The latest season of Shark Tank India continues to deliver dramatic moments and hard business lessons. In a recent episode, three young entrepreneurs faced the sharks with their Ayurvedic brands, only to walk away empty-handed despite impressive revenue numbers.
Entrepreneurs Pitch Two Brands to Sharks
Tanishk Pandey, Astha Jain, and Pawanjot Kaur presented their companies Ayuvya and ImFresh to the shark panel. The panel included Aman Gupta, Namita Thapar, Vineeta Singh, Kunal Bahl, and Ritesh Agarwal. They sought Rs 1 crore for 0.5% equity in both brands, which together carried a collective valuation of Rs 200 crore.
Astha Jain shared their origin story during the pitch. She met Pawanjot Kaur while studying at Punjab Engineering College. Both women wanted to create something meaningful from their first day together. Tanishk Pandey joined them later to handle the creative aspects of the business. Interestingly, Astha and Tanishk eventually got married, strengthening their partnership.
Impressive Revenue Meets Sharp Questions
The entrepreneurs revealed that Ayuvya generated over Rs 51.5 crore in revenue during FY 2024-25. They projected this figure would reach Rs 70 crore by the end of FY 2025-26. These numbers initially captured the sharks' attention in a market crowded with Ayurvedic products.
However, the sharks quickly shifted from admiration to scrutiny. Kunal Bahl pointed out that the company's growth rate showed signs of slowing compared to previous years. This observation opened the door to more difficult questions about customer retention and business fundamentals.
Controversial Marketing Strategy
Aman Gupta criticized the quality of the company's video advertisements on social media platforms. He questioned their professional appearance and effectiveness. Tanishk Pandey defended their approach by explaining they followed the 'ugly ads' trend currently popular on social media.
These low-budget advertisements aim to feel more authentic and less polished than traditional marketing content. The entrepreneurs believed this strategy resonated better with modern consumers who distrust overly produced advertising.
The Clinical Trial Controversy
The discussion took a decisive turn when the sharks discovered neither brand conducted clinical trials for their Ayurvedic formulations. Pawanjot Kaur argued their products followed ancient texts and traditional practices dating back thousands of years. She emphasized the historical validation of Ayurvedic principles.
The sharks remained unconvinced by this argument. They expressed concern about selling health products without modern scientific validation through clinical trials. This became the central point of contention during the pitch.
Sharks Deliver Final Verdict
Kunal Bahl explained his decision to reject the deal despite acknowledging their impressive revenue. He stated, "Pehle illaj nahi vishwas banao" (Create trust before you manufacture cures). He emphasized the importance of building customer confidence through proper testing and transparency.
Ritesh Agarwal echoed similar concerns about trust and validation. Aman Gupta added that despite their valuation, the companies hadn't yet transformed into recognizable brands with established consumer trust. The sharks unanimously decided against investing, leaving the entrepreneurs without a deal.
This episode highlights the increasing emphasis on scientific validation in the Ayurvedic industry. It demonstrates how traditional practices must adapt to modern business expectations, particularly when seeking investment from discerning sharks.
