Episode Transcript
Speaker 2 (00:03.758)
Hello everyone and welcome to the Makers Business Tribe podcast. My name is Nina. I'm the founder of the Makers Business Tribe and we of course support health conscious practice business, get into retail, as well as online and in today's session. I am so, so excited. I have Nikhil here today who has been one of our tribe members for almost a year.
I think we started our journey in May last year. that right, Nikhil?
Yes, somewhere around the same time, yes.
Yeah, yeah. So that's the end of March. Like 10 months. Incredible. Incredible. Now, Nikhil has had a really, really interesting journey. And I would love to take the time today to take you guys on this journey, because maybe you are expecting, wow, million-dollar results. And his product is, you can see it all over the world. No.
Quite in fact, the story is a very different one. However, I think it's very relatable to most business owners because we got to need to start somewhere. And when Nikhil reached out to me last year, you already had the business name, Penancea. So the business name is called Penancea Global. And we're not even revealing what the product is yet because it's part of the story, it's part of the journey. But I think that's exciting bit here.
Speaker 2 (01:38.412)
Yeah. And of becoming, creating a business because this whole, the whole conversation that we're about to have is for you to be taken on a journey of a human being who had an incredible dream of taking some of his most sacred supplements and products from his home country and gift it to the people of Australia and across the world.
And that's when the journey started with this name of Penance and you reached out to me back then. Yeah. And since then we've gone on an incredible journey. We are now selling in retail and ultimately we want to share with you Nikhil's three biggest learnings of that journey in retail. But there's been a whole journey of discovery and creation before that.
Correct.
Speaker 2 (02:36.418)
Right? And that journey really started in May and finished in December until we actually launched.
Yes, so we did launch in January 2025, so like a proper launch in 2025 January.
Yeah, awesome. So crazy. it doesn't happen often that anyone reaches out to me that early in the journey to work through with them what the business is actually supposed to look like. And I remember when you called me, you had a website. You had some products.
Yes, yes, yes. I had a website and there were like a bunch of products in there, so many that I could not even handle. And I was just all over the place back then because my energy was not channelized. Whatever thoughts I was getting, I was just like, OK, I'll do this. OK, next thought came in, OK, I'll do that as well. So I was very just all over the place at that time.
And I kind of remember you sent me the link to your website and there was this like you had ashwagandha there, had maybe cinnamon there, you had all sorts of products on this website, right?
Speaker 1 (03:56.622)
Yes, herbs and oils and Yes, and it was Even sometimes when I when I when I think about the past I go back and when I think about that website and the products I feel like how and what was the time? was the reason that I decided to put that many products in there where I even couldn't make sense of? Because I had so many categories and at that time. I just thought maybe the more products I'll have the more
option I'll have and the more success it will be. But there are certain things which, you know, when you just take decisions emotionally, they don't play out well in the real world. sometimes you need to be also be practical about what things you go and also analyze every step, you know, every time you make any decisions. So yeah, I guess.
That was a unique position I was in back then. But yeah.
But it was because what was interesting back then, you, think when we first spoke and I was like, right, so you want to get your, because the story was you saw an ad that I could help you get your products into retail and you reached out and you were like, okay, cool. Can you help me get my products into retail? And I was like, yeah, cool. And then I looked at your site and I was like, whoa, this is almost like a marketplace of all.
sorts of things and then I was kind of like, so tell me about this business, like how much money is it making? Like what is the dream and where were you at back then in your words? And of course when I asked you this, what went through your head?
Speaker 1 (05:47.47)
So back then, I'll literally say that I was at zero because I worked so hard starting this business because I was working on Peninsular. It was not just last year, I would say, because originally I started that somewhere around 2019, 2020. I worked on Peninsular. initially, the plan was to have a multi-vendor
website having different brands on that website. I worked towards that, but that didn't play out. Then I took a break and I started again. And then when I meet you, when I saw your ad, even at that time, I didn't know that I'm going to have my products on retail. It was just that I'll have an e-commerce website and I'll be selling these products to the whole world. So that was the position I was at. And then I saw the ad.
I said, what am I doing? mean, there's something just clicked at that specific moment. I said, now this thing makes sense to me. And why not I just reach out to Nina and then see how am I doing? Because it was like I had no one at that time who can challenge my thoughts, right? Because when you're online, it's like you can do unlimited things. But the
But when you have someone who would scrutinize, who would analyze what you're doing, then you are actually part of the real world. Because you have limited things to do. Just because you have unlimited options doesn't mean you can do all of that. So that's where I was before, had all the thoughts in the world, but not channelized. And then when we started, we had a lot of discussions.
about the website, about the branding, about the products. I guess that was a game changer when even the initial conversation was a game changer because I was not focused back then. I was doing too many things. And then you said, OK, this is when I came to know about the retailer side of the business, I was totally unaware of it that I can even do what I was doing the way you
Speaker 1 (08:16.596)
the way you told me that this is another option. So that was a game chat. That is when I decided, OK, now I'm going to have someone who will guide me and then take things from there and see what happens rather than me doing all the things and then trying and testing out everything. So that is where I was. And right now, I think right now I'm in a great position because
So before you share that, because back then, you had like, I'm just going to make this up 30 odd products, right? Or even more on your website.
So just one product on my website and I'm working on a couple of more.
No, no, no, no, back then, you had 30 odd...
Yes, 30 out product, that's correct.
Speaker 2 (09:06.158)
Exactly because I want to take everyone on the journey. So there were 30 odd products, right? And I looked at it and I was like, well, we cannot. Potentially can, but it's going to be hard to somehow pitch all of these products into retail. Regardless, like what's number one? What's your because and then we did costings, right? Because I wanted to.
I think that's what we did first. was like, hey, what are the margins on here? Which would be the most profitable product, number one? We did that. And then number two, think I said, could be. But we saw lots of profit potential.
True, true. But another question was, which product do I trust the most, like top three products, the one I trust the most? And that was another challenging part, because to select among whatever shortlisted product, I already did, right? So already have shortlisted from so many to 30. And then from 30 to again need to shortlist three, it was again very challenging job for me at that time. Because, yeah.
because I thought these are my final best shortlisted product. So yeah, continue.
Yeah. Yeah. So then I think I asked you the top three and I don't even know if that was possible, but then I'd like it through another question on top. And that was like, okay, cool. If you could only recommend one product from your country for me to take to upgrade my health, because for you, what you're most passionate about gifting to people is a longer, healthier, happier life. Right. For you it's all about
Speaker 2 (10:59.886)
upgrading supercharging right so we were like first we encapsulate that we're like okay cool so it's about you give you are here to gift like supercharge upgrading feeling like 10 out of 10 right so that's what we unpacked and then i was like cool okay well if i wanted to supercharge and upgrade my life what's like the number one thing in your range that you're like if you could only take one thing
Yes, that's correct. That's correct. So we shortlisted to I think three three products and then There was you said something in the line of what is the best one? You think about and then you thought and and then suddenly something came to my mind. I said, No, and then how about this product then you started asking me question on it and then Then I decided yeah, this this one is my favorite not the
other ones which we shortlisted and that I think that's how the story unfolded and then we decided on one final
Which one was that?
So the final one which we decided was Shilajit. yeah, I used to hear stories about it. Some might laugh if I tell, but yeah. And then I used to get excited about this product. And then when I was overseas, I went to a supplier with my friend. And even I went to that, when I was discussing this with the supplier, and then my friend.
Speaker 1 (12:33.666)
He started asking him about, you also have Shilajit in there? it was not even in my question. I I did not discuss with him about Shilajit. But then when my friend told, then I realized how popular that product is. Just not with me, but people around the world. But it's just that I haven't realized at that stage. Didn't come to my conscious. Until when you started questioning me and then
Yeah, then we realize now this is the top one, which yeah, which is I would rate number one in my list.
Yeah. And then I think we went through this whole because even before we, before you decided where would you source it from and what's the best quality, I think we are, what we kind of uncovered about you, that's like you're only like, doing the best of the best, right? And, I think also because, you know, you're an engineer, you're like numbers, data, facts, it has to trustworthy.
I it's one
one of the biggest values. That, you know, and because in every industry, there's some good eggs and there's some not so good eggs out there. I think is one of your
Speaker 1 (13:49.645)
in.
Speaker 2 (13:54.062)
key mission statements we wrote out that you want to be known for.
to be, yes, authentic, to be the best, be the most selling the most potent product. Because when you claim you are premium, you are best, you just can't settle with anything. You just have to be the best that someone can possibly have. So I can practically do. Otherwise, there's no reason that you can call you as premium or best. I think that's what's
the whole story behind us having that approach with the product and with the branding, of course.
Yeah, so then I think it took us a couple months. So we were like, okay, she loved it. And then we were like, right, we got need to find the best source in the world. We got to test it. You paid a fair bit of independent testing. Yes.
Mm-hmm.
Speaker 1 (14:53.953)
Yes, but yeah, but the thing is even if I had to pay that there's also a lot more work I had to put through because you need to also know what to test for with that product.
Right. Yeah.
So the difficult part is there was very conflicting information as well. Even now, because of that efforts which I did before launching the product about what testing needs to be there. Because for me, was not just like there is a brand which is a top brand and they have tested certain things in that product. OK, I know that people could find that out.
when you are selling that product, you need to be sure in you as well that, I have tested for everything. And if I look at these parameters, is it true that I will believe that this product is really the best? So that was my mindset at that time. It was not like, OK, there are certain tests which you do. And if it proves within that limit or true, then this product is best. No, because you need to feel as well. Because what you feel,
is then what you call the person whom you're pitching the product, they sense that feeling. They sense that confidence, or they sense that whether what you're saying is true or not. So that's when I thought, no, if I'm doing something, it's just one product. So why not just do all your best, what you could do? Because I don't have to think about that twice once I did that. So that was my intention and thought process back then.
Speaker 2 (16:35.34)
Yeah, and I think that took us because I'm trying to think back when you sent me a tested sample and like this little glass jar with the lid. That was I think in winter, maybe July, August or something.
Yes.
Speaker 1 (16:52.556)
Yes, somewhere around August, September.
Yeah, you got that test and he was like, hey, Nina, test this for me. And he just handed it her and I was like, OK, cool. This wow, this powerful stuff. It tastes disgusting. You got to be careful. But feeling, yeah, like I have never tried anything like it. But then I was like, like you got a Mona Lisa here that's stuffed in a potato sack. You got to need a tater because
Mm-hmm.
Speaker 2 (17:24.91)
Well, number one, we as consumers, we buy with the eye, same as retailers. Nobody just buys something because of what's inside. The packaging has to do the first bit. But also, we were doing a lot of research on other ShillaTreat brands and most of them at the time were only sold online.
Yes.
I had not seen any product that looked particularly sexy. All of them were kind of like just packed together.
But
You know, so there were like these two big opportunities because first of all, you had found gold in a jar. But we somehow we had to dress it up so it would look the part. But number two, nobody else had done that. So you also had this which made it even more exciting. This first mover advantage to make this look shit hot. Yeah. Which like of
Speaker 2 (18:32.67)
the more something looks really good, more it communicates the premiumness and the value of your product. Undoubtedly half, right? But you can't just like throw humongous amounts of data and research and testing results in front of a consumer to show them this is why it's the best. So then you went on to this whole branding journey. What was that like?
So true.
Speaker 1 (18:54.638)
Yes.
Speaker 1 (19:02.146)
branding journey, was like, it was very difficult for me to even decide on rebranding this whole thing because I put so much efforts already on creating that brand. I was like, I took time, but then finally I decided that I can't be emotionally attached to things I did in the past because
I did that. It did not give me any results. So there is no point in being stubborn about it. That is when I decided to rebranding. And trust me, it was very difficult decision, not from the point that it was difficult for me just to change what I did before, but also from practical perspective as well, because I was struggling at that time financially. So it was another challenge on the top of just making that decision.
Because once I did that, I need to make that happen too. So that's another challenge. You cannot just start something and not do it because your time, your efforts, your energy, your finances will all go in vain. But finally, we got someone. We got Natalia to work on my branding. She did an awesome design. And I guess that's, again, I would give the success which I received so far.
I would highly contribute towards the design as well. As Nina said, it has to look sexy. Because we did our part by sourcing the right product, sourcing the best product. We did our testing. We know it cannot be challenged. But now there's another layer to it. It needs to look clean. It needs to look premium and awesome to the customer as well, because that's what people will see. Because once they see something, that's when they'll go closer and have a look at it.
Otherwise, you wouldn't even get a chance to tell you a part of the story. So I guess that was another important part in my journey branding. And yes, and I would recommend anyone who is starting out, yes, they need to focus on branding too, especially when you want to place yourself at that premium spot.
Speaker 2 (21:22.562)
Yeah. Yeah. And I know how uncomfortable that was for you because you had done a good job on your initial branding that you designed yourself. But there's such a huge difference between me jumping into Canva and putting something together or someone like polishing it up. And like really like taking time and also because we've done so much research on
So.
Speaker 2 (21:52.014)
who you wanted to buy the product and who you wanted to make it really attractive for. So we had to make it look the part. Yeah. Because if me, Nina, as the audience, like I got to need to find this shit hot, not just like, okay. You know, the same with dating. If I want to date someone specifically, I got to, you know, make an effort. This is a rock up in my thongs and t-shirts.
Mm-hmm.
Speaker 1 (22:11.736)
Mm-hmm.
Speaker 2 (22:20.584)
It can work out, but not if you've got a whole bunch of choice. You can just buy with the eye.
Sure, You cannot always depend on luck. That's another part. If you have that, well and good, but not everyone would have. So you've got to prepare as if. Exactly.
And like, mean, the key challenge is whether it's retail or online. mean, online is way crazy worse because you've got a thousand competitors, right? And we judge first with the eye before we look at the data points and compare prices and stuff. But in retail also, they got limited shelf space. So they're not just going to take on 10 silatcets and they also don't have unlimited capital to just spend on a thousand brands. So.
No, definitely. They have limited time and even their questions are like straight to the point. Because profit comes before even sometimes the quality. It is with some retailers as well. So it's not just quality you have to look at, but also the value which you're giving to the retailer through your product. Because he is the stepping stone. Of course, you want to reach to the customer, but through him, that's your biggest friend.
in this journey.
Speaker 2 (23:41.954)
Yeah. So we went through branding and I can highly recommend what's your Instagram handle. I'll put it in the show notes as well.
a tenancy official.
Yes. Okay. But then to official. I'll put the link in the show notes, check out Nikhil's packaging and everything and scroll to the past so you can see where it all started. But that was the biggest, like that was the second biggest step, Amazing, like really honing into your product range, selecting the one banger product that you was so excited about, right? Getting super clear on your customer, on your audience. And then the
and then getting the branding right. of course, the good thing is with your product, margins are really nice for you.
But I think that was also a big part and I asked you this at the very start of the journey. We got to need to choose a product that can make you a good profit, right?
Speaker 1 (24:48.75)
that.
Yeah, because then you also, I think you knew from the start, okay, if I really start selling this product every time I make a good amount of cash, they sell just one product. You know, like we have some clients that we're working with that are scraping with like 15, 20 % margin for their product. God, it is so an awful lot to just make a living.
No, so true, because you do put so much efforts in there. So I guess you need to get reasonable margin out of it too, because it's not just like use other scraping out that profit, because then it will be difficult for you to deliver that quality product. So yes, if you selling that in large number, it is a different story. But when it's limited, small,
then yes, I think you need to work out with the margin too. You need to have some margin there you can play around with your product, tweaking product, all sort of things.
Exactly. we, we had that in your favor. So now I think it was January, got the packaging ready. It looks fricking sexy. You got product in shelves, you, and then you started, you, we got your pitch ready. Of course, got the scripts written, catalog done, offer done. You started going out to retailers. Mind you, for everyone to know, Nikhil is working full time. Is that right?
Speaker 1 (26:17.101)
Yes.
Speaker 1 (26:23.434)
Yes, I'm working full time.
Exactly, you're working full time, yet you're squeezing in stockish conversations. So you've had a few, you've had some really amazing success.
Speaker 2 (26:39.49)
learnings. So what I would love, love, love, love to learn from you because you are within your first 90 days of pitching, which are very crucial because that's where you learn a lot and you dial in your processes. You want to stop doing things that don't work and you want to do more of what's working. So I'm super keen to hear, can you share with us like what are like your biggest three learning so far in this journey, positive and negative?
Okay, okay, so I'll start with, okay. So the first one I would say is slow, steady and quality output will win you with the race. Why I said slow and steady? Because initially I just wanted to start out, right? Reaching to the retailers. I was not prepared. Back then I was very slow. I was just, after I finished my job, I used to get chance to just visit
to one or two retailers max. But then in that experience, it was like I used to go then have take their name. When I used to write back to them, it was like very personalized. Whenever I used to write an email to them, it feel like connected. But after some time, within this 90 day period as well, I started reaching to the retailers. I just wanted to, because I received
a success in initial days, I thought why not just fast track it because I was just getting greedy.
Just to interrupt you right there. So at the very start, you literally just visited a few stockists at the time. You had a conversation with them. You really took your time to understand their story. And then you sent them a very personalized response email, really awesome offer.
Speaker 1 (28:24.194)
Yes.
Speaker 1 (28:31.602)
Yes. Yes, I used to send them very personalized email initially. I used to research about this store online. And then I used to go there. Sometimes I did not find owner in the store. But then I used to talk to the staff who was there. Just used to ask a few questions about the products, whether do they have, and a few things about the owner as well, so that I can have enough information that I can put.
in that email so that when someone reads, should not feel as if this is just a regular email that someone is just sending out a marketing one so that it looks personalized to him.
What were the results? What were the results of that?
So let's say I went to five and six stores. So I used to get approval from one store. So the success rate was very high on that. Let's say out of five, I used to strike conversation with four at least. So that was the success rate. And later on when I started sending out these emails in masses, like 20, 30, 40, it's just one or two.
I used to receive a reply and even like Popeye used to just view the email. it was like...
Speaker 2 (29:58.766)
to pause you right there to take everyone on the journey. So you started slow and steady. You visited a few good custom responses. made them a custom offer and you got a yes. What a five yes. And you got stuck. Then you got greedy and you're like, and you, think you messaged me and I was like, how can I automate this? How can I just like reach a whole bunch of people? I think I'm going to set up the CRM and then I'm just gonna like,
Yes
Yes.
Speaker 1 (30:23.256)
Mmm.
Speaker 1 (30:29.432)
Yeah, just send everyone the...
I'm just like scaling like this, right? So of course that means you, and because you couldn't visit them, you couldn't chat with them at all. You just sent out cold emails, the generic one where you simply changed the name, right? You wanted to go faster. Yeah. And what were the results of that?
So yes.
Yes.
Speaker 1 (30:56.75)
So when I went faster, mean, literally I was frustrated because I wasn't getting any responses from them. It's not such responses, I mean, that I'm not getting any stock. It was like because I could feel when I get a response and when I talk to them that the direction in which the conversation is going. So I was not getting that type of feeling when I was sending out email in masses. That is what I mean by.
Not getting quality responses when you send out those email in masses because Like I deal with retailers, right? I'm not dealing with customers So with retailers like once you have retailer on board, they'll be with you for long time. It's just different with Consumers so that's that's what I said. That's what I difference when I sending out this email in numbers So that's why I said slow and steady you will get quality results because
Even with my latest stock, it took me time to get them on board. But now I am so much confident with them that they will be doing what I expect them to do and what I'm thinking that they will do. Because now I have built that trust and confidence with them that, this is the best product they can get in the market. they send me an email after.
We discussed everything after they were ready with stocking my product. They sent me an email with, I think there were five brands of Shilaji. And they wanted me to give a comparison with their brand. So the conclusion from that is they already had five brands. They still wanted to stock mine. And they said they are going to prioritize my brand over other brands. So that is the result of me being
Hmm
Speaker 1 (32:50.418)
me going on slow but with quality. I guess I made that perception in their mind that this is the best among what you have. So once you have those type of client, mean retailers, you don't have to go back and chase them every time because now the thing is done. It saves a lot of your time in future.
Exactly. really, how many hours do you think you invested in this one customer?
So this one, I would say altogether, maybe 10 hours or so, 10, 12 hours. Most of it I spent in giving out the information. Not, would say, convincing them, but because I was getting more and more questions about my product and how is the extraction process, how is this, and about the lab reports and all that. So I spent most of it in that.
In convincing part I would say like 5 hours.
OK, cool. Five hours, because the other five hours, that's the cool thing, right? Or the comparison table you did, you to show information you gathered, you now know. Very likely other people will ask that too, so you can give that to them when you first talk to them. But five hours, right? And if these guys place now regular orders, future casting into the next 12 months.
Speaker 1 (34:12.59)
Mm-hmm.
Speaker 2 (34:16.77)
how much money you think you're gonna make from that investment of five hours.
Speaker 1 (34:25.525)
In the next 12 months, I would say
Speaker 1 (34:31.264)
let's say eight grand, nine grand, at least. At least, because I'm just starting out, so maybe customer may not know about it. So considering all of that, I would say that much.
Awesome. Five hours, even make that 10 hours. There would be a lot of conversations, right? That's an excellent return on investment.
Yes.
Speaker 1 (34:56.398)
So true. And another thing which I want to mention with, let's say, first two emails, with each email, I used to spend an hour to make it very personalized. So I used to spend a lot in the initial email, too. Even though I had the template, I still used to customize that email. So yes, that's another part which I wanted to mention.
Because, mean, like we've created all your like master templates, which is to guide your skeleton. But if you think about it, anyone that can make you five, eight, 10 grand in a year, you want to step it up, right? You want to take that slow. And ultimately, I mean, like, if you are getting over the next 12 months,
20 kinds on board, right? That is a little bit more than two every month, right? Where you're gonna be revenue wise whilst you're doing a full-time job. Two to me, I think it's totally achievable. A single month, you know? So 20 times eight grand, what we're talking about and of...
Yes.
Speaker 2 (36:21.131)
it's recurring revenue so that will keep on turning over.
So true. if we say two per month, it's been three months. Let's say we started in January. Now it's the end of March. And I'm having this product in six stores. And in between, I have tested a lot of things. So if I would have just stuck with the initial process, I would have more stockists in my list. So that's why I said.
You just have to be slow and quality. guess that will drive your results. But that's the difficult part, because a brain just wanting to get things done so fast that we just don't focus on that quality. That's why I said that was the biggest learning for me.
low and steady learning number one, right? Exactly. And kind of like letting go of this dopamine rush that we are ultimately getting when we are firing out 20, 30, 50 emails. Because if you're getting crickets in return, then what a waste of your time, you know, you'd better not done anything with your time and recharged or researched or, you know, done, done, done, more, more materials for your stockists. Awesome. But that
If we're doing two or three amounts with you having a full-time job, and we're focusing and understanding, cool, five to eight grand is one stock is worth. Trajectory, next year when we are talking, your life will be very different. Unless you decide to burn it all. But hopefully not. Hopefully, hopefully we're not starting from there again. Cool. Learning number two.
Speaker 1 (37:56.654)
Mm.
Speaker 1 (38:02.285)
very deep.
Speaker 1 (38:12.696)
So learning number two, success lies in simplicity. Why I would say that, because as I said, initially I had so many products. It was all over the place. Now the process is simple. The product is simple, right? And even with me, when I'm talking about my product to someone, I don't have to tell them like 10, 20 different things.
When you are focused, you get results. And when you have your packaging simple, because people do not have time to go over all those different things. Even when I was telling so many things about my product, about this testing, this and that, no one has time to go through all of that. As long as it is simple, people will understand, and you'll get results. It may not be positive all the time, but at least you would know where you're going wrong.
So even with the ordering process as well, if someone's ordering process is complicated, you might miss out or someone just doesn't want to work with you because things are complicated. I cannot personalize this, but I would say just understand this and try to incorporate and make things simple, no matter what stage of the process you are. So that's my second biggest learning.
Yeah, yeah, it's crazy, hey, because when you're saying it like that, we're like, yeah, makes sense. But we don't ever start with just being simple and clean, you know, we love to just like convolute and make things super complex, you know, and then kind of like, almost have to crash down and burn to like release and go simple again. So I love this one, because
Yeah.
Speaker 1 (39:53.1)
Yes.
Speaker 2 (40:11.918)
I mean, in all honesty, you were trying to build something pretty complex between 2019 and 2024. Right? That out of control complexity.
Sure.
Speaker 1 (40:22.252)
The yes, yes.
Speaker 1 (40:27.552)
I was just working on so many projects. I just wanted to build this and build that. Even now, after launching this pen and she, I wanted to build a chat bot on my website. Then just wanted to make automated marketing tool. And then where I am now, I just wanted to do what I did when I started out. So I just rolled back and you just get the same conclusion. Just have things simple.
it will give you results. think that's what we are striving for everyone, results. So why not just do something which is giving you results rather than doing something which you think will give you results but won't actually give you any.
Yeah, which is funny, right? Because the simplicity that you're talking about is also actually quite old school, right? Because it's walking into a store building, taking time to connect with someone, listen to them, observe, understand, and then responding in a way, responding to what they are looking for.
Yes.
Speaker 2 (41:37.346)
responding to their challenges and pointing out and sharing with them an opportunity that they might have not even realized. Right? And then slow and steady coming together and creating a win-win partnership.
Yes.
Speaker 1 (41:52.558)
Exactly.
You know, even as an engineer who loves tech and me too, right? Like I have on my wall, what can I like, what's everything that we could do in terms of AI and like retail partnerships. And actually it's like, we don't need to, we don't need to chat GPT and everything is great for just for processes in the background. When it comes to the most important thing, which is that out of building relationships.
Mm.
Speaker 2 (42:23.15)
And letting people to say I'm going to stock this it needs two humans and it needs the human that is reaching out to be super present and Slow and being able to just dance that dance
Exactly, exactly, exactly.
That's why we don't need any AI. We don't need any tech tools. We don't need a massive automation or something, something. We need slow and how people did it like 100 years ago, 200 years ago, really, you know.
Because AI can't build that level of trust that we can, right? So no matter, I'll develop the most quality AI chatbot. It will still not be able to build that level of trust with the retailers. And the path is full of errors. So rather than trying to fix everything by making
my making complex processes. I think just keep it simple. Have your thought process simple. And when you have less things to focus on, you'll do better. That's when I say keep it even. Yeah, that's my second learning.
Speaker 2 (43:45.23)
Which is probably, like I think if you didn't have any knowledge about technology, you would have, you would have gotten there faster, you know? Because the whole, this, this whole world would not have been at your disposal to play with, to realize I don't need any of
Yes, yes.
Speaker 1 (44:03.566)
Now, and when I say this, the biggest example that comes to my mind is Apple, one of the biggest brands. I think that's what their logo is, simplicity something. They thrive on that. See their design. Just looks the same. Still there at the top. So there must be something there. It's difficult to believe and act on it, but I guess that's the truth. And Yuji, you can't deny it.
Awesome. Learning number three.
Okay, so learning number three is in your dealings, you have to be authentic because people see through you. That's when that's what I realized when I had this conversation when I was having conversation with the retailers. And then you are authentic, you are confident. And when people see that, even if you know that there could be few things here and there with your product, but
people will still take chances with you. That's what happened with my, I would say, my second stock is. I just went there. He had some chat with him. he just, and the only reason why he decided to stop with me, he just wanted to help me out. So, so for me, then I realized now that there's something beyond just product, just business, because
Mm-hmm.
Speaker 1 (45:33.974)
We all are people, right? So we see things in others. And sometimes it's just your nature, your authenticity, and your principles, which will attract others. And that's when you could get some big opportunities. So I will also include that in my learning, too. Because you're going to deal with people all your life.
And if you can build that level of connection, that type of connection with people, that's one of the strongest connections you can build. And once you have that, you don't need to worry about pleasing them every now and then. So that's a problem. Yes.
putting on a mask, right? Yeah. But you know what? This is one of the, I think the hardest things for people because I see this so often that when, first of all, there's this big fear of people getting out into retail fear of rejection. But because of that, they put on a mask.
that makes us inauthentic because we try to be over polished, super perfect and be the superhuman versus speaking from the heart and the passion and leading with why we are doing this, why we believe in it. Yeah.
True, because people will take risks on you when they trust you, not the other way around. If they don't trust you, it will be very difficult for you to deal with them. So that's why I said building that level of connection will be authentic. Because if you are authentic and someone see a connection with you, that's the right person you have to deal with.
Speaker 1 (47:42.446)
He'll just reject you. And that's good for you, because then you don't have to spend waste time with that person at the end of the day. Because there is some saying, why not just have a tiger as a friend rather than 100 sheep? So that's what I say when I say that.
I it.
Now you've gathered these three learnings, right? What is now your plan for the next 30, 60, 90 days based on these learnings? What's your approach moving forward? What's your goal?
So my goal is for the next 30 days. So now I know what I did before, what I did after that, and what worked for me. So now whatever worked for me, I'll be planning that out. And I'll be just sticking out to that process. Because I keep hearing from you every time, trust the process, trust the process. Initially, I thought, what is this? I was just brushing it off.
But now I know that when you have, work, that's the result of years of experience for me, right? That's when you have developed certain processes. So if you don't trust that, you're just going to hit the random road. So I don't think that's good. Now I have a learning. Now I'm going to plan that out and just going to act on it for next 90 days. And then.
Speaker 1 (49:24.44)
you know, analyze everything, whether that thing worked for me or not. And that's what I'm going to like to repeat. Because in my experience, you have to give some time on certain process, whether it will drive your results or not. Rather than just going on an instinct, sometimes it work, OK, then you just follow that. And if the second time it doesn't work, you'll just change that. You have to give it certain time to properly determine that something is right for you or not. So that is what I'm going to repeat.
Awesome. It's super exciting. like, like the cool thing is like another favor for you is now we're moving from summer into winter. Loads of people want to boost their immune system. You know, like we have less sun, so our mood is going to go down. So we want something for that. Probably we feel a lot less focused in the morning because of all of these things and your product happened to be something.
all of this. Right? So now, like, this, makes me really excited because not every product goes well in summer because in summer people doing all sorts of things and the sun fixes a lot of things. But now in winter, that's, that's your way, you know? That's, I'm so glad because we, you know, we caught up last week, you shared with me these learnings that was over
I want to share these learnings with the community because this is gold. And also, it's a great commitment because you said, in the next 90 days, we're going to test it. So we're going to hopefully catch up again in 90 days on this podcast to see what were the results. You committed, no change. I'm super excited for you. I cannot wait until the day where I'm going here in my local shop. I'm just putting this out there.
new specific to that local health food. I sent you the name and pick out the product and kind of like it.
Speaker 2 (51:31.95)
You know, so that's what's going to happen, everyone. Mark my words. And we want to hear from Nikhil what the results are. But this is where we're at. So how many stockers do you have today?
So I think it is six stock is six stores. I am stocking my product at the moment.
Awesome. So you want to make sure you have that on your wholesale catalog. Yeah. Cause that's already a good number at the start. Every single stock is counts when we are walking, walking in there and we're sharing about the prime. also want to share where we are stocked, right? Cause what sometimes also happens, some of these people, everybody knows each other in the industry. Yeah. You never know where you create a little bit of FOMO because it's like, my gosh, Bob stocks you. I got, I got to need to have what Bob has.
What are you talking about? Always make sure you mention that. Yeah. And another little tip that I just want to give to everyone because it really doesn't take much time, but it can do a whole lot. When you spend a little bit time on your social media, because you do, you do some Instagram and stuff, Always look up. You're the next stores that you want to get your products into. Follow them, like some stuff.
high chances they check out, ooh, who's following me? Ooh, ooh, what's Penanceo official? What are they doing? What is this? And then hopefully you have posted meticulously about every single stockist that is already stocking your product on your Instagram, if you haven't yet, do that, yeah? Put that into your highlight videos as well, because high chances.
Speaker 2 (53:13.986)
These stockers will check you out. will see where else is he stocked. They will see your bang up products and your packaging. And you've done some really great reels recently in which you're explaining the product. Who is it good for? Can be a very nice way of creating a warm audience because once you walk into that store and you might have seen, they followed me too. They already know you.
And when you walk in, you introduce yourself. You're not cold anymore, but they're kind of, ah, yeah, yeah, yeah. I saw you on Instagram. I said, yep, that's me. And guess what? You already have all the information on your socials about the product. Keep posting about it. Keep tagging them. Make sure they're following you back. Then you pop into that store, even more personalized. Because there's already that.
social connection. And that does a lot. And it won't take you much time. OK? I could go on and on, but the podcast was about you, not about that. But I think I just want to give you those two little tips, because they can do wonders in your slow and steady approach, personalizing things, and people to check you out before you check them out. Yeah? That's what the social is really good for. Awesome.
Thank you so much for your time. I'm such a fan of you and your brand you can't even imagine because you are one of those people that
Just have so much passion and believe, right? But also you have the tenacity to execute and just do things really, really, really well. And that will carry you so far because exactly what you said, that's what people want to trust you. That's why I'm trusting you. That's why I want to give my time to you. Because I'm inspired by humans like you and your product is just shit hot. Cannot deny. Yeah.
Speaker 2 (55:21.222)
So let's see where all of this takes us, where it takes you. Thank you so much for your time, Nikhil. I will put your Insta handle into the show notes. And will you give me some type of discount code for people to check you out to maybe get your products online?
No, definitely, definitely. I'll pass on that information to you.
Awesome. You send that to me. put it in show notes. Everyone click on it. Get your hands on Nikhil's, he likes it. And give him a follow on Instagram. OK? He needs to build out his following. Awesome. Thank you so much, Nikil.
