Shark Tank India Season 4: The Trajectory Neck Pillow Pitch

Shark Tank India Season 4 continues to highlight inventive ideas, yet not every entrepreneur manages to win over the judges. In the most recent episode, Anupam Mittal expressed concerns regarding the creators of Trajectory, a neck pillow company, challenging them on their absence of a distinctive selling point (USP) and their questionable brand comparisons.

The founders of Trajectory entered the tank aiming for ₹1 crore in exchange for a 2% ownership stake in their business. Their assertive presentation, alongside impressive figures of ₹15 crore in revenue, an effective distribution strategy, and partnerships with airport retail chains and Amazon, initially piqued the investors’ interest.

However, Mittal highlighted their brand’s lack of uniqueness. When the entrepreneurs began to share their brand narrative without addressing his critiques, he interjected, questioning, “Will this story ever end?” CEO Raghav then sought to ease the tension with a joke, but Mittal remained unconvinced, responding, “Your rehearsed jokes aren’t landing, my friend.”

Subsequently, Namita Thapar probed the brand’s unique selling proposition, leading the founders to discuss the materials and fabric used for their cushion. This further irritated Mittal, who retorted, “What nonsense are you saying? Why do you always beat around the bush?” He lashed out further, “Abhi aap kahi par bhi teer maaro, lagega nahi.”

The tension escalated when the Trajectory founders likened their brand to a well-known energy drink, a comparison that Mittal dismissed as “absolutely baseless.” Despite the intense back-and-forth, the entrepreneurs ultimately managed to secure a deal, demonstrating that a challenging response from the sharks does not always prevent a successful pitch.

Earthful: Natural Supplements for Menopausal Women

Earthful, a natural supplements brand created by two sisters from Hyderabad, showcased their innovative product on the recent episode of Shark Tank India. Their primary offering is a supplement pill designed specifically for menopausal women. The sisters aimed for a significant valuation of Rs 75 crore and requested Rs 75 lakh for a 1% stake, demonstrating impressive growth from their initial earnings.

Concerns Raised by Investors

Although there was initial interest from the panel, multiple red flags emerged during the pitch.

Product-Market Fit Issues

Kunal Bahl, the founder of Titan Capital, raised concerns regarding the product’s market fit. He pointed out the concerningly low rates of repeat purchases and noted that even with a compelling product — a pill aimed at menopausal women — the founders needed to invest in marketing to gain returning customers. As a result, he opted out of the deal.

Concerns About Efficacy and Shelf Life

Vineeta Singh, co-founder and CEO of SUGAR Cosmetics, expressed alarm when the sisters mentioned that the pills should ideally be consumed within two months for optimal results, despite having a shelf life of 12 months. The sisters explained that their recommendation for users to complete a bottle within a two-month timeframe stemmed from a desire for quick inventory turnover, leading Singh to comment that this situation was alarming.

Product Messaging and Clinical Trials

Namita Thapar, executive director at Emcure Pharmaceuticals, voiced her worries about the language used to describe the product. She questioned why anyone would want to use a product after it had lost effectiveness. Thapar further noted that the terminology could easily be misinterpreted as suggesting it had expired.

Both Thapar and Anupam Mittal, founder of Shaadi.com, expressed scepticism regarding the absence of clinical trials in support of the product claims. Anupam pointed out that the founders were making significant assertions without any trial verification. Additionally, he critiqued the tagline, “Nutrition that feels like comfort food,” stating that he couldn’t fathom how pills could be classified as comfort food. As a result, Singh also decided to withdraw her offer, citing concerns over financial and logistical aspects.

Challenges Beyond Product-Market Fit

Vineeta Singh clarified that while she did not attribute the problems to product-market fit alone, there were larger issues at play. Despite the founders’ report of financial losses, Singh noted that the losses were reducing. She remarked that the primary issue was the pill’s 12-month shelf life, which could complicate the delivery timeline, allowing for up to four months just for shipments. She warned that not accounting for inventory that might expire could present significant dangers for a business already operating at a loss. Additionally, she pointed out that only 35% of customers were returning within a year, a figure she deemed insufficient.

A Deal Accepted

Notwithstanding these concerns, Ritesh Agarwal stepped in with a conditional offer, suggesting Rs 75 lakh for a 2.5% equity stake, which could be negotiated down to 2% based on achieving projected revenue goals. The sisters accepted this compromise deal.

Nidhi’s Grandmaa Secret Featured in Shark Tank India

Nidhi’s Grandmaa Secret, a brand based in Gurugram, showcased their chemical-free hair oil composed of 13 herbs on a recent episode of Shark Tank India Season 4 on SonyLIV. Founders Nidhi and Rajat demonstrated the product’s purity by drinking the oil in front of the panel of judges. This daring display elicited a look of disgust from Aman Gupta, while Anupam Mittal humorously remarked about the oil’s potential effects, suggesting that hair might start growing internally.

The family team, consisting of Rajat, his wife Nidhi, and his mother Rajni, sought ₹70 lakh for a 2% equity stake, placing the company’s valuation at ₹35 crore.

Challenging Questions from the Sharks

During their product presentation, Vineeta Singh raised concerns regarding the chemical content of some items, particularly the ‘Herbal Sindoor.’ When Aman queried how their offering was distinct from Avimee Herbal, which appeared in Season 2, Rajat struggled to provide a satisfactory response. Nidhi intervened, emphasising that their oil is crafted from fresh, natural ingredients.

The sharks expressed doubts regarding Rajat’s previous entrepreneurial failures. Aman bluntly communicated his lack of confidence, stating that he did not find Rajat credible. He suggested that the pitch might have been more convincing if it had been presented solely by Nidhi and Rajni. Vineeta ultimately chose not to invest as well.

Securing a Deal with Anupam Mittal

Peyush Bansal recognised the potential of their hair oil but recommended that they concentrate on it rather than branching out into other products. Kunal Bahl cautioned Rajat against his habit of always seeking backup plans, stating that it would hinder the ability to create a substantial business. He also declined to make an investment.

Despite the overall skepticism, Anupam Mittal extended an offer, and after some negotiation, they agreed on ₹70 lakh for 5% equity along with a 1% royalty, bringing the company’s valuation down to ₹14 crores.

ZebraLearn: Educational Book Brand on Shark Tank India

Sibling entrepreneurs Anurag and Radhika presented their educational book brand, ZebraLearn, in a recent episode of Shark Tank India season 4. The brand focuses on providing valuable educational materials, including financial advice and NCERT textbooks tailored for students.

The siblings shared their ambition to achieve revenues exceeding ₹20 crore this year, and noted they currently have ₹2 crore in their account at the time of their pitch.

Concerns from the Sharks

During the presentation, Namita Thapar, the executive director of Emcure Pharmaceuticals, raised concerns about the high pricing of ZebraLearn’s books, which range from ₹1500 to ₹3000, contrasting with her own products priced at ₹300.

She expressed worries about the potential difficulties in scaling the business and the vulnerability of the current model, pointing out that a mere four books accounted for the majority of sales, posing a risk to sustainable growth.

She stated, “In your case, there are a lot of areas where you could be looking at disasters and scaling issues. It’s my duty to tell you these areas. Four books are driving the majority of your sales. Your books are way too expensive. It’s a highly vulnerable business. Don’t diversify. double down on your strengths.”

Investor Insights

Despite his initial admiration for ZebraLearn, Kunal Bahl, the founder of Titan Capital, identified several concerns. The low repeat order rate of 10% raised a red flag, indicating that customers preferred quick wealth over ongoing education.

Bahl also noted that the primary revenue was coming from a limited selection of books, which suggested inadequate customer retention. Consequently, he opted not to invest in the business.

Moreover, Aman Gupta, co-founder and CMO of boAt Lifestyle, expressed his decision to abstain from investing, reflecting a lack of personal interest in the book industry by quipping, “I would just spend all my time trying to get you to shut down your books business.”

Opportunity from OYO’s Founder

Anupam Mittal also decided against investment, declaring the business’s situation as precarious. He mentioned that he could not make an offer for less than 5 per cent equity, which did not align with the expectations of the ZebraLearn founders.

In contrast, Ritesh Agarwal, founder and CEO of OYO Rooms, saw potential for profitability and praised the founders for their financial education initiative. He proposed an investment of ₹1 crore for a 1.6 per cent equity stake, essentially halving the brand’s valuation, an offer which the siblings ultimately accepted.

Go Zero Secures Investment from Namita Thapar on Shark Tank India

Go Zero, the innovative zero-sugar ice cream brand created by Kiran Shah, gained significant attention after his appearance on Shark Tank India Season 4. Recently, Kiran successfully landed an investment deal with Namita Thapar, executive director of Emcure Pharmaceuticals.

Namita took to X to express her enthusiasm for Kiran’s venture and forecasted that Go Zero is likely to reach an annual recurring revenue (ARR) of ₹100 crore this year. What particularly impressed her was the fact that the zero-sugar ice cream brand achieved sales of ₹5 crore in January, typically regarded as an off-peak month for ice cream sales due to the colder winter season in India.

“With sales of ₹5 crore in Jan (the off-season for ice cream), this fabulous Shark Tank founder is on track to do an ARR of ₹100 crore. Ice cream with zero sugar, half the calories & absolutely delicious flavours!” she conveyed on X.

Although Namita did not witness Kiran’s pitch during Shark Tank India Season 4, she was so taken by Go Zero’s accomplishments that she arranged a meeting with him in Pune. Indicating a potential investment opportunity, she disclosed that she had connected with investor Arjun Vaidya for insights.

“I wasn’t there the day he pitched, but I have been a big fan of Kiran Shah & Go Zero (a daily staple in my freezer),” she mentioned, praising the company’s impressive growth. Namita shared that her preferred flavours include raspberry and mango duets.

With Rs 5 crore in sales during January’s off-season for ice cream, Kiran Shah, a standout founder from Shark Tank, is well-positioned to reach an ARR of ₹100 crore. His zero sugar ice cream comes with half the calories and delectable flavours. Kiran Shah’s pitch aimed at making Go Zero the leading ice cream company in India. He valued his company at ₹100 crore and sought ₹1 crore for a 1% stake. Offers poured in from Anupam Mittal, Vineeta Singh, and Aman Gupta, ultimately accepting a deal with Aman for ₹1 crore in return for a 1.5% equity stake.