Lenskart’s Peyush Bansal Shares SECRETS To Market Domination | Shark Tank India | FO 51 Raj Shamani

the date arrived for the first day of. the shoot and i hadn't signed the. contract my first immediate answer was. no so i feel that i am not the right. person to give advice to be honest i. genuinely feel that advice is quite. overrated and it can actually. do some damage to some good. entrepreneurs there is something wrong. with us. because i would hire a lot of people. and they would come from outside and. they.

all the. crucial. and needed things in the world are. uncommon and which is why ninety nine. point nine percent of the we will tell. you. and that is the reason why a lot of the. organizations are not.

changing what they wanted to change and. only that one percent or point one. percent are because they figured it out. this is the most anticipated most. awaited most in demand podcast of. figuring out because since the time i've. started recording podcasts with shark. tank people everybody have been just. asking me to make a podcast with this. guest we have peuge puncel from lens. cart today on figuring out is one of the. most exciting episodes because we've. talked about. how can you enter a perfectly.

competitive market and. build something where nobody can beat. you how to build a monopoly in a. competitive space how to find out your. niche how to make sure that even though. you're competing with everyone around. you but you build such a significant. brand by doing two or three tweaks which. can set you apart we've talked about why. push bunsel is the right guy to build. the kind of startup which is building. what has been the journey of lens cart.

how lens card actually built another. organization inside their own company. where even push was not allowed to go in. and he built that culture why did he do. that we've talked about such amazing. lessons from building a startup from. zero to taking it to a billion dollars. then overseas then going to japan then. going to us then going all over india. and collaborating with the best brands. around the world how all of this is. possible with just. one mission statement in fact here's a.

fun fact pierce bunsel never wanted to. become shock he never wanted to get into. shark tank but. what he ended up learning from shark. tank what were the lessons what is the. status of the startups which he invested. in shark tank we've talked about all of. these things make sure you watch this. episode. now that we talk about vision we talk. about dreams we talk about changing the. world but starting with them. like starting.

that i want to change the world right. because like think about it 2008 you. started right 2009. [Music]. how was it like a big world problem.

it started like a business only well.

like an opportunity. online. online let's start yeah luck is a big. factor of all of this right right place. right time you try to do something in it. so you are actively thinking. no no i was we were already doing a sort. of startup okay right so. which was key students problem. uh housing key we were trying to solve. that so we had a small garage. 20 25 people team okay uh in my own.

house garage in here. and the whole philosophy was that. create customer value because. microsoft. and that's what i was trained on for the. last one and a half years there you. think about customer think about. customer. and. and then the idea was how do we do. something which is really revolutionary. so classified maybe problem neither. student housing me but would desire to. do something which was really. like microsoft okay but also about the.

fact that you know dunya were the near. kind of thing and which microsoft regard. and that was the reason i left so there. was this constant desire to find. new things which would do that and it. was like. there was. a lot of it is. it happened. luckily i would say so.

person to do it or not okay and you just. took a plunge i just took a plan and it. was back in the day right so. uh. am i. really cut out for it and to be honest a. lot of people thought i wasn't cut out. for it because i was. quite a nerd okay right quiet and hurt. like quite introvert and quite nerdy so. it is it wasn't the obvious choice to be.

honest right so and one of your. interviews of like somewhere you. mentioned that your meeting with bill. gates changed everything yes that was i. think instrumental which is where the. analysis just. went out of the park analysis. again okay you're a fan of microsoft. you're a fan of bill gates of course. what do you think is there in bill gates. which. not many leaders have in the world like. what differentiates him yeah i think the. fact that he takes up really really big. challenges.

and. he says those out also right so i you. know i have very rarely seen somebody. say that we'll put a pc in every home. and then literally go ahead and put it. right it's a small statement but it it. is a massive task and then when i really. became. a bigger fan of him was when he decided. to do the foundation. right and that to me was like you know. this is another really.

big bet to say that we'll eradicate. some of the. biggest diseases in the world and then. going going at it. like no one else has in terms of r d. putting money behind it. going to the root of it and almost doing. it with the same level of commitment. uh you know i think that to me was. really saying that okay this guy yes. this guy has some. massive yeah and i still think that he. probably has the best bet of eradicating. a lot of these diseases yeah yeah true.

yeah. so that's so do you think like some of. this traits you try to do that in your. company. do you do that. yeah not. that much in terms of day-to-day. working but as i think about my life. right uh that those are the kind of. things that excite me personally so. if there is any second innings that i. would do. uh not now maybe 20 30 years later it. would be. probably i will look up to him in terms. of how he.

eradicated some of the biggest yeah so. maybe he can pick up a larger cause than. even this. now i'm thinking of early days of lens. card okay usually jesse when you talk. about doing business.

[Music].

i would say it's not. we have believed in. doing and failing versus literally. planning all of it in excel before even. doing it but the idea of doing something.

is originated. from a customer insight. which is the best is to talk right yeah. so now talking about customer insight do. you feel like when you start. a business so doing that the first idea. this has to derive from a customer. problem or has to derive from an. opportunity the way you derived like. based on something. i think there's nothing yeah it can be. derived from anywhere but there has to. be a problem i feel okay either you. start from a trigger like i did and then.

you figure out the problem or you start. from the problem whatever. the problem has to be big how do you. validate that the problem is big yes. like damn surprise. if what you're. building. is. so good the shorter time maybe you can. build a big business right and bossy. jesus. and who would tell you the smartphone. before smartphones ever arrived.

in a landscape you know you have to. observe. if. whatever solution you are giving it is. not putting that delight in consumers. where they want to talk about it to a. few more people without you pushing them. then there is a it's not there i feel. and that you nobody will tell you it's. like up next. feedback though. right now when i log. into.

what is happening right and what are. they saying and i've seen with john. jacobs you mentioned at the beginning. um my own friends right i used to really. be pissed off that they won't buy john. jacobs right and but at the same time.

it was also a signal to me they don't. really think of it as a brand like. inaudible. they would still. probably look at it as a cheap private. label so that was the desire always so i. think you have to notice and take. these things positively.

because. it means like if your idea or your brand. is contagious enough then that's a good. sign. automatically contagious yes yes like if. people are people talking about it you. know like yeah and what are they saying. right are they saying the things that. you want them to say and sometimes. they're saying different thing then it's. probably the right thing to pivot and do. that if that is the thing that matters. to them the most true i used to tell. this to my dad okay like my dad so we.

used to talk about usp. selling unique selling prepositions. right so i used to tell my dad to marry. officer. [Laughter]. right so if you want to build a bigger. business in india and you want to make. sure that you can charge more for the. same product then you need to build a. show of preposition. your product is actually getting showed. off by people without you asking them to. do it that means you've built a good. product like people love showing off. what's like that won't be problem easily. solve for this show of course like the.

status button. so if your product has a unique show of. preposition it means it yeah it travels. a lot more. there are two kinds of people right and. there are people who would uh. want to show off and there are people. who don't want to show off in both those. scenarios they have to feel proud about. it even if they don't want to show off. in their mind they should feel like you. know they are the smarter ones and. they've made a amazing choice yeah right. so yes i do agree that is a better. barometer for this no that makes sense. you know that's that's what we talk.

about content also yes exactly content. maybe if you're creating content which. makes other person feel smart it means. you're doing good job yes because you. only share what's happening. people are becoming smart and that again. is a good thing because and it will only. become smart i would love yeah my son is. smarter than me right. his son will be smarter than him it's. the. law of nature so the more genuine you.

are right. and authentic in your product business i. think it works in the long term. sometimes you may not be able to present. it the right way but i think that. problem you can solve. right there are a lot of great products. which probably don't know best marketing. but they are fundamentally great. products that people love when they. would swear by. and that marketing problem in my view is. easy to solve okay but what is difficult. to solve is inherently building. the core proposition okay let's talk. about this more okay let's go deeper in.

this you kind of built your own category. and when you're building your own. category. how did you what have you understood. about the market or customers in india. specifically how can we make them trust. our product i think the first thing is. that. you have to understand then what is. really core to your. product. i i don't necessarily feel that the your. external brand.

and your internal brand can be different. right. dna. that you would put a lot of good quality. in your product then that can be. marketed. okay but. dna that you will bring a lot of styles. and that is your usp like you said then. that can be showed off. but you can't. have this different you know the. internal and external brand have to be. similar and it is also related to the. culture at the organization okay right.

at which you're working so marketing in. my view is. you know brand building is not marketing. okay actually this is the biggest. problem that. most marketers feel that they are. building the brand. but actually brands is not built by one. group of people brand is a combination. of a lot of things right then you speak. about trust right let's take example of. starbucks. you don't go to starbucks just because. you like the logo of starbucks. starbucks. right of course there is a likability in.

that fact right upgrade tv. but starbucks is run by its employees. right which is the core which is i said. people is a big element you go to. starbucks because somebody addresses you. by your name and they remember it and. they call it out when their coffee is. ready that hi raj high push your coffee. is ready right so that is a bigger. element of the brand or equally big. element of the brand and then the. pricing is an element of a brand logo. do they think of your value of money or.

they think of you. premium has an element of brand so. marketing. x and market yourself to be why that's. you know deceiving people and like i. said consumers are becoming smarter d2c. is what. smarter choice for smarter people right. now you are direct to consumer you're. cutting a few layers and giving them. more value so fundamentally everything. is based on the fact that consumers are. getting smarter and it's worse to market.

something which you're not because. you are actually telling people to come. and try you and you're not gonna. live up to their promise so all you're. gonna do is in the short term expose. yourself even more so market is. you know it's good storytelling right. maybe. a lot of true with a lot of japanese. companies right they build great. products. great products and they work from. consumer research backwards most of. whatever i see. but they may not necessarily market it. that way too well right so then.

marketing is a very very good way. because you can communicate. what you really do well i take example. of indigo airlines right. a binding a market care that i am on. time you know that's a linear market. here i'm on time because this is what. people want in an airline business but. they lived it. culturally right it was part of their. culture. like everything has to be on time. for an airline to depart on time and. then you can market that you're an. airline on time but if you market your.

own time and then you're not half of the. time then you might as well market. something else oh so do you mean to say. that like when you start as a business. or as a startup. so the first bunch of people let's say. you or two people or like just like five. people your first five people. whatever your core value as a person. or as a culture is. that becomes your marketing that becomes. yes yes that becomes your marketing and. in case in future you want to take the. company in a certain way let's say you. want to become more innovative and you.

want to come across as the most. innovative company. first before working on a television ad. work on do you have an r d department. are you really innovating are you going. to launch five innovations a year. then yes there's something to market. that you know once you've done that oh. what was the first thing when you. started like what did you want to live. up to so we. you know at lens cart we had abundance. of styles okay and it was almost like. as a company also be a very agile. company.

so that was a big big aspect and. internally almost breeding up in the. company. the second big area was that there is. something that we could do. uh which is that virtual try on. uh which nobody else could. have already. yes. this was core. so that's how. our first marketing was it was saying.

try i still remember trying thousands of. styles on your face virtually yeah so. thousands of style was code to us. because we were like abundant in styles. right i won't say good bad ugly. and we were doing it so i think. and culturally it was suiting us because. we were always in this rush to give. people more choice. more variety latest trendsetter all of. that and what's now like is it the same. thing or now it has changed and you. culturally want to shift your focus to. something else. largely i would say it is still same in.

the middle we do feel that. we are great quality but consumers don't. necessarily think of us like that. because of the price so we have started. doing some advertisements around telling. people why we are affordable okay right. so we recently did a d2c ad which. i don't know if you saw which told. people how we sell what we sell at the. price we sell oh right interesting right. and and that actually was a super hit. for us so which is why i think when you. truly. give the why to people and you live up.

to that expectation then it works. seamlessly and it works at the start of. the. of the startup as well like you start. with the y or you start with what so you. you start out of what keep this is what. i'm going to solve this is what my. business is going to look like this is. what i'll do interesting question i. don't think we pattern esme again okay. you you know you can start with uh why. and you can start with what you know. there are brands. which are built on. literally not a product.

but on on a mission or on a. purpose i'll give you example of apple. right okay apple is a very why kind of. brand yeah. hardcore hardcore vibrant right and. i don't know whether it ever started on. a product or it always started i don't. know why but today. you know a lot of see people say mera. street. culture brand. so it's a culture led brand. you can sell whatever but it is starting. from a certain community and a certain.

code of consumer right so i don't think. there is. uh in fact i would say there are more. why brands that are emerging now than. even what brands and those are very. strong brands but then they have to live. for example people say we are working to. build sustainability. and then they get into different. products but then a lot of people leave. that in the middle but if they're really. true core to that purpose right then. yeah it makes sense what's better like. purpose driven brand or i think purpose. is important at some stage it may not. start like that but i do think that.

the true. attachment of consumer in the long term. especially with the same theory that. consumers are becoming. smarter. is to the why right the more they are. able to unlock the why. the what becomes easier in my view i. think more than consumers your employees. need to know if your employees know only. then your consumers will know so why. drive from the founder okay it starts. from the founder and then eventually it. can spread on right you must have had a. y yeah and how do you make sure that.

every employee knows that and they're. connected equally so that now customers. also feel the same way so firstly like i. told you brand is not built on marketing. it's not built by marketers it's built. by employees collectively. right it's built in every thread of the. company it's built on the product it's. built on the pricing it's built on. how you interact with your vendors. everything is a brand right and it all. comes together and if you do. a lot of things right at the right time. then brands are built and which is why.

you know it says you're a first. generation entrepreneur you can be a. second i'll be a third stinter but one. thing the best entrepreneurs can't do is. replicate brands yeah because it means. that it is not like even for me to do. that repeatedly. uh it is not easy it is also the biggest. risk in a business because best of the. brands. over a period sometimes lose that. you know aspiration for people and we. have seen that in india for a lot of. indian brands.

i said key foreign only thing you can. work on to make a brand. live sustainably is work on whether. people really understand why you exist. because if they understand why you exist. then it will go into the threads of the. product and in the business and your. consumers will understand linkedin. connections. connections. but our employees are the biggest. marketers of the brand right.

so like do you have these sessions every. month that you you instill your why in. them or if does that have like every. email has it like what's the process ha. it has to be literally like every email. it has to be literally like every. conversation it may not be literally. saying this is why we exist but in the. things that you do. in the way you communicate in the lines. you communicate right the things that. you promote.

uh so at lens card for example. we say we exist to allow people to do. more and be more with your eyewear so we. have to promote things that allow people. to do more and be more. right we believe that we will transform. so you have to promote transmit. transformative ideas when somebody does. that you have to call out these words. and say boss you've done something and. then it will start showing brands are. culture. right it's. more than anything their culture. right and which is why they're so. difficult to replicate google is a.

culture amazon is a culture apple is a. culture starbucks is a culture the best. of you know brands are a culture and. they. carry on for ages and you know. i also believe in this like content. drives culture and culture from. communities and these communities make. you contagious yes that's the only way. you can go. yes and i've seen one thing. most of the people their biggest culture. is no culture like you look at small. family businesses i'm talking about the. the reason they're not they have. excellent product they're.

amazing fans of the product but they're. not able to go beyond 50 cross 100. crores out of that one city they don't. go because they don't have a culture. it's just driven out of one person and. one person can only drive your business. to one extent. if somebody is watching this and they. want to start building the culture what. what can they start doing like where do. they start first i think they start by. inspiring i mean i started with my. journey with an inspiration right. culture is literally how you live right. so what you do will become the culture.

right it's like your kids are going to. be how you are yeah in a lot of ways. right not necessarily above engineering. their thought process right their value. system so culture is not nothing but a. value system so all you have to do is be. conscious conscious about what are you. building what messaging are you giving. control. for you it is important to realize the. power of it to be honest no startup can. realize the power of it till a certain.

stage yeah in my view. it only when you start. adding. you grow up beyond a certain size. you start realizing the. the power of it from john jacobs. what we are trying to build is a. platform which is all about disruption. which is all about doing a new thing. every day which is all about changing. things fast which is all about being. agile okay whereas.

this brand. is a little bit more you know it means. more to consumers. everybody would be like i'm you know. from whatever i have seen you can.

which will be called the john jacobs. office and it will be run and maybe. it will be run independently my board. meeting but nobody should prom lens card. or manage it. it was always a debate point in the. company. but i do believe that. john jacobs would not be john jacobs if.

i didn't let it have its own culture. and even today i feel the same right in. fact i feel we could have done it better. because. and that is so i think that is the power. so you only realize it over time over. time so what businesses can do is start. being conscious about it he this is. quite powerful. right. a large part of your work is to.

trust me i try and fail on it every day. it is very very difficult leadership is. caught not taught. you know the tough part is. in the beginning to come up with an idea.

like this and saying here is officer. give you a premium have a different yoga. everybody would think you're stupid like. you out of your mind like what does. office to do with it. exactly right what. i was reading this book i can't remember. the name there. it was about google and they said that. google is nothing but a. you know it is almost like a place where. they figured out how to. literally breed innovation so it's not. the innovation itself it's the platform.

where people can come. and do these things yeah so how like. when did that happen john jacobs and. stuff so john jacobs is actually pretty. much six seven years old now okay we. were be become becoming clearer and. clearer. joe. usp nobody has really put a name okay. right sunglasses. globally there's ray ban of course which. is a mega brand and then there is oakley. etc but the non-specs.

and so that's how john jacobs got. emerged then we were looking at names. also and for bottle of bull rita. wore these iconic glasses okay and. jacobs was the founder of uh boston. john jacobs and we never knew that. it would become this uh. popular. interesting to know the story behind. brandon. research.

you know you could just hustle and come. up with things and there was. no it sounds very like one of those. iconic john lennon type we looked at. john jacobs by the way you were one of. the first ones who introduced this. concept of brood blu-rays. yes yes like because that's why i wear. it yeah. i used to stay away from it yeah yeah so. globally and even in india. joe bluka concept. uh it was almost like kisika they go. with the five percent share ten percent. share was blue and.

our focus was really on the you know the. new new generation which was spending. almost 60 of their time on phone yeah. right so you know when we came across. the technology and we. continued to. do more research around it we realized. that this should be part of everybody's. life and our fundamental. uh belief is that in the long term logo. quality of life improve energy. right and if that is happening then. you're on the right track macro level so.

it seemed like the right thing to do for. consumers and for us about 75 percent of. all our. consumers by blue so we literally. democratized wow buying digital glasses. right insane right. [Laughter]. only 5 10 was the share of blue atlantic. it's 80 percent crazy so you look like.

you nailed it you monopolize that. particular category like i said right. your need of the hour. if you it is a bold bet but if you. uh think about it it works out right. airbnb because it was need of the hour. so i think it was more of that kind of. recall but you know abe. the latest there was an article in the. economist recently which says almost 80. percent of people in a lot of the. southeast asian countries including. china. today myopic so nine out of ten people.

in one of the countries i can't remember. are myopic today in singapore it's out. eight out of ten people have myopia. right so the numbers are very very high. the mostly low happiness. uh people have up to the age of 40 45. and then you start getting. uh the problem of uh you know kippas. kane so that is the. problem so it is a big big big problem.

no it makes sense. firstly you know i want to address this. because you said touchwood actually. is not and this is the problem because. the fact that you said touchwood is the. reason why a lot of people don't get. their eyes checked. right because jobs. don't if you get a prescription you must. have been closer.

but we want people to get their eyes. tested because if they don't they don't. realize it. because let's say you can see better. than me. i don't know you can see better than me. the only way to find that out is i get. my eyes tested right otherwise to me the. world is same the same right how i view. it and that has an impact if you. think about it on. what i will be able to do with my life. what how productive will i be so the.

impact of this is pretty big but i think. that is changing and that is exactly. what we wanted to do at lens card so. when you start in the beginning how do. you kill that fear of being stupid so. especially when you're starting how do. you talk about those dreams because. everybody else is laughing nobody. believes in you one thing i want to say. is that it doesn't change a lot because. i feel the same every day and i'm not. kidding okay because when i'm talking it.

is not much potential. and all of that but. you know so the problem is the same. uh. i still think it's important to say. because the only possibility of you. actually doing is. by saying it if you don't even say it. then the chances are zero if you say it. maybe even if the chance is one percent. right from whatever stats anybody is. applied there is at least a chance like. in fact there's a baron land right here. dunya maybe.

building. or whatever but you before growing the. tree you'll say that i'll have to grow. it i want to grow a tree here yeah so. which is why i think without saying it. to chance hey nina i'll give you another. example before this of the last point. okay which i see saw play out okay. there's a recent partnership we have. done with this japanese company on days. literally five years back that was the. first time i ever went to tokyo to meet. the founders right. and i was truly.

uh impressed by what they were doing. you know and it was like. there's so much to learn and again at. the same time i could also see. if there is so much like what they were. doing was so different than what we were. doing but at the same time. both of us were elevating consumers. proposition over the next 20 years. and five years later in hindsight. right this is happening this partnership. is happening. right so i think it is important to say. you both were in the eyewear space right.

what were they doing different which you. felt here this is commendable which. these guys are doing i've always been a. big. fan of companies that master consumer. excellence okay literally where. you come in and you walk out with the. wow so for me this was like oh this is. starbucks of eyewear they are literally. you know that culture because starbucks. is a lot about people. the way they. have worked with their employees and the. culture and it is. if it was that easy to replicate with. the everybody would have yeah yeah.

starbucks has a i think i was i was. listening to one of the their ceo's. speed somewhere and he said it i. remember this line like stuck. it's there in me that we don't sell. coffee we sell environment yes he's like. we're selling them so that was the thing. that i loved it was literally just that. and i in my view that is. very very difficult to build so these. guys are selling experience not a yes. experience more from a people. perspective right how they were greeting. how happy their people were. how they were engaging and that to me.

was is it was very profound and how they. were doing it you said like i love. learning from people so what did you. like what did you learn from them. specifically the fact that they were. investing time. a lot of time. in. training. their people teaching them the. philosophy and culture. and even till date you know every time i. go meet them and i was in tokyo till. yesterday and i was.

day before yesterday they had this. day-long event. where people get voted. like a democracy right to become a store. manager oh yeah wow and it was profound. like in the entire system that has been. built is. is is not. something anybody can do that easily so. and it's largely to build. a very very transparent and fair culture. and that's what then because the. internal brand is promoting it that's. what customers see.

on the front end so you're talking about. going back to the discontent while apart. like you go what do you mean by that. like why. why should we never be satisfied so the. reality is that for the first. 10 years of my entrepreneurial journey. or maybe first nine to be precise. i always. felt that. there is something wrong with us. because i would hire a lot of people. and they would come from outside and. they would keep telling me this is not.

how things work we don't have to be. discontent. you know the way to live life is to be. content exactly right and i always was. it was almost like. i was searching for nirvana okay how do. i get there right yeah that is one of. those things which is yeah why am i not. able to crack it then i would do a lot. of. support structure. and i would still fail at it right. you know and i got more ingrained into. understanding and observing cultures. this is our strength boss why are we.

trying to change our strength. you know we are what we are we are. becoming what we are because we are. discontent and for the last 10 years. i've been trying to change this. even hr people would tell me. and i would constantly try to change it. and i failed it like i literally failed. it and i'm so glad i failed it. you know you couldn't fix that problem. so your problem is your biggest strength. yes your problem became.

nice that's the first time i've heard. any entrepreneur saying this. because i was not able to solve this. problem i made it my strength. you know we at lens.

here yeah this is our strength strength. this is why lens cut is. what it is because we are adapting. ourselves fast to consumers this is what. some of the organizations that didn't. scale with time. mistake and they were constantly trying. to change it yeah. the crucial. and needed things in the world are. uncommon. right and which is why 99.9 percent of.

the we will tell you. and that is the reason why a lot of the. organizations are not. changing what they wanted to change and. only that one percent or point one. percent are because they have figured it. out again. it's really what you want to create. right i have no problem with contentment. to be honest and i really. admire those people. which is why i said that every. organization is different right. and don't try to be someone else try to.

be what you want to be and what is. needed for it your copywhale model. doesn't work i think a lot of us have. confused happiness with contentment okay. right because we think the way to be. happy. is to be content but i don't think. happiness has anything to do with that. you can be truly happy i'm happy i'm. sure you are happy but that doesn't. necessarily mean. that you are content with. where you have reached or what you are. doing or the difference you want to make.

that doesn't. [Laughter]. that's such an interesting point because. people feel that i'm not happy as a. person because i talk about i'm hunger i. want more and i'm discontent with. wherever i'm. but nice what is happiness to you very. in like a deep philosophical question. though to me happiness is largely i. would say is about. doing things.

that i'm enjoying. and being with people that i'm enjoying. with. right. in the company of those people right i. think. because a lot of it is about the present. to me i don't like to live. in the past or in the future. that way so it's not like i'm going to. get happy if something else would happen. so it's not outcome driven at all. yes it is not this is evolution. for me and i could change again myself. my thought process later but for me.

right now it is. uh not really. dependent on. wins and failures and what the outcome. would be have you ever thought like. why. you got the success you got. and most of the people don't get it i. think it is to do with i am blessed in a. certain way for it to be that way and i. am supposed to do it okay and i've been. given the responsibility to do it. but it has nothing to do with.

that i inherently. have something. that allowed me to. so your god's favorite child. in some ways yes in some way for at. least this part. god please. help us also. help us what have we figured out about. indian customers key indian customers. best way to market care what i've. figured out about indian customer is. that. what. 5000 rupees could be to me.

500 rupees. to somebody who's. earning maybe not. as much. is more than what 5000 is to you people. who think. that. pansorbe. you can only get this much that. have made those mistakes there are some.

case studies also around it i have. figured out that you know to. they need to feel proud what we. discussed earlier about their 50 rupees. their five rupees their 500 rupees how. do you increase the accessibility of. your product aspiration of your product. even at a lower price even at any price. how do you do that depending on whatever. you are building so. but if i'm talking from. uh what we are trying to do which is so. mass people have come to me and even. said yeah lens card.

premium. you know people are.

so it is actually there is. little correlation okay. in happiness aspiration desires. to the income levels that you are at. and to the money that you pay. interesting so it doesn't matter what. your wallet size is of disposable income. largely majority of people kind of act. same as per their volume size because. they but their context the way their. thought process will be very similar. to warranty.

i've noticed something very interesting. the more rural you go. the more loyal people are towards the. brand like i was shocked with it because. there was an incident which i saw. there was a. like some guy i think probably a farmer. or somebody he came with the remote and. he's like. me. though he didn't even know the size.

trust so which i noticed and then then i. stood there and started talking to that. person a lot like to the shopkeepers. around and so. difficult. you go to supermarkets.

as you grow and go to metro cities to. individualistic bandaratu rather than. community driven and individual people.

try more things because they feel. they're more educated to learn about. more things and they can put their trust. in certain things because they are. fair enough to decide what's right or. wrong for them versus community driven. people because. your community choose career. you should never break their trust yeah. hundred percent i was looking at market. share of fmcg brands because obviously. detergent dishwashers.

whoever is trying to raise investments. very basic question because i feel it's. very important for people to understand. what do you feel entrepreneurs i see top. three jesus conscious. which. which decides an entrepreneur versus. someone who's not an entrepreneur. material ready yet. important heck is this person still. feels that.

he or she has arrived in life they're. confident about everything. they let the other person speak they're. open to listening views. or. you know like are they are they open to. learning. and failing and relearning are they open. if they were doing things a certain way. and let's say i suggest something. are they and you can figure this out. right it's very difficult to think this. uh. are they. open to for a moment. assume what they don't know they don't.

know. and. put themselves in a new perspective and. say maybe. and i'm willing to explore and learn. right and so that ability to be. i also think it's to do with humility. it's to do with. uh this thing that. ha mojave. because i genuinely think that. most of the times.

what you are today. when you look those businesses and. entrepreneurs five years later they'll. be very different both in terms of what. they're doing who they are how they. speak. but and the only reason they'll be. different. is because they were open to changing. and learning every day so that i think. is is the the most important thing. important thing right because if that is. there then i feel rest. up.

the second thing i look for honestly is. which is not a formula for success. is is this people is this person going. to be able to inspire other people. because organizations like you said are. built on culture are built.

[Music]. shark tank major complain he didn't know. english but he you know he could inspire. the hell out of people right including.

myself so i think that ability i feel is. important because. is a little bit of this. think about whether this is a. am i going to enjoy. working with this person.

because. life is short right in that sense right. and you don't wanna. be doing something which you are not. enjoying at the end of the day and. that's true for me for even in business. in my own vcs. in whatever i'm doing at the end of the. day you don't wanna. i at least don't want to spend. even a day of my life not enjoying. whatever yeah and not and not and. working with people who i don't. fundamentally. uh.

vibe with yeah vibe with right so. but from a people perspective this is. done right these are the three things i. would say like i don't have to force. myself to like a person right and it is. so something which is so gut level. right. you know that kind of thing you're a fan. of shark time right who's your favorite. child.

from. and why he's quite clear of what he. wants to do. right it's not literally based on. what others are doing he doesn't jump to. deals because five others are doing it. uh and of course it's gotten better with. experience. you know he's okay to take risk. exponentially yeah. where because i'm jay silly. right. to do something which you feel good. about right at the end of the day to. feel logo other time you're thinking. about.

making money but in reality what. i'm thinking about is what are the kind. of companies i want to be associated. with. i was involved in the early stage right. so it's almost become sudo. entrepreneurial for you in in that sense. and obviously may not think like that. i'm just saying but i'm not a vc yeah. right so. uh. so yeah so i think whoa.

is similar to. you know marx marks and you know it's. it's true recently he did a podcast and. he said that. a podcaster asked him did you make money. on your investment in shark tank was. that making money. i lost some and he's and then he's like. why did you then why do you still keep. investing he's like because the game is. not about. whether i can make a lot of money out of. this or no the game is much different. it's about larger contributions yeah but. there's so much you learn at shark tank.

and i'll be. uh okay what did you learn like. one thing that i learned is key that. whatever at least. we are doing at lens card a lot of this. that can be done at one tenth the cost. with much lesser resources. that's a. very good learning. so. okay nice yeah. second thing that i learned is that uh.

the whole. community concept right the micro. community. that. joey ecosystem color and i saw. very very unique brands and product. offerings. but when i hear their numbers and what. they're doing.

that was very unique that consumers i. haven't learned the consumer. and nagar again. or deep jana badega because the world is. changing. uh. third thing that i learned is that.

literally that place at which things are. moving. and changing is. exponent would. numerically define negative but it is.

constantly moving right yeah so i think. that i would say is okay. you know. it is changing that fast right like. companies are becoming larger. faster they're changing things faster. wow speeder perfection what are you in. today's world i think depends on what. you're building. uh for me it's speed for you speed okay.

so with charging because for me it's. important to fail and learn quickly know. that i failed. and the way you've built your culture. and the way you you are as a person so. it makes sense so shark tank say one. question was a i'm sure you must have. answered somewhere how did you get in. there are thousands of entrepreneurs in. the country. why did you got in. they. reached out to my co-founder amit. thinking he will push do this etc and i. my first immediate answer was no okay.

and uh. god knows what it will be like then uh. amit and my wife nidhi they were talking. i think about something and they said. how can you not do this. once me and nidhi went to maldives. for a vacation. and you know this is supposed to be like. uh. only me and her. right no friends. and. [Laughter].

then we discussed the idea. with a few more friends and then once i. had gone to a. friend's bachelor's. and uh. [Laughter]. so. so. then i think it was like. let's uh. explore. and then i was on the fence and then uh.

shark tank team came they do have their. own screening process. oh you gave audition and stuff. yes yes okay we gave auditions how was. it i want to know the audition like how. was it turkey. i think they have a mock uh. picture okay and they call some. entrepreneurs also and they see how you. handle everything how you evaluate and. how you are on the screen. and then.

their wisdom right beyond a point and uh. it was not too long it was like a day. or so and then. they said they. wanted to do this. i still to be honest wasn't sure okay uh. till the day the date arrived for the. first day of the shoot and i hadn't. signed the contract oh yes okay uh. because. will. work suffer. will i be able to cope up.

okay. foreign. [Laughter].

am i eligible enough to invest. yes yes i do have that so i feel that i. am not the right person to give advice. to be honest i genuinely feel that. advice is. quite overrated and it can actually. do some damage to some good. entrepreneurs. that was the initial reason why i didn't. want to do it right one was of course. time second was you know it's yeah i've.

never really. been fond of being in the news okay what. i am. uh. definitely. enjoying is that. you know. that i was probably. working in a little bit of a box. in lens cart right where. in some ways the rest of the world was. isolated. and through this at least i'm getting a.

good perspective. uh which is i think is important for me. uh personally. it's important for lens card to be. honest for me to have that perspective. to be out of the box. it's what i'm also enjoying the fact. that. we have reached a stage where the. founder should not be that involved on. day to day of course right and. it has lit really allowed that abbey. even during the year it's not like. without shark tank also it has really.

allowed me to be. detached which i think is good for our. people then they can. uh manage things on their own so that. training it's it's a good transition. into that journey where things happen. when you cannot touch that phone yeah. from morning to night and you'll not be. available and sometimes for two days. three days so in a way you're missing. work but for good it may have some. short-term laws but it will have a lot. of long-term benefit because it's it's. allowing your second line of leaders. it's giving them enough room to now and.

this goes on for you know good 12 weeks. i feel earlier entrepreneurs were. becoming. entrepreneurs out of situation now they. become entrepreneurs out of choice. just the way you became entrepreneur. right out of choice if they want to. become what do you feel is the biggest. opportunity for them where can they. build the next unicorn or the next. thousand crore or billion dollar. opportunity i do feel that maybe. manufacturing. i do think that india. uh. is quite ready to be the manufacturing.

hub of the world. uh in a lot of way. we can manufacture in india we have so. much tech. which allows us to automate. uh. we have. we are beginning to get infrastructure. now it may not be where. the rest of the world is. but it will get there i think the. government is working towards. it uh. i do think that anything which is. complex. requires.

combination of software hardware india. will do very very well yeah right. because. we have the talent for it so i think. manufacturing unique manufacturing will. be a good area now whether that is a. cool and a sexy business to do i don't. know but it definitely can add a lot of. value a lot of opportunity in india is. health care also i think. [Music]. perspective. the simple problem key. the amount you pay for a surgery changes.

with the room that you book. it's a big problem right i mean. um. they will give me great. quality but at great price. right for generic drugs maybe. i find it funny. i find so many problems in the health. care system. generation.

and my philosophy again is that. consumers. you know they are getting smart. logo. thanks a lot for doing this thank you so. much thanks for having me thank you. thanks this is good thank you so much. for watching this episode till the end i. really appreciate each and every one of. you taking our time to watch this. episode till the end. please make sure that you subscribe. share. like comment engage with it and.

send it to at least one person who can. really benefit from this episode because. you never know what one conversation can. do with one person maybe it's the start. of the seed of a billion dollar idea in. their mind so help your friends help. yourself help your family members and. help a stranger to spark the. conversation of an idea which leads to. their billion dollar startup.

you.