpan, my biggest thing is...

You are coming here and diluting your equity.

According to me, the level of visibility and support

- you are getting from FEF... - Yes.

You don't need a capital infusion.

No, we need it.

My problem is related to supply.

People are already asking me for more stock.

- Inventory is less. - Yes.

Brands like us keep 3x the inventory ready in their warehouse.

We've been working with 1x the inventory.

So, you will use most of the funds on your inventory.

- Yes. Yes. - Right?

Hypothetically, if we give you ₹2 crore,

what will be the rise in your sales?

I can turn it from 11 to 22, sir.

- Even now, without a fund-- - You can double it.

We can double it. It's simple.

Let's keep the valuation at ₹20 crore.

Yes.

But take 10% in equity and give them ₹2 crore.

You will gain more capital to expand.

It's not bad.

- It will be 10% equity. - Yes.

₹20 crore in valuation and ₹2 crore funding.

- No... Yeah. - Correct?

Sir, that already happened six months ago.

So, what we are thinking is...

We respect your decision. You want 10%.

So, you can give us ₹4 crore for 10%.

That's your ask. I appreciate that.

- Let's not lower the valuation. - We don't want the valuation...

So, we have an offer.

Oh, great. You have already revised.

At a valuation of ₹30 crore, 10% equity,

we will give you ₹3 crore.

When we went to the Board Room for the second time,

there was no need of any other discussion.

They only wanted to negotiate and end it.

We were very clear that we had numbers.

A valuation of ₹40 crore is nothing.

Tell me your numbers.

What is your ask?

So, my ask is ₹2 crore for 20%.

How much was your revenue for that valuation?

It was ₹75 lakh...

Are you valuing your company at ₹10 crore at a revenue of ₹75 lakh?

It's more than 10 to 11 times.

Yeah. Isn't it too much?

I have never heard this.

Sir, we had already raised around ₹2.5 crore before coming here.

Is it ₹10 crore valuation for ₹2.5 crore?

- Is there a reason? - What is the reason?

But we also want to open a brick-and-mortar store.

Wanting something is a different thing.

Without opening a brick-and-mortar store,

you can do it through an MBO format as well.

You can open an experience centre to gain a better touchpoint.

- That's a good point. - Now, with 5x multiples,

we will... What was your ask?

Valuation was at ₹10 crore.

- Yes. - Right? That's still way above...

Just multiply ₹75 lakh by 5.

The value will be ₹4 crore.

I don't think we are there yet.

Because you are in an infancy stage...

Yes, correct.

We can put the valuation of your company at ₹3.5 crore today.

I feel like, in terms of our sales,

our first year was ₹35 lakh

and we went to ₹75 lakh.

Now, we are going to be at ₹1.2 crore to ₹1.3 crore.

- Great. - We are also going--

Mariyam, what will be your sales in the next year?

I think we will touch ₹3 crore.

Are you saying that you will go from ₹1.2 crore to ₹3 crore in one year?

- That's a 100%... - It's amazing you think like that,

- but, my darling-- - How?

Mariyam, what I feel is that we need to learn more.

I really feel that you have a lovely brand.

I think you should do more homework.

- So, let's give her the time. - That's right...

- I think you should go... - So, our final offer is...

- ...and discuss it properly. -₹3.5 crore in valuation,

just so that you know it as you take that out.

I feel like I get intimidated.

Because it's not good.

I come across as very immature and

somebody who doesn't know their field.

I will take it on myself.

They didn't stop me from speaking.

- So, what is your ask now? - We are only asking for ₹2 crore.

-₹2 crore for... - An equity of 10%.

We are trying to build a tech-enabled fashion business.

If I were to show you these three images here,

the first image is partially virtualised

with only the backdrop virtualised.

The second product is a virtual model and a real product.

The third product is a virtual model and a virtual product.

That product was never created.

This is your idea.

You haven't gained benefits from it yet.

No, this has started now.

And we are generating real sales out of it.

So, currently, around 10% of our sales

- is now on... Yeah. - Is it based on this?

And the thing is, the brand is being discovered online

and we have one physical store.

That store is clearly

piloting the first set of our bridal and evening lines.

- The bridal wear won't be sold online. - The online sales must be better.

- What about the online sales? - It's 50-50.

So, online sales have broken even.

- Customisation, with shipping... - Online makes money.

Online makes money.

And let's talk about the brick-and-mortar first.

- What is the rent of your store? - About ₹10 lakh.

- How big is the store? - It's 800 sq. ft.

Manish, how does that sound in ratios?

An 800 sq. ft. shop doing this kind of revenue.

I think you can do much better with the area you have.

- Of course. Like I said, it's the first-- - It's the hub.

The store loses money.

How much is the monthly loss on the store?

Approximately, we end up losing ₹1 crore on the store.

This heavy loss number of the first store...

If you open more stores.

It's the most expensive...

It's the most expensive retail neighbourhood in the country.

But don't you want... Don't you want to curb that

before you try to open new stores?

We took a conscious decision

because we consider that 50% of that store is for branding.

- Right. - In a large market

that you want to disrupt,

you have to take a loss leader strategy.

- There are ₹10.55 crore left. - There are three parties.

How much will be left for us?

I think ₹1 crore will go today.

- Stylox will take ₹80 lakh. - So, who else is left?

Talking Threads won't go today.

Talking Threads won't go for sure.

I feel that they would have agreed for their ask.

Then Gaurav would have said that he had some advice.

Then they would have rejected him.

I think Banana Labs may go.

If she thinks she is getting a good value, she will go.

And second deal--

Basically, no one is betting on Talking Threads.

All three left.

All three left. All three left.

It shouldn't go below ₹5 crore.

Oh, God...

- Shit! It's ₹3 crore. - What?

- So, did all three leave? - Shit!

Stylox was asking for ₹1 crore.

We should pack and leave.

If they took ₹3 crore, will we get ₹25 lakh each?

- Stylox... - All three must have left.

All three must have left.

I am sure. Or else, they would have come here.

- You are right. - No. I think two of them left.

- I think two of them left. - Okay.

Mariyam doesn't have a case.

They are holding it...

Stylox has it.

Talking Threads has it.

Mariyam doesn't have it.

- I am holding a laptop. - Mariyam is holding a laptop.

- No, it's just us. - Did you get ₹3 crore?

- Yes, ₹3 crore. - What was your ask?

- No. No. No. -₹1 crore.

They gave you more.

They said we were asking for a small amount.

As there was a huge fund, we should ask for more.

Congratulations, sir.

At a valuation of ₹30 crore,

10% equity,

we will give you ₹3 crore.

- It's a 50% increase. - At least, an increase...

Your value has increased by 50%.

- Okay. Okay. - Sir, it's a deal.

- Amazing! - All right.

- Congratulations. - Congratulations.

- Stylox. - Thank you.

you have yourself a deal.

- Thank you so much. - Congratulations, Stylox.

See you.

I was shocked.

I was like, how did this happen?

Stylox took ₹3 crore.

So, we were shocked and our hearts were sad.

Our fund was steadily decreasing.

Dhruv, we need to understand better

because we are financing burn here and not the growth.

At that location, we are just a year old.

- But minus the footfall... - Gaurav, that doesn't mean...

It's the highest costing retail area in the country.

But, Gaurav, I am saying that your products may not be for that location.

I am telling you that our flagship store is a marketing point.

My humble submission will be

get the tech part. It's great. That's different.

No one else has talked about it in this kind of traditional space.

In the next Board Room,

we will keep it very precise

to how the numbers of your first store can be improved.

And it will give us confidence that when you open other stores,

they will be profitable.

Let's focus on that.

- Okay, guys. Thank you so much. - Thank you so much.

Brand, right?

If you speak about the top ten designers...

It's a matter of two years.

Talking Threads will be talked about

as one of the top ten brands in bridal wear.

It's just a matter of two years.

There was no sense. It didn't make any sense at all.

And we know how to deal with things at arms.

We are professionals.

Do you remember the first day?

There were ₹30 crore.

Now, ₹22.45 crore have been lost.

It's like take whatever you get and get out.

This is what I am feeling.

Well, the journey is still left.

There is still a chance.

I will not squander that chance.

Now, half of us want to go home.

Because there is the Banana Club.

Their ask was already ₹15 crore.

They are in a state of shock.

So, everyone is feeling restless now.

The ones whose ask was less got more money.

Still, eight founders are left, but the amount is very small.

For many, their ask is exceeding the amount left.

So, I don't know.

No one knows what will happen.

All three left. All three left.

- Shit! It's ₹3 crore. - What?

₹7.55 crore! That's all that is left

from our ₹30 crore Fashion Entrepreneur Fund.

In the last episode, the rain of pitch coins

and perfect pricing got Stylox a very VFM, value for money, deal.

In fact, a big deal.

- No, it's just us. - Did you get ₹3 crore?

Yes, ₹3 crore.

They gave you more than your ask.

From 14 companies, only 7 are left.

Pitch to Get Rich

Let's talk about business.

In the first 5 years, 50% of start-ups fail.

But the most successful start-ups

have a clear and defined vision from day one.

The point is the founders have to show us their brand's future

through a new product variant.

To do this, every company will have to make

a full-blown social media advertising campaign

to launch their new product.

As always, the challenge is quite exciting.

This time, we have to present a new category, a new variant in our pitch.

Plus, there is a twist.

We have to launch an ad campaign for that.

I think it will be very challenging to launch a new variant.

Philocaly is trying something to mix our strength and the new variant.

Then it wouldn't be a completely uncharted territory.

We don't want to be found in the middle of the sea with no lifeboat.

Do you think it's something you can do?

Are Mohak and you going to be up for the challenge with me?

I mean, it's going to be very difficult...

- Yeah. - ...but we will love to do it.

Yeah. Yeah.

We had two days to launch a product.

This is not easy.

So, what if we could just make a towel?

Because we don't have it. We can launch a new towel.

Towel fabric will fall under the shirt category.

What is the new category here? What is the new variant?

Initially, we were blanked out. We didn't know what to do.

We were thinking about Naira. Why don't we launch it on the show?

- Yes, sure. - I mean, the garments are...

We were very clear that

if we expanded our collection and made something meaningful

it will be something that we actually intend to do,

want to do and will do it with a launch on the show.

We have been boxed into Indian wear.

Like, we are a very Indian-centric brand.

But I want to break out of it.

This time, we want to go sexy.

We want to go fun. We want to go crazy.

So, in terms of variant, we have to take something different,

but still in sync with our brand.

What are you doing, Kirti?

I am unable to figure out what to do now.

We are brainstorming. Let's see what we can do.

Yes.

I think there are a few things

that I have been wanting to do for a long time.

In terms of launching a new category, maybe.

Or launching a new collection or a line.

Or maybe changing the game.

Now, I have the opportunity, I have the time, and I will go for it.

Our product was decided.

Then we thought about how to design an ad campaign for it.

We had to shoot, direct and edit the ad on our own.

An ad is not about spending money.

An ad is something that is not expensive

but communicates with the consumer properly.

In this social media campaign, I am wearing two hats this time.

One is the director's hat.

And action!

Yes, this is good. Good. Good.

I am acting in my own campaign.

I am getting a chance to discover a new side to myself.

I could have found it only on this show.

When we shoot a normal campaign, our shift is 10 hours long.

You have two hours, and you have to present an entire ad campaign.

Just five minutes.

No. No. I can't do it like this. This is not done.

If somebody else has taken more time,

I am going to do my whole thing.

You have five minutes.

I can't do it in five minutes. It can't happen in five minutes.

I want this one, not this one. And she is fixing her make-up.

The girl is going shopping... She will enter from here.

Action.

There are four to five cameramen,

and everyone was looking at me for directions. What was next?

With so many people talking, I am getting confused.

Smoke...

Smoke to the floor. Blow the smoke lower.

Lower it.

I was yelling at them to switch off the smoke machine.

I wanted them to lower the smoke. They didn't listen to me.

And it was late in the night. There was smoke everywhere.

Our collection is so beautiful,

and what we have shot until now doesn't do it justice.

In my variant, there are two products.

And I want both of them to be showcased.

We have to shoot two ads in three hours.

Fab.

Beautiful! Beautiful! Beautiful!

We have to get the messaging right.

If the message is translated, it's great. If not, I am stuck.

Cut. Cut. Cut. Thank you.

We have a campaign in mind. We know our message

and how to translate it onscreen.

But how do we shoot it now?

It was quite challenging for us.

- Is this size okay? - This is the biggest one.

So, why is it not standing?

You have to make it stand.

It fell asleep again.

It will happen. Don't worry.

It's a little naughty, but when you watch it, you will relate to it.

His imagination is going somewhere else.

Keep one of them on the sand.

My shoot is going terribly. It's a mess.

I am really, really upset.

I am on the verge of crying. I don't know what to do.

Remove the background flex.

We set up the flex and opened it. It was full of fold lines.

We removed the canvas and put up a white canvas there.

It was a disaster. Disaster!

I just can't shoot in this.

Instead of making bad imagery, we shouldn't make it at all.

I don't know. It's not looking nice.

We found envelopes on our tables.

We were invited to the Mecca of menswear

by none other than Mr. Gautam Singhania.

Beautiful. It's my dream to have a store like this.

Then entered Mr. Gautam Singhania.

Hello, sir.

- Hello. - Good afternoon, sir.

As soon as he entered the room,

the aura was different.

Welcome.

Then the questionnaire began.

How can a brand stay relevant for 100 years?

A brand stays relevant when you innovate continuously.

Secondly, you have to give your customer value.

Forget about the price.

Today, look at this range of ethnic wear.

Compare this line with anyone in India,

I can guarantee you that my range is the best.

What are the things you consider before launching a variant?

Is there any commonality to be considered?

It has to fit the DNA of your brand.

Yes.

Now, in the business of fabrics,

if we launch a new silk collection,

- it will be a variant. - Yes.

But it fits in the overall DNA.

So, we are so into the printed silk

that we bought a specialised machine.

We started with silk, went to cotton

and now we are doing the same with linen.

Wow.

Now, what is its variant?

- I can go to the home industry. - Right. Right.

So, you have to start thinking about how you can do it differently.

- Correct. - Good?

- Thank you so much, sir. - Thank you so much.

It was amazing.

His every answer made this clear.

Don't leave the quality behind. The customer won't leave you.

That was the key takeaway for me.

Welcome to Pitch to Get Rich red carpet.

Our Angels

will evaluate the advertising campaigns of the founders.

Two very special guests will join the Angels.

First up, the very beautiful Shibani Akhtar.

I am so excited to see what the founders have in store.

I have heard so much about it already,

and I can't wait to get in there and see even more.

Now, we have the man behind Pitch to Get Rich.

The very suave,

the founder of the Fashion Entrepreneur Fund

please welcome...

Mr. Sanjay Nigam.

Mr. Nigam, how do you feel? Your own Pitch to Get Rich,

your idea, your vision, it has been brought to life. How do you feel?

Very emotional.

I mean, it's been four years of planning and working.

What I am seeing is better than what we thought about.

So, it's emotional... It's a victory mixed with emotions.

- Hello. - I love what all of you are wearing.

- Black and red. It's perfect. - Men in black. Men in black.

- How are you? - I am good.

It's good to meet you.

- Hello, everybody. Firstly... - Hello. Hello.

- Mr. Nigam. - Yes, ma'am.

Welcome to your own show.

Genuinely, I have to say that he is

one of the few in the fashion business

who is here to reshape and redefine

young fashion entrepreneurs.

So, thank you so much,

- Mr. Nigam, for doing this. - Thank you. Thank you.

Well, of course, I would also like to welcome

the very, very lovely Shibani Dandekar Akhtar.

Thank you so much. Thank you for having me here.

Shibani, do you know what is exciting for me today?

It's to hear you speak Hindi.

- I will try. - Yes. Yes. Yes.

- Try. - I will try my best.

Mr. Nigam, we began with ₹30 crore.

Today, we are at ₹7.55 crore.

There are a few brands whose ask is more than ₹12 crore.

So, I believe this is very interesting.

- Yes. - Fight, get the money

and grow your business.

Then it will be fun.

I think it's going to be exciting.

Malaika, what is today's challenge? What is today's pitch?

Well, today's pitch is a product launch.

A product variant.

They will be doing and launching their very own social media campaign.

It is a first for them as well.

- Excited? - Yes.

- Very much. Everybody? - Very much.

Coming up first is Talking Threads.

Shibani, they do bridal occasion wear.

They are trying to tap into a market which is

cheaper than Manish.

- I mean it's little more... - Just a little. Just a little.

The name is perfect. Talking Threads.

Pearl and Gaurav,

are you ready to show us your social media campaign?

- Absolutely. - All right. Let's have it.

My bride, she is my kindred spirit.

Confident, self-assured, brilliant.

Naira.

- Very nice. - Nice.

- Oh, nice. - Looking very nice.

That's a vibe.

What is Naira?

A celebration of the inner glow.

I think that my bride is a confident, self-assertive

and a new-age woman. She is intelligent.

Her inner confidence actually lights up everything around her.

What is the price of the outfit the model is wearing?

It's ₹1.19 lakh.

A very nice price.

- Thank you. - They are a hit today.

Can I have a look at it closely, please?

It looks really... It looks really nice from here.

- I would wear this dress. - Yeah.

It's gorgeous.

In fact, I would like to wear this dress.

I have a show on the 14th. So...

We would love to do that with you, Shibani.

Manish, Shibani and Malaika...

All three found it beautiful.

I mean, they found it immensely beautiful.

For the first time, Malaika got up to see our garment.

If you will believe it...

She got up for the first time to see our garment.

Until now, she used to look at them from afar.

But, sorry. I am a little confused.

You have an Indian wear line already.

It says here, wedding, occasion wear couture label.

- Correct. - So,

I am trying to understand how this is a variant.

Because you have got Indian pieces within this collection already.

This is bridal wear.

- This is not a cocktail wear. - Yeah, this is bridal.

It's looking bridal.

It's looking like what they have been doing all along.

Who is going to wear that to a cocktail?

This gown... I would have liked to see more of this.

Because that to me is the variant.

This is not a variant.

They were customising it for a bride,

but today they are launching a collection...

- The variant, which is the cocktail. - ...of the variant. Yeah.

We are specifically targeting that music ceremony day.

- Yeah. - Understood. Understood.

Your brand, your ad and what you have displayed...

They are not matching up.

You are taking so much time to explain your product to us.

- That's the problem. - If you put this up on social media,

people won't understand what is going on.

One thing that I feel is that the product does not look new to me.

This has been done by us for years.

So, the storytelling should have been new.

- I felt no thought went into it. - Right.

I felt that the models wore something and walked.

There was nothing to differentiate that you do the ceremonial things,

but today you wanted to show a different variant, which is cocktail.

So, I won't give you my buzzer.

Fair. Fair point.

I just feel the creative concept to bring out what you wanted

to convey was not there.

So, I am going to hold back my buzzer as well.

They will be enraged. They will leave the show.

I am scared that they will start breaking things here.

Gaurav is going to be so pissed.

I think Priya looks stunning. Great choice of model.

But that's not the challenge today.

I wish the challenge was to pick the right model.

- So, are you going to hold back? - Hold back, yes.

That reel doesn't meet my standard.

That reel doesn't meet Pearl's standard.

That reel is a failed task from us.

If you screw up, you take the punishment.

What did you think of the ad?

Wasn't it basic?

They missed the brief.

There was no revelation.

They showcased the product directly.

- The product was on the screen. - There was smoke.

There was smoke, video and...

Pearl won't talk at all.

She will be like, "Get lost."

Hey, Pearl. When did you come?

It's been five minutes.

Come here. We will make you feel comfortable and good.

Sit with me for five minutes.

You will laugh and forget all your sorrows.

Up next is DMOdot.

It's a menswear shoe brand.

Oh.

Are you ready?

- All right. Let's see it. - Yeah. Excited.

Straight to the Board Room.

- It's creative. - It's lovely. I love it.

Oh!

Oh...

Oh...

How much did you enjoy that ad?

- I love it. - I love it!

Were you launched as an actor?

- What a risqué, sexy... - Yeah!

So, ultra chic!

- Shall we see the product, guys? - Yes.

- I want to see it. - Go ahead.

I want to ditch my uncomfortable shoes and try on these.

Perfect size and I am keeping them.

That's it. His womenswear will be a hit.

Shibani wore it. Now, it will be a hit.

I was relieved.

My campaign was successful.

My footwear was successful.

It has got the love it deserves.

- Look at this, Manish. - I love it. I love it.

Abhishek, today is about the product and about the ad.

And I think you have done a brilliant job.

- Thank you, Manish. - Let's talk business.

Thank you. Thank you.

The minute that ad started playing,

the second she stepped out of the car barefoot, I was sold.

There weren't any shoes on her feet.

So, I really like the way you have gone about thinking

about your female audience.

I love these shoes. I am keeping them.

And I am also saying, let's talk business.

Thank you.

Abhishek, I think the last time we met in the Board Room,

we negotiated on valuation.

And we needed to understand how to get to a higher number.

I am very selfish in saying that...

I want to hear more pitches so I can get closer...

- I mean, come on! - Come on.

- It was such a good pitch. - I know.

- You have done a great job. - It was a good pitch.

It's like a needle for me.

The needle is moving closer to valuation.

Do you think if you get to make another pitch,

your chance to ask for more

- is possible? - It is possible.

You have my buzzer for today's pitch.

But do you want me to press the buzzer

based on the fact that this will be your last Board Room?

After seeing the pitches and valuations of others on this show,

I thought my ask was wrong.

Even after that, if someone tells me to take only half of my ask,

I am surprised.

But do you want him to press the buzzer?

If you are giving me the valuation, yes.

Darpan, he wants the ask.

Are we at the ask, or are we a little bit below?

We have ₹7.55 crore left.

Your ask isn't ₹12 crore.

You aren't Banana Club.

It's enough that Banana Club has so many fans!

Every single episode and challenge has increased your valuation.

- Absolutely. - So, according to me,

it's stupidity to bring you into the Board Room today.

I think it was very smartly played.

You eliminated the discussion of the Board Room without taking any chances.

So, I will withhold the buzzer.

He is not at the ask right now.

If I want to invest in your company,

I will invest in what you were doing.

Mr. Sanjay is very good.

He speaks on the point.

Today he will rip everyone in the Board Room.

Your vision and the product's future are great.

But I believe your future is even greater.

I can't see it.

So, let's do it again.

- Take more money. It's okay. - I am a hustler.

I have been doing that for the last seven years.

Showing myself more on a daily basis.

Showing up on a daily basis.

My brand has evolved a lot more in the last four weeks

than it has in the last six years.

That's what I am saying, Abhishek.

So, continue. Continue evolving until you reach the top.

Yeah? See you at the next pitch.

- All the best, Abhishek. - All the best.

Thank you and the shoes look lovely on you.

Thank you so much.

So, the next brand is one of my favourite brands, Shibani.

- Manish Loves Kiki. - Okay.

She is a lovely girl named Kirti.

She makes great clothes.

They are resort wear, very feminine,

very sweet, slightly Anthropologie-ish.

Sounds like you have a soft spot for her, Manish.

- Yeah. Yeah. - Oh, yes.

All right. Should we have...

- I love Kiki? - Love, Kiki?

- Yes. - All right. Manish loves Kiki.

So, let's call Love, Kiki.

All right. Come on.

Bags. She is doing bags.

No.

I am guessing bags. Right?

No, they are dresses, not bags.

- I am confused. - I am confused.

Because we are confused. I felt...

- Was it for bags. Right? - Or a new line of clothing?

I think Not So formal is a line.

Love, Kiki is presenting formal wear,

which is different than what we are used to seeing.

They are not the same classic designs.

Something not that generic, but something more fun,

with ease and comfort that helps you express yourself.

Okay, now I get it.

Kirti, this doesn't look like a variant.

This looks like another collection that you have created.

- Okay. - So, maybe what I am seeing here

was your first collection and that is your second collection.

So, I think that's where the variant

becomes a little complex and confusing.

You know, only seven people are left.

The remaining fund is ₹7.55 crore.

So, what I feel is that you could have completely gone into formals.

You could have gone into sarees.

So, for me, it's not really working at all.

Kirti, you are presenting formal wear.

In it, I don't find the authenticity of Love, Kiki.

I think your campaign had nothing unique.

- The ad film that you showed us. - Okay.

It's true. It's a collection video.

- Will they say the same to me? - They might.

It means we won't see you in the Board Room even today.

- Sir, can I add one point, please? - Please.

Love, Kiki is an idea.

Kiki is about your own self.

You know, expressing yourself.

So, a collection needs to be launched which has formal wear,

but it represents your unique style as well.

But this isn't formal. How is this formal?

If your campaign goes on social media,

the audience won't understand what they are watching.

- In that perspective, I think... - Correct.

Dhruv?

One interesting thing about the campaign

- was that you shot it on the set. - Yes.

- Yes. - Yeah.

That was the one good thing about the ad. Sorry.

But that was a very brutal one.

Rough. Rough. Rough.

Up next we have Philocaly.

It's a bespoke menswear brand.

- Shibani. - Yes?

Think about Farhan. He may want something.

- So, feel free to splurge. - Got it.

All right. Up next is Philocaly.

The way Philocaly has changed the game, they will clap.

- I love his video. - I haven't watched it.

- It's the suspense. It's so cool. - Shrey will go in.

Shrey, we would like to see your product variant.

- Absolutely. - Are you ready to show us?

- Yes, absolutely. Very excited. - Show us.

- Oh, nice! Nice! - Wow!

- That's a good touch. - Wow!

Whoa!

Lovely! Lovely! I loved it!

Thank you.

This is your best pitch thus far.

- Thank you. - You doubled your target market

by getting the female customers.

You weaved in the point of view of your brand in the beginning

by creating that mystery. "It's a man's game."

- Going ahead from there-- - Superb!

And the way to unravel...

I mean, incredible.

- Multiple buzzers. - Strongest performance thus far!

Thank you! Thank you so much.

Shall we see the product?

- We haven't seen the product yet. - Yes.

That's true.

You know, Shrey, what I love about your advertising campaign

is that you don't need to say anything after seeing that.

Yeah, that was the idea.

I mean, we hit our buzzers before it was even over.

Thank you. Thank you.

You can see that only two women on this panel are wearing suits.

- Exactly. - So, you have us

as your audience already.

And this is the kind of stuff we need to see more often.

So, instead of dressing just my husband,

you are also dressing me.

- I love that. It's a one-stop shop. - Thank you.

- Thank you so much. - It's a great idea.

If we talk about the product, I think it's fabulous.

- Thank you, sir. - If I had to score you out of 100,

I would have scored you 200.

- Wow! - Presentation, styling...

The way you started talking about menswear

and the camera turns into... It was so dramatic.

- Yeah. - It's really well done.

- Thank you, sir. - You have done an excellent job.

- Thank you. - And my buzzer is always with you.

- Whoa! - Thank you! Thank you so much.

Okay, you got five buzzers.

Only one is left.

Tell me the price range.

So, the blazer is for ₹15,000.

The waistcoat is ₹7,000 and the trousers are ₹9,500.

So, roughly, it's ₹30,000 for the full set.

Darpan, were you hasty?

Sanjay, I know you are concerned about the pricing.

Pricing... I am not convinced with the pricing.

But, Sanjay, we can talk about it in the Board Room.

First, bring him to the Board Room.

- Okay, let's meet inside. - Oh!

- Fantastic! Well done! - Superb, Sanjay.

Amazing! Amazing! Amazing!

I got the six buzzers.

The elusive six buzzers, for the second time, finally.

It's a dream come true because this is what I had hoped to get.

Up next, I would like to call Linetribe.

Oh, nice. His fashion is edgy.

Yes. It's edgy, high fashion.

So, let's see what his product variant is.

Let's go for it.

- Whoa! - Whoa!

- Okay. - Wow!

Didn't expect that.

Love is a cult.

To be connected. To be loved.

To find your tribe.

Cult, the new fragrance by Linetribe.

- Oh. - Interesting.

- Fascinating. - So, there are two fragrances.

Well. Well. Well.

A day and an evening fragrance.

One is lighter and softer and the other one is more intense.

- So, Neon and Cult. - And Cult.

- We must talk business. - Whoa!

I feel, to think out of the box

and to create something which is so international...

I think that itself is so commendable.

- Thank you. - I would love...

Love. Love. Love. I would love to talk business.

- Whoa! - Thank you so much.

- Let's check it. - I would like to see it.

- I would like to smell that as well. - I was just going to say...

I think the Angels are actually liking it.

And I think they are quite blown away.

One is Cult and one is Neon.

- This is too floral for me. - I love this one.

- I think you may prefer Neon. - Oh, I love Cult.

Oh, you like Cult? Oh, wow!

I think you amazed all of us.

You brought out a category that we didn't expect.

- It was most unexpected. - Unexpected.

- Done beautifully, as well. - I am excited to talk business.

See you in the Board Room. Let's talk business.

- Thank you. - So, Gaurav, the variant you chose

is quite interesting.

It's because the beauty business is a billion-dollar business.

That's right.

So, by catering to that audience, you are growing.

And I think that growth is really interesting to see.

- Right. - I loved it

and for that, I am going to say, let's talk business.

Thank you so much. Thank you.

Gaurav, how long have you been a designer?

It's been a long time. It's been 10 to 15 years.

I have known Gaurav for 15 years.

- Do you know him? - You have known me for 15 years.

So, Sanjay, are you calling him to the Board Room or not?

There is a small hitch.

He has done this for 15 years...

- He hasn't made it yet. - He hasn't made it yet.

I get that.

- And... - No. Mr. Sanjay, I would say

that in the life and journey of an entrepreneur,

it's not mandatory that every project, business,

endeavour or every film will have the same success story.

What I have learnt from my journey...

Whatever worked and whatever didn't work...

I have learnt from it all. It has made me focused.

Gaurav, I liked your statement.

Business is never built only on success.

Absolutely.

And the one who accepts failure and says with a smile,

"Let it be. I am there." So, you have done that.

- I mean, it's fantastic. - Thank you, sir.

Gaurav, I think the challenge today was to come up with a variation.

And a more different and varied product

is hard for me to understand from the challenge's perspective.

- Yeah. - You tell me, Mr. Nigam.

I think, for me, the challenge has been won.

- Yes, he took a risk. - Yes.

- And business is run on risks. - I think...

Shall we press the buzzer together?

- Three, two, one. - Wow!

- Wow! - Welcome to the Board Room.

- Awesome. - Thank you so much.

For 15 years, you have been working.

Perhaps you didn't get the recognition.

You have tried various things.

- Right. - Do you think this platform,

Pitch to Get Rich, is giving you that recognition

- that you are looking for? - Hundred percent.

Obviously, it's a platform where we can show

different facets of our brands.

It's not a one-directional platform.

And of course, the fact that we can speak to experts

and receive expertise is invaluable.

So, I am really thrilled that I got this chance and met all of you.

I could show you what I could do.

Wonderful. So, we will see you in the Board Room.

- Certainly. - Good. Very good.

Thank you. Thank you so much.

- Bye. - See you in the Board Room.

The time is running out. The money is running out.

It's the apt moment to do my Board Room meeting.

Negotiate for it, take what you are getting

and get out.

Finally, two brands have gone to the Board Room.

- There are two brands left. - Two are left.

If Banana Club goes in, it will be difficult.

I am fine with the others as the fund will still be remaining.

Up next we have Banana Club.

- Oh, interesting. - The big boys.

- The big boys. - Shibani,

Banana Club is a fast fashion for menswear.

- Let's go. - Okay, we are going!

- We are going! - All the best.

- We are going, pal! - All the best.

And they were one of the first ones to come into our Board Room.

Their ask was for ₹15 crore. We were...

- At a ₹300 crore valuation. - At a ₹300 crore valuation.

- Which is too high. - We offered them ₹7.5 crore.

However, they turned it down. At this time,

we are at ₹7.55 crore. Right now, they don't have an offer.

- There is not enough money. - There is not enough money.

What's interesting is that, I think we all expect

the variant here will be the womenswear.

- Yeah, I hope they don't do that. - But...

- Now, we don't know. - Let's see.

Only one way to find out.

We are very curious about your variant.

- Shall we? - Let's watch it.

Fruit?

Fruit?

- Is a fruit their variant? - It's really going bananas.

Oh, sweet!

- Okay. - Curves.

Celebrating, curves.

- Plus size. - Oh, plus size.

Oh, nice!

- That ad was fantastic. - Thank you.

- It was brilliant. - Yeah, it's a brilliant ad.

What sizes do you have currently?

We do from S to 3XL.

- Okay. - Now, we are starting a new category

from 3XL to 6XL.

If there is already a market

for these larger sizes,

- why do you not already have them? - Yes, same question.

Yes. Ma'am, our excuses were limited.

We had set a limitation according to the fund we had.

Now that we are already doing good in the regular-size market,

we thought this was the right time to expand it with our experience.

I am not convinced by this variant.

I don't see the variant. I don't see the...

What do you want to showcase? I don't find a difference at all.

- The campaign and the bag are good. - The campaign is great.

- You are great, but... - Today's pitch is a little weak.

I mean only ₹7.50 crore are left in the fund.

Today you should have done something extraordinary.

- Today it was your... - Weakest.

...weakest performance.

It's the weakest pitch in the last six episodes.

Are we all not pressing at the same time?

- No, I am sorry. I can't. - I think not...

Because we expect a lot from you.

I think they should be sensitive, guys.

This is a very sensitive topic.

I want you to give inclusivity a basic priority in the future.

You are going to be a national brand.

You should never criticise someone for their form.

You shouldn't assign them a special category

as a variation instead of a basic need.

But other than that, yes, definitely...

see you at your next pitch.

We didn't get a single buzzer. It was quite the shock for us.

Today I am not happy with the Angels.

The sorrow of not getting a single buzzer...

I will drown it with alcohol.

Oh, you cannot say this.

Didn't you get any buzzer?

They are used to it. We are not.

Can we please have Banana Labs, our mother-daughter duo?

- Hi. - You are looking different today.

- Thank you. I've a new avatar today. - Yes, totally. I can see that.

- So, is that your new variant? - Yes.

- Wow! Let's see your ad. - Okay. Let's go.

Where sexy meets conscious.

Fabrics that love your skin.

Let your skin breathe.

Marina.

Resort wear by Banana Labs.

Marina.

- Nice name. - Nice name.

Even this ad is a done-to-death ad.

I think my name is the best. Naira.

Wow, nice.

I love the bag.

- The bag is cute. - I love the bag.

Thank you.

What is the price point in this?

So, how much would the transparent T-shirt be?

Again, it's at an affordable price point.

- So, like ₹2,500. - Is it transparent?

- Yes. Yes. - It is.

Dhruv, it's transparent.

- You have to wear it now. - I will check it out.

- Can you try it now? - Can you wear it right now?

- Can you change here, Dhruv? - Please.

We are doing a little test of the beach bag.

- Yes. I love the beach bag. - God, I love the way it opens.

When I go to Goa, I need this bag.

- This is fab. - Lovely.

- See, how it opens. It's easy. - Yeah.

It's perfect.

Do you know what is beautiful about this whole brand?

It is made out of block print.

- Very interesting, I think. - Coming from you, it means a lot.

I was not expecting resort wear from you.

- This is Banana 2.0. - Yeah.

- Mariyam 2.0. - Yeah. Yeah.

Mariyam 2.0 is a mermaid.

Mariyam, what is the market size of resort wear?

So, sir, this...

I am not sure about that. I didn't do a thorough research.

He is asking for very specific numbers. Market size.

- In terms of money. - Money.

He wants to know if the market is worth a billion or two.

If you do a basic comparison with Love, Kiki,

saying both brands are resort wear, it's very expensive.

It's not resort wear. It's occasion wear.

I never said it was beachwear.

No, I won't say this in Love, Kiki's defence.

But their brand includes embroideries.

But do you know what? I feel... There may be embroidery,

but it's not needed. Some of it is just not necessary.

I would much rather buy this cheaper, nicer

and breathable attire that has an Indian touch to it.

So, I would definitely... I would definitely go for this.

- Thank you. Thank you so much. - And I feel let's talk business,

my dear Banana Labs.

Thank you. Thank you so much.

It was very unexpected. You know, I never thought

that you'd go into this glamour zone and do something different.

So, I think we should really talk business.

Darpan, what are we thinking?

I think your variant is amazing.

I am not pressing the buzzer because the campaign

didn't give the knockout punch.

Mariyam, what is so special about it?

I think your earlier outfits of block printing

were more distinctive to me.

Skin is our largest organ.

We should let it breathe.

What we are trying to do here is to make natural fabric accessible

and let your skin breathe.

I love the idea in terms of the variant you have selected.

But for me, the result isn't landing.

Shibani, like honestly... You took the bag. So...

It really doesn't add up.

Like, it doesn't add up.

Just saying, she took the bag.

Shibani, thank you so much for coming here today.

You brought a glow to our show.

- Thank you so much. - I hope to see you soon.

Thank you so much for having me. This has been a fantastic experience

and I think what FEF is doing here is just incredible.

- Thank you so much. - So, I am coming back

- the next time you call me for sure. - Oh, wow.

Thank you so much. Thank you. Thank you.

All right, everybody. Follow me.

Off to the Board Room.

Gaurav is not asking for much.

- Shrey is asking for ₹2 crore. - Yes.

So, after that, we will have...

If both Gaurav and Shrey take ₹2.55 crore,

we will still be left with ₹5 crore.

At least, the funding I want will be left.

So, I will be able to get it.

This time, my preparation is well-rounded.

Last time, the numbers they gave me...

They gave me homework, and I have done it this time.

- Can you repeat your ask? - Sir, my ask is ₹2 crore

- for 5% equity. - The valuation was ₹40 crore.

From what we see of last year,

we were at a top line of ₹5.5 crore.

For me, this business at this scale...

Darpan and Manish, I would say

- that's a 4x to 5x multiple. - It's still high.

I am sorry.

We will give you 4x to 5x multiple

when the business is huge and it can scale up quickly.

- So, what to do now? Multiple of 3? - What do you think? 3x?

- If we take 2.5x to 3x... - What will happen with 3x?

See, according to last year, the value stands at ₹15 crore.

No, but this year, we have already crossed ₹6 crore.

We have surpassed last year and there is still a quarter

- and a few months left. - We should give him that benefit.

How will you utilise these ₹2 crore?

I will break down the utilisation of ₹2 crore for you.

So, we want to grow the bespoke flagship and franchise business.

In the franchise, our cost of growth is quite low.

Because we don't need to spend anything.

It's just the marketing cost. There are expenses in the flagship.

For a flagship store, we need ₹50 lakh.

- Per store. - Yes.

If I open one store next year

and earn ₹2.5 crore to ₹3 crore from it,

I can rotate that money into opening another store next year.

Then we want to... As I had said it last time,

we are getting around 10-15% of revenue from RTW.

Now, all my capacity is being spent on bespoke.

So, I want to create a small stock for RTW

to increase that 10-15% to 20%.

- What is the value? - What is that?

How much do you want to invest in RTW?

I need to invest around ₹20 lakh to build the stock.

After considering this year's revenue, his valuation

- will stand at ₹20 crore. - Shall I make an offer?

- Yes, we will. - I think ₹20 crore.

And if you dilute 5% of equity,

take an investment of ₹1 crore.

So, ₹1 crore of investment at a valuation of ₹20 crore.

Correct.

And the equity will be 5%.

For the valuation, I feel that the multiple we are considering

is not correct for me.

The last quarter, which is the heaviest one in my business,

hasn't begun yet and I have crossed last year's number.

Today you are a break-even business.

We said 5% equity for a ₹1 crore investment.

- Correct. - Shrey is proposing

3.33% equity for ₹1 crore investment.

We have given him a valuation of ₹20 crore.

Shrey is asking for a valuation of ₹30 crore.

- Shrey, in these situations-- - If we can meet in between,

that will make me honestly happy.

Of course, I respect the panel.

- Will you give us a minute, please? - Yes, can you just give us a minute?

Give us a minute, please. Thank you.

Invest ₹1 crore, take 4% equity

and give him a valuation of ₹25 crore.

I think it should be 5%.

- Even I think the same. - I feel that.

I feel that.

Well, look, all the Angels will have to agree to a number.

Numbers. Numbers. Numbers.

You have to justify each and every number.

And if you don't justify, there is a lot of pushback.

Okay, let's call Gaurav from Linetribe.

A boardroom is not my favourite place to be.

But I knew this day would come.

Gaurav, I have a simple question for you.

- Yes? - Why should we invest in you?

Your revenue is ₹16 lakh. Your valuation is ₹5 crore.

I don't get it at all. You had a partnership. It broke.

The customers you had brought in with hard work...

You couldn't retain them. As an entrepreneur, how many...

- Around 10-15 years. - Around 10-15 years.

I mean, ups and downs are constant,

but a revenue of ₹16 lakh is no business.

- Let's be real. - Let's be honest.

- We can't see a glimmer of hope. - Yes.

I had a brand which was successful and profitable.

It was called Gaurav & Ritika. We were partners.

We had to go our separate ways for various reasons.

After that, I have worked a lot in the industry.

I consulted with a few brands, including Urvashi Kaur.

I was styling campaigns for brands.

During which year the brand, Gaurav & Ritika, was active?

- It was from 2012 to 2015. - 2012 to 2015.

- Yeah. - And then, Gaurav the freelancer

was from which year to which year?

- From 2015 to 2021. - And then, Linetribe?

- From 2021. - From 2021 to today...

And within that, there was a store closing and opening, right?

- Which year was that? - We had the store from 2021 to 2022.

It was the hardest time. The COVID time he had a store.

And right now are you selling out of pop-ups

- and exhibitions? - Yes.

- And the MBOs. Yeah. - The MBOs.

Gaurav, will this be a fair depiction

of your career the way you described it?

From 2012 to 2015, your label was doing wonderfully well.

After creating a label, you were freelancing for five to six years.

You had already started your journey as an entrepreneur.

Another down. Then you opened Linetribe.

Yes.

With the store, the sales picked up.

After the store's closing, you went down again.

- You are trying to bring it back up. - Correct.

- Correct? - Yes.

Now, I think that as an investor, when we look at the graph,

there is something called a hockey stick graph.

It is like this.

There is something called a linear graph, which is like this.

- This graph... - What is this called?

- This graph is... - Scenery.

- Scenery. A mountain graph. - Mountain.

And this graph is in a range of 12 years.

We understand that people have ups and downs in their lives.

There are failures. Everything happens.

Absolutely.

We still want to understand

his reasons after 2015.

So, when you invest the money,

you invest it in the founder and the brand.

- Correct. - Absolutely.

What are the drawbacks of the founder?

We need to know it. However, you are not telling us about them.

The questions and answers...

Look, I knew that it was a tactic.

Despite that,

you know you get emotionally affected by the tactic.

- Gaurav, we have an offer for you. - Okay.

At the valuation of ₹1.33 crore, with 15% equity

for an amount of ₹20 lakh.

No, you will have to do better.

I mean, I don't know what is stopping him.

There can't be a better offer.

It's your wish to refuse the money.

But if you look at the optics of the show,

if you don't accept the money, your dreams won't come true.

Gaurav, if a deal has to be made, the way you should think is...

you will get visibility through the show.

- Yes. - Your distribution

will increase in multiple outlets.

And your designs are great.

- Right. - Right here.

Right now, your valuation will be very low.

So, why take more money when the valuation is low?

So, my suggestion to you is...

What is the least amount of money you need?

I feel this treatment is unethical.

You have given money to so many people.

Frankly, they didn't need it.

How can you give my brand, a brand that has been on top

for all the episodes, such a small valuation?

Can't you trust me at all?

- We are almost at the end. - Yes.

Only a small amount is left. I mean, the fund is less than our ask.

There is confusion about what will happen next.

It's like, what is in store for tomorrow?

- Oh, God... - Take whatever is left.

- Oh, my. - It wasn't much.

- One person? - It's Gaurav. Gaurav is gone.

- Did only one person leave? - This is wrong.

₹1.20 crore.

When we saw that ₹1.20 crore was deducted,

we were a bit happy that not a lot of money was spent.

You know, in Pitch to Get Rich,

they get more than what they ask for.

- Whoa! - Whoa!

- Oh, both of them got it. - Oh!

If both of them got it, why didn't the counter go lower?

- Okay... - They cheated a little bit.

- Congratulations. - But you had fun.

Yeah, I had fun.

Gaurav, say yes. Don't think.

Look at the value you are getting.

You are getting Manish. You are getting Malaika.

You are getting Dhruv. You are getting Darpan.

This value is more than what you are asking for.

Let's do 2.5 and maybe we can do double digits.

- Okay. - Are you saying this?

Do you want a valuation of ₹2.5 crore for 10% equity?

Are you saying this?

If we do it at 12.5% equity for an offer of ₹20 lakh...

₹1.6 crore.

So, the valuation will be...

₹1.6 crore.

See, according to me, in an incubation deal,

if 12.5% is being diluted, most of the equity is with you.

Don't think about the money you are taking right now.

So, how much money are you giving me?

It's ₹20 lakh at 12.5% equity.

- Okay. - So, it's a good deal to me.

I think 12.5% dilution leaves you with the majority

of 87.5%.

Okay, let's do it.

That was long, but congratulations.

- Congratulations. - Thank you.

Okay. Perhaps anger was visible on my face. I was irritated.

I was sad as well. I feel it was an unfair negotiation.

Okay, I see the benefit. I will work on it.

Linetribe, your pitch has got your company rich.

- Thank you so much. - Congratulations.

I look forward to you...

- Congratulations. - Building the brand.

All the best.

Thank you.

An investment of ₹1 crore

for 4% equity and a valuation of ₹25 crore.

- We met in the middle. - Yeah.

- You were at 30. - You were at 30.

- And this is the last Board Room. - Yes.

The final offer.

I think let's do the deal.

- Okay. - Congratulations.

- Congratulations, Shrey. - Congratulations.

- I think you made the smart choice. - Congratulations.

- You made a wise choice. - Thank you.

- Thank you so much. - Shrey.

Your pitch has made your company rich.

- Thank you. Thank you, sir. - Yay! Wow!

- Congratulations. - Thank you, sir.

- Congratulations. - Thank you.

When Mr. Sanjay handed me the briefcase of Pitch to Get Rich

and shook my hand,

I had a chill run up my spine,

and I was like, "We have arrived."

It's a fair deal for me.

I got the valuation that I wanted for my brand.

- Guys, congratulations! - Thank you!

- Thanks, pal. - Thank you so much.

Now ₹6.35 crore is left.

Again, my ask is ₹90 lakh.

I will stick to that.

₹6.35 crore is left now. It's a bit scary.

Still, five brands are left.

I don't know if everyone will get funding or not.

The fund was already depleting. It has further reduced now.

So, there is a saying that goes,

"Don't expect financial aid from the poor."

So, we were in that condition.

Our job is to show our talent.

We are doing it.

Our work is to give justice to a brand. We are doing it.

Everything else is in the hands of the Angels.

We don't overthink. We think about our hard work.

Well, today's pitch is about product launch.

They will be doing and launching

their very own social media campaign.

- What did you think of the ad? - It was so normal.

They missed the brief.

I am not convinced by this variant.

The product is not looking new to me.

I don't see the authenticity of Love, Kiki in this.

According to me, it's stupidity to bring you into the Board Room today.

This doesn't look like a variant.

You shot this on a set.

That was the only best bit in your ad.

Sorry.

But that was a very brutal one, huh.

Rough. Rough. Rough.

The Fashion Entrepreneur Fund began with ₹30 crore.

Now only ₹6.35 crore is left today.

And the total ask of the remaining five investible companies is

₹20.7 crore. Whoa!

Pitch to Get Rich.

It's time for the last pitch.

And this means, each company gets

Board Room access for final negotiations.

But the motive of the episode

is not just entering the Board Room.

The question is who enters the Board Room first

to get the first-mover advantage on the remaining funds.

The hero of today's pitch will be a pitch table,

as in a leaderboard.

The founders' last pitch will be in two stages.

The total points of both stages will decide

who will go to the Board Room first.

Who will be on top of the pitch table,

and who will be at the bottom? As in, at the end of the line.

Hey, guys.

- Hello. - Welcome, sir. Welcome.

What a vibe, huh?

The prep room's turned into a game room today.

Today's challenge is speed networking.

You'll be joined by industry experts in this room,

who are founders, managing directors, CEOs.

And most of all, they are the makers and shakers

across different industries.

And they will ask you several interesting questions.

These questions will be curveball questions.

These questions will judge your mind and your business ability.

You take your seat at the table.

After the bell rings,

your five-minute question-answer time will begin.

The bell will ring again.

Five minutes later, this will indicate the end of your time.

You will then move to the next table and repeat the process.

But why are we doing all of this?

What is the goal?

The goal is to earn pitch points.

For every good answer you give to a curveball question,

you will get a pitch card.

One pitch card means one pitch point.

But this is not the only way to earn pitch points.

Stage two, we will welcome you back to our very own pitch room.

Remember when you showed up for your first pitch,

You had a 60-second challenge.

You narrated your entire company's history in 60 seconds.

This time we're much more generous.

You will have two minutes,

120 seconds, for your final pitch.

And the result of your pitch will be a buzzer again.

You will earn two pitch points for each buzzer.

And if you get the maximum number of buzzers

or the maximum number of pitch points...

Those points plus the first round's points

will be added to decide

which company will be at the top of the leaderboard.

The company that comes out on top

will get first Board Room access.

Which is very important.

Because we're only left with ₹6.30 crore now.

So, whichever company enters first...

It's but natural and obvious that they will have the strategic advantage.

So, be competitive, be sharp.

And enjoy your last pitch.

Let me introduce you to the industry experts you have to impress today.

Now, let's meet our experts.

Kamiya Jain and Seema Puri.

Sonali Dugar and Vanshika Lalwani.

Dilip Cherian and Varun Gupta.

Manju Yagnik and Divya Jain.

Raj Sarthak Nigam and Meghna Ghodawat.

And last but not least...

Siddharth Dungarwal and Ishita Mangal.

Okay, let the speed pitching begin.

See you, guys. Good luck.

Thank you.

Sorry.

So, that was horrible.

So, which one of you overlooks social media?

Pearl.

If people start commenting, "Cheap Manish Malhotra,"

is that a compliment? Is that hurtful?

If someone calls us, "Cheap Manish Malhotra,"

then our team will not respond to them.

Your Instagram engagements... sort of trending.

What would your move be like?

It's your online open shop 24x7.

So, we've to make sure that it is trending.

The engagement rate is at par.

We will put stories where people can choose.

Then we'd also design our collections.

We also put, "Would you prefer this colour,

"or would you prefer that colour?"

So, let me just get to the point.

Would you scale fast, doing little wrong,

or would you scale slow and take forever?

The first line of questioning felt like I was hit by a bus.

In scaling fast, you end up making a lot of mistakes,

- and mistakes come at a cost. - Not necessarily.

- You don't have to make mistakes. - Scaling fast happens at a cost.

Scaling fast happens at a cost because there are learning curves.

If you two ever have a disagreement,

or one of them cheats you,

what would be your reaction?

We've been friends for 17 years.

And our bonding is so good

that I know him better than my wife.

You are not a very good business entrepreneur.

You cannot calculate business.

So, for that, would you bring in some JV or something with somebody?

Or would you like to take it on your own?

Cheers.

- All the best. - Thank you so much.

Thank you.

When we received two cards on the first table,

our confidence in our work was reiterated.

I got a little shocked

that I didn't receive a single access card.

So, I was very nervous going to the second table.

You know, you are caught

or your designer is caught stealing designs from another brand.

And it's all over social media. What will you do?

I don't think we'll ever face this situation in our business.

This is not a therapy session. We are not asking for your opinion.

If we ever face such a situation...

Yeah, we know the problem. Tell us the solution.

You have readied a shipment.

And you find out that the entire design

has been copied from someone else.

How will you make a decision at that moment?

Then you stop doing that design.

I mean, you can't get into a legal battle. That's a bigger cost.

You get involved with an intern.

Okay.

And you find out about it.

How will you, as a co-founder, handle it?

I was not ready for this.

I didn't know what to answer.

If this is on social media,

I won't ask him to step down, but I will support him.

Because he's my founder.

He's the head of the company.

You will support him, but how will you deal with the story she posted?

What can we do?

Can I support him?

We are asking him questions. You have been speaking for a long time.

These five minutes seemed like an hour-long grilling to me.

- Are you married? - No, I am not married.

So, tomorrow, hypothetically,

you get married and your in-laws say leave this business.

What are you going to say?

No, I am seeing someone.

And the in-laws know, and they love the business.

They are rooting for me, so...

And if they don't love the business, then what are you going to do?

Good choice. I agree. Well done.

How do you think you are going to adapt

to sudden changes in the market?

Because fashion always has its phases.

We recently did a home challenge.

Then, there was a challenge for sustainability.

We made some very interesting home furnishing products,

like carpets, ottomans, cushion covers.

But if the carpets and the clothes look the same, then...

What do you think would not let you sleep?

Once you start off the journey, and you are sort of scaling.

I think the things that keep me awake at night

are the cha-ching on my Shopify.

Okay.

That is something that definitely keeps me awake.

Yeah, we try to focus on getting more and more orders.

If the orders don't come in, that also gives me sleepless nights.

But nothing worries you?

If I start worrying about things, then I will not be able to perform.

Performing is of the utmost importance.

When you perform, it keeps the worries at bay.

Nice.

During a company party,

one of your male employees harasses a female employee.

How will you deal with it?

We will support the girl.

And we'll try that the particular staff--

"Try"?

You won't fire him immediately?

We were asked extremely tricky questions.

So, what's the financial mistake you would never like to make

as an entrepreneur.

Getting the wrong investor on my board.

We would never like to burn.

We don't want to spend ₹10 to sell goods that are worth ₹1.

Actually, I've been grilled so much about finances on this show.

After this, I am going to take up a course on finance.

- Interesting. - Good thing.

Interesting.

The session went well for me

until I reached the controversial table.

After you leave with the money... Whatever your ask is.

But two months later, there's a post of a new car,

a couple of parties and travels on your Instagram.

Your investors see this and reach out,

asking what you did with the money?

How exactly will you tackle the situation?

I think I'll sell the car.

Then that's being guilty.

You have a designer coming into your store

and saying, "I want to buy your store name."

Would you be open to...

We're ready to give a franchise, but...

Not completely sold out.

Because I am heavily invested in this,

and by God, so will be the FEF.

Where do you see yourself in the next 10 to 15 years?

Ma'am, IPO.

- Very honestly, IPO. - Okay.

The quality of our product

is as good as a Manish Malhotra or a Sabyasachi.

But we're priced at 1/4th of Sabyasachi.

Are you saying, in other words, they are just charging unnecessarily?

Well done.

- All the best. - Thank you so much.

This is for you.

Are we getting a card from you?

It's the same.

- Two cards you've to give. - Yeah, yeah.

Oh, so you are not giving one.

Thank you so much.

- You can go. - Okay, thank you.

My last table was my easiest five minutes

amongst all five tables.

I gained two pitch cards,

which brought my total score to six pitch cards out of ten.

- How much? - How many did you get?

- Did you count this? - Two?

Only two?

- And you? - Only two.

I am wondering why we didn't get three.

- ...four, five, six, seven. - How many did you get?

- Eight. - Eight?

- Wow! - Give me back mine.

I got only six. I thought I was giving all the answers,

but they were tough people.

- DMOdot. - You have competition now.

When we asked everyone,

we realised that we are in the second round.

It was okay but also sad because we didn't get three cards.

It's a confidence-building measure that we have the highest points.

It's not over yet. You still have six buzzers to get.

When you get two...

We're going to get all the buzzers this time?

Is it? Such confidence?

We had the same confidence last time, and we got none!

We never had a competitive feeling against each other to date.

Now when they held this competition for entering the Board Room,

whoever is first on the table will go first.

So that is a very crucial stage now.

For each buzzer, we will now get two points.

Whoever has the highest point on the scoreboard

will go in first to negotiate.

This is a very good position

because only ₹6.35 crore is left in the fund.

Whoever goes first might get their ask.

Because if you go in late,

there might not be enough money left in the fund according to your ask.

Welcome to Pitch to Get Rich red carpet,

where the Angels will listen to the final pitches.

Joining the Angels will be Mr. Sanjay Nigam.

And also joining us is the dashing Nawab of Pataudi.

Saif Ali Khan.

- So, this is it. - Wow, it's really nice.

This is our fashion avenue of sorts.

- Amazing. - Everything here. All our brands.

This is the first one. This is DMOdot.

It's a menswear, footwear brand.

Oh, nice. Can I go up and have a look?

See how lovely Love, Kiki is looking.

Nobody is paying attention to Love, Kiki.

It's a small brand.

There's Love, Kiki, which is Manish's favourite brand.

- Manish has adopted it. - He likes the name a lot.

Wow. What's this?

- Bloom. Bloom. - Something is there. What is it?

What is it?

Gaurav, open it and show everyone.

- Wow! - Looks like something interesting.

- Says Ambassador. - "Bloom Ambassador."

Oh, wow! Nice.

- There's a card inside. - Wow.

"Dear Founders.

"To support you in your entrepreneurial journey,

"we are gifting a lifetime subscription

"to our highest loyalty tier

"so you can enjoy the lowest rates in all your stays."

- This is pretty cool. I love this card. - "Best of luck. Team Bloom."

- That's a very nice gesture. - Yeah.

- Bloom. Bloom. - Thank you so much, Bloom.

- Thank you. - Bloom. Boom-Boom.

Bloom. Boom-Boom.

Before we move ahead, I would like to tell Saif that

we began with 14 companies.

- 14 founders... - Amazing.

And the FEF, the Fashion Entrepreneur Fund,

had ₹30 crore.

And now we are left with ₹6.35 crore.

In fact, the amount in our fund is less than the actual ask

- of some of the companies put together. - Wow.

The first time we entered this room,

they were given 60 seconds to pitch.

Today they will get 120 seconds for the pitch.

And...

Earlier, they would get buzzers

for entering the Board Room.

Today, the buzzers would be for points.

Because they had an entire task

where they were asked several questions.

And depending on that, they got pitch cards.

Each pitch card was one pitch point in the previous challenge.

But today one buzzer will be equal two pitch points.

So, that can influence considerably.

Which will be added to the board, right?

Whenever someone presses the buzzer,

it will add two points to their score.

Why don't we have a look at the leaderboard?

- Yeah. Let's do it. - It's exciting.

- Wow... - "The Pitch Table."

Talking Threads is at the highest pitch point.

I know. Wow.

Malaika's favourite is Talking Threads.

Angels.

The total points are 12,

and the maximum point here is only eight.

So, actually, even Banana Labs can be on top of the leaderboard

- with our buzzers over here. - Yes.

- Because we have 12 points amongst us. - Yes.

We're going to start with our first and our final pitch coming from...

DMOdot.

Welcome back.

Hello, everyone.

Hi, Abhishek.

- Hi, sir. - How are you?

I am good.

You're in the middle of the leaderboard.

- Yes, in the middle. - So, this can go either way now.

This can go either way.

I wish you all the best.

Thank you. Thank you so much.

Are you ready?

All right, Abhishek. Your time... starts... now.

When I began my journey of selling shoes out of my car...

When this journey began,

I didn't know I would be standing on this stage.

And it is definitely a dream come true for me.

Hello. My name is Abhishek Sharma.

I am from Agra. Born and brought up in Agra.

I am the founder of DMOdot.

A bridge to luxury footwear brand that prides itself

in making the highest quality footwear.

We are a blend of classic designs with a modern touch and tradition.

That's what we try to blend, to make beautiful shoes

that tell a story.

For me, it has been a great learning.

From the first pitch, when Manish told me,

that you lack aggression.

To Malaika, telling me, "Great shoes. I love your style."

To Dhruv, telling me, "The packaging can be better."

With every pitch, I tried to make my product better.

And pitch on pitch, I tried to overdeliver.

And I believe that Pitch to Get Rich

has shaped me into a visionary from an entrepreneur.

I never used to think about myself or my brand.

Today I am here to ask for ₹90 lakh for 15% equity in my business.

And we can take this brand from being a brand from the car boot

to making a legacy brand

because I have learnt only one thing.

You can dream,

but one has to fight to fulfil those dreams.

And my fight has only just begun.

- Beautiful. - Thank you.

Beautiful. What a strong start.

- In time. - What a strong start.

- Good timing. - Abhishek...

Buddy, that was incredible.

Your evolution has been amazing.

How you articulated today versus your first pitch here.

I think... I don't know.

- Yeah, he has... - I can't believe I am saying this

but I think you deserve more than your ask as well.

- Thank you. - So, I wish you the best.

My two points, my buzzer, "let's talk business" is with you.

- Thank you. - I was also almost...

Exact same buzzer as Darpan.

In fact, he stole that moment. I tried.

The emotional chords you struck.

- The way you won everyone's hearts. - Yes, absolutely.

Malaika and I went like this, and I think that means something.

I am really excited. I hope you get to the Board Room early.

- And let's see you in there. - Thank you.

Abhishek, you have evoked an emotion in Dhruv and Darpan,

who are hardcore negotiators.

I think this was the most honest; you spoke your heart out.

And it really got me emotional hearing it

because it reminded me of the day

when I used to travel from one shoot

to another with my clothes in the car.

Your pitch really, truly touched my heart.

Thank you. Thank you.

A great man once said, "Your struggle doesn't begin when you are no one.

"Your struggle begins when you are someone."

Absolutely.

You are the guy who's fitted shoes on men in parking lots.

Sir, I feel the more you stay connected to your roots

and stay humble, the higher you can go.

I come from a place where my parents used to pack shoes for me.

So...

I think you won't quit without making me cry.

Fantastic.

Agra till now has been famous for...

the Taj Mahal.

But hopefully now it will be famous for your footwear also.

So, I wish you all the best,

- and I would like to support you. - Thank you.

Thank you, sir.

I want to see a nice home-grown brand which...

we can all feel very proud about.

So, not only do you have my heart,

you have my two points as well.

Not only do you have my heart, you have my sole.

Yes.

Heart and sole.

- Thank you. Congratulations. - 12/12.

Before you go, take a look at your leaderboard.

Wow.

- See, anything is possible. - That's interesting.

You're 18 right now. You are at the top of the table.

Let's see what happens ahead.

Thank you so much.

DMOdot got all six buzzers. We have got competition.

He is in the number one position.

But this isn't the end. This is not the end.

I am number one right now, which is the best I could do.

But now if Banana Club or Talking Threads performs better,

they will be leading again.

But if they miss a buzzer or even two,

then I won't feel too bad.

DMO's pitch...

I am less emotional when it comes to business.

It looks and sounds very clichéd.

Forget about looking or sounding clichéd.

You sound like Manish right now.

- But... - "It's a familiar product."

"Show us something else."

Up next we have Banana Labs.

I hope her mum's here this time.

I am hoping too. I am looking forward to seeing her.

It's been a while, actually.

Mariyam, how's your mother feeling?

She is slightly better.

We were looking forward to seeing her today.

Mariyam...

you are nervous.

A bit emotional because she is not here.

A lot is going on in my head.

You are missing her, aren't you?

Mariyam, I feel today...

Why don't I come there?

Are you going to stand with her?

- I'll stand next to you. - How nice. Well done, Malaika.

Means a lot to me.

- Makes me want to cry. - No, no. No crying.

- Thank you. - I am also a mom,

so I am going to be next to you.

Let's do this together.

Are you all ready?

It's all yours.

Don't you worry. I am right here, next to you. Okay.

- Go for it. - Thank you. Thank you so much.

Go for it.

Banana as in "hand-made."

We make handcrafted clothes for both men and women.

And do you know what, during my first pitch, I was completely nervous.

I blacked out. I couldn't say a sentence after 10 words.

And since then till now,

whatever boost I got in my confidence is because of this journey.

I am a confident Mariyam.

And I wrote a letter last night not only for all the Angels

but also for India. I wrote it last night.

And I am going to read it and that's going to be my pitch.

"Dear India.

"Indian Culture is called the most sustainable culture in the world

"because it's in harmony with nature,

"has respect for all living beings, and also has artisanship and craft.

"However, today India is evolving.

"But are we still connected to our roots?

"According to research,

"one in ten artisans would choose to be a food delivery app driver.

"Why?

"Unequal wages, yes.

"But mainly, they are not proud of their work and not recognised.

"For example, a Banarasi saree weaver,

"which is considered one of the most beautiful sarees,

"cannot gift the same saree to their daughters at their wedding.

"We, at Banana Labs, exist because the artisan does.

"Banana Labs is a crafts brand, which uses low energy,

"vegan fabrics and employs women and generational artisans,

"creating a proud Indian brand.

"At Banana Labs, the customer is a proud owner of the purchase,

"but the maker is prouder.

"So, when you make a purchase at Banana Labs,

"we hope you are proud that India is going to give back to its roots,

"appreciating what our beautiful economy has to offer

"and proud to our culture.

"Signing off, with love. Mariyam, Founder, Banana Labs."

What is this timing?

- All right? - Better?

- You feel better? - Yes.

She was shaking like a leaf. Now she isn't.

- Yes. - Now you got this, right?

Wonderful.

Beautiful.

I don't understand. How can this be a business pitch?

I would like to point out, keeping emotions on the side.

When you are saying that Banarasi weavers

don't get support to gift their sarees at their daughters' wedding,

I don't agree with that at all.

I think you are using marketing tools.

Because designers like us, and even bigger designers,

for years, they have supported Benares

and Banarasi weavers.

And I have to tell you, those weavers are very successful today.

And they are also making good money.

So, I feel what you are saying is not completely right.

So, I am not going to press the buzzer today.

Because, while I am emotionally with you,

I think what you are saying is not 100% true,

I'll just say...

Manish, having heard what you said, I would like to add

I think you should be given more support

because you are a young entrepreneur

and you are supporting Indian heritage.

And I think that deserves a lot of credit.

Thank you.

I don't know much. I respect Manish's knowledge in this industry.

But at least you're bringing this heritage to life.

My big ask is that you come ready with the numbers.

Because you do have my buzzer today.

And I would like to see you as early as possible.

Thank you.

Mariyam, I think I found your pitch very interesting.

Honestly. You said, "Dear India...

"This is what we have to do."

"My brand will add to the sustainability of India in this way."

I think that was a very-very interesting way to pitch.

So, for that reason, you do have my two points.

Thank you.

I believe in your brand. I really do.

And I feel if you...

For me, I follow my gut.

I follow that gut instinct of mine.

I am liking it. I will go with that.

Banana Labs, you definitely have my two points.

Thank you.

Mr. Nigam.

Mariyam...

what is your overall outlook?

Your pitch sounded emotional,

and your work is about developing the country and the artisans.

And I don't think you're running an NGO.

But we are sitting here to invest in something that becomes a brand.

So, I don't know. I mean, you'll need to explain again.

So, I am really sorry, but I will not push this.

Can we have a look at our Pitch Table?

Wow, nice.

10.

At 10 points, I am currently after DMOdot.

But I do feel like I am going to go much down

because I don't think in any of the pitches...

In the final pitch and the speed pitching,

I don't think it was my best suit.

- Up next is Banana Club. - Hey...

Yes, it's fast fashion for men.

- Remember, I was telling you. - What is fast fashion?

- What does it mean? - Quickly produced, cheap, lots of SKUs.

They change their fashion every week.

So, they test our inventory very quickly.

They will put something in the store, depending...

If one item sells, they will get six more pieces.

Limited inventory, fast turnover.

- Amazing. - To give you an example Zara, H&M.

All these are fast fashion.

- Oh, really? - Yeah.

I remember the first time I went shopping in Zara.

Actually, I was with a friend.

My wife, your friend.

Just to clear.

And we bought lots and lots of stuff,

and I was slightly nervous, that this bill... What's it going to be?

- I thought-- - And how much was the bill?

I had never shopped there before.

I thought it was going to be huge. We bought bags full of stuff, okay?

- And then? - And then it was really inexpensive.

And I was like, "Oh..."

I was so relieved.

- So, we did it again. - Wow, lovely to see

the Nawab shopping at a Zara.

- It's quite a sight. - Humble Nawab.

All right, let's call Banana Club, please.

- Hi, guys. - Hello, sir.

Welcome.

This is your last pitch, and your ask is ₹15 crore.

- But only ₹6 crore left. - Yeah.

Exactly, would you like to add something?

- You can write a cheque. - Let's see the pitch.

Okay, let's start the pitch.

Greetings, Angels.

I am Neel Bafna, the founder of Banana Club.

Greetings, Angels. I am Prashanth Lalwani, the co-founder of Banana Club.

Banana Club is a quality men's fast fashion brand.

At Banana Club, we don't just stitch clothes

but deliver a lifestyle.

We own eight stores, and four more are in the pipeline.

We are present in all major marketplaces and have our own website.

Last month, we generated a revenue of ₹7 crore.

And currently, we are delivering more than 1,000 orders daily.

Before coming to Pitch To Get Rich...

When we arrived in Pitch To Get Rich

and entered the Board Room in the first episode,

it was nothing short of a dream for us.

We were given a generous offer of ₹7.5 crore for 5% equity.

But we... politely turned it down.

Everyone said we lost a huge opportunity.

But this was our opportunity to stand by our brand and our vision

and show our trust.

Our real journey on Pitch To Get Rich began from the second episode.

During the journey, we learnt many things.

Manish sir and Malaika ma'am taught us

the importance of design and aesthetics.

Dhruv sir gave his favourite Banana Club boys a vision of scalability.

Darpan sir explained to us the game of data and numbers.

And, during the sustainability challenge,

we understood these aspects and took a step forward.

Thanks to the expertise of all the Angels,

we are now complete entrepreneurs.

We've learnt a lot from everyone.

We always implement them in our lives, we assure you that.

Before coming to Pitch To Get Rich,

our vision was to open 100 stores.

But during the episode, we met Gautam Singhania sir.

He saw potential in our brand

and motivated us to open 2,000 stores.

And that was it. Our vision totally changed.

We started with ₹100

and today we've touched the journey of ₹300 crore.

And with you, we want to make another journey of ₹3,000 crore.

Are you ready to soar with us?

- Great pitch. Great pitch. - Solid pitch.

I'll tell you, looking at your body language today...

I saw you nervous for the first time when you two came in.

- I think, sir-- - I understand why.

Because he has the most at stake.

Because we have ₹6.35 crore.

Talking Threads wants ₹2 crore.

Banana Labs wants ₹2 crore.

DMOdot wants ₹90 lakh. Others want it too.

And Board Room access, I think, amongst everybody else,

is the most critical in coming in right at the top.

Because your ask is the biggest.

And it says here, you call yourself Jack & Jones

- but affordable. - Sir, we don't, but--

But I wish in your pitch

you had worn some unique clothes.

Because both of you are dressed slightly similar.

- No, sir, we-- - In shirts and trousers.

If one of you had worn a T-shirt and jeans

or shown me a little more range.

- Of your range. - Yeah.

- Because it looks a little... - Limited.

Yeah. In my view.

Do you have more designs in your shop windows?

- Can we show Saif your store? - Yes.

Why don't we...

They have got casuals.

Because, when I'm looking at them, I mean...

We have the streetwear collection and the casual collection.

These are the new shackets that we have launched.

For denims and loose trousers.

Lovely. They are very nice.

Sir, we have everything.

A complete men's solution that one needs,

we've priced them between ₹1,000 and ₹1,500.

That's the main thing. The price.

- So, the price is the main thing. - Yes.

We want to make India stylish at an affordable price.

After that walk, I've changed my mind.

I am voting for them.

- I've been won over. - Have you been convinced?

- Because you don't look convinced. - I wasn't convinced earlier on.

- And? - Now I am.

Thank you so much, sir. Thank you so much for building our confidence.

I wish you all the best, and I'd like to support you.

Thank you, sir. Thank you so much, sir.

I don't know. Today I'm not convinced.

Genuinely. Your pitch was so cold today.

My thinking is slightly different.

We are here to make an investment.

I liked your pitch because I am an investor.

I want to see my ₹300 crore valuation grow to ₹3,000 crore.

And you are at least articulating that.

I hope you get an early Board Room access,

because if the money is over,

how much ever we want, we can't do anything about it.

So, you have my buzzer, you have my two points.

I wish you the best.

- Let's talk business. - Thank you so much.

Prashanth and Nilesh,

sometimes what happens is that we think very short-term.

But you guys are people who think long term.

Yes.

And you have ambition and dreams,

which I can 100% say will come true.

But sometimes, as an elder person

and who's been in this business,

I think it's good to be a little strict

just to push you to do even better.

So, I wish you all the luck.

But I am sorry I won't press the buzzer today.

Thank you, sir.

Today I know my buzzer has a value.

It decides where you are in the leaderboard.

So, I would like to give you a slight nudge

so that you have some hope.

- Thank you. - Only ₹6.5 crore left. Even less.

If this can help you even a bit,

- I'll give you my support today. - Thank you so much.

Malaika, the ball is in your court now.

- Is it? - Yeah.

I didn't like their pitch.

- Okay, so it's not-- - We have an opportunity here.

- Two points... - Yeah.

- So 2% equity. - Correct.

If you can give an additional 2%, then I can press it.

Sir, it's your company. Whatever you decide.

What an answer.

- What a superb answer. - Love it.

You have said it with such...

Thank you so much. That means a lot.

It's been recorded. Remember that.

That means a lot.

- So, 15 points. - 15 points.

Let's see the Pitch Table, please.

Wow, Banana Club.

Helps a lot, right?

Congratulations.

- Wow. - Where are they?

DMOdot leading the scoreboard.

Thank you.

As we sit over here,

DMOdot is backstage in the design room.

They are doing the dance of their life.

Oh, really.

Because they can't believe that they're still higher than Banana Club.

Because, let's just be honest,

so far, Banana Club has been...

But this was his weakest pitch by far.

Okay.

Up next is Love, Kiki.

I've to urgently go somewhere and be right back.

I'll be right back.

You continue, continue.

They are calling me for some reason.

Okay. All right.

How bad. I mean Manish's favourite founder.

Anyway, coming up next is Love, Kiki.

Manish Loves Kiki. Simple.

I just love her clarity.

I think so much support from such a big name,

in today's time, can also be a disadvantage.

All of us are like, "Let's see what you've got."

Let's listen to the pitch.

- Are you ready? - Yes.

Communication has been my life's greatest fear and challenge.

I have always been a visual person

who has always visually expressed all of her emotions.

And that gave me an outlet to make my own brand

where you can say every piece tells a story on its own.

So, today I want to tell you about the brand...

Sorry.

Take a deep breath.

It's okay, take a breath. Take a breath.

So yeah... Hi, I am Kirti Talwar. Founder of Love, Kiki.

Love, Kiki is an affordable, luxury, womenswear brand,

where we create occasion-wear outfits,

which is not just chic but comfortable, tasteful and timeless.

We are sustainable, and craftsmanship is the core value of our company.

We make second-life type products,

where we use waste fabrics and give them a repurpose

and make it into a new collection.

And we think fashion should be long-lasting.

So, we also provide free lifetime alterations to our customers.

This journey has been incredible for me.

I have always been nervous...

I am still nervous. I was...

I was confident I would be able to speak.

But I will say, Manish sir, thank you for always showing confidence in me.

And "Manish Loves Kiki" is something I will always treasure.

And I know I've always had issues with scalability,

which I could never show,

but my product range was always visible.

That showed that my brand has a...

We can have a lot of products in the future lines.

So, I believe if you trust me,

if you trust my ask,

I am very confident that I can make a better product in future.

Good pitch, I think.

I really liked that pitch.

I got some really good messages about the brand.

It was really nice. I understood the ethics behind

the brand, the quality and also what you are selling.

I also like the pitch and how it wasn't completely perfect.

Because I think being emotionally rehearsed and perfect

is not really about selling the thing sometimes.

It's about your product.

How much are you asking for?

₹80 lakh for 20%.

Okay, I'll vote for you.

Thank you.

I'll be very honest.

Personally, I am not somebody who believes in your product.

It is not something that I see,

I would buy or I would endorse.

So, going by that,

I am really sorry, and I am going to have to say this today

that I am not able to give you this buzzer today

because I don't completely believe in it.

Sanjay, there's an American brand

Anthropologie, which has multiple stores throughout America.

- Yes. - So,

I find her brand similar, you know.

Wearable fashion. Very feminine.

So, actually, her business can scale quite a bit.

You are the best. If you are imagining, then it can be.

So, you always have my buzzer.

Thank you so much.

If Manish says this, then this is for Manish.

Thank you so much.

I think the challenge is how she will scale it. How big can it grow?

But that's what the Fashion Entrepreneur Fund is here for.

To support.

I think I would love to see you amongst the first few people in the Board Room.

You have my buzzer. I wish you all the best.

Thank you so much.

To be honest, I don't think the pitch today was great.

To be very-very blunt, bored

- at the middle of it. - No worries.

Given that this is the last pitch

and you never got the chance to enter the Board Room,

thanks to a bad luck situation in the past,

the least I can do is help you get a little bit further

to make your way into the Board Room earlier.

Your ask is reasonable compared to the funds remaining.

Maybe this helps you in the journey.

- Thank you so much. - Malaika?

Can we convince you to...

Maybe, Saif, is there anything you can do to convince Malaika.

No, but I liked your pitch. I think...

I mean, I would buy it just looking at you.

And even being a little bit unsure.

And even if you stammer or miss a line,

that doesn't distract me.

You know what, going by his pitch and what he said

that I would definitely buy some of your clothing...

And let me tell you, there is nobody more impeccable with taste and style

- than Mr. Saif Ali Khan. - So, yes.

- Thank you, sir. - Thank you, Malaika.

- All right. - Thank you.

All buzzers. Congratulations.

Let's see what our Pitch Table has to say.

- Oh, wow! - Not bad.

- Thank you. Good luck. Bye. - See you in the Board Room.

Kiki got six buzzers...

I feel a couple of them were sympathy buzzers.

She forgot her pitch.

Her pitch... wasn't even complete.

And again, she was faced with the same situation as always.

She couldn't communicate.

Can we please have Talking Threads?

- Hello. - Hello.

Hi.

How was the speed networking challenge for you?

You know, every time we are not in front of this panel,

and we are in front of customers and others,

we do really well.

Somehow, when we come here...

- They were the top scorer. - Top scorer.

We did well.

Congratulations on that.

- Hello, by the way. - Yes.

- All the best today. - Thank you so much.

Hi. Talking Threads is a bridal and occasion-wear brand,

which is giving designer luxury at a value-for-money pricing

to the aspirational middle-class of India.

I want to transform what this can do for the aspiring middle class of India.

I want to transform their product-price-value equation.

20% population in India aspire for couture,

for true luxury.

But their budget is discretionary, as you said.

They want to spend someplace else, or they don't have a budget at all.

They want to cover at least three

to four occasions between ₹1 lakh and ₹5 lakh.

My dream is to have 20-something stores of Talking Threads,

which becomes a national brand,

where the consumer,

my target segment, knows at the back of their mind,

that they'll get the product of their aspiration

at Talking Threads at their price.

We are at Pitch to Get Rich to get funds and create a network,

to define the next 18 months of our business journey.

That's the thought.

There were multiple points where we got mentorship,

which we feel is very difficult to get in our age group.

When you appreciated the product and the price,

it was a win-win for my product and my consumer.

I was very nervous coming in front of Manish. Right?

And the fact that he appreciated the product multiple times...

The quality. The fact that he said,

"The pricing is amazing."

Then, Srishti, the showstopper bride,

when she walked across to the Angels,

I could see the change in Darpan's eyes.

For me, we've had very many winning moments.

And, as an entrepreneur, I always learn from my failures,

but I always lean on my successes

to move forward.

So, I am here for ₹2 crore for 10%.

And hope you will invest in us and be a part of this transformative journey.

Bad pitch.

But they will still get points.

They won't. Wait and watch. 100%.

I'll be honest.

We've had our fair share of ups and downs.

Throughout our journey.

You may have overshot your time today.

But I felt your pitch today

was probably the most heartfelt that I've heard you talk.

But it was bad.

They are not interested in listening.

They didn't hear our pitch at all.

Several times, I've had reservations with Talking Threads

because I feel sometimes they come across a little too... heavy.

Very adamant, very heavy, that "You must listen to what we're saying.

"You must see what we are trying to show."

And I don't like that.

I don't like anyone telling me,

"This is how it is. You must appreciate it."

- That's a learning too for you all. - Yes.

I feel sometimes you need to take little bit of a...

modest approach maybe. That's what I feel.

Today was the first time I felt that you pitched from your heart.

And I feel, just going by that, from my side...

I was very unsure.

But after hearing that, you will get my...

- Thank you, Malaika. - Thank you, Malaika.

I would say, guys, your pitch was good, except your time got over.

And a lot of the best part of your pitch came after the time got over.

So, is it fair for me to give the buzzer

by considering that was after the time?

- It's a genuine approach. - Yes.

There is no story whatsoever.

They didn't plan anything and narrate it to us.

- They were talking from the heart. - You know, Mr. Sanjay,

they did take a little more time.

Mr. Sanjay, you have sold me.

- Thank you. - You're already on top of the board.

Even a couple of buzzers would...

- My buzzer won't make a difference. - No, no, not necessarily

on top of the board. No, no, these will count.

Actually, we need all six to get on top of the board.

Remember, Dhruv, their ask is ₹2 crore.

It's not a small ask.

And we have only ₹6.35 crore.

- Please, Dhruv. - He needs all six to get to the top.

- Thank you. - Good luck in the Board Room.

Today is your good day.

Let's give House of Pataudi some more competition.

- I also... - Thank you, sir.

Thank you.

Tell us, Manish.

I am waiting for you.

- Strategic last, Manish. Let's hear it. - Mine will be last.

Okay.

- Now tell. - Thank you, sir.

Thank you, Sanjay.

I think your strong point in your pitch was that you clearly said

what your segment is.

And your segment is for the middle class.

And you've never used that word to date.

And that's a large segment.

In fact, the largest segment.

- Yes, sir. - And so you have my buzzer, for sure.

Oh, wow!

Because I think it's a very clear pitch.

And only based on this pitch, you have my buzzer.

Thank you so much.

Appreciate it.

Thank you so much.

Well done, guys.

Now, let's look at the Pitch Table.

Wow!

- Thank you so much. Appreciate it. - Thank you.

You got first Board Room access.

But, actually, what a big twist in the tale.

Yeah, big dynamic.

How interesting is this?

Because everybody was expecting Banana Club to be one.

They are on number three.

- DMOdot. Wow! - Yes.

I don't know what's happening.

The buzzers are not buzzing for the pitch.

It's become an individual choice.

When it's only two minutes, I only talk about business.

I had made up my mind today, it didn't matter how much extra time I'll take,

but I'll tell them what I have to say.

They can penalise me if they want.

I don't know. Honestly, I thought Pearl's pitch was slightly flatlined.

But the jury loved the pitch, apparently.

I mean, who am I?

There's money left for you guys. What we are getting is a banana.

We are taking a banana.

But are you going to turn them down in the Board Room?

- That we don't want it. - These guys...

If they ask you to lower the percentage, then lower it.

They don't talk about our ask or in our favour.

Before we head forward or do anything, should we thank Saif?

- Oh, thank you. - Of course.

- Thanks, guys. So nice to meet you all. - Thank you so much...

- Thank you. - For being here. Being so honest.

- Thank you. - Thank you.

For the first time, Malaika...

I am talking out of personal experience.

She didn't even complete her pitch.

- Right. - She also didn't.

You also didn't complete your pitch.

I completed my points.

You took a long time.

You took extra time, even after two minutes.

Today is a soft day.

With us, they were very hard and harsh.

We were pretty angry and disappointed.

We were brooding.

We were sitting around and then noticed

all the Angels were arriving.

That was the first time all the Angels came to the prep room.

Why do you all look so intense? You all look very intense.

Mr. Sanjay.

Let me tell you, their anger is justified.

Look at the numbers up there.

₹6.35 crore.

At number one are our friends from Talking Threads.

Their ask is ₹2 crore.

After that is DMOdot.

Their ask is ₹90 lakh.

The figures are visible on their face.

But if these two get their ask,

then we'll be left with ₹4.25 crore.

Banana Club's current valuation is ₹300 crore.

You can either collaborate with each other.

You can start strategising who will take less money,

- and who this ₹6.35 crore-- - They are telling us to go home

while they are fleeing with the money.

Or you can get competitive, which is one man gets all.

Well, talking about strategising, I would like to say something.

- Of course. Please. - I think,

like he said, it's a good idea.

Collaborate. Strategise.

Figure out who, how...

I think it's a great way to do that.

But I also feel maybe that's tough to do here.

Why?

I feel everybody needs a little bit of a change of scene.

All of you look so tense right now...

I am feeling bad.

And because I am feeling bad, I've decided why not surprise you all.

Well, the lovely Dhruv has been very-very gracious.

And he and his company...

The amazing company that he has set up, 32ND.

They are going to be--

Well, we are taking you to Goa.

Whoa!

Well... that's not it.

You'll be travelling on a private jet.

Wow!

The goal is for you guys to taste the good life that's coming, right?

Our show is called Pitch To Get Rich.

So he said, why don't you all actually live the high life.

And what does it feel like to be rich?

Once these investments come your way,

that's it. So, you have him to thank.

- Mr. Sanjay. - Yes.

Do you have anything to add?

You've performed many tasks in your journey.

This was the only thing left.

Witness that life. Enjoy.

So, I am giving you guys a private jet.

Oh...

So, DMOdot, this is your boarding pass.

- Thank you so much. - Happy journey.

This is the money left.

I believe you guys should plan among yourselves.

Work it out.

But the important thing is not what investment you will get.

It's also important what we are going to get.

Absolutely.

- Money makes money. - Yes.

So, if we want to make an investment, we should also get proper returns.

- Absolutely. - That makes sense.

Mr. Sanjay is saying it politely. I would say...

There are two words in front of you.

Kill or Collaborate.

Enjoy Goa and decide what you are going to do.

We thought it would be a stress buster going there with friends.

We'll party out there,

chill and forget all our worries.

But they dropped this new aspect that you kill or collaborate.

For me, it keeps me in a tight spot

because I am literally the last person to be going into the Board Room.

But I do feel I've made valuable friendships

and a valued community here.

And I can very well say

that I have a very good relationship with all of them.

And I am pretty sure we will collaborate rather than kill.

I can't kill. I don't want to collaborate.

So this is not for me.

It's time for the last pitch.

The hero of today's pitch will be the Pitch Table.

Essentially, a leaderboard.

The total points will decide who will go the Board Room first.

to gain the first-mover advantage on the remaining funds.

I think you're using a marketing tool.

I don't think you're running an NGO.

So, seeing your body language today,

I've noticed nervousness for the first time

After that walk, I have changed my mind. I am voting for them.

Abhishek, you have evoked an emotion.

For the first time, I felt that you pitched from your heart.

Actually, what an interesting twist in the tale

because everybody expected Banana Club to be number one.

But this isn't the end yet. This is not the end.

Today is the grand finale!

Who got how much or missed out,

we'll find out at the grand finale.

Look, sales are not what matters.

Of course, it's the sale that matters.

But we were never on that number, Abhishek.

And our intent today is to make a deal with you.

Should I offer my closing deal?

We can't do it. We cannot do it.

I am on your side.

I want you to safeguard your equity.

Banana Labs.

Do we have a deal?

Pitch To Get Rich.

The final episode of Pitch To Get Rich.

The final negotiations and the grand finale.

The total ask of the companies is ₹20.7 crore.

The amount left in the Fashion Entrepreneur Fund

is ₹6.35 crore.

Like they say, everything is fair in love, war

and business.

Five companies are still in the game.

And we sent the founders to Goa.

Which company

is thinking about equally dividing the fund out of friendship?

And which companies will go straight for the kill?

I am dying to find out. Aren't you?

- It's amazing. - What a flight, man!

We've been in "pitch-prep" mode for so long.

This is a getaway fun. Good fun.

It's a very cool experience for everybody, travelling together to Goa

in a chartered plane.

I did imagine

I would fly in a chartered flight at some point in life.

But never thought that dream would come true so soon.

It's a surreal experience.

It's a dream for us.

As soon as we reached Goa,

we arrived at the 32ND Avenue's brunch.

Dhruv Sharma owns a property out there.

He had set up lunch for us.

What a show they set up.

Wow!

Yes!

But, Kirti, how will you negotiate?

- You are going to the Board Room. - What will be your first line?

What will you say?

Kirti is not a communicative person.

I was expecting that if she had told me what was on her mind,

I might be able to help her.

Guys, come here!

We are the Angels. Convince us.

She talks less compared to others.

And we thought why don't we have a Board Room session with her.

You know what, I am Darpan sir.

He's Dhruv sir.

She... looks like Malaika.

We thought we'd have a good time.

I felt slightly cornered.

I was like, "I don't want to spoil this party."

I don't want to end this on a bad note at any cost.

I have been building up for at least a month.

And I want to save my energy for the Board Room.

But she's a spoilsport, as you know.

So, in the end, she didn't participate and turned it down.

Look, guys. For all my friends, I am ready to make the sacrifice.

We have decided...

You know what, our ask is too big.

But we came to the show for two things.

Fame, popularity...

We might get that from the show.

And we wanted money. There's not much money left.

And you guys have become such close friends of mine.

Suddenly, the thought on everyone's mind was,

"We've to decide between kill or collaborate."

The purpose for which we were sent here.

0.5% is how much? ₹1.5 crore?

It's okay. We'll take you all.

- What? - 0.5% is ₹1.5 crore?

₹1.5 crore, and then I think ₹2 crore...

-₹2 crore - ...which makes it around ₹3.5 crore.

That makes it around ₹4.5 crore.

-₹6.50 crore. -₹80 lakh.

₹7.50 crore.

He said Banana Club will take 0.5%.

And if they do that, their ask will reduce drastically.

Hence, there will be enough for all the other founders...

Banana Club's ask is more than the existing fund.

This equation won't fit any other way.

Guys, I think the problem is solved completely.

The guy in the hot seat has solved it.

Also, Neel, that has been recorded on camera, so we are all good.

- It is okay. We are ready for it. - Yeah, it's okay.

That's why we are telling it on camera.

He always talked about his integrity and honesty.

And they always say that they are the men of their word.

I think this is the moment to test that out.

I don't think anybody is going to be backstabbing.

They said this is what we intend to do, because we care for all of you.

Neel said that.

Cheers!

Today are the final negotiations and final investments of this money game.

The game is all about first access to the Board Room.

And first in is Talking Threads, who talk a lot,

who talked their way to the top of the Pitch Table.

The amount is ₹6.35 crore.

The asks are for ₹20.7 crore.

Five companies.

How is this going to work?

Gentlemen, last and final.

We'll be meeting for the last time in this Board Room.

Final negotiations will be underway.

It's going to be insane.

It's been an interesting journey for everyone.

We learnt a few things and made a few fantastic investments.

Where we actually... You know, you felt a pulse.

We managed to actually invest in all the brands

that are part of this show.

- I mean, till now. - Over a period of time. Absolutely.

But, Manish, I don't know whether we'll continue doing so,

because we're left with only ₹6.35 crore.

And what's the ask altogether?

₹20.7 crore.

I think the ask is around ₹20 crore.

But when I look at Banana Club,

I just wish we had some more money left.

I wish they had come first today into the Board Room.

According to our Pitch Table, they are at number...

- Three. - Three.

You know what, tell Gaurav to take half. You take half.

Don't reduce my amount by half. Mine is already...

Is he ready to do it? Then why should we?

At the first conversation in the room, Banana Club said,

"Forget whatever happened in Goa."

And we're like, "Okay, what's going on?"

"We are very generous.

"We'll leave with only 0.5% equity."

I take my words back,

because they are no longer gentlemen.

They didn't stick to their word.

If you had raised this discussion at that time...

But, when you are in Goa...

And you are sulking on a private jet...

We never said this first.

Yes, I think you took the initiative.

I guess I didn't want to spoil your mood.

I wanted all of you to enjoy in Goa.

We would have been happy if our mood had been spoiled.

We are grown-ups. It's a bit unethical.

I feel it talks a lot about you as a person,

about you as a business.

But you guys should all be cognizant of one thing.

What someone says after two drinks

- should not be deemed as a-- - It was pre-drinking.

Please rewind back, play it.

He wasn't drinking, and he said it.

But if he said it just so that we don't feel bad,

that is a very manipulative move.

And it's not good, honestly.

We'll stick to the same plan.

He'll take his ask...

Everyone's here for the money, and so are we on this show.

If the Angels tell us to take it all,

we are not going to turn it down.

They started calling it a mean statement.

You are very selfish and all that.

But everything is fair in love, war and business.

Because in business, you have to be selfish.

You can't mix business with emotions.

Let's do this.

- Let's go. - Let's do this.

Talking Threads.

Can we have Talking Threads, please?

In my opinion,

our ask is a very small ask.

And, if anybody believes in the value we are creating for consumers,

which we believe FEF does,

then I think broadly what we are asking

is something that should be a cakewalk.

Well, you know you've been in the Board Room once,

where unfortunately it didn't really translate into an offer.

But I think, without further...

We've reached the stage where it's time to make an offer.

Your ask was for ₹2 crore.

For a 10% dilution and ₹20 crore valuation.

But, Darpan, you said their valuation of ₹20 crore is too high.

We've seen that their store is making losses.

Their revenue is at a current rate of ₹3.5 crore this year.

Looking at the numbers,

we've not been able to come anywhere close to your ask.

I think we are at a contribution margin positive despite the store.

We did our first magazine cover

- with Manushi yesterday. - Right.

We are getting over 1.2 million Google impressions a month.

Actually, Manish, it's problematic to me

- if you have so much traffic... - See, what matters is the sale.

If you have so much traffic, your product isn't selling.

- All of this makes sense. - I'll tell you what, Dhruv.

- But it is not converting to sales. - I am telling you again.

Can you talk one at a time? I'll answer each one.

But if all four speak together, then it's not negotiation.

- I appreciate that. - Sale is what matters.

I am saying this again. Sale is not what matters.

Of course, it's sale that matters.

According to us, your valuation is...

₹7.5 crore.

And at 20%, we're looking at investing ₹1.5 crore.

I won't let you on my board for 7.5.

- That is your... - That's a non-existent discussion.

They... they...

Pitched a ridiculous valuation before us.

Gaurav was fighting for the words, but...

I was trying to be polite, actually.

It's a good thing Pearl said something.

I used a very polite words.

At the end of the day, if you don't value the founders,

there is no deal to be had.

I have put in ₹3 crore in this business.

If you want to come in and put in ₹1.5 crore

and say that you want a significant part of my business

at a negligible valuation compared to what I have quoted...

During this period, when we were here.

We just turned down an offer for half a million dollars.

Yes.

- Right. - Because we value the platform.

In the first pitch that we came here,

we didn't say that we are here for your money.

We said we're here to get your on our board.

The amount of money I've asked you for I can put in myself.

- Gaurav, what was that offer? - Even that was for 20%.

- Half a million for 20%. - Yes.

Pearl and Gaurav.

The disconnect is, since the first store is unprofitable,

whatever the reasons are,

we see a distance at the valuation.

I've tried to come up with a solution here.

We do this as a convertible,

linked to your next round.

Next six month, you raise.

We come in with ₹1.8 crore.

And what is the general discounting structure

- that you are looking at? - Very simple.

20% discount

- at ₹1.8 crore to the next round. - Flat.

- There's a six-month timeline. - It's a six-month timeline.

We'll do a flat 12--

Flat 12 doesn't make sense, Gaurav.

Think of the timeline you're at right now.

- The growth curve that you are at. - I just spent two months over here.

I spent literally two months over here.

Dhruv. Dhruv. Dhruv. Dhruv. 12 months, fair.

- Twelve months is fair. - I think, Gaurav, let's go for 12.

I am going to reiterate the offer here.

We're offering an investment of ₹1.80 crore.

We won't set a valuation for your company right now.

In the next 12 months, you'll raise additional capital.

When that happens,

our investment will convert at a 20% discount...

Gaurav and Pearl, do we have a deal?

I think it has an upside and a downside.

- I think it's fair to both parties. - Like-Like.

- Like-Like. - Gaurav, Pearl.

- Congratulations, guys. - Congratulations.

- Congratulations. - Pleasure, sir.

It's a reasonable offer. It favours us a little bit, and I like that.

And we're glad to welcome FEF on our board at these terms.

₹1 crore.

They got ₹1 crore.

It's much more. They got ₹1.5 crore.

It was ₹6.35 on the board.

He got more than ₹1.5 crore.

₹1.80.

- It was ₹6.35. - You won't get it for less than ₹2 crore.

- 1.80. - They got 1.80.

And they asked for ₹2 crore.

They got almost all of it.

Why are you crying?

There isn't going to be anything left.

We should be the ones crying.

Dear God.

Only ₹4.55 crore is left in the fund now.

And we are... four brands.

It's not a good situation to be in because we all have bigger asks.

A neck-to-neck fight.

It's a neck-to-neck fight, yeah.

Actually, Neel, if your valuation doesn't fit, will you walk out?

Thank you for calling us here.

Give our brain...

Giving our brand a lot of faith.

We are so happy.

And for three square meals and taking good care of us.

That's all. We also made some good friends.

- Thank you so much. - But we will not go for it.

That's for sure.

We could have accepted the offer the first time.

- They gave us a good valuation. - Exactly.

-₹150 crore. -₹150 crore.

So, guys, to date,

it has been about what the founders wanted.

But now, when we have only ₹4.5 crore left,

it's about what we want. It's not enough for what we want.

As investors,

- we are not getting any benefit. - Yes.

There is no benefit.

If we give ₹3 crore to Banana Club,

what percentage of the company will we get?

- Only 1.5%. - There is no point in making an offer.

- I don't think they will take it. - They will not take it.

And we will miss out on the opportunity.

I mean Akshay Kumar, the owner of Raymond, Mr. Singhania...

They all said they want to invest in Banana Club.

Maybe that's what we'll tell Sanjay Nigam

and request Sanjay.

I think he will hear us out and do something.

I am very clear. I want more equity in the Banana Club.

And the only person who can make that happen is Mr. Sanjay Nigam.

All right, tell me this. If he takes ₹90 lakh...

- Hmm - Okay.

...and we have ₹3.65 crore left,

and if we ask for whatever is left and let's close this percentage,

if there is nothing left, what are they going to do?

Hi.

- Welcome. - Sanjay.

- Hello. Hello. - Hello.

Mr. Sanjay, before getting into the serious discussion...

- Yes. - ...I'd like to tell you something.

Seven years ago, when I started MyGlamm...

MyGlamm was only a month old,

and my revenue was around ₹5 lakh or something.

And I went to a person with a dream.

My business was only a month old.

And I said I want to partner with you.

I was a nobody, the company was new and that man gave me a chance.

He believed in me, and he partnered with me.

That man is none other than Mr. Manish Malhotra right here.

- Manish, I have to say-- - Really?

I didn't know about this dynamic.

Thank you so much, Manish, for what you did.

- Are you serious? - Are you serious?

This is the biggest plot twist I have seen.

This is the story.

That's exactly what you are doing with the Fashion Entrepreneur Fund.

These entrepreneurs are coming here with dreams in their eyes.

Some are young companies. Some are bigger companies.

The only request, from all of us is

there are some great companies yet to come in the Board Room.

We still have four more companies left.

We don't have enough funds.

Their total ask is around ₹18.5 crore.

And how much do we have left?

₹4.5 crore.

-₹4.5 crore. - Darpan,

your pitch is really good.

Ultimately, money makes money.

Actually, I am not okay with it if I don't get a chance...

In the sustainable challenge, they said it themselves...

I think Banana Club, you as a company, are not sustainable at all.

So, Kiki today has really complimented

and, in many ways, saved you.

I am almost at the buzzer, but I would like to hold back.

I was just not okay

because if there is no fund left,

then I won't get the chance to negotiate for anything.

She always brings back every conversation

to the sustainability challenge.

And how she did not get a chance because of us.

We heard this a few times before but ignored it.

But when she continuously--

She would bring this up in any discussion that we are having.

We thought since it's the last day, we must explain to her.

Do you know what collaboration means?

What is the meaning of a collaboration?

- Collaboration means team. - It's a team.

You cannot blame your team.

You take the credit when you do a good job

and blame them for something bad.

If you wanted to enter the Board Room,

you had six prior episodes to prove yourself.

You are not making the world a better place with what you are making.

You are making it just as worse.

It's just that we don't claim we are honest, and you do.

That's it. That's the difference.

Neel, the discussion we are having right now is

whatever we are making is sustainable.

You are not sustainable. You are not.

You are just claiming it in front of the public.

- That's it. You are not. - Like how.

You feel the judges are fake.

You feel every guy is fake.

You feel my project and my brand are fake.

Kiki told Banana Club...

That you feel the judges are fake.

I've never seen this side of Kiki before.

Let's call Banana Club up on this.

We are fighting for their company

and requesting Sanjay for more money.

And they think we are fake.

We've got to ask them.

Let's not waste any more time.

Guys, our final negotiations with DMOdot.

Can we have him, please?

The first time I went to negotiate with them,

they said they were looking at around 30% of my company.

So the only thing on my mind is

I make a deal for 15% at ₹90 lakh.

And, if they feel 15% is too low,

I am ready to negotiate 30% as well

if I get more money.

Abhishek, you have an unfair advantage in your room.

Yeah?

There is somebody who has a soft corner for you in this room.

- And... - My point is...

I know this act.

Now my secret is out of the bag now.

Come on.

Abhishek, I had a question for you,

which was what are you going to do when you get the investment.

We were an online channel to date.

So this year, in February, we opened our first store.

Currently, I stand at a 50-50 revenue split

from store and online.

- Just one store? - From just one store.

Planning is for two stores.

I am thinking of opening one in Gurgaon,

then I will open up the second store in Mumbai.

And I think he should start with women's shoes.

- He already has a model. - Definitely.

Yeah. We have a...

Malaika and I were talking.

Let's close this deal first,

and then Malaika will make an amazing brand ambassador.

Lovely. I would love to.

How many deals are we making here?

- We'll work on a sweat equity. - Definitely.

I'll sweeten the offer then.

I'll give you a space at 32ND Avenue for a year

on a revenue-share basis.

- That's in Gurgaon. - Yes, in Gurgaon.

So, what will be his valuation now?

What is your ask today?

I am still asking for ₹90 lakh for 15%.

Haven't you thought about any other offer?

Yes, I have.

What I gauged from the first Board Room meeting that we had

is that 30% is what the Angels are looking for in my company.

I don't have a problem giving out 30% of my company.

But I feel that if I am giving a higher percentage,

I should get more money.

How much?

If I stick to my ask, that is ₹6 crore,

then I should be asking for ₹1.80 crore.

But we were never on that number, Abhishek.

And our intent today is to strike a deal with you.

Abhishek, can we have just one minute to discuss?

Because, for this 30% you are offering,

we'll have to just understand what best we can present.

Absolutely.

Those numbers are running in my mind,

just like the Pitch To Get Rich's meter is ticking.

Will they offer me ₹1.1 crore or ₹1.2 crore?

Or maybe ₹1.4 or ₹1.6 crore?

Or will they give me the entire ₹1.8 crore?

Something good happened today.

For the first time, we got to see what you guys talk about.

And as Love, Kiki was saying,

you feel that the judges are fake.

No, that's not how it was. That conversation was...

- I was pretty upset on hearing that. - No...

Not upset. I think we were all shocked.

Maybe it was our bad luck

that the Angels were watching the clip of the money drop at that moment.

And they saw that heated conversation.

We were taken aback.

But I want to understand what does fake mean in all of this?

Sir, when we collaborated for the sustainability challenge,

Love, Kiki was cribbing that "I couldn't enter the Board Room

"because of you people."

And we said, if you collaborate with a team,

when you do good, you should take part equally.

- Fair. - And if you do bad,

then you cannot blame the team.

- That's right. - I never mentioned you were fake.

But she thinks I said it.

But I never said this. We never mentioned that you guys are fake.

- We never mentioned. - With that...

- I am really sorry for that. - No, no, no need for a sorry.

I want to ask. Previously, your ask was for ₹300 crore.

Is there any more slightly more reasonable ask

which you can present to us on the valuation front?

We would have loved to have 10% of your company

- Correct. - Right.

But we understand that would be slightly out of reach.

We want a minimum of 5%.

How do we take it ahead? You tell us.

Speak up, Prashanth. Your eyes are expressing something.

Should I offer my final closing deal?

Go ahead.

Sir, ₹13 crore we'll take.

We can't do ₹13 crore.

We love and believe in Banana Club.

Together, you told me in your previous pitch

that you would take it to ₹3,000 crore.

- Sir, we will really do it. - We can't do ₹13 crore.

We can't do it. We cannot do it.

I was a little intimidated because I am not experienced.

I haven't entered the Board Room even once.

So, I didn't know what questions they'd ask.

But I knew one thing. I have always fought for me and my brand.

And I'll handle this as well.

So, what is the valuation of your brand?

₹4 crore, sir.

₹4 crore?

Kirti, what was your revenue last year?

-₹31 lakh? How much was it? -₹31 lakh.

How does it make it a valuation of ₹4 crore?

How? Please explain.

Last year's revenue was ₹31 lakh for sure,

but we've already generated ₹26 lakh in six months.

And this year's projection is ₹75 lakh.

- It's been three years... - How can you generate ₹75 lakh?

If you have already generated ₹25 lakh,

at the most, it might become ₹55 lakh.

₹60 lakh at the most.

But you know, Dhruv, what I feel is.

This is not a business yet.

It's in incubation right now.

You know, Kirti has a wonderful vision, a beautiful brand.

Manish loves the aesthetics,

so obviously there is something very real behind that, right?

But this is not a business yet.

And, Kirti, you need an incubation right now.

This business is very nascent.

Also, what happens is, when you see some companies,

you feel there is a lot of value here.

But in your case, it's a little more of a slow growth

because the brand is very niche.

I very strongly feel that such brands should be supported.

So, actually, we are coming with an investment,

solely for that reason.

My suggestion to you is take ₹15 lakh for 10%.

Don't dilute more than 10%.

The ₹15 lakh and 10% is just as a partnership starter.

But, sir, there is a lot of scope in my business.

We are talking about only 10% dilution right now.

If we were asking for 20% or even 30%,

we would also be offering you double the money

or even three times the ask.

Your equity dilution would have been significant.

At this moment, in incubation,

you shouldn't be looking at the money coming in

as much as how little of your company is being diluted.

- Beautiful point, Dhruv. - Right?

- Very well said. - Right.

I agree. 10% is nothing.

It's too soon to dilute for ₹50-₹60 lakh.

I am on your side.

You should safeguard your equity.

We were at the bottom of this chart.

I don't think it's a fight for us because...

We're like, "Give us whatever is left, and we'll leave.

"In fact, we're leaving even if there is nothing left." It's all right.

Shall we call Banana Labs for our last and final negotiations?

Oh, my God. Don't keep saying that. I feel so bad.

I am going to miss this Board Room.

- Hello. - Welcome, ladies.

- Welcome. - How are you?

Wonderful to see you back, ma'am.

Thank you.

You look well rested.

- Thank you. I am. - And she looks pretty confident.

She grew pretty confident when you weren't around.

Really?

I do see some change in Mariyam

because of these five weeks of...

- Grilling. - Grilling.

I wanted to know

how will you use of the money that you are going to take.

Sir, at the moment, we are a made-to-order brand.

And we would like to switch to an inventory-based model.

So, for that, we will have to make a lot of inventory.

So, that is the first thing.

And, aren't you scared you'll be sitting idle on that inventory?

Ma'am, our inventory sells like anything.

We are hardly left with anything.

Whatever we put up in pop-ups and exhibitions...

Also, we have a lot of stockists, pan-India.

So, our inventory just flies.

If we give it to them, it gets over.

So, you're saying that your demand is a lot more than the supply.

So, this would be our...

So, Dhruv, what would be the valuation of her brand?

I would say maybe we can take it to ₹4 crore.

If we take the valuation at ₹4 crore

- and make an investment of ₹70 lakh... - Correct.

...that makes it approximately...

17.5%.

I feel we could go slightly higher with the valuation.

Only because I feel like we have a really good growth trajectory,

and it's only going to increase in future.

Isn't it good to see this side of Mariyam?

- I agree. - Yes.

- She's come back stronger. - Compared to her first Board Room.

When she entered the Board Room for the first time...

We actually told her to go back.

Sir, I... I do feel that Talking Threads was after me,

so you were also saving time for the discussions.

You were like... "You're young. Out."

I really feel like...

No, that was not true, but, Mariyam...

Today there is a different Mariyam here.

I'll take that. I'll take that.

I'll tell you what?

What if we do ₹1 crore for ₹4.5 crore.

If you still want ₹70 lakh, we're okay with that.

Sir, is it also okay if you write it for me

- on the paper? - Yes, absolutely.

Because I feel like it will just be...

- No, please. - Yes.

I want you to be very-very clear about this.

The decision is: do you want more capital,

or do you want to safeguard your equity?

I think safeguard my equity.

That's an intelligent decision

because your valuation will grow in the future.

And then you can dilute it. That's a better thought.

Yeah.

Please tell me if this is clear.

Our first offer is an investment of ₹70 lakh

at a valuation of ₹4.5 crore.

15.5% equity in the company.

Our second offer is an investment of ₹1 crore.

22.22% for the same at ₹4.5 crore valuation.

Banana Labs.

Do we have a deal?

Who got it?

Yes! Yes! Yes!

What a reaction.

What a moment.

Look at them. They are so happy.

I told you it's going to increase. I told you it's going to increase.

- I told you... - It's done.

I feel like going in and giving them a hug.

I think if we reasonably increase the fund above ₹10 crore,

Mr. Nigam, Fashion Entrepreneur Fund needs more funds.

- All right. - So, let's spin the bottle.

Let's help the remaining four companies grow bigger.

- Yes. - Let's make them rich.

And let's make the Fashion Entrepreneur Fund also rich.

- Richer. - Richest.

All right.

Who secured the deals and who didn't, we'll find out at the grand finale!

Welcome to the grand finale of Pitch To Get Rich.

It is about big deals and bold dreams.

We've reached the finale.

It's been a very-very interesting show.

I think all of them have evolved.

And I am really looking forward to seeing

what is it they have put up at the finale.

Several mixed emotions.

I think the Board Room was emotional and also pretty explosive today.

A lot of ups and downs today.

So, yes, it has been an amazing journey.

Honestly, I think after eight pitches,

and giving out ₹40 crore in the Board Rooms...

You did what?

A little bit more than the ₹30 crore we promised.

So glad that's going to Indian fashion...

It is. Such great talent.

Looking at their enthusiasm, their ambition, their talent,

I think it's just one word. I am inspired.

Owing to what the Fashion Entrepreneur Fund is doing,

more people will show up next year.

This will spark a movement, which is positive for our country.

We're with a fashion icon here.

You look stunning.

What is your personal go-to fashion statement?

My personal go-to fashion statement is

wear whatever the hell you feel like.

And, as long as you're feeling confident in what you are wearing,

I think it shows.

I feel like you can't go wrong with black.

- Safe. That's it. - Right?

What's your go-to fashion statement?

I'm a streetwear guy.

Baggy fits all the way.

I think it's a great idea.

Upcoming fashion people are getting a chance to start their own business.

This will give hope to a lot of people to dream big.

- Hi, pretty. - Hello! How are you?

Oh, my God!

Tell me about this necklace.

It is this brand, Golubhai Badalia Diamonds.

And... they are real diamonds?

Yes, they are.

They put on the first layer.

- Then the second layer. - Are these multiple layers?

They are multiple layers...

- They are multiple layers! - You know, tonight's the night.

Go big or go home. So...

Golu Bhai, your jewellery will be seen on the runway tonight,

so what do you have to say about that?

See, with my jewellery displayed,

contestants will look even more gorgeous.

And I am 100% sure the diamonds will rock.

I am thinking of sticking my hand in this huge fund and taking some money.

- Sir, that's not how it's done. - I am joking.

But I'll tell you something, I've spent so much on fashion in life.

- Yes. - Now, I really want

these fashion designers to become international.

And they need this kind of funds.

- Yes. - So, I am excited,

and that's why I am here to support them.

This is your elevator pitch moment.

Ten seconds. Go.

Hey, I am Siddharth. I run India's biggest fashion brand for men.

Come discover your style.

What is your personal definition of rich?

My definition to get rich is having the freedom

to enjoy your time the way you want.

What are you looking forward to tonight?

So, the good thing is, I've been a part of a couple of episodes.

So, I do know what's been happening.

And the best part is everybody has got funding.

And I want to know tonight, who is getting the maximum offer.

Ladies and gentlemen, welcome to the grand finale of Pitch To Get Rich.

The runway will now come alive with a fashion showcase by all our founders

on the songs of the musical sensation Vidya Vox.

Ladies and gentlemen, put your hands together

for the founders who participated in Pitch To Get Rich.

I take back home a nicer, deeper understanding

of what is happening in the fashion start-up ecosystem.

- It's been a fun journey... - It's been a fun journey.

I've been working for 20 years,

and today it feels like

our brand has finally received the recognition it deserves.

This show really brought our potential to the surface.

Where's your mask?

These are the happiest moments of our lives.

So it's like, what could be better than this?

It was a real experience for me. It was out of body.

I still have to pinch myself to realise this was not a dream, maybe.

Look at the investors on this board.

Look at the names I've added to my roster in just three weeks,

my personal profile and my brand's profile.

That's invaluable.

Ladies and gentlemen, that was such a fun evening.

I had a lovely time.

If you want to get rich,

just remember, all you have to do is pitch.

Hi, guys. I hope you guys have enjoyed this evening.

I'd like to invite Akshay Kumar

and Mr. Nigam on stage to give the award.

The biggest investment tonight has been to Banana Club.

Tell us, Prashanth. Your eyes are expressing something.

Should I tell you my final closing deal?

- Tell us. - Sir, ₹13 crore.

No, we can't do ₹13 crore.

Okay, ₹12.25 crore

is the final number, Nilesh and Prashanth.

Do we have a deal?

₹12.25 for 5% is excellent, guys.

I am standing up on this.

We cannot offer you anymore.

Nilesh, Prashanth,

- congratulations, guys. - Stand up, boys. Stand up.

This is the biggest investment so far.

Not just on the show, but on national television.

- On Indian television ever. - On Indian television.

₹12.25 crore for 5% equity.

A fund this large has never been showcased on Indian television.

And we're taking the biggest share of it.

So, guys, we are the heroes of this show.

Watch out for Banana Club.

It is going to be big now.

The company founders who I would like to call up on stage,

who talked their way through the entire eight weeks that we've been here...

That's why they are probably called Talking Threads.

₹1.8 crore for a convertible notes.

One of my most favourite brands, Love, Kiki.

Sir, this is my only Board Room.

I never got a chance to get here earlier.

- Please. - My last...

- Please... - You can go ahead.

₹25 lakh for 10%.

You're valuing yourself at ₹2.5 crore.

This is at least a fair chance.

Love, Kiki, ₹25 lakh for 12.5%.

Do we have a deal, Kiki?

It's a deal.

Congratulations.

Love, Kiki got invested at ₹25 lakh for 12.5% equity.

I am very much relieved now.

It was a long journey. A roller-coaster journey.

But a beautiful journey at the same time.

I am taking a lot of things.

A lot of memories. A lot of learning.

And money also.

At least I am not going empty-handed.

The mother-daughter duo

have set out to build a global brand through block prints.

Could we do a ₹5 crore valuation?

We've heard you there.

And that's why we've graciously gone to ₹4.5 crore.

Equity is really important because we already have an investor on board.

- How much does he own? - 20%.

What did you just say before that?

So, I said ₹1 crore for 20% equity.

Okay, Banana Labs.

You have a deal.

- Yes. - Let's have a deal.

- Okay. - Okay.

- Congratulations. - Thank you. Thank you so much.

- Thank you so much. - Congratulations.

You came in last but hit it out of the park.

Means a lot.

A ₹1 crore investment for 20% equity.

My journey was like a heartbeat.

It started negative, then went up, then came down again,

and it really plunged low in the end.

But I think Darpan sir said one thing.

"You came in last but hit it out of the park."

The founder of this company is Malaika's favourite.

Always sticking to his own terms. DMOdot.

Manish, what do you think of going up to ₹4.5 crore?

I would definitely say that.

- At a ₹4.5 crore valuation. - Yes.

An investment of ₹1.35 crore at 30% equity.

DMOdot, do we have a deal?

With all of you on board, I would take this deal.

Welcome to my table.

DMOdot got ₹1.35 crore for 30% equity.

I came to ask for ₹90 lakh.

I am taking home ₹1.35 crore.

Which is ₹45 lakh more than my ask for 30%, which is fine.

On top of that, I get Malaika as my brand ambassador.

I get a shop in 32ND Avenue,

and I have two more interested investors

who will take this from here to...

It's only higher now.

Mom, Dad...

It's happening.

Hearts are full, and so are the briefcases.

And that's a full stop for Pitch To Get Rich Season 1.

Season 1 was truly an eye-opener.

And for me, I have to say, Pitch To Get Rich is exciting,

but it's also emotional because I've seen dreams.

I've seen them being sold and bought with such vigour,

with such heart.

In Pitch To Get Rich Season 1, we began with ₹30 crore.

With a Fashion Entrepreneur Fund of ₹30 crore.

And ended...

with an investment of ₹40 crore.

But... the real game begins now.

Coming to the point.

Pitch To Get Rich is coming back with Season 2.

And this time, the Fashion Entrepreneur Fund will be...

What?

Can you hear the sound of money?

Can you hear the noise of money?

Because I can.

You don't understand what I am about to reveal.

Ka-ching. Ka-ching. Ka-ching.

Season 2 will have the Fashion Entrepreneur Fund of...