[00:02] 25 lakhs, the year after that 1 crore, 5 crore, 25, then 100, then 300 and then we close at 450. We are at 500 crores right now. When did this part come into your life that you started thinking about manifestation or [music]
[00:15] Some things took 13 years, some things took just one year, some things took 3 years.  You don't believe out of those 15 and 10 pictures that would have posted, a few things happened very quickly. That is manifestation.   What a
[00:36] keep something like a vision board around us, then subconsciously everyday you get a reminder, but I did not see that this would become that business, it would not become a big business of ₹5000 or ₹100 crores. We figured out after 4 months that this business would not work.  How many
[00:50] received your first cheque? 99% rejections.  I read somewhere that either founder, you cannot run a business with ego.  That if you want to start a business then
[01:02] you should first think of its name and logo.  This podcast has two very important parts and both are interconnected.  First Manifestation.  How a job of Rs 13,000
[01:14] became a company worth Rs 3000 crore.  Created a vision board while working.  Wrote down my goals and pasted their pictures.  I put everything on that vision board: house, car, business. And how those goals were achieved one by one.  And the second part which is very inspiring.  The
[01:30] story of every entrepreneur teaches a lot.  Just think, the companies whose business model you look at and put everything at risk, those companies become bankrupt.  When the world is against you. bankrupt.  When the world is against you.
[01:44] But I am out. I am out. How do you keep up then?  How do you develop that stubbornness within yourself?  How do you
[01:56] turn your weakest moment into your greatest strength ?  Our guest today is Akash Gupta, founder of Zip.  His company has become one of India's fastest growing EV startups and is witnessing revenue growth year on year. This episode
[02:10] is living proof of what the combo of manifestation and execution can do. So before startup, let's move on to job time. How long did you work?  10
[02:23] You worked for 10 years.  Or in which other companies? Sir, get me a job in four companies.  First of all, I won't talk about Infosys, that salary of Rs 13,000 was before MBA.  That was just six months.  Started after my
[02:35] college.  I was picked up by Del Services Noida.  So worked there was that big company. Right?  So there were about 14 interns who joined from MBA college.  Right? Empties.  So I performed well in that but the pace was less.  I was putting in my best efforts but it took
[02:51] no work.  So I said no friend, this will not work.  This is my first job and I need to work at least 12 hours in this job.  So then I was the same in Airtel Airtel.  So I got a role in sales and I had never done sales right and marketing and distribution.
[03:06] Right?  Those Things I Had Not Done Managing a Team.  I learned all that at Airtel.  And again I think one thing that I have kept common across my 10 years of my job journey is that I have to be a top performer.  Meaning, work has to be done as if it is your own company.  So
[03:20] Airtel mein I think de de like my work. So they kept giving me a new job every one and a half years.  So the final job I had was the 4G launch with Airtel.  So I launched 4G in the country right very small team three four member team.  I was national
[03:34] distribution national acquisition head right that was my title.  So it was good fun right?  I created a startup in a big company and by then the meaning of startup had started in India, as you know the buzz word that startup was for me, for me as a kid
[03:49] buzz word that startup was for me, for me as a kid I thought it was a dream, right, it was like, man, startup is such a big thing, entrepreneurship, so it was a big, I mean, a very big step, right, so I said this step is very big and it was
[04:02] very big for me, maybe it should not be for people, but it was very big for me, and my friends used to ask me because we used to talk about that, man, I have to do a startup, I have to do a startup.  So people used to say, do it.  But I was afraid.
[04:15] no friend, I cannot jump.  So I went into Snapdal.  A startup was being formed. Right?  And and it was growing.  So I joined Snapdal thinking let's go into startup.  We keep see.  Only then will you understand what the game is.  So I went
[04:31] there and learnt a lot.  And in one year, it felt like I had worked for 5 years. But Snapdal was growing in a very different way and I started enjoying working more. He was doing less work as he was growing.  When I joined there were
[04:43] 1500 people.  In the year I left, that became 5,000 people.  So I said I am not MovieQuik and became the head of marketing there. Right?  So my goal in life become the Head of Marketing.  That's what I became there at MovieQuick.  Meaning I did everything there
[04:58] at MovieQuick.  Meaning I did everything there for 2 years.  Right?  Again almost run the business.  Right?  When did this part come into your life that you started thinking about manifestation or some whiz board or things like that,
[05:11] When I was working in Airtel, there was a senior who was a friend of my boss. They were on both similar designations.  So I was a somewhat senior manager, so we used to have lunch together every day.  So one day he told me, Akash friend, you
[05:25] work very hard.  Right?  Your A1 also comes every time.  It also does well in ratings. What is your goal in life?  Right?  And frankly, I probably didn't have a defined goal until then. So he said, do you know the goal? I said yes, now I have to
[05:39] I said yes, now I have to top in the next April also.  Well, I mean I'll see something new. He said, brother, you have written your goals.  I said no, I did not write it.  He said goals should be written.  So he then insisted he insisted me that brother I will
[05:54] tell you on weekends by a new diary. Take a pen, a new pen, sit with your wife and whatever you want to, obviously I sat down with Rashi, she said write down your goals, right,
[06:06] I said okay, now that you are saying so much, let's write them down, the first goal that I wrote, probably with Rashi's consent, was that we have to build a company, we have to become entrepreneurs, right, that was the first goal when you were working in theatre, when
[06:19] when you were working in theatre, when I was in 2012, my second job was four years in four years in my career out of 10, in a journey of four years, then first time when we sat down we could right about 36 goals.  We could not write 100.  In
[06:33] he said, write 100 properly brother.  Then we said we could write some 36.  Then he said sit down one more time. Then we could probably write some 67 68. We said okay, we will see it now.  But then he said that you have written down the goals.
[06:49] But then he gave me some such books.  I gave you some CDs etc. to watch and listen to and according to this I think you should make a vision board, also right he said whatever are your goals I think you should picture them out but
[07:05] no no he said just mean whatever you think is yours, whatever you are feeling immediately, make a board with their photos on it I asked where will you get the photos, she said pick up a magazine, you know get some internet get printed whatever but but no make your vision
[07:21] board.  So I remember we took a thermocol.  I had placed an orange colored sheet on top of it.  After that we did some things with Red and then we took photos from the magazine.  Right?  By taking it out and cutting it.
[07:34] He said that when Rhodes gets up, he should be visible in front.  So we put it in front.  You know you are doing everything that you were saying.  We said okay let's do it, it's fun, there's no harm in it, we're learning something, so we did that and frankly
[07:47] I didn't know that this is manifestation and this is some exercise, then frankly he also told us that watch this thing called the some exercise, then frankly he also told us that watch this thing called the read it, we read that book, first read it, it always reaches
[08:03] the first time and if something happens then it gets rectified [laughs] so I said okay, the screening is done, yes the screening is done, she tells half the things. Then I also read it.  At that time I used to read it, so I read it and it was good right.  Then There Was
[08:17] Thing.   We watch that also. Right?  I liked that too. I said this is a very interesting concept.  And then frankly you won't concept.  And then frankly you won't believe out of those 15 and 10 pictures that we would have
[08:30] posted.  A few things happened very quickly. Like I think we would have noted down that we would want to go on some you know things.  Had not gone till then.  Right?  We would have put in some car pictures.  We would have put
[08:45] in you know some fitness pictures and some house pictures and stuff like that a few.  I don't recall clearly because it is a very old thing. One or two things we checked.  I remember out of those, right?  With in an year.  So that also happened.  I said this is this is
[08:59] interesting. This is something that we saw and it really happens.  That is actually the foundation for me to say yes this is something which works. me to say yes this is something which works.
[09:13] At least a couple of years.  No no no in fact you won't believe it.  So I wrote The First Business, So Entrepreneurship in 2012. started the first business. Right?  So Rashi spared that business.  I was
[09:29] on the back end but we were like building it. I was on weekends, you know, involved nights, I was printing T-shirts. We were packing T-shirts after coming from office. We had a roof over a house, we had
[09:44] built our own storehouse. We had both printing machines and we were basically whatever you want right? If you want printing machines and we were basically whatever you want right? If you want you might find it, but you might not find it anywhere, but if you have thought of manifestation and
[09:57] you want it written, then write it and post it on our portal. You will see various colors of T-shirts. You will see them printed also. We also got that tool made and then you can check out and the same thing which we used to sell more. Whatever things were
[10:10] selling very well, whatever designs, we used to So that business had become quite good. It was a 50% net margin business. There was a revenue of around 5-6 crores. net margin business. There was a revenue of around 5-6 crores. Doing well, right? And then,
[10:24] but why did I not leave?  Because Rashi left every job, she left her job for that business because it was doing well, Team Bhim was formed.  It was scaling.  But I did not see that this would be able to become that business, that is, it would
[10:41] So I said you do this, I will see something else, I will continue. Yes, I am sitting on a bigger worm now.  Or Nice.  So what is the biggest impact that I personally feel ?  When we keep something like a vision board around, subconsciously every day you get a
[10:55] reminder. If you and I are taking action, if you are taking action then the hard work of the person working hard starts getting channelized.  So if you make a vision board in 2012 specifically that you want to do
[11:07] business by 2012.  Now everyday the thought is striking, business has to be done, business has to be done. Right?  With hard work, ideas started coming in that direction.  The person starts walking in that direction. And gradually things mean let's go.  So the human brain needs
[11:20] And may be prioritization.   Yes. I can reflect back.  That there were those 15 photos in it but a prioritization was done that these are the 15 things for which you have to work. Now one of those things I
[11:35] Now when I was building a startup, I probably didn't have as much time for fitness. But it was always there in my consciousness.  So I'm going to the gym.  I am doing gym. But maybe sometimes I am leaving it and sometimes I am doing it. But he is conscious.  But now that I got a little more
[11:49] time to focus and I figured out that I have been going to the gym for a long time. Now I can channel my diet.  I'm learning a little bit about it.  Now I am there. learning a little bit about it.  Now I am there.
[12:01] something takes just one year, something takes three years.  But all those things will always be on your prioritization list. Now what you said is that you did a business manifest. For that you started working on the back end first.
[12:15] Your wife was leading it. After that you were looking for that insect.   Were looking for big insects. So how did the big worm dissect? Yes.  Now the first thing I wanted in a big insect was impact.  The second thing is it has to be
[12:28] really big.  I will not fall for something small in a business.  I Do Not Want to Build a Small Business.  I want to build a big business.  Right?  That was when I why did the unicorn come about? Why do unicorns want to be friends?
[12:43] Meaning it is a company worth Rs 8000-9000 crores.  Have to make it.   Do make it.  Right?  So it was a big dream. Right?  Right?  I wanted to build a big Right?  Right?  I wanted to build a big business and then finally, frankly,
[12:59] electric mobility just came in front of me.  Right?  So what was happening?  I was doing research.  I am doing my job for 12 hours.  After that we get 4 hours or 5 hours. And Rashi was very considered that brother this is it.  Meaning, it will have to be
[13:11] abandoned.  She used to be asleep at whatever time and I would then asleep at whatever time and I would then open my laptop.  And I used to set it near the bed side.  I continued my research on my knees. I was making notes.  I were
[13:25] researching what's going on?  What is going on in the US ?  What is going on in China? new businesses getting built?  Who is getting funded?  I had alerts set.  Google Alerts?  What is a Series A like? What is a Series B?  What is a series seed?
[13:38] I was listening to the podcast.  I was all like what is going on?  Is this a startup, brother?  Well, how will we be able to do this?  Right?  So when I was doing this research, it came to my mind that there was also a time when Rashi was on a
[13:52] holiday, right, so she was on holiday for five days, she went to North East with a friend, Gangtok and all that, she was enjoying, so I got five days full of research, right, where I have to not even give an hour to myself, enjoying, so I got five days full of research, right, where I have to not even give an hour to myself,
[14:06] sorority mode, yes, yes, right on, right, start-up search mode, then it dawned on me that two-three businesses had been formed, which were very big, right, there was a
[14:18] company called OFO in China, which became a 4 billion dollar company, right, there was a company called Mobike in China only, which became a 2 billion dollar company, and then there was a company called BD, started by an Uber co-founder, who quit
[14:34] and started Bird, right, and that became a billion dollar company, but perhaps another company came along with I said that there is some havoc going on in the US and China. Now their concept of shared mobility was very different.   The big one was different from the zip.  But our first
[14:49] concept was also the same. We Just So I Built An App Where You Know We Will Do Bike Sharing.  So you will pick up a bicycle from a metro station.  Unlock it using an app.  It's a smart IOT
[15:02] enabled lock and you drop it.  So you will unlock that bicycle and you will go to the office and leave it there.  There will be some specific locations. So we tied up with Gurgaon MCG. We created the app and
[15:16] big companies.  No one is doing this in India.  I make this. Right?  So I mean Wild, I said this can become big.  Sustainable mobility is needed in India too.
[15:31] if this works then what a huge market it is. Everyone needs mobility.  Plastic Mile Mobility.  Right?  So I said let's make this.  So when this idea came, Rashi was on holiday there.  I had another idea within two-three days so I
[15:47] called her around 11-11:30 in the night. Rashi was having fun with a friend and was sitting in some Airbnb and whatever at that time.  So he was chilling.  I said, Rashi, I have got an idea, I want to make this.  Rashi said you have gone mad in India.  That too such
[16:01] thing, that too bicycles, that too apps, that too will not work like this.  I said friend, I mean it is running big, what's the harm, I mean then obviously she came back, I made her sit for a week, then my
[16:13] sales skills were tested and I thought that she cannot be refused for anything, she gave in, she said okay I think I am convinced, let's start building this and then I started building the team, I started
[16:28] building Team Bhim, I was doing a job at that time, but I said this is the business in Moviequick, I was doing a job in Moviequick, it was the time of May.  I said let's do this.   The company was registered in August.  Right? Come back after doing your own research on how a company
[16:42] is formed.  Made the logo.  Made a pitch tag.  Pitch take two.  By the time Rashi Came From Her Holiday my pitch tech was ready.  My business model was ready from my side.  And my logo was also a Marketing Guy.  So first of all I have to create a logo.  I also mean
[16:57] I have learnt one thing.  If you want to start a business, then think about its name and logo first. Why?  This brings a lot of clarity. Name means you have thought about it, clear to you that this is the business you want to build. That you have invested your time and
[17:10] energy.  So this is a mantra, I thought that let's buy a domain like this. So I also took the domain.  Get the domain, create a logo and think of a name.  You become absolutely Otherwise, it keeps on coming up with ideas, ideas, ideas. So you have at least reached it, so I named it that.
[17:25] correct. Correct.  So the meaning is made.  Isn't it?  So I made that.  And then obviously when she came back we tweeted the business model, no brother, you have assumed too many numbers, reduce this, reduce this, do all this,
[17:38] reduce this, reduce this, do all this, I said whatever it is, let's do it, it will be seen in 6 months, that business, we could figure out that this will not work in 6 months, we were and you won't believe that with these six months so much disruption happened in that space in which
[17:53] we created the business, Zom Car started the same business.  Yulu Amit who is one of our computer he started in Mobi founder he started the same business by the name Yulu started the same business by the name Yulu in bore Ola pred just after our launch
[18:07] that we are launching and Ola started that same business in a college in Lucknow IIT Lucknow and somewhere IIT Kanpur somewhere he put some 500 cycles on app based concept.  Then What Happened? Oppo is the company which was the first
[18:21] fell from China, the company that followed mobile through in India, means so much happened in six months and but it means you had caught the right thing, you had caught the right thing, but in India and
[18:36] no end. Then after three months when all this was happening, I mean you had caught the right thing, after three months a big news came of Gos Bancroft and we had figured out after four months that this business will not work, so we thought of pivoting.
[18:49] After three-four months the news came that it is shutting down, more bikes crumbled, got acquired Bird Lime. Limes still exist by the way, but I think that the business model which we had thought could not work anywhere, so this was the first
[19:05] learning of business, we jumped in but then we had to figure out what to make, then we had a lot of papers in our journey, but this is how we caught the bug [laughs]. I remembered you saying so when I initially came to Gurgaon,
[19:19] when I initially came to Gurgaon, team members. I think there will be dream cycles there.   Yes Yes We Partnered Will All The Coworks. So I remember some people used to come to that building.
[19:33] Our station was in Sikanderpur because I had taken free permission for all the metro stations in Gurgaon. WeWork Free Permission, Spring Board Free Permission, All Offices Free Permission, everything was cracked.  But that was not in the business model.  Otherwise we would have played.
[19:45] So what happened after the pivot? So the first pivot was that bicycles will not run in India.  Because she walked in summer winter.  Who will not bicycles, we were the first to pivot to electric scooters.  We also launched electric scooters on the
[19:59] same concept of sharing. Then another thing came to our mind that if we are doing this sharing then we are taking people from one place to another. taking people from one place to another. And usually you would also see that
[20:12] Who is coming from the office?   No standing at HUDA Metro.  50 scooters were standing at Huda Metro station, within half an hour everything is gone and I made a video, I mean one day I made a video that
[20:27] what kind of disruption are we doing, we should make a time lapse video that in five, I mean 2 right, if we made a time lapse, then it was working, but then the redeployment cost was so much to bring those bikes back to the metro station, we took loaders,
[20:42] we used to keep the cycles on them, then bring them back, then they would go away, that is how thing would not be used for the whole day, right, two-four would come thinking that some people would have to go, but that was during the lunch time.  But this business makes sense, if there are
[20:55] eight rides on our product, seven rides, then this will become the economics of the business.  We understood that within 4 months. So we said that this will not work.  So before scooter, we changed from bicycle to scooter, then from short ride to
[21:10] long ride, we said that we do not do the business of daily rides.  There must be some people who want scooter and pay.  So we will give it to them on weekly or monthly plan.  It was the second pivot where we said that we should bring only that customer who
[21:23] needs this product for long term, for daily rides, not for fun, weekly and monthly customers buy it, the hassle of daily rides also ended, right, we had a small stock, we had 200 scooters, then we invested completely on scooters,
[21:36] we had stopped cycles, right, then 200 scooters started getting booked, all the scooters were also booked, so our rental product was working, but now another problem arose that when we used to give the vehicle on rent, the customer had no skin in the game.  And
[21:50] in India, users do not care that much about rental assets. Right?  So we figure out in the next six to 12 months of running that business that the scooters are running.  There are 200 and 180 are booked. Sometimes 200 are booked.  Overbooking is also happening.  But those scooters are
[22:05] not coming back in such good condition.  Putting in a new scooter. So how to solve this?  There is an is an issue of people's riding, that too will probably have to be solved.  Then we looked at the third thing, when we looked at the data, we saw that 80% of the people using our scooters are
[22:21] and they are also recharging them regularly.  Like what is a B to C user, he uses it for a week or two for fun and then he leaves it, continuing but maximum people who were continuing were delivery partners
[22:35] it means and this food delivery or mostly zomato big basket type of customers right the delivery, their riders basically riders they were continuously running it on rent, said this court is becoming right
[22:48] continuously running it on rent, said this court is becoming right and at the same time you know so Zomato Amazon Big Bus Basket these are the companies who are reaching out to us that why are you not doing it for us ?  You please do it full for us. We don't know to whom you have to rent your scooter or
[23:01] work for us. Fully Mait means you take care of the entire delivery work.  He is your own driver.  It is your own vehicle.  You should also do the delivery yourself.  We do n't know because we also wanted comfort. Who is driving his brother?  They used to say that if
[23:14] to the delivery partner.  Said friend, we are not able to handle our delivery partner.  If you give it on rent, you will break it and bring it.  So we will not give it to you on rent.  So we said no to them. We said our way of working is that if we will give it to the delivery partner but he will have to be
[23:29] associated to you via us. So that's because the problem statement is very simple.  A delivery partner that no one can Right?  How do I fund that?  Right?  He is he is a non-bankable resource.  He is coming
[23:45] from a village.  He does n't even have ₹15,000 to pay as down payment. No bank can give him a loan.  I am underwriting it with my assets.  So we had to change the equation.  We changed the equation in such a way that
[23:57] if we want to earn rent from the delivery partner, then we have to pay him. And so that we can know If I know its cash flow then I can enjoy it.  And there's the daily's cash flow.  If he has daily income then he will give the money.  I don't have a headache about it.
[24:12] But how did I do this income management ?  Via the B to B tie up.  Right?  That we have a tie up.  We are solving your problem in a big way.  You have to go to EV.  You are following us.  We will solve the problem for zomato swiggy
[24:25] septoblinke.  But the delivery partner has to work in a certain rules of the game for us to expect.  Because we had learned all that.  After doing so much in 2 years, we said, friend, this is just pivot pivot pivot. But this was this pivot happened
[24:39] just six months before COVID when we started doing you know end to end.   At the end of 2019.  Yes, rental plus delivery, then we started paying in December 2019 and otherwise our business started in 2017, correct in December 2017, right, it took
[24:53] business became in these two years, when you first bought a cycle, then a bike, then one thing did not work, then another drive started, what was the money involved in this process, what was the
[25:07] another drive started, what was the money involved in this process, what was the funding, so friend, look, this big business that we were thinking of, right, we did not have that much money, it was very clear, right, very clear, I was that brother, I have Rs 3040 lakhs, that is all we both
[25:21] have, right, my dad was in service class, right, and dad is also, you know, while in business, but obviously, you know, in this way, we could never go to pay for the family, I could not take that, I mean, I was very scared, right, that I cannot spoil
[25:36] my parents' money and I cannot go to my family, so obviously, as soon as I left my job, I started looking Out for funding right I started writing to everyone in the planet.  Whoever has VC tag, Angel, whoever it is, wherever you can
[25:52] find them, I have cold reached out to them. Right?  Everyone Knows Me That I Have Approached Them Directly Without Any Banter and Any Warm Intro Also.  Because brother, I don't know it.  I have to go to everyone.  I know only one thing.
[26:05] So I reached out to everyone.  And luckily, uh, we got some manifested angels who gave us the first 10 million.  Right as soon as we started the business in December, right so we
[26:18] reached there, we formed a team of six-seven people, but as soon as we started, we got our how much was the process of elimination, after approaching how many people you would have got the first cheque,
[26:33] rejections and 1% you would have reached out to approximately 100 people through cold email, through Lindin or Iron Hai I would have met many people. Now that list isn't 000 plus.  Now that list
[26:48] growing, more people should pitch it sometimes or I have a full list, yes, so in the beginning there is a different level of hunger.
[27:00] We need it for survival. We need this thing to build. 100 people have their ego on the side. But when you grow and need funding at a bigger level, then at But when you grow and need funding at a bigger level, then at
[27:13] list keeps getting bigger because now I have proven myself, now I am not, no, no, no, I don't have ego, brother, as a founder you cannot run a business with ego, so ego is always kept aside and I think that
[27:26] life will only bring you back if you try to be even a little egoistic, as a founder, life will get you on the right path.  If you are a founder you have to give your ego assignment. I remember I read somewhere that either you
[27:41] feed your ego or you feed your business. Right?  So you cannot feed both things. So Akash Bhai, for the laymen and because not everyone in pan India might know it right now.  So once we understand what exactly the business
[27:54] model is right now.  We got the Paves right. And probably in 2020, the pivot you made in 2019, that is what And probably in 2020, the pivot you made in 2019, that is what you can, since Covid, March 20, there was a complete stop on the rental business and only towards rental
[28:08] plus delivery, so what do you do for a layman, through zip, friend, look, it is very simple, we are a delivery partner who no one can finance, who has
[28:22] who cannot even make the down payment, right, who does not even have a CIBIL score.  We give him an electric scooter on a daily rental plan. joins us, we ensure that he works with our partner customers.
[28:37] Where there are 20 big customers. Samo, swiggi, septo, blink, bau, Flipkart, mits, Uber, Rabbo, porter, right 1mg, Ck RB Food and many more.  All these are
[28:49] our customers, whenever they join us, any of these customers can become an entrepreneur by their own choice, but we also give them the loop that they do not need to search for one anywhere.  We will tell you about gigs and will
[29:01] also connect you with good opportunities around you, The main differentiator that we have created in 8 years is the tech platform.  People think that if they put 20,000 scooters, it will become a zip.  But no,
[29:14] put 20,000 scooters, it will become a zip.  But no, because the way the driver boards, the way the KYC is done, the way the spare parts are fitted, the way the mechanics are trained, the way daily you know behavior tracking happens, a sibling profile is created,
[29:29] wallet integration happens for every partner, customer shipments are tracked, road data comes, so it's a data company slowly and steadily, as of today, Zip is giving vehicles to delivery partners, but the data intelligence platform that we are
[29:41] building on top of that, vehicle intelligence, spare part intelligence, delivery partner behavior intelligence and the delivery ecosystem intelligence is what we are essentially building. So if I were to paraphrase and tell you what I
[29:56] think is right, a lot of people do gigs which is like daily which if we are ordering from Zepto or Zomato, SWGI. So those who come to place orders with us, they come on a bike to place the order.  Right?  But when they are
[30:09] they do not have the money to buy a bike.  Right? So you provide them bikes and provide them the opportunity that these 1520 are our partners, clients.
[30:24] Everything happens through us. So V aggregator has become a middle Right. And then your How Do You Earn?  How does your business make money? So money comes in two ways.  On one hand, we
[30:39] for working.  Right?   On the other hand, what we connect with customers is that we are giving them a new kind of supply.  Because Zomato did not have that supply as of today. A delivery partner who doesn't have a bike.
[30:53] That is nothing for Zomato. But today this delivery partner because I have given him mobility.  So he became fit to work.  He had intent.  So, by bridging that intent, I created a new supply in the market which did
[31:05] not exist.  Those people, like one of my delivery partners, when he goes to the village today, he brings five earning ₹35,000.  What are you guys doing ?  Come with me.  So he brings five people. Zomato gets a new supply.  So We Are In A Way Creating A New Supply In
[31:20] The Super Growing Quick Commerce, Food Delivery, E-Commerce Market.  And at the same time, we are making that supply green. Making electric.  We have saved about 50 million kilos of carbon so far. Right?
[31:35] In the last two years, we have impacted 1.5 lakh people with their earnings.  Right?  And have installed 20,000 scooters.  Doing it in three cities. Right?  So something which has never been done in that Vai nice. How has our revenue-wise growth been
[31:50] good.  [laughter] good.  [laughter] So 5 lakhs the first year, 25 lakhs the next year.  The Year So 5 lakhs the first year, 25 lakhs the next year.  The Year After That 1 crore.  The year after that 5 crore,
[32:03] After That 1 crore.  The year after that 5 crore, the year after that 25 then 100 then 300 and then we close 450, the last year we made 450 crore and this year if we are successful in our times, we can even double it, wow, or so the first year 5 lakh and now almost
[32:21] 500 58 we are at 500 crore, right now amazing, how many times has it increased 10 times, shark pack, when you went there, right, was there any after effect
[32:33] plus or minus, yes, one effect was good, one effect was that friend, I got a challenge there also that friend, why are
[32:49] you talking like this, why do you want to make it, why do you want to build a big business like this, you are just boasting, right, so I think that I took it very positively.  I like it, here's another challenge we hear every day.  Heard another challenge
[33:05] and again started working on that challenge thinking, okay let's do it. Why Not It's a Challenge.  Let's pick it up.  So I think that was the good part of Shark Tank.  Rest I enjoyed it, friend.  I had a lot of fun.  I mean, we are people with big cameras.
[33:20] Right?  And I think that was a moment to go and you know feel so many cameras and we worship Shark Tank.  Like anything the US Shark Tank I have seen many episodes right
[33:32] Shark Tank I have seen many episodes right everyday 10:00 pm with dinner after work that was my and rashi binge watch that 20 minutes 40 minutes episode right three pictures to bahut dekha hai toh it was fun I loved it so how did it feel the show you have always watched and then uske
[33:48] set pe aap ho khadi ho kabhi pictures ko dekhte the dekh raha dekh rah the good yaar frankly means it was big you know it's an intense feeling because there is a prework also.  Those two days you prepare for that feeling that you know you keep
[34:04] harnessing and you keep meeting other founders.  That seems like a lot of fun.  In a way, it gives a college type feeling.  Where you are sitting in Mumbai Film City.  There are some 10-20 startups there.  You are mingling with everyone , talking to them.  You are doing your pitch there in between.
[34:18] lunch there.  You are having lunch there.  Then some makeup is being done, so you are getting your who is doing the makeup is saying that I do her makeup.  I even did Salman Bhai's makeup.  I am doing it for you today. So let me come.  And then you go into that,
[34:33] you know the action, and then you go into that walk where the music happens, and then the doors open, and then you see, and then you give the pitch, and then you're talking about your business.  Right?  So then whatever you do every day, that's what you're doing back.  But it's a
[34:47] good experience.  People should experience this as a must have. experience. Clearly Just The Experience.  I just wanted to Clearly Just The Experience.  I just wanted to
[35:00] side that friend if someone is saying that you have to go to Shark Tank and in 2020 we went, you have to go to Shark Tank and in 2020 we went, right Series A, we just got raised, so we went with our Series A raised, so we told you that we got raised for Rs 200 crore,
[35:13] if you want to do it then do it because but when we applied it did not happen, so obviously we could have no pitch something else but since we had already achieved a milestone, so we went with the same mindset and in fact the pitch we gave was
[35:27] experimental pitch. This tank was just to try because we knew that this deal of Rs 200 crore would not happen, so we would pitch something else.  In fact, we had said that we are selling scooters. One of my pitches with in the tank was
[35:41] that we scooter a new one made.  They are selling this too. And it was a trial whether this should be done or not.  And actually what we pitched on Shark Tank was something else.  But we changed the pitch two days ago when we reached there thinking that this is
[35:54] when we reached there thinking that this is something different, let's try this.  [laughter] Or what was your top learning from this podcast, tell me in the comments below [music] and I'd like to take a minute and tell you something that
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