 We now have that gala end to our event today. We have the celebrity shark and co-founder of Boat and CMO, Mr. Aman Gupta Vedas. He will do a quick fireside chat with Mr. Anurag Batra now. The only thing I missed was you're not thanking Roger Federer. I'm on his Facebook. He posts very rarely, but he posted the day Roger Federer hung his boots. So I know how passionate he's about tennis, especially Roger Federer. Now coming to Mr. Aman Gupta, please give Mr. Aman Gupta a big round of applause. He's a poster boy for startups. He's a poster boy for investing. He's a poster boy for the D2C ecosystem. Yesterday at the Exchange for Media D2C Awards, he was a winner of the D2C Tycoon of the Year. We're celebrating and giving the award today to him, which is supposed to happen yesterday, but Aman is here and now. So, Aman, very brief conversation. First of all, Aman, the amount of speaking engagements, requests you get, you're on Shark Tank, you're investing in companies. So, how do you manage time? Do you get sleep? I'm glad to be here first and congrats again for the award. I sleep 10 hours a day, so I sleep a lot and I love sleeping. I don't put alarms before waking up. I wake up whenever I talk in Hindi. So, when I wake up, my meetings are mostly after lunch. So, now I have to manage a little bit. Earlier, no one called me in my life, now everyone is calling me. So, it's a very different journey. It's not that I don't like it, I love it also, but I have to manage it. I don't like, or I'm afraid of the media, if you don't go to media, you'll be in trouble. So, you have to also come for, you can't say no to media, right? You love them or hate them, you cannot ignore them, right? Thank you, Aman. Definitely, you are in demand for the right reasons. Aman, you built a company in a sustainable manner. You're profitable, you're growing. The return on capital employed, in your cases, possibly higher than a lot of companies that are very successful. So, Aman, what makes both the unique company it is, in terms of the numbers it does, the scale up it has been able to do in four years? What is the unique DNA? I think when we started, we did not have the luxury of investments. None of these investors invested in us, because there was a telecom, mobile manufacturer hangover, which was happening in the country. So, they all ignored us, and they thought that we will also die soon. So, unfortunately, we were not, we had to struggle our way. We had to use very jugadu ways of saving money. I worked out of a cafe, social, I did not have big teams. I used to work with very junior guys, and when I was working in Harman, I had six people who were reporting into me, and then they had their layers, and when I started bought, I could not afford any one of them. In fact, I could not even afford a media agency, marketing agency, and there was a performance marketing. Why didn't you do it? No, performance marketing or AMS, Amazon ad was going on at that time. So, one agency told me that it will cost me Rs. 50,000. So, I went home and my wife said, why don't you learn it yourself? And I went to YouTube and I learned how performance marketing and Amazon ads work, and I did not even have that much money. In fact, so, when you don't have money, you have to innovate, you have to do jugadu, you have to do the things yourself, and you have to learn it, right? When I went to show someone my sample, I didn't even go when I was in JBL. But when I started my own company, I saw products like that, Dilwale Dullaniya. It comes in that, it is like a saree base. See, it is working, it is improving, it is looking good. So, I would take a speaker and keep it, and see how good it is. I would go and sample it myself. They were like, those were the times, and I still miss and I love those times. So, for both, you know, I am a charter accountant, so ROI is in my blood, and my co-founder is a Gujarati. So, you know, that lethal combination is there, is what I feel, where we look at ROI in everything, right? And if you look at what is happening in the startup world today, finally, people are realizing that profitability is important, right? Gone are those glorious days of burning money, and I'm very happy that the ecosystem is changing, and people finally are looking at profitability as an important metric, which was getting lost in transit earlier. I'm not saying losses are, I might also make loss maybe this year, maybe next year, but the DNA has to be profitability. So, I think that is changing. We are launching new categories, and the scale at which you are operating. How many of you told me the story about going to Khan Market and buying your own products? You remember you told me that story, right? Tell our audience why you did that, and how did it give you confidence? Sir, I said this in a podcast, now everyone knows, that story is not common, they will say the same story, I am not telling. No audience, I don't need. Okay, I will ask. Have you guys heard the Khan Market story? See, I am not telling. It's not happening, it's not happening. No, it's too much. Okay, I have heard that too, I will teach you. Not now, after listening. So, I went to, you know, we had, you know, in one of the old sales techniques, we didn't buy anything, because people thought that, you know, this is a fly-by-night operator, like the other companies, and if we didn't buy anything, we would get a lot of irritation, and in Delhi, Khan Market is the same, what do you call it? Snobbish, and those snooty market types, all around, you know, I mean, everyone goes there, that it feels like a Khan Market, correct? So, in Khan Market, there were two shops, Global Gadgets, and a Mercury Audio Video. So, they didn't believe me, because they thought, they used to sell Apple, and they used to sell expensive products. So, they thought, what is this, you know, board-like company, nobody has heard of it, we are not keeping it. So, I went, I said, keep our stuff, we were salesmen, so we said, keep our stuff, but no, we are not keeping it. You know, attitude style, they removed it. Then, I said to my wife the next day, you go, and please, go and ask for a boat. So, after 2-3 days, she went there, and she said, Sir, there is a boat, so she said, no, there is no boat, you take the other one. Then, after 3-4 days, I sent my mom, my mom also said, you have a boat, so I said, no, there is no boat, but till then, she came to her mind, that the boat is working. So, then I went again, I said, keep the boat, it is working a lot, there is a lot of demand in the market, you are not keeping it, it is your loss. So, she kept our stuff, and once the stuff comes in the food market, then the South-XGK, this market, she also felt that, so I told her, keep the food market, you also keep it. Then, when she kept it, then we spread it in the market. So, that was the story. There is a very upmarket, retail location, and he is basically saying that, they won't keep his products. So, he made his wife and mother go out on different days and asked for his product, and that's how he convinced the retailer to keep his product, and then it kind of became. You have heard the story, they have heard it 3 times, sir. Thank you. Even in Hindi or English? Aman, now let me ask you, you are the co-founder of the business, but you love being the CMO, we've talked about it. Give a sense to this community, why you are so passionate about building your brand yourself, that DNA, and the special sauce you bring to marketing both products. Sir, I make one day, when I was starting, someone told me that, I was keeping a celebrity. I told them that, I kept a celebrity, they told me that, if you keep a celebrity, you will get 50 lakhs, then you have to spend 6 to 8 times, you know, as a media, and we kept a celebrity of 50 lakhs, and we didn't spend any money in the media, correct? But at that time, Facebook and Instagram, my engagement was very good, so we bought a post from it, we said that you will post 10 posts on us, I think that itself was a media for us, and we used to use his picture on Amazon, Flipkart, packaging, everywhere, right? Like, we used as much as we could, and then people are watching in the pages, buying our products, we saw it there, so we used it as such rather than putting media, so I think marketing keeps changing according to me, like every few years, I feel marketers become, I'm sorry, you know, wrong audience sir, they will not call me again, so I think marketers keep changing and evolving, and if you don't keep up with the times, I think you will die, so I personally feel in my company, also the average age of marketing is 23. I think the people who grow up as big marketers, if you don't listen to the younger guys, they also become redundant, and they start giving these old world ways of doing marketing, which may or may not be relevant in today's world, so I may be wrong here, but I personally don't, I still feel I'm not the marketing head, my 22 to 25 year olds are actually my marketing heads, and I report into them, in fact, I challenge, and when they come up with these ideas, I am the first one to be a critic, because I don't know what they're doing, but when they do what they're doing, it's just the new audiences relate more to them, so like when Instagram was not happening, and Facebook was hot, right, so these guys said, Insta karo, toh aise gaya, Insta on karega, mada Facebook mein same log hai, but then Insta happened, and now probably Snapchat is bigger than Insta for some of the audiences, so they move faster than people like us, you know that generation is very different, so I feel that I can hire a good CEO, which we hired, I can hire a CEO, which also we've hired, but I think marketing mein, I haven't found anybody who can take this role, so I feel it's a very important thing for our brand that we don't lose the pulse of the brand, and that's why I want to be the marketing head till the time I don't find that guy. Good, my last question before the D2C title, D2C yesterday at the awards, while a lot of new companies, new founders, almost 80 founders got awarded, a lot of mainstream companies, Hershey's for example, I'm giving chocolate as a category, a lot of existing large companies have jumped on the D2C bandwagon, while D2C companies are going on the channel, they're going through physical retake, so is D2C here to stay? Is D2C here to stay? Obviously, D2C toh pehle toh kuch industry mein nahi hoti thi, ap certainly industry ka usko category mil rahi hai, aur it's now become Omni channel, or I think it's getting converged, the old school companies are coming to D2C, and they are increasing the CAX, it's so difficult to buy a keyword, and the new age companies are going offline. I think it is getting converged, and if you look at, you go to Amazon today, try to buy a shampoo, you know, you need even- I don't do shampoo, I had told you earlier, you talk about shampoo to me. Sorry, I forget, sir, sorry. So if you buy, try to buy- No, no, we don't joke like this with you. Try to buy something, it's so difficult, because these big guys are spending more money than what we have, and you know, the CAX are going up and all that, so I think the lines are blurring. Thank you, give a big round of applause to Aman Gupta, Mr. Aman Gupta, for founding board and growing board, is our D2C tycoon of the year, so he was supposed to get this yesterday, but he's just come back from France, he's gone with the Prime Minister to France, and he's just come back from that, and then he was in Chennai, so. I'm scared of this word tycoon, right, it's scary. Can we have Mr. Naval Ahuja and Mr. CVL Srinivasan? Adam, can you also join us on stage for two minutes, and give this award to Aman? The E4M D2C tycoon of the year award goes to Aman Gupta, co-founder and CMO, Boat Lifestyle. Aman Gupta is the co-founder and CMO of Boat Lifestyle, he holds a postgraduate.