Shark Tank Fame Vineeta Singh On How To Make BIG Money In Life | Sugar Cosmetics | FO13| Raj Shamani

the second is sugar Cosmetics glow and. glow and behold jelly highlighter. 499 you know the the. know you cannot miss today's episode. because one of the guests is shark for. shark tanks Indian Edition and the other. is the one who completes her I say this. because this power couple is insanely.

ambitious and they set goals and they. achieve whatever they want to theyve. done it all they have reached the best. business school in the country then they. have set goals to start their own. startup then reach 100 CR Mark within. time frame then they have done Marathon. they've done Iron Man Triathlon and they. have done every godamn thing which they. set their eyes on so we have talked. about how to achieve this winners. mentality how to achieve their goals how. to set them what to do if you fail to. achieve them basic basically this.

particular episode is the episode which. is going to be startup mindsets Master. Class 101 so you cannot miss this one. also this podcast is brought to you by. coin switch kuar coin switch kuar is. India's simplest digital exchange and. trading platform for cryptocurrencies. where you can start trading from only. rupees 100 a simple fast safe and secure. platform which allows you to start your. crypto journey in the most userfriendly. way in the last segment of the episode. episode we have asked the founders about.

their own business and see even the. founders who are doing exceptionally. well how they struggle to come up with. the prices of their own product so. ladies and gentlemen everybody you need. to stop doing what you're doing for next. one hour because the founders of sugar. cosmetics wiita and Kosik are here to. give you some immense amount of. knowledge which you cannot get anywhere. else enjoy the episode till the end.

you guys would know it's if I put my. dishwash gel in modern trade 50 rupees. for a bottle in front of let's say a. whim or a Prill which is selling at 100. 10 right it won't do better than that. but the moment I put it 100 rupees may. get two and it'll do crazy. better I don't know how this works have. you seen that something like this K I. think maybe somebody who buys at 110 May. really feel nervous about something.

being very cheap very different. they India runs on boo right. so ridiculous. word dude BOGO has killed my margins. more than anything. else we we are antio never. boo yeah never ever my initial success. for the brand I got because of boo and I. never reduced the price because I was. getting in modern trade I was like 100 I. don't mind and these guys were happy to.

do it they did it but because of that. now they want that on everything they're. like the problem because discounting. ends up being a zero sum game it's like. you know at the end of the day then that. becomes your new price yeah yeah yeah. that's that I heard it somewhere I don't. know who said it that people get. addicted to discounts they don't get. addicted to free so if you ever want to. do something just surprise your audience. with okay if you buy all of this like. you're going to have a free surpris.

freebie they're not going to get. addicted to that because they won't. expect the same thing you can like do. something else next time uh that's I. heard it in some podcast I some. restaurant business strategy but in. India a freebie doesn't work as well as. a discount especially online because. online you know there is this natural. habit of comparing prices across. multiple websites and you know that that. slashed price makes all the sales happen. and we are anti spash price also so. because our theory is like and is like a.

trust game over like 20 years so. consistency in a lot of things including. packaging quality but design and you. know price is one of those attributes. that you have to be consistent in but do. people still do that like I'm just. asking that because if somebody wants. let's say if I have 100 rupees to pay. and if I know that this is a product I. like why would I compare it on 10. different platforms like people 99 if. it's available somewhere I will switch. platform that is the Indian Behavior. like literally price sensitive Market.

this is like when you're booking a. flight ticket right you will check. what's the go code and what's my make my. trip code I mean we we've done that. right so so why but but check I I think. it's become gamified right at the end of. the day so you find one coupon gives you. 5% extra you're like okay I won I won. people don't want to buy people want to. win at e-commerce people don't want to. buy products in e-commerce yeah the ptms. have like the one two rupe cashbacks in. phone recharge and all have like. dramatically up to 100 rupe cash back.

but we get one and I I not taking any. names I don't know which compan you're. talking about but up to it's happened to. you very. personal it says one win up to one lakh. rupes per day very good cool one rup no. no no scratch card with a teddy bear. which goes into my wallet oh yes oh yes. oh my God okay I have to say this. so I was looking at my wallet and I was. checking have I ever like garnered.

enough cash backs or something my cash. back is 600 rupees okay total and I have. I'm seeing this after like 2 years and. during the entire pandemic I've only. used the I was never like app user I was. always a cash payer. or. 600 and then I saw there like 1,000. scratch coupons available I scratch them. there's a teddy bear I scratch them. there's a sunglasses just just keep. scratching them again and again and then.

it's a virtual teddy bear they don't. even ship you a real no no no no school. Avatar see now we heading meta exactly. now we heading to meta so everything you. know who knows nothing against meta okay. I believe in meta like I I believe my. next startup maybe is going to be in the. web 3.0 and I'll make like my unicorn. there let's let's not diss that at all. actually no jokes I mean there's just. people are I mean booking their names. and trading it for a profit then yeah.

it's happening it's ridiculous what's. happening it's I don't know let's not go. there yeah okay we come to like you use. the word gamified yeah we'll come to. that later when we talk about brand I. think because it's a very important. aspect which anyone in the current. scenario who's trying to build an online. business needs to understand I think. gamified is a very important Concept in. what so I want to I want you guys to. explain more but I want to start off. with like the very basic question and. the basic was everybody says that you.

know you don't need an NBA to go out or. become an entrepreneur that's true like. you don't need that but are there any. benefits because obviously if there are. top 1% of the world like you you both. went to I Amad like that's like people. dream of it obviously because of alumina. network and lot of stuff but is there. anything else which you felt he B School. taught you which nobody has ever taught. you in life.

I think uh that's the biggest one that. you said the network because like my. co-founder is from who is somebody I met. at I Amad and in my previous uh company. also my co-founders were my batchmates. and I remember when we had started up on. campus like literally we had access to. like we got sanjie bani to come to our. doitory room and guide us on our website. and you know whether what are you saying. yeah he was and was he that big that. time he was very big because he was. already like worth some you know 177,000. but he was there on campus because it.

was a you know gradu convocation day and. alumni like really make time for other. students and alumni so he just came down. and he was very humble he came down to. the dormitory room because he used to. have we didn't have laptops then right. so desktops so you to show a website on. your computer and he gave us feedback so. and and it's been like that like you can. like write to anybody saying that I'm an. Alum can I get a you know meeting you. may not get a check which is the biggest. problem actually that most businesses. face but you definitely get a meeting.

wow with that yeah sanjie big chani I. just gave me like Goosebumps right now. because I started contract manufacturing. with for one of their startup one of. sanjie startup which he's backing and. the only reason I went up to them and. was like you know you guys want to buy. it because they're looking to buy off. like a detergent brand now okay and I. will never sell my baby I'm like if you. make sure that for 3 years I get access.

chani you have the business like that. hardcore because I feel the mentoring. which this guy can bring on table is is. going to be invaluable and I'm just. getting started like at the at 25 if I. get that guy access so I can build. bigger things in life so I was like. ready to sell it you guys Flex. 25 very no now I feel. old no let let's not so let's come back.

like apart from alumina network was. there anything else which you felt that. why should people go for B schools. because there's some Merit to it so I I. think what I've heard people say is. sometimes it uh Dr risks the path if you. take the if you wander off the beaten. part it drisk you a bit because I've. seen that happen to me I mean um when I. was graduating there was a replacement. offer at an investment bank that I had. fought really hard for. you know you want to prove yourself that.

you know I got that and but 12 months. later it just seemed like that's not. what you want to do and uh my first app. didn't work out so after 2 months um I. knew it was crazy the bank balance went. down to four digits and U at that time. we were also supposed to get engaged and. uh you know when the family start. getting to know each other there's this. one question which keeps coming. up how does he make what is he do simp.

and you know I tried explaining then I. real I'm not understanding what I'm. saying so um I had to get a get a real. job so I think having that on the resume. definitely helps you wipe off some of. your failures but that's not the most. important thing which I take away from. business school I think um some H some. business school campuses teach you how. to compete um Sports teaches you how to. compete but this also taught how to. compete for things which you may not.

naturally enjoy I enjoy sports uh may. not look like it but I do but uh like. for the best opportunity of Campus fight. right so it's a it's a divide you either. put fight or you just say okay this is. not for me and uh then you live those. two years of your life being one of. those who did not put fight for the best. opportunity on campus and I didn't want. to be that so yeah so that's how you. applied for the best and so actually you. skipped like a huge part okay but before. I before that like you were getting.

engaged and all of that I want to get. back to that before we go there I want. to conclude it with like I feel You'. correct me if I'm wrong that if you. don't have specific idea of what you. want to start I think B school is a very. good place to go because it doesn't. teach you like obviously it won't make. you like an entrepreneur because at the. end of the day you're going to fail. regardless of what you're going to do. but it teaches you punctuality more than. anything the way you said like they. teach you how to compete you know that.

you're going to compete you got to get. this share you have to be punctual you. have to work with like 10 people two of. them will suck blood out of your life. two of them will be like extremely you. know good people so you have to make the. balance of it then you have to become. leader out of it where everybody wants. to be a leader so these are the things. which like which is like a copy of real. world and that is what B School teaches. you if you don't have an idea I think. you should start there yeah so I think a. lot of people do that they go to B.

school after you know engineering or. whatever because they're confused not. just about starting up but what to do. with their life right and they think. that b school's going to like give the. answers and then they go to be school. and then after two years they're like I. still don't know what to do with my life. so then they join consulting firms like. Mak because they're like Consulting form. will give me exposure to like 10. different industry then I'll figure out. and then they realize that it that also. doesn't work finally you have to like go. out there and just figure out what you. want to do with your life and I I I. don't think like school is the place.

where you go get answers because nobody. gets answers there you get answers by. doing stuff which I think you can get by. running your own company or trying out. something so I have a slight. disagreement there that you know to. solve like that decision- making problem. what to do with my life though 90%. people go there for that I don't think. it solves that problem that answer is. inside you or you know you have to. figure it out but how do you solve that. decision paralysis there like because. yod there are so many opportunities so. many exposure of Industries like you can. become anything in anyone right now yeah. so the thing is that you your um you.

know you always think that okay I this. is a big opportunity and you know as. somebody who loves has interest in. business you're always looking at a. business saying this is the next big. opportunity that's the you have no idea. about that market and how competitive it. is till you start up and it happened to. me every single time you know you before. you start up you're like hey that's the. biggest opportunity I'm going to kill it. and then you know you start up and you. realize within 3 days there are like 40. competitors already there and 40 more. who will come and then you evolve right. right so I feel that there is no way to.

understand any sector without being in. it and without failing and figuring your. way out the through that through that. journey and you know that's how like we. our business like everybody tells us. that you have to be the stupidest to. think of starting a brand in India which. competes with everybody from the L'Oreal. to the unas to the pngs and you know a. brand takes a l lot of money and. everybody looking at this Market from. outside back in 20 15 would think that.

it is stupid right but because we were. in it so submerged and speaking to those. 200,000 consumers who were uh you know. shopping from our subscription platform. we had an Insight that you know even the. Giants didn't have and which helped us. start up but there is no way to you know. I I don't think you can do like a sort. of an internship or you know you can. like sort of study a market and figure. out that that you know figuring out what. will work and what will scale typically. happens only when you in it and then you.

are like super close to the consumer and. then you figure something out that. nobody else has access to so that that. makes sense but it it's so heavy to. understand maybe because you have done. your business and now you know that oh. these were the exact things this is why. you were able to transition into. something and make it a big thing but. for Average Joe right somebody who's. just getting out of the. school this is like they don't even know. what where to build their first set of. customers or consumers there's no IND to. choose they don't even know their.

strengths what am I good at what am I. not good at so how can they figure out. what to do at that point so I think. there's a lot of literature but I want. to boil it down to three very basic. questions what do I build when do I. build how do I build I think we obsess a. lot about what to build and when to. build and completely skip the how to. build it is very important to learn how. to build which means how do you I mean. come on the first person you date in. life you don't mostly get to the person. so why are you obsessing about what to.

build right if you want to when to build. you start now right how is rank one. right so try something work with. somebody at least learn observe how to. build I mean something will. stick or something will stick and like. they say any exponential Journey May. firstly the first few years are very. flat the reason they are flat is not. because it's genuinely you have no. movement it's like you go Haywire. Haywire haywire and then you figure it. out right but I think people obsess. about getting things wrong in the 1 2.

three year time frame not thinking about. the fact that in like 30 years it's not. going to matter you know so the fact. that you started the journey you fact. that you showed up at the starting line. that's all that's going to matter uh and. everything else whether you climbed the. wrong tree then you got back then you. you know went here there it won't matter. so what you're starting with actually. doesn't matter you start I mean if your. long-term dream is you're like oh I'm a. Steve Jobs fan I want to be an. entrepreneur someday then there is no. better way than to be one and then you. know figure it out and someday you will.

but you have to have patience that 10 15. 20 30 hours I'll be in it and I'll you. know have the patience to uh go through. the grind I think most people want. shortcuts which definitely businesses. don't give like absolutely don't you you. you've made a business very quick and. very young but you're a rare example I. don't think people should follow your. example they should follow. mine the long slow Journey we will not. edit this out this is there there's such. a Runners mentality I could see like you. like Marathon r or don't be in the game.

for Sprints like you know I could. totally see that but talking about it. had a very good question for this. that you know like I I don't know how to. put this in the in the right words is. when people start right they even if. they want to be there in the long term. or the short term they don't know right. they don't know so I feel that this is. how they should start like if you were. giving like people should not follow my.

path but but this is how I want people. to start if they ever want to make it. it's like number one is you figure out. what industry you're obsessed with like. what industry you're obsessed with. basically means that are you interested. in cars are you interested in fmcg are. you interested in let's forget like. Bollywood like are you the one who's. reading page three every day what are. you interested that's number one number. two is then you need to figure out what. are you good at like are you a good. salesman are you a good Storyteller are. are you good with coding are you good.

with building or leading what are you. good at there has to be something maybe. art paints or something right whatever. it is and then you try to try to see. that whatever I'm good at how can I use. that in an industry which I'm obsessed. with and that's when you find your idea. yeah so these are what I did yeah yeah. and and I totally agree with you. especially on point one because again if. it's going to take really long then you. might as well have fun doing it so I. think you know the you start something. which you can't relate to you can't to. the consumer's paino not only will you.

be probably not coming up with the right. solution but you'll also not enjoy it. and you know if you're not making money. for the first 5 years you might as well. have fun doing what you I mean love. rather than going through it as a you. know like for instance if you're not. good at sales and you have to do like. B2B sales every day for a living uh. which I tried doing in my first startup. it it it sucks I mean there's no joy no. fun in it here it is you can have more. patience to be in it for the long run. because you're at least doing something.

you're excited about passionate about. you know you love speaking to your. consumers you love seeing them you love. building things so I I think yeah that's. that's definitely the most important of. all the three and he put it right he put. it right in the beginning like you don't. know what you get obsessed with right. like the way you start dating somebody. and after dating you don't you don't. know that you know like maybe this. person's going to be my wife or husband. it just you just start dating like you. don't know on day one you don't decide. that you're just obsessed with that. person that you really want to spend. more time with them and then eventually.

you figure out I I'll summ It Up by. saying stop obsessing about the question. whether she's the one obsess about. whether you can be a good boyfriend oh. sweet now let's talk about you as a. boyfriend why why am I Meandering back. to dude you are only putting like you. want to talk about dating that's. for like this is not in the script at. all no he's been subtly like dropping. you know like dating examp so business. school made us very competitive and then. we ran backtrack backtack she your.

senior and what happened there like what. was like quickly I can't hear can you. hear you dug your grave now you walk. into it okay I want to know this like. this is a personal question for all the. boys in the world okay senior women are. always hotter like you know you just you. just love them like they're more. attractive how do you find him. attractive as a junior I was as a junior. okay I I don't mean like this. because I've always heard like girls.

don't want to date like younger boys. right so what was the thing how did he. get you interested in what was the. initial sales. pitch what was it like how did it get. started I think his sales pitch was I. want to build a. company you know go down go down one and. say will you build with. meet and do clarify he wasn't younger. than me he worked for a couple of years. I hadn't worked so you know I didn't see. him as somebody who was younger and.

hence very attractive although I don't. think I would have thought of that as a. you. know but I think uh so both of us very. incidentally when we both graduated in. our own years uh he got the best. allrounder of his batch I got the best. allrounder uh women from my batch and we. were both like really um you know into a. lot of things on campus including Sports. so we had so many overlaps the biggest. of that was like the passion to build. someday uh so I think yeah I both of had. like these big banking job offers that.

we were very clear that we don't want to. go ahead with so I think the you know in. terms of what you want to want out of. life I think that is a very important. thing because if you and your better. half don't overlap in terms of what do. you visualize your life and what you. both want out of life then I think that. I mean you can be exact opposites like. we are I'm like an introvert he's an. extrovert and we have like a lot of. differences in terms of the things we. like doing we hate doing but in the one. thing we agree on is what we want out of. our life we want our life to be like big. and fun and you know like and to create.

something and to create large businesses. I think that sort of is a big connection. and that's not changed over the last 15. years I think most cases uh. relationships don't work out because. people grow in different ways but the. fact that we've been able to like you. know hang on to that big ambition of. creating a very very large business I. think that's really connected us through. like some really shitty times and you. know made us from day one you guys knew. that you guys going to do something big. and that's how. yeah whether we do it together or not we.

won't here but we will do you were. friends you knew each other and like. because of both of you like extremely. yeah super Achievers like dude I don't. know how this I don't even know whether. how to take this conversation forward. because best all-rounders in best B. school now build built like a million. dollar companies multi-million dollar. company I I I'll I'll I'll you know flip. the coin see when you're not good at. studies and don't get the best grades. you have to find something else talking. point so I think that was a distraction. Sports let's get some other but you know.

back then what we' read a Richard. Branson's autobiography and then discuss. it and would just seem so daring and. exciting and of course we had very wed. ideas we said you know let's start a. company and we're going to uh I mean we. just thought it would be much easier um. and frankly every Journey you you know. it has these points of disillusion uh. meant right and at that time you need. fuel find your fuel right I mean we had. to sort of say that what is our fuel so. sometimes we like okay what is what what.

gives me slightest motivation to even. try again right so second time we. started the building with each other was. new we hadn't done that we had tried. building separately with our different. um business partners so this was new and. uh I think we really started enjoying. that that became a part of our identity. U uh covered for each other and uh so. you you both started dating and then you. started business on our first date by. the way he gave me Richard Bron's. biography since you mentioned it I just.

remembered like using my virginity that. was not a hint that was that was. absolutely not a hint that was a no I. love the book okay no but like you guys. you guys and then you started the. business yes we actually and how did you. figure out your first business model. like first was subscription based model. how did you come up with. that so I was always very clear that uh. you know I want to build something. something where women are the consumers.

because I was just seeing this big shift. in like you know women my mom's. generation and our generation the whole. you know access to uh their own credit. cards access to income like for instance. the number of like women run companies. has grown like from 15% to 20% the. number of uh percentage of women. shopping online the last six years has. gone from less than 10% to 45% so we're. seeing that transition happen and um I. knew that like the next two three. decades will belong to women because uh.

you know the way they uh you know they. are finally getting to step out of their. homes they are finally feeling confident. and Powerful so all the things in the. world that make them feel confident and. Powerful about themselves and the things. that they can do for themselves where. they are the decision maker those will. grow exponentially so that was the. starting premise and that was based on. just observing everybody else um around. me now uh when I was graduating my. original thought was to start a women's. laundery br but you know it like. required funding Etc and that hadn't.

worked out and which is why I had done. like this B2B startup which I didn't. enjoy at all and uh so this time I was. very clear that it has to be a consumer. business for women and we thought that. beauty would be a big category which. will grow like probably 20 times in the. next like 10 15 years and we want to be. on the ride because Beauty was one of. those things that women again do it for. themselves you know they just do it. because it makes them feel happy. confident and that's all um and uh we. you know when you start a business first.

you always think like that's the. pressure everybody has rather than. thinking that how big is the market. which by the way is the most important. thing most people go into starting up. saying that how can I be the most. different which makes the market so. small but we didn't realize it then so. we want we were like really smart people. we wanted to use algorithm based. subscription um where you could like. really curate these products for uh the. consumer because everybody was trying to. do e-commerce and Retail and Brands we. wanted to be different so we launched. subscription it didn't scale right and.

that was our big learning at that point. of time that you know in the pressure to. be like smart and different sometimes. you complicate the business model so. much that you you know have something. which firstly the consumer doesn't. understand um and secondly the you know. that the market size is like really. really Niche and small and uh that was. the The Learning the good thing is that. because we were speaking to all these. women and they were so vocal you know. like and where were on one hand there. were these women they like I want.

products which last me full day and you. know I want products that make me feel. Unstoppable and on the other hand there. were these traditional brands that were. telling us stuff like I don't think. women will put their lipstick Wala. selfie on Instagram you know this is. 2012 13 right they're like you know. e-commerce means brand dilution right uh. influencer will never be as big as a. celebrity you know those were the things. that the brands were telling us in every. single meeting and for us it was very. clear that there are these you know know. Auntie Brands as we call them who don't.

get our consumer and this consumer is. going to make up like 75% of the. Shoppers in the next 10 15 years and. that's the big opportunity and there. will be some brands that get them right. that there'll be some brands that have. real women talking about products that. make them feel better um and makeup. being one of those categories where you. can really you know flaunt what you're. wearing on social media and that there. will be a lot of that happening in the. next 10 years so that's how sugar was. actually born so dude you gave me like a.

really good Insight of what happened. what you thought about and then how to. go the there are so many be B school. lessons in that like business. entrepreneur lessons like first is go. for the market which is big as hell. second is go for the market which is. upcoming so that the market is getting. developed third is don't listen to the. aunti brands because you understand what. you want to do fourth is you want to go. hardcore with your specific target. audience and listen to them and you know. innovate on that particular front and. fifth with go with a gut feeling like.

you need to feel very strong about what. you are doing and what you're trying to. build based on the insights which you. have or else you wouldn't have because. people who have already done some stuff. they don't know what's going to work in. future yeah yeah and and in 2015 there. was no other way to get conviction to. launch a brand in India like right now. d2c is all people are talking about. Investors are pouring money but you know. literally most Venture capitalists are. men and in 20 5 it seemed like the. stupidest idea to everybody that you.

know somebody would try to compete with. the you know guys who are spending 200. CR on TV ads every year and have Karina. Kapoor or you know Aliyah as their brand. ambassadors so I think that whole uh uh. the fact that a very good product that. you know that consumer can really relate. to and the whole uh content Machinery. where you can educate because at the end. of the day women were still learning how. to wear makeup right so that whole. education of how how to apply a wing ey. liner and then buying it all of that was.

happening in stores but now you have the. opportunity thanks to YouTube and. Instagram to do it all online right so. you're able to educate as well as you. know and then um use that as a medium to. Showcase your brand and then you have. like a better product than any other. brand so without spending anything on. marketing you can grow exponentially and. that's actually what happened uh with. sugar you guys the market was far less. cluttered back then also I I'll give. that and to be fair V took our own sweet. time to understand what target market.

size would mean I mean there were funds. which evaluated our business model and. said you know this is never going to. grow big because uh the market size. isn't big enough we thought they were. doubting our capabilities to build a. business at least I did I said that you. know we're going to prove it that we can. build it and we spent three years trying. to do it and then we realized um. somebody quoted this really interesting. anecdote and said that look imagine. you're a high jumper okay you're the. world's best high. jumper Earth high jump there's somebody. who's not a salent at you Moon six.

gravity jump that guy is going to jump. much more much higher than you right so. you have to be smart about where you. play so doing that bit of research and. uh within your interest sphere of course. really pays I mean we got really lucky. because after 3 years of spending time. in uh this space we like okay you know. what it's a brand play that I think. might stick there seems to be a white. space and uh yeah that is 2016 and five. years so but then the the first startup. was not doing that great. it had scaled to it was the same SP but.

with subscription subscription it it had. scaled to an extent which was like maybe. one 10th of what we had hoped it would. scale to so uh it was a profit making. business but I mean here we were. spending the best years of our lives. with a 30 member team trying to uh pay. bills and you know just sustain the. whole dream of and there's an. opportunity cost right I mean you've. given up stuff uh told your family and. parents that you no no no we are trying. to build something so uh we had a lucky. pivot and uh that's was a much bigger. target audience so running a business is.

hard if you're running a small business. is very hard you run a 10 CR very hard. 1,000 CR also very hard so if running a. business is anyway hard might as well. dream really big and like you know solve. large problems right I mean because it's. not going to get easy either ways right. so you're going to do have sleepless. nights whether you're running a five CR. company or a thousand CR company so. might as well aspire to be one you got. to tax notices even if you're 10 even. 100. companies absolutely that's a solid real. content you realize. [Laughter].

that give me some PR. goodies no it makes sense but so what. happens you know usually when people. come from certain backgrounds okay. because if they previous the way they've. been brought up or their current. situation it's really difficult for them. to dream things it's really easy for. people who are little privileged like. today I can now say like oh dream big. and all that but remember when I started. this this was like I could have never.

imagined that I could talk to people as. big as you guys right so it's insane so. people don't even dream that big so how. can somebody who's sitting and like they. just have a dream. of so what is your advice or like what. would you suggest them to get out of. their mentality so that they can look at. the bigger picture because when you work. for the that bigger picture good people. also join you and then start working. with you yeah yeah but I I think the why. is very important because uh like a lot.

of people whose job is it to whose dream. is it to U I have a good life with. family you know this is my. aspiration then that is your aspiration. right start uh but for those who want to. and are thinking that should I how do I. master the courage to I'll tell you the. journey which both of us went through. it's not a solo journey I mean it's. going to take three times the time you. expect so you say I'm going to give it. one year it's going to take three years. so we have to be very certain. stop loss okay this is the amount of.

time and money and emotional bank. balance of my family I'm going to use up. in these three years and be very clear. about that if you cross that and play on. some cost you end up Burning Bridges you. end up going bankrupts and that leaves a. very bad test in your mouth you will. never it's tough to recover to start up. again because you just that haunts you. right so luckily second time we started. I don't know you I had a chat with my. parents and saying that you know I know. you're going to be pissed off but I'm. going to do this for 2 years Give It 2. years and when there was some news about. some funding happening. mom would still ask that okay are you.

taking a bus or you taking a. flight questions to figure out how we. doing but it was it was easier to bring. them in the next time but okay before we. move forward I want you to explain. people Sun cost because I think Sun cost. is one thing which people need to. understand it's it's a really good. concept why don't you tell everybody. what does that. mean so S cost is something when you. have invested in uh let's say you've bet. something okay and suppose you've bet. one rupe and somebody tells you if you. win I'm going to give you double back.

and you lose one rupee you have a chance. to walk away saying that okay I've just. lost one rupee Ben but there is one. point in your mind which says let me bet. 2 rupes because if 2 rupees I win and I. double net net plus two minus one I'll. be. positive maybe but 50/50 chance you. maybe you lose and you're three rupees. down then you say okay now let me bet. three rupees and and that that is when. you're not being rational and that. happens every day to so many of us in. business in the stock markets in so many. decisions so uh S cost is when you're.

just uh uh spending bad money sorry. spending good money after bad money I. think that's what simple definition of. sun cost and do people do that in. business in in relationships everywhere. a lot just because I've invested so much. time and effort till now time money and. effort till now let me like keep doing. it. because I'll take an example I mean I. think people were telling us from the. second year that this business is not. going to scale but we had spent two.

years of our lives there was not just. money involved there was reputation risk. as well there was our personal Equity. saying that you know these guys failed. again and you want to avoid that tag so. bad that you're like you know which be. I'll make it work and till the point you. are absolutely crushed against the wall. you're like know okay fine you I give up. and and then then when that when you. know there's a quote from um Fight Club. which ISS uh um once you lose everything. you're free to do anything something. those L you know Sun cost is when you. you know absolutely hit that edge and.

you're like okay fine now it's actually. a relief I could have taken this call. one year back and saved a year of my. time I could have said I was 25. but but uh but yeah that's it's there. it's there in entrepreneurship it's. there and it's and you guys talk a lot. about like after 2 years if you started. again I mean yeah I'm just assuming that. you from the beginning you were thinking. about long-term game right so but today. everybody wants it like quickly.

that you know theyve gotten that billion. dollar exit two three years time so why. do you feel this is this thing and how. can we change that how do we build. mentality where we can think of like 10. years down the line or 20 years down the. line so that we make it a lifestyle and. not pressure ourselves that we want it. quick and fast and right now yeah yeah. okay I have to have to to share. something so there is this you know. every day you get news items saying that.

you know the youngest unicorn the. fastest unicorn and fastest fastest. faster than fastest unicorn and it is. you know but after a point of time you. know it just it's just news item and I I. I go back to a time when I was in class. 11 and after 10th a lot of my U lot of. my classmates they were giving their SS. and moving abroad and uh there was a. schoolmate of mine very bright student. uh he was not giving SATs and I was very. curious and I asked him that why aren't. you giving SS you're such a bright. student and. um he told me no I want to study I'm.

like but opportunity and he told me. something which like over two decades. old I still remember he said some will. get there faster I will get there. stronger I remember this this is the. exact quote not one word less not one. word more and I remember that because as. a 17year old that qu hit me and said. that.

so that sort of helps me steer away from. a lot of for more ridden distractions I. mean I mean nobody is super human but by. and large I'm like like I'm the guy who. Parks the. car you know not front in you know be. easier delay gratification so it's it's. just you know who I've grown to be and. that's I think helped uh manage focus on. away from a lot of distraction so I mean. that's me yeah you you want to come out.

stronger in situations you want to win. stronger that's your thing like if you. want to play a game you play with all. preparation and stronger rather than. just trying to get everything quick. quick quick quick quick something that. yeah so let's take the triathlon for. example right and I remember there was a. time when we realized that we're not. competing as pro athletes right the game. in a Tron is can you complete a 4 km. swim 180 km cyle ride and a 42 km full. Marathon within 17 hours and then we you.

know at one point time I realized the. goal is not to compete with others the. goal is to complete and if you treat. your life your business your goals as a. game can you complete and focus on that. instead of trying to compete wow I think. that shift in reference changes. everything for you I mean it it changes. everything for me dude you just killed. like a zero some game for me. so that's like insane that's that's.

amazing but you are in the game to. complet it not to compete wow amazing so. again a slight distinction here see the. the let's say the stage at which you've. built your uh work up right you've. reached the pro level uh wherein maybe. competing also matters every day but. that's 1% for the remaining 99% who are. listening to this and all that I mean. you're. for now can you just focus on.

completing I think that's important. that's why everybody gets a medal when. you do a 5K and a 10K right yeah. celebrate. completing yep but don't you think it's. bad satis satisfaction it's bad like I I. I hardly believe this like I'm a strong. believer that not everybody should get a. certificate for participation or like. medal for. participation completing completing yeah. so you still so like everybody's a. winner if you like a marathon if you.

quit before that then you get this big. did not finish certificate so as a. marathon you are like very like you know. that's your life's biggest fear like. getting that dnf because you're like you. know that's oh that also counts and how. do you build this mentality like what's. your I I of course I've been like a. marathoner for many years now and as a. marathoner the first thing that you do. is of course you learn to pace yourself. so um I you know I I learned this from. one of our investors that anybody who's.

like reasonably smart if they give like. 15 20 years of their life to something. uh they will be able to build something. that's world class right so that is. something that uh you know because. obviously if you're consistent you're. putting in the hard work they will be. able to build a world class company I I. think there's there are very few cases. most cases May the failure happens. because somebody uh like decides to quit. earlier the same thing about running. right if you can be on your feet feet at. like a like a you know a marathon is a.

42 km run if you even if you're at your. feet at like a speed of 8 km of per hour. for that period of about 5 hours you'll. be able to complete the challenge is. like most people are not a firstly. they're not able to pce themselves so. they go too fast too early they have. burnouts in the first 2 three years and. then they're like okay business is too. hard it's not for me and then they quit. for us we were very clear that you know. we are in it for like 10 15 20 years so. we're not going to burn out in 2 years. we're not going to like put our life on. hold like for instance if you want to. have family we're going to have family.

like our you know first child was born. along with sugar right so it's it's not. like you putting your life on hold um. it's not like you're saying that okay I. will not travel I will not like pursue. my passions um and that's one part of it. and second is have like smaller. Milestones you know because it's very. hard for people to have 10 year 5 year. threee dreams but it's much easier to. break that down into smaller milestones. and that's what you do as a runner. you're always running like like you know. one poll to the other and literally like. if you run a race with somebody else you.

like okay our goal is next. po we're not quitting then you get to. the next poll you're like okay next poll. till then we're not quitting right and. that's what you do as a business you're. like okay fine I want to get from five. crores to 10 crores next year and I will. not quit before that so it's very hard. for most people to imagine what they can. do in 20 years you can build something. phenomenal in 20 years but you know you. quit on the fifth year or the sixth year. because of the fact that you couldn't. meet like the big dream that you had for. yourself like when I first started my.

company I thought I'm going to IPO in 5. years and it was I failed so much in. those 5 years it was just so you know. tough and so humiliating because I. always thought I was like the best in my. college at I at and you know I could do. anything and that you know those five. years of like struggling and failing and. not getting business and not being able. to scale it was one of those defining. moments where I realized that wow I I. failed spectacularly and I survived so. like all my life this game I'm playing.

trying to avoid failure that wasn't. worth it you know because like I could. survive like a big failure and I think. that was very liberating because the. next time I got into it I was very. patient I was you know very clear that. like 20 years may this Market is only. going to change right so if you're not. worried about growing like 10x year on. year then you your Market will grow 10x. anyways in 20 years you just have to. grow faster than the market and you'll. grow like you know significantly right. so you have that. patience wow that's that's such a good.

thought to put in that you just have to. think of next poll but when you start. okay I want to I want to ask you both of. this like both of you have to answer. separately okay what was completion for. you in the beginning because on day one. like did you guys think IPO is the. completion or like 100 CR or one CR or. $1 billion what was the Mark when you. started like what was it the second time. when we started. so I think personally for me what was.

that big for like you guys said like you. guys wanted to do something big what was. that big for you in the beginning what. was that so large large canvas we wanted. to build something become entrepreneurs. but then that small dopamine hit first. Milestone of 1 kilom. compl that was can we raise seed funding. and uh I mean it seems very immature and. juvenile now but that time that was it. 2012 may you know can we get one of. these funds who are putting in money. either write us a check. and in 3 months uh somebody did and uh.

that just seemed like wow you know we've. gotten started so um of course you know. later we realized that was just another. but uh when we started that was it uh. second the other thing was also can this. scale but that's again a longer term the. small thing was can we can we grow a 10. member team that used to be a thing can. we take our team out for a treat annual. thing actually I remember the first year. we went to uh8 nine of us went to nashik. sua.

team and she have photos of that it was. amazing magical time so from the. beginning you had like very small small. goals which you had to yeah achieve or. you were. like I I don't think I had the. confidence when I started were you like. this same so obviously we very clear. that whatever I. and that is still like a dream that we. have um and I think there's an emotional.

reason behind it like I feel that um you. know our like people who supported us. when we had nothing which is our. investors our early team members U and. of course our consumers you know so it's. that whole them feeling like uh proud of. the fact that they supported The. Underdogs you know which we were at that. time because we weren't like the most. funded company Etc I think that that. really matters so the day we actually. you know our investors got to like our. early investors got to like the 100x you.

know uh multiple of what they had. invested um you know our employees are. now like whoever got shares have a. significant upside already I think that. is probably what for the longest time. that I was working for because that. really mattered to me that you know if. somebody uh really invested in you like. uh when you had nothing uh can you. ensure that you repay it like much more. than what they expected um and now now. obviously dreams shift so like I think.

most Indians just care about small. things and one of the biggest out of. those small things is making their. parents proud so I think for me like you. know for the first time my parents went. to our store uh you know first time they. saw the ad on TV you know those things. like you can't like they know numbers. around it but they matter because you. know that that's at the end of the day. that's what matters most to um us and uh. now of course the dreams are much bigger. so of course listing is on the um you. know something that we aspired to do. another dream that I personally have is. that want to employ 10,000 women because. I do feel that they are probably the.

India's like most underutilized uh asset. yeah absolutely and uh still probably um. 75% of women in India are not like doing. formal paid labor and yeah that's it's a. big number so is huge it's huge yeah so. and and you know and that's going to. change there is no like what we're. seeing right now is just like the tip of. the iceberg and in the next uh 20 years. was driven by the fact that of course. all these social commerce companies. employing women companies like ours uh.

you know I I think we're already seeing. that women of the millennial and the. genzi generation are so different and. they're going to make it happen I mean I. I I feel I I'm sure I'm going to live to. see that day when it's probably up to. 75% women in paid labor sweet I think. you guys are got like on your way to. play a huge role in that because. obviously you already are doing. something crazy but I want to know what.

was the why when you started because we. all talk about it okay we just talked. about a delay gratification you want to. complete it yeah so in the beginning. right what was the reason why you. started because in in beginning I. remember I was like I just want to make. little money like so I I also have a. stupid answer I wanted to be rich and. famous and within 5 years I realized I. was neither rich nor famous and life. and then you know by then so I realized. that entrepreneurship is the worst way.

to get like maybe famous like few. articles but people will also write. about your spectacular failures so uh. yeah so entrepreneurship is probably the. slowest way to get there um and you know. liquid cash is probably uh not going to. come very quickly or easily and uh so I. I think but now it's for the joy of. building now it's like just like so much. fun that I really I mean I don't want to. say it like if my investors hear it they. will kill me but even if I don't get an. exit large exit out of this I love my.

job like I would work for free it's like. so much fun wow no we we'll cut that. part like we'll make that this podcast. should be investor. friendly but no um so what was your why. I think the first time we started it was. just very novel I mean we we graduated a. year after flip cart started right that. back out of business school so it's like. you know and when you read books like. Richard Branson's autobiography and all. that you're really super pumped what. happened in the next four years was that.

that failed and there was a chip on the. shoulder I just felt that I tried and it. didn't work out and the next time I. started I think part of it was a. very desperate attempt to erase that. that I want to build something I I want. to have something to show for the time I. spent trying to build something which. can take the spotlight from your failure. to their success yeah as in Imagine. imagine the movie.

like supposed to Winan was supposed to. win so uh you know so so that's why the. second time we started the stakes were. very high and after the first years when. things were again not scaling that was a. tough phase. but yeah then I think the pivot and. trusting got on building for the. audience and just putting what we had. learned you know I realized one thing. it's about how much you juice it right I. mean maybe you're going to juice it to.

learn something worth a lot maybe you. juice to learn something a little bit. but whatever time we spend we did end up. juicing it to make sugar and that. changed the trajectory of our lives and. what we are building finally right place. right time finally right place right. time I I keep joking about something you. know it's like right place. right very very cool so lucky you guys. you were in the right place like nice. very cool but wait hang on okay. there two parameters right wrong there. two par place and time wrong place wrong.

time I was building Insurance in. 2008 um Right Place Wrong time I was. trying to do Beauty subscription back. when Bea ult uh wrong place right time. we were trying to you know trying to do. McKenzie but wrong place finally you run. out of options right and then where do. you end up sometime or the other I mean. you can't time the market right but if. you keep punching the market right. correct and then body else may not be. punching but if you're always punching. you will hit and people will say wow.

right place right time so I think uh. that's pretty much what happened to us. that's a great framework I love this. framework first time he told me I was. like yeah man that's a great framework. that's so cool right think about right. you have to go through all those three. parts of the quadrant to get to the. right place right time there is no. shortcut they say mess right like he has. to get like aim at the goal like 100. times to get that one yeah yeah wow now. I'm thinking about so many things.

because I have killed like two three. startups I wanted to I've killed it in. my mind only because Oh wrong place. right time Right Place Wrong Time all of. this I've done many quadrant cancel like. but it makes sense if I would have. started any one of them you never know. and that could have taught me something. and the other framework is if you commit. like 15 years of your life onto. something your bound to succeed I think. so there's no other way that you could. do unfortunately neither a b School nor.

any other school teaches you patience. but like investing and everything else. you you need consistency and patience. but running teachers key uh that's. that's why you want everybody to start. running yeah dangerous this is I I'll. join like Iron Man Triathlon one day in. my life I want to complete that that's. on my bucket list I want to do it aesome. and so I also believe in consistency. and patience right like a hardcore on it.

so I thought that consistency. is is so out of the room that nobody is. doing that that it can actually be used. as your M or as your asset or as. absolutely absolutely my absolutely my. asset or my. advantage as a content creator is just. I'm consistent consistent yeah so you. know that's what a brand is a brand is. trust because it's consistent and you. know that same applies to your person. brand right if you're consistent you get. trust and you know that's how your. personal brand or a consumer brand your.

building grows oh the same way right huh. like you have to if I build like if I. create one video every day out of 365. videos in a. year the and and you know the way you're. like you're consistent you said okay you. know this will not work with my audience. imagine you're building a brand you're. like okay USBS Quality quality and. suddenly pressure because other are. discounting you're like okay buy one get. one off audience is confused wait wait I. was ready to pay that much but now uh. you dislodge the positioning in the.

consumer's mind very tough to recover. from that so uh it's oh this this brings. me back to the game if I have a point. thanks for bringing this boo thing and. we can like close on the loop of the. podcast and then we can move forward to. the fun part of the like last part of. the fun part I I'm going to do a. challenge with both of you but before. that what is it. pushups pushup is the only thing I can't. do so. no no I'm not doing any physical. challenge with you guys because I know.

that you guys are much fitter than me so. I'm never trying. that I know my target audience I know my. competitors and I'm. self-aware till you come to the Iron Man. training. okay I feel this is my Arena this is. where I feel comfortable but gamifying. is a concept which I think my audience. would love it both of you can share. something on that what is gamification. for a startup and how can people use it.

to attract more and more customers or. maybe you can give an example of how. some startups have built from scratch to. like billion dollars or like unicorn. just because they have gamified their. offerings in a beautiful. way so okay because you're in a consumer. front business right you must have used. this day in and day. out so I think just. to spend line talking about what game if. you is right it's it's a game wherein. you are made to believe that you're.

playing a game and made to believe that. you're winning something and when I say. winning something that means somebody. else is not winning that that's when you. win oh yeah it's not that everybody I. mean going back to your concept right. which means suppose as a brand you want. to give 10% discount there are two ways. to give it one is you slash the price on. the product page the other is you slip. in a coupon and say put the coupon and. then you get it because you've done some. work and look here's an advantage which. you've done some me for you feel like. you have earned it somebody else will. still purchase at full price you can.

give the coupon to everybody but the. person purchasing it will feel far. higher satisfaction if she or he uses a. coupon uh unlocks something words like. unlock right uh countdown time that adds. that gamification to it that's something. is a limited time thing something which. makes you feel special because you know. what people actually don't want to win. people want to win and they want to be. the only ones win so oh yes people want. them to win that's when you feel the. pride SL Joy of winning. um customers like that that's why you'll. find slash pricing is there but they'll.

be like use this coupon to unlock. additional gains and those who do that. they just feel that okay I got even. better offers than what was there that's. what e-commerce is amounted to a lot I. mean all the entire um I mean credit is. a great example right initially the. whole um the way coins uh the points at. least initially the kind of offers that. were there I mean real foro right you're. like you wow I got noise cancellation. headphones and all that we used to get. um similarly all these initial scratch. cards and okay there was this Diwali.

Google pay Dia scratching which. everybody went not so uh so so there. were these every time you make a payment. there was a you you get a scratch card. and you scratch it there are like four. five different kinds of theas you get. and if you collect all five then you get. a I think a bumper price and people. really went nuts because because you. know why four were very easy to get the. fifth one was very diff was very tough. and and and people didn't get that and. and when one person in an office of 200. people gets it oh my God the bragging.

rights oh my God screenshots were being. shared right and they're like oh my God. you're so lucky doesn't matter if the. price was 5,000 bucks it's like it felt. like she won five lakhs it's like that. is though that bragging rights right so. I think um gamification a part of the. world we live in you know everything I. mean I mean when you are visiting a mall. and you know your car is. parked some corner of your brain you're. trying to see if you can slip in before. the clock the the the meter crosses the.

extra hour and you get to pay more why. and you know this doesn't it doesn't. matter how which income ster you are in. right it's just the way the mind works. so that's oh it's this gives lot of. insights about how humans work right. it's like you are trapping people kind. of like okay not it's a good because at. the end of they winning so you're. trapping them into believing that. they're going to win something so you. get them to play when they play it is. designed in a way that everybody's going. to get something so when they get.

something there's a sense of achievement. when they get that sense of achievement. it's a dopamine rush so they want to. keep coming up again and again and want. to win some of the other thing and you. always save that one thing which is a. big big uh big prize or big gift for few. lucky winners yes so that they get the. flexing rights and then everybody wants. those rights wow status doing Society. status D Society use it in a beautiful. so you guys do this with sugar or you. have a very. strict uh so we do a lot of I mean for.

us like all marketing is content right. so we are suckers for getting good. quality content and you know like in. makeup the best content is something. that teaches you how to wear makeup so. we do a lot of um contests around uh. Beauty and they work really well like. you know that's what's Driven us like we. you know now have about 1.7 million. followers on Instagram we be able to. reach 40 million women every month on. Instagram organically um primarily.

because of the fact that you know there. there are just so many women uh creating. that content for us and then that is uh. what at the end of the day as a brand we. feel that if you're able to replicate. that experience of learning makeup that. was happening offline on our social. media uh properties then uh you know PE. women will connect with us as a brand. that teaches and that's what we want to. be we want to be the brand that educates. women about makeup uh because there's. scared it's like like investing right. they're scared that you know I I don't.

know this and they want to watch like. 100 different tutorials before trying. one thing just like investing right so I. think so that that's you know when you. gamify the process of content creation. um it gives you that opportunity to do. it at scale without having to um have. like 500 women in house building all of. that content and when you educate also. that it helps you win the Loyalty yeah. absolutely absolutely so I mean no we. feel that if your content's really good. uh then you don't need to spend on. distribution at all and at the end of. the day the best content wins so you can.

spend a lot on distribution but you have. content that the consumer can't relate. to uh it's not going to do well but you. have content that's great you can save. all that money so invest in great. products invest in great content and. then forget about like spending too much. in you know marketing and stuff I think. a lot of people struggle with a. Performance Marketing add expensive blah. blah blah but you know you've not. invested that money in your product. you've not invested in teaching him how. to use it then how do you expect like. Facebook ads chake to scale your. business to 100 crores y y because you.

can only extend it to this is what this. is a great point to end with because it. hooks one of the things which I believe. in so every startup or Brands which I am. Consulting on and for marketing and. their socials right I tell them that. they they all like hardcore Performance. Marketing because they want to measure. like every metric and I tell them like. if you want to grow your brand it's a. mix of three it's influencer marketing. it's performance marketing it's content. marketing yep like you're doing. influencer because now for more.

everybody's doing influencer performance. because you could measure it you could. see Roi positive easily but people are. not focusing on content so it has to be. like all mix of all three together that. will eventually help you win the the big. game we're going to play a game and we. all say that F Founders and. entrepreneurs should know their business. very well in order to win right and you. guys are clearly winning so I'm assuming. that you guys know your business. okay very e beginning to sound like my. investor. now it's a very easy play I'm going to.

tell six products okay one by one three. to him three to you you can't win. this product reports to him the Mr that. I might that he might that I might yeah. okay can you do that but it's not all. sugar right no all sugar only all sugar. okay I every product you remember okay I. can't I can't mess this up sh can we. make this difficult guys. everybody the some new ones maybe like.

whatever but I'm just hoping that my. team did good job these are pric on. minra so just. making. discounted okay okay so done good who's. who's going first I ask you you first. okay one what if he gets it wrong or. whatever do I answer you have a fair to. have six things one one equal you're. going to do 3 three if you if both of. you wins then I'll consider I lost. let's do yes so first is sugar Cosmetics. as of face Foundation.

$9.99 such an easy one it's our best. seller oh second best I mean yeah it's. there it doesn't matter one zero okay. yeah that's one zero the second is sugar. Cosmetics glow and glow and behold jelly. highlighter. 49 you know what the what the what the. you didn't know. this I have like. now it's no no no you can't you no no no. no no you can't you can't so one one.

okay come on then sugar good moodies. Moody lip. crayon I know this. yeah yeah see I know what the dma Yeah. The Dilemma is uh I'm not saying what it. is I'm just saying it's either 799 or. 6699 and I'm choosing $699 no 599 yes. yeah two. that's just embarrassing winning okay.

now the fourth this you're going to get. wrong you know that third one no fourth. one four it's the second one so sugar a. of face Foundation you just yeah that's. the first one 999 but you just have that. no there's a first one was Cosmetics as. of foundation second is this as of. foundation it's the same no this price. is I have a price of $8.99 no no there's. nothing which but it's actually not. there yeah 100% it's sure is maybe the. discounted price or something yeah but. that is.

not so but but anyway you know you got. to you got to play that so but it's so. cool like life life plays out in good. ways right yeah see how you just got. asked question which is not valid any. invalid question two. [Laughter]. one okay makeup starter. kit that is tough that is tough wait. wait wait wait wait see but because it. is a starter kit it has to be at a. starter price point hence I'm going to. guess $9.99 no.

1099 those are like these merchandise. things that we put together by the team. every month so 22 this is clear winner. if you get it right okay fine don't give. me a kit of course there's a kit it's a. kit party ready kit this is easy one. party ready no no we every month change. curate kits so it's like I have to. random random gu okay random guess um. party ready good just the think party is. cheaper or expensive or like what it is. I. $9.99 mhm one more guess because he also.

get okay so what it's expensive than the. makeup starter. kit who you guys okay 1499 no no no I'll. guess I'll guess 199 n 12 N9 what are. you guys doing you guys these are not. allowed these are not products yeah. these are just they are right they they. considered as product or maybe. or or maybe the sco of supposed to. be yeah I I want someone to win I don't.

like this I don't like this what. is I don't like this at. all let's just Breer Breer no no tie. Breer no let's say tie tie breaker you. get to choose one product which you. think that she wouldn't know the price. of and you get to do the same thing and. let's see who win I don't think you have. a product in your mind which he can't. answer the price of yeah I'm just. remembering its. price let's see um and we're going to.

show like screenshots of mintra at that. time okay like make sure it's correct. huh it's correct you can't get away with. this you guys are ready yeah I'm ready. okay done go okay uh charcoal Patrol. sheet. mask 149 I don't know check the number. IOU I just picked her nich just for that. I think she clearly wins she clearly.

wins dude I love this poker face game. like what's wrong with you I like you. know I'm not supposed to guess you're. supposed to guess I can check mintra and. tell you whether you're right or wrong. but she's a clear winner so so we'll go. back to my dialogue at the. beginning yeah so you didn't you didn't. even lose and. you couldn't complete it I couldn't. complete nine years of but yeah yeah now.

you can say you complete me that's can. you check what was is it what is. charcoal Patrol sheet pass is it 149. yeah okay so that's the I think it's 199. no no it's. 149 I'm just hoping that it's Patrol. sheet. mask say she's right we know we have. declared her the winner. you are my. friend this can be fun banter for.

Vlog Come on B you can do. it for asking the. question I also had another question. which answer eyes and Sh. cron of course I know 499 no. 59 second get second chance. so thank you so much for coming here but. if you ask something about the structure. of our cap table who holds how many.

shares Etc I don't want to no that's not. fun that's not fun I don't want to. because there he can lie also he can. tell anything I I can't cross check I. played my. games thank you so much thanks thanks. this is this super fun.