Neha Marda, an actor best known for her roles in popular daytime soaps, recently appeared on Shark Tank India to discuss her personal care business, Phitku. Neha presented herself as a business with a highly personal story behind her product, going beyond the TV world. She made an underarm roll on with alum and marketed it as a natural, chemical-free alternative to regular deodorants.
Neha said in her pitch that the idea for Phitku came from her own experience with having problems with body odour after giving birth. She said the problem made her feel less sure of herself and made her look for better and kinder ways to fix it, which is what led her to make the product. Even though her story moved them, the Sharks fast turned their attention to the basics of the business.
Aman Gupta and Anupam Mittal doubt the product’s claims
As the pitch went on, backers Aman Gupta and Anupam Mittal asked tough questions about what Phitku said he would do. They questioned whether an alum-based roll on could really do what it claimed, especially when it came to controlling smells for a long time. The Sharks told Neha that many personal care brands already make similar natural claims, so they asked her to show how these claims were tried and proven.
I think Anupam Mittal was most concerned that there wasn’t enough good data to show how well the system worked. He thought about whether the brand relied more on stories and how people saw it than on facts or proof from customers. People who invest in health and cleaning goods know how important trust and proof are. The talk made this clear.
Pricing turns into a big problem
Price was another important problem that came up during the pitch. People right away compared the Phitku underarm roll on’s price of about ₹999 to store bought deodorants, which cost much less. Aman Gupta said that many good deodorants can be bought for about ₹200, and he asked if Indian customers would be ready to pay more for a brand that is still fairly new.
The Sharks talked about whether Phitku could really grow at that price. They asked Neha to describe her ideal customer and explain how she planned to defend the high price besides saying it was natural or chemical-free. Concerns were also made about return sales, since personal care goods depend on loyal customers more than on people trying them out once.
Business Model and the Ability to Grow are tested out
The Sharks reviewed Phitku’s business plan, including profits, customer acquisition costs and the company’s long term growth prospects. They were interested in how the brand would stand out in a field where big companies and new businesses are all trying to get people’s attention.
Making things, checking quality and making sure the supply line is consistent were also discussed. The Sharks asked Neha how she would make sure the quality of her products always if there was a lot of demand after the show. It was hard for investors to believe Neha when she said the brand should be green and asked for more information and a stronger plan.
Fame or a business edge
He told the Sharks about his life and how meeting great people changed him. They said that having strong morals, a clear way to stand out, and a deep knowledge of what people want are important for long term success.
Even though she was being questioned very hard, Neha stayed cool and kept doing what she thought was right. People who saw her on the show learned about the problems first time leaders, especially those who are leaving the entertainment business to start their own firm, face.
This show reminded us that on Shark Tank India, emotional stories may open doors, but facts, price logic and the ability to grow are what really decide investor trust. Not only did Neha Marda’s pitch for the product stand out, but it also taught some very important business lessons on national TV.
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