FAE Beauty Shark Tank India Season4 Episode1 Pitch1
FAE Beauty is an Indian startup that made its debut on Shark Tank India Season 4 as the first pitch of the season. The founder highlighted that 74% of women in India have brown, dark brown, or deep brown skin tones, yet the beauty industry primarily caters to fair skin. FAE Beauty was created as an inclusive brand that offers products designed for all skin tones, undertones, and textures.
With a product range of over 50 items, FAE Beauty is available through its own website, various marketplaces, and quick-commerce platforms. The brand has served over 3 lakh customers to date. The founder revealed that the target market for their products is valued at over ₹50,000 crores. They sought an investment of ₹1 crore in exchange for 1% equity in the company.
FAE Beauty prides itself on inclusivity, catering to diverse genders, skin tones, textures, types, and body types. The brand also follows a no-Photoshop policy on its social media platforms to emphasize authenticity. The founder further shared that all their products are developed in-house and that they are the first brand in India to incorporate TPA—a soothing, easy-to-apply plastic material used in their lip products.
| Release Date | 6 January 2025 |
| Founder | Krishma Kewalramani |
| Business | Skin & Body Care |
| Ask | ₹1 Crore for 1% Equity |
| Valuation/ Networth | ₹100 Crores |
| Funding | ₹1 Crore for 1.5% Equity |
| Sharks | Namita Thapar & Aman Gupta |
| Episode | 1 |
FAE Beauty’s Financials during Shark Tank India?
FAE Beauty allocates less than 5% of its budget to research and development. Their liquid lipsticks, priced around ₹550, are competitively priced in the Indian market, with Lip Whip being their flagship product.
In terms of revenue, FAE Beauty generated ₹30 lakhs in its first financial year but incurred a loss of ₹80 lakhs. The following year, FY21-22, they earned ₹70 lakhs in revenue but faced a loss of ₹1.5 crores. In FY22-23, the company’s revenue increased to ₹3.3 crores, though they still reported a loss of ₹2.5 crores. In the most recent financial year, FAE Beauty’s revenue reached ₹7 crores, with a loss of ₹80 lakhs.
For FY24-25, the company is anticipating its first profitable year. By October 2024, FAE Beauty had already achieved ₹10 crores in revenue, along with a profit of ₹1.25 crores. The founder explained that the company had shifted its strategy to focus on their hero product, avoiding further financial losses. FAE Beauty expects to close the year with a net revenue of ₹22 crores.
FAE Beauty has raised multiple rounds of funding over the years. In FY20-21, they secured ₹1.5 crores at a valuation of ₹6 crores. The following year, they raised ₹2.4 crores at a valuation of ₹26 crores. In FY23-24, they raised another round at a valuation of ₹32 crores. Their most recent round in FY23-24 raised ₹3 crores at a valuation of ₹22 crores, with Titan Capital—the venture capital firm with a portfolio of over 280 companies—being the lead investor.
When FAE Beauty appeared on Shark Tank, the company had a runway of ₹2 crores but also carried a debt of ₹1.4 crores. The founder, Krishma, still owns 38% of the company, while her brother holds 4.8% and her father owns 1%. The company also has an ESOP pool of 10.3%, with the remaining equity split between investors. Arihant Patni, an investor in the first three rounds, holds 26%, while Titan Capital owns 13.5%, and the rest is with other angel investors.
In terms of unit economics, FAE Beauty allocates 25% of its net revenue to cost of goods sold (COGS), 10% to logistics and gateway commissions, and 35% to marketing. Overheads account for 18%, leaving the company with a 12% EBITDA. The founder expressed a need for assistance with brand building and operations. She also mentioned that while quick commerce was only introduced three months ago, it now contributes to 25% of their total revenue.
FAE Beauty Shark Tank India Deals Discussion:
Aman made the first offer of ₹1 crore for 3%, and Namita asked if she could join him. Vineeta, feeling she wasn’t the right fit for the venture, decided to exit. Anupam then offered ₹1 crore for 3.33%, valuing the company at ₹30 crores, while Peyush offered ₹1 crore for 3%, valuing the business at ₹33.3 crores.
Anupam revised his offer to ₹1.25 crores for 3%, raising the company’s valuation to ₹41.66 crores. Aman also adjusted his offer to ₹1 crore for 2%, with Namita joining him in the deal. Anupam increased his offer further to ₹1.5 crores for 3%. The founder countered with ₹1 crore for 1.3%, to which Aman responded with ₹1 crore for 1.5%. Krishma accepted Aman’s offer, and they closed the deal at a ₹66.67 crore valuation.
Founder of FAE Beauty?
Krishma Kewalramani, the founder of FAE Beauty, is based in Mumbai, India. During her appearance on Shark Tank, she mentioned that she now considers herself her favorite person, although that wasn’t always the case. She explained how makeup transformed the way she saw herself.
Krishma pursued a degree in Business Administration from the University of California, Berkeley. She also has experience working as a management consultant before transitioning to the beauty industry. She later explored her passion for makeup by working at a makeup store and as a makeup artist in various studios.
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CONFECT Shark Tank India Season4 Episode1 Pitch2
CONFECT is an Indian startup that made its debut on Shark Tank India Season 1, Episode 1. The founder highlighted that despite India being the second-largest exporter of sugar, bakery ingredients are still imported from abroad. This observation led to the creation of CONFECT. She explained that all their products are made from fondant, a smooth, sugar-based paste used to cover and decorate cakes, giving them a polished and often sculpted appearance.
The founder shared that it took her over two years and more than 400 attempts to perfect their product. She emphasized that all CONFECT products are clean and 100% vegan. Their product line includes premixes, cake sprinkles, fondant, edible laces, and over 800 other items. The founder sought an investment of ₹1 crore for a 1% equity stake in the company, valuing the business at ₹100 crores.
CONFECT supplies products to prestigious hotel chains such as Oberoi and Taj Hotels and exports to markets in the USA, UK, and Australia. The founder also mentioned that they are planning to launch in Canada soon. While the company initially focused on serving B2B clients before the pandemic, they had to shift their strategy after COVID-19. She added that CONFECT generated over a million dollars in revenue in the USA in just one year.
| Release Date | 6 January 2025 |
| Founder | Gauri Kaushish Varma |
| Business | Cake Decorating Products |
| Ask | ₹1 Crore for 1% Equity |
| Valuation/ Networth | ₹100 Crores |
| Funding | ₹1 Crore for 2% Equity + 2% royalties until ₹1 Crore is recouped |
| Sharks | Namita Thapar |
| Episode | 1 |
CONFECT during Shark Tank India?
CONFECT’s first financial year was FY18-19, during which they earned ₹24 lakhs in revenue. This was followed by ₹1.2 crores in FY19-20, ₹3.4 crores in FY20-21, ₹5.6 crores in FY21-22, ₹4.5 crores in FY22-23, and ₹8 crores in the most recent year. The founder mentioned that they have already earned ₹7.5 crores this year and are projecting to close FY24-25 with ₹15 crores in revenue.
The company has shifted its focus primarily to exports, as the founder explained that the Indian market is highly price-sensitive, causing them to lose market share to new competitors. Additionally, they faced challenges with storage, handling, and vendor management.
The founder shared that they are seeking funding to open warehouses in the USA, where the majority of their business originates. She also mentioned that CONFECT has successfully trademarked their brand in Europe and the UK. In India, 60% of CONFECT’s revenue comes from fondant, while in the USA, it accounts for just 15%. Their hero product in the USA is their sprinkles, which contribute to 65% of their revenue in that market.
CONFECT Shark Tank India Deals Discussion:
Peyush was the first shark to exit, feeling that the business wasn’t yet ready for the investment. Vineeta also chose to opt out, believing it was too early for her to invest. Anupam followed suit, as he felt the business still required some work. Aman decided to go out as well, citing the company’s valuation as too high.
Namita, however, made the first and only offer, with the condition that the founder would need to give equal focus to the Indian business alongside the USA operations. She offered ₹1 crore for 2% equity in the company, valuing it at ₹50 crores. Additionally, she proposed a 2% royalty until she recouped her ₹1 crore investment. The founder accepted the offer without hesitation.
Founder of CONFECT
Gauri Kaushish Varma, the founder of CONFECT, is from Delhi. She completed her higher education at Lady Shri Ram College before moving to the UK to study at Said Business School, University of Oxford. Gauri started a bakery and cloud kitchen in 2014-2015, and in 2018, she launched the first product under the CONFECT brand.
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Indulge Shark Tank India Season4 Episode1 Pitch3
Indulge is an Indian startup featured on Shark Tank India Season 4. It offers a digital concierge service available 24/7, 365 days a year, across 180+ countries. The company primarily caters to High Net Worth Individuals (HNWI), with a focus on providing immediate access via WhatsApp, making it a “WhatsApp-first” service. The founders sought an investment of ₹50 lakhs for 1% equity, valuing the business at ₹50 crores.
Indulge provides a wide range of services, including flower deliveries, global travel, restaurant reservations, shopping, and more. The company also collects personal information, such as birthdays, anniversaries, and bucket lists, to offer tailored experiences to its customers. Over the past two years, they have fulfilled more than 25,000 requests and currently serve 183 High Net Worth individuals.
| Release Date | 6 January 2025 |
| Founder | Karan Bhangay & Advita Bihani |
| Business | Concierge Service |
| Ask | ₹50 Lakhs for 1% Equity |
| Valuation/ Networth | ₹50 Crores |
| Funding | No Deal |
| Sharks | No Deal |
| Episode | 1 |
Indulge Financials during Shark Tank India?
Indulge operates on a subscription-based model, charging ₹4 lakh per year or ₹40,000 per month from clients. Additionally, they earn commissions of 5% on transactions with vendors. The company plans to expand its client base to 10,000 customers within the next two years, targeting global cities such as London, Dubai, and Singapore. Advita mentioned that their top five services currently include Travel, Retail, Experiences, Dining, and Special Requests.
In FY24-25, Indulge’s average customer is expected to be billed around ₹8 lakh, up from ₹5 lakh per client in FY23-24. The company’s primary clientele consists of Ultra High Net Worth Individuals, each with a net worth exceeding ₹30 crores.
Indulge shared that if they onboard 1,000 Ultra High Net Worth Individuals (UHNWIs), they project a revenue of ₹60 crores, with net profits of ₹50 crores. The founders mentioned that a team of 10 people can efficiently service 200 clients, with a monthly operational cost of ₹10 lakhs, generating approximately ₹10 crores in revenue. Additionally, 99% of the company’s interactions occur via WhatsApp.
This year, the company generated ₹2.1 crores in revenue over 7 months, with a net profit of ₹60 lakhs. The founders also mentioned the development of an app, which cost them ₹53 lakhs to create. In October 2024, they earned ₹35 lakhs in revenue and are projecting a profit of ₹6 crores by the end of FY24-25.
Regarding equity, Karan holds the majority stake with 65%, Advita owns 5%, 5% is allocated to the ESOP pool, the CTO has 1%, angel investors hold 6%, and 18% is with another company.
Indulge Shark Tank India Deals Discussion:
Aman decided to exit because he couldn’t relate to the business. Namita also chose to go out, as she wasn’t convinced that the business model would succeed. Vineeta felt the business wouldn’t be scalable in the long term, so she decided to exit as well. Anupam didn’t trust the founders and noted that their numbers didn’t align, leading him to go out. Peyush exited due to the complexity of the equity split. In the end, Indulge left Shark Tank without securing a deal.
Founder of Indulge
Karan Bhangay and Advita Bihani are the founders of Indulge, both hailing from Goa. Prior to the show, Karan was running a magazine business and had organized over 50 luxury exhibitions over a span of 7 years. Advita joined the brand in early 2022.
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