Middle-Class लड़के ने बनाई करोड़ों की Luxury Car Company! Ft. Jatin Ahuja | RM Podcast

I would like to buy a bike for Dhoni. I have a commitment in the next two months. I will buy both, Dhoni's bike and John Abraham's bike. We are going to auction celebrity cars. Car used by Rohit Sharma, Surya Kumar Yadav,

Dinesh Karthik. Sir's cars are also featured in many music albums. What's that scene? We did the first song with Raftaar and the second with Badshah. He came to us and said that he wanted a car for rent

and we asked him for marketing instead. We will give you a free of cost car. How much was the investment? It gets loaded on a truck, it gets parked there and comes back. You have a lot of loyal customers. Does that have an ethical dilemma? It happened 20 days ago. Maybach 62, whose previous owner was Vijay Malaya ji,

had a list of 1.5 crores. Vijay Malaya ji's podcast has come out. After that podcast, the next offer comes, I'm ready to pay 2 crores 10 lakhs. Then the last offer was, you give me the price, we need that car. Because, there are only 3 such cars in India.

And the fourth will never come. Do you know what was the biggest deal? India's most expensive pre-owned car will be a Rolls Royce Phantom New Generation It will start from $$$ crores and go up to $$$ crores In Dubai, the number plate is more expensive than a car In UAE, a person has bought a number worth Rs. 122 crores The person who is buying cars worth Rs. 1 crore and Rs. 2 crore, what is the thought process of that person?

We have a Rolls Royce Phantom which we sold 3 days ago. We came to the conference call at 7.13pm. At 7.16pm, the transaction worth Rs. 10.5 crores was completed. Give us a number which you sold at the highest price. I bought it for Rs. 1,10,000. It's one and a half years and I sold it for Rs. 30 lakhs. INTRO

A company that sells a car worth 2-3 crore rupees per day A company whose annual turnover is more than 600 crores A company whose customers are big cricketers like Virat Kohli, Dinesh Kartik, Yuvraj Singh A company whose cars are always visible in music videos Where anytime cars worth 80 to 100 crores are parked A company which has the biggest car showroom in Asia

I am talking about Big Boy Toys Which is the biggest name in India's pre-owned luxury market This is India's one of the most successful companies in India but their cars make noise but their success doesn't it is very silent. But today to bring this silent success to the world we have done this podcast

because our guest today is Bigboytoys founder and CEO Mr. Jatin Ahuja. And trust me Jatin listening to him is a business masterclass in itself and you will know by watching this podcast. In this podcast, we have learned from him how he fell in love with cars at the age of 10. And he started a business at the age of 17.

And in just 15 years, he has reached the company's turnover of 600 crores. And the target of the next 3 years is 3000 crores. In India's pre-owned segment, where there is so much competition, how did they become such a big brand? How did they do high-end marketing worth crores for free? They sell cars worth 70 lakhs to 12 crores. So, the person who buys cars worth 10 crores, 12 crores, 5 crores, how does this person think? What is their business mentality? We will learn this.

This luxury car is a waste of money to show off. This is the biggest way to motivate you We will learn many more business, marketing and sales lessons from Jatin Ji in today's podcast So if you are a fan of cars or business After watching this podcast, you will become a fan of Jatin Ji Like I am So let's not waste much time

Let's go straight to the podcast And take you to the world of luxury cars Welcome Jatin Ji to the podcast

Thank you very much, Rahul ji.

Sir, there is no one who doesn't know about Big Boy Toys, but maybe there are some people who are watching for the first time and know about Big Boy Toys. For them, you would like to tell us what is Big Boy Toys and what do you do? So, Big Boy Toys is our passion project, which is our profession today and this passion is such that since I was 7-8 years old,

my biggest passion is automobiles. So we are in the automobile business. We are in the business of selling high-end cars, luxury cars across the country with multiple stores in India. We have a store in Bangalore, Hyderabad, Bombay, Delhi, Gurgaon. And we sell high-end cars. So, starting from 70 lakhs going up to 10-12 crores for a single piece is what we sell on a daily basis. That's what we do.

So, sir, if I talk about your average, let's talk about the last trade, how many cars do you sell in a year?

Sir, we never count the numbers of cars. So sir, if I talk about your average, last year, how many cars do you sell in a year?

Sir, we never count the number of cars. We see that we need 2-3 crore rupees daily. We sell 2-3 crore rupees worth of cars daily. That's what we do. Perfect. So, according to your average ticket size, you sell 3-4 cars a day.

Great.

Who are your buyers, sir? The ones who make money. The ones who make money. Is this a rumor or the truth? There are many celebrities, cricketers, people from the music industry whose first choice is Bigg Bottoise in terms of cars. Correct. That is true. Like, if we talk about the Indian cricket team,

almost half of the Indian cricket team is our customer base. But okay, all the celebrities, fancy names, this is a very small number. From any standard, whether it is ours, whether it is Mercedes, Mercedes or BMW, but most of the people who buy these cars are entrepreneurs and people who are making money. So, that's what is.

And in today's rate, the startup ecosystem that is also contributed in a large way. Which was not there 5 years ago, in today's rate, it's a large portion. And definitely celebrities from Virat Kohli to Yuvraj Singh to Surya Kumar Yadav and the list goes on. So these are our customers. So sir, this business, as you said in the beginning, it was a passion project which later became a business. So at what age did you start this? Because you look, the type of business you have built, which we are going to talk about a lot in the future. In my opinion, you have a 4-5 lakh crore valuation

if you go towards IPO at today's rate or go further. And you have built this in a very short time. So how did it start? What was the starting? Was it in the beginning, business will be made or just an accident? So I have been driving a car since the age of 10. Of course, I shouldn't say this, but yes, I have been driving a car since I was 10. And I have been maintaining a house car since the age of 11. So we used to have a Maruti 800 at that point of time.

I was given all the responsibilities related to its service. That it has to be serviced on holidays, it has to be punctured, it has to be changed the tire, whatever it was, it was free labor of the house. Put a puncture, change the tire, get the service done, all that used to be my decisions. So that taught me at a very early age how to take decisions. Probably how to bargain, how the audience or when you go to a vendor,

how he works with you, how he behaves with you and how you have to work. So it was a passion project for me. From the age of 7-8, my biggest passion is still cars and numbers. So these are two passions I have. And I have converted those things into my passion and profession. So my passion was definitely to make money from the beginning.

And my first profit that came, I actually ended up selling a pen to a friend of mine when I was in 5th grade. So that was the first profit was 3 rupees. And but the entrepreneurial spirit that starts in you, it started from there. How old were you in 5th grade? 10 years old or 11 years old? So business has started from the age of 10 years.

So profit was of 3 rupees, now it is going for 100 crores.

That's the focus.

So, sir, the business you have built, we go into each business area and do a deep deal. Because this business is of luxury, of fame. Everyone sees it and everyone likes it. That there is a deal in cars, blind money, glamorous, but there are many things that are not visible outside.

So what is behind the curtain that we are going to see today? So let's go in that direction one by one. So the first question is, sir, the work you are doing, many people in India are doing more, that luxury cars are being sold, everyone is doing it. But what is the USP of BBT, Big Bot, and this? People say, it will cost a lot of money, but we have to go there.

What is the USP and what is the difference in comparison? Rahul ji, when I entered this business, there were 50,000 registered people who were in this business. And today, the number has increased from 50,000 to 2.5 lakh. So it's not that we have done some unique business or innovation. No, we have done one thing that already existed very well.

That is, what is the difference between us and the other people. So, we are one of the largest players as far as this business goes. And the only player who has a pan India presence. Generally, there are regional players in this business. So what have we done in our business? It's been 20-21 years since I have been doing multiple businesses.

Till date, not a single litigation in any court is pending anywhere. Means every single customer dealing with us is satisfied and realistically if you want to give a quantum of it, then 99.9% customers are satisfied. If something happens in the future, then we are there, we stand by every single product we have sold. We don't see if there is a problem in the product,

then we are making money or not. We will satisfy that customer to whatever extent we have to go to. Because of that, we are here today. It is said that customer is the king, customer is God. So if you cannot satisfy your customer in your business to the extent of their expectations, you cannot take your business to the next level.

And if your customer is not satisfied, this cannot take business to the next level.

And if your customer is not satisfied, this is my advice to other entrepreneurs, if your clients are not satisfied, stop the business today itself because it will eventually stop. So might as well shut it today. Great sir. Sir, when I went to Tata Motors office during my consulting days, I saw a quotation there.

I still remember what you said. If you want to do business, either be first or be best. Either do it first or do it best. You did. You were not the first, but you were the best. The main thing is that you have to focus on product quality and customer service.

That's why BBT is BBT. So, sir, if I talk about your daily day, what action, what drama happens from morning to evening, behind the scenes. The outsiders see that the car has arrived, you bought it, you sold it, you earned money, that's it. But what happens behind the scenes,

how does your typical day work? We are saving money for half a day and selling it for the other half. That's the typical day. So our business is very capital intensive. If we have a collection of 2-3 crore rupees daily, then we have a debt of 70-80 crore rupees.

If we are buying a product today, then we can reach this much sale. If I don't have a product, then I will never reach this much sale. So typically the biggest portion of our business is collecting money. Collecting the means, you are collecting your stuff and collecting payments. You are sourcing the vehicle technically.

Yes, yes.

And the money that you are getting is for the purchase of the fresh vehicle. You are deploying it basically. So, if we understand this business, this business is not a sales business, this is a purchase business. The winner will be the one who will be able to bring a good product to us at the right price. The sale will happen automatically. So if you ask me, my effort on running the business towards buying and selling,

95% of my effort goes towards buying the right product, the right quality and the right product at the right price which is the most important aspect. 5% I am involved in sales and 5% I am exaggerating to tell you. So team is equipped, team is empowered, they take care of the sales. So until we don't do one thing automatically, we will not be able to focus on the other thing. When we started this business, we used to focus on 90% sales and 10% buying. But it was completely opposite.

So, when we started this, it's been 15-16 years since we started BigBoyToys. So, we used to work like this. Today, we are 90% sales and 10% purchase. Today today we are 95% purchase and 5% sales. And going forward, 10 days ago we have changed the whole mechanism towards the way we function.

So,

the revenue we make in a year, we are going to make it in two months. Today our typical revenue ranges from 600 to 700 crores. And in the next one to two years, you will see us at a monthly run rate of 300 crores. And what would be that change? Now, what we do is buy and sell, which is a typical outright sale.

We bought a car, let's say I bought a car for 1 crore, then I will sell it for 1.25 crores, that's it. This is the current model. So your focus is that the best car will come, the goods will be sold automatically, the goods should be bought. Now, by doing this, your turnover is around 600 crores. Now you are saying that sir, this 600 crore turnover per year will be done in 2 months, that is 300 crore a month. So what magic you are doing. Because this is not possible with anything else. Because in this model, if you want to do business like this, you will have to collect money ten times. Then you will have to solve the problem ten times. You will have to do the showroom ten times.

And it will take 10 more years to do this. You are saying that I will do it in the next 1-2 quarters. That is, the change is in the business model. What is that change? To begin with, if I would have taken 1 crore and sold it for 1.25 crore, I wish it would have been like this. I would have had a lot more money. That's not the typical margin. We operate on a 7-10% margin. That's our normal operating process and margins. But otherwise, what we are doing now, we are doing what we have been doing for the last 16 years,

we are not going to do that. We are going to change. Whatever we used to do, we will not do that. So, we are in the business of buying and selling. We buy and we sell. Now what we have changed is, we are entering or we have entered into selling and buying business.

We will sell the goods first and then buy. Till the beginning, we used to buy and then sell. So when you buy and sell, you have a limitation. Limitation is how much capital you have, how much stock up inventory you have and multiple parameters. When you buy and sell, there are unlimited numbers.

Today, I have capital of 100 crores, 500 crores, 1000 crores. I can rotate 1000 crores 4 times, 5 times, 3 times depending on your capacity. But if I sell it first and then purchase it, then you can do unlimited numbers. You can do a revenue of 1000 cro revenue per day if the market supports. So this is what we are changing. So essentially we as in big boy toys, we are a used car or a luxury car dealer.

Now going forward you will see us as an aggregator. Aggregator like Uber, Zomato, Blinkist. Uber for luxury cars, Zomato for luxury cars kind of. Amazon for luxury cars. Amazon for luxury cars.

Yes.

Great. And the most important aspect is that for an end consumer who is buying a product, there is no change for him. Yes. Means he is going to get the same quality, the same product in multiple numbers, means if you come to us today, you have to buy 3-4 GLS or X7, we will give you 5 options. 3 GLS, 2 X7, 2 GLS, 2 X7. If you come to us after a few more days, we will give you 25 GLS and X7 options to choose from.

Because we have a lot of customers incoming who come to sell their products to us. And we have a lot of customers who come to buy these products from us. So the bottleneck is us, our inventory. So reaching out from 50 crores to 300 crores is a cakewalk for us because the only thing needed is inventory. That's all. Inventory at the right price with the right quality.

We are never going to compromise on quality. As long as I am running this company, no one can mess with quality. We are never going to compromise on quality. As long as I am running this company, no one can mess with quality. No one will even try to ask questions, that you can lower the quality a little bit. It doesn't even matter.

Because this whole brand, the whole company, is dependent on quality. The brand comes later. The brand is fine, eventually it works slowly and becomes. Our whole business is based on quality. I mean, the essence of this business, the pillars of this business is the quality of the product we sell.

Sir, there are two questions in quality. First, in your current model, you are sourcing, or in the future, like in today's rate, you buy 100 cars a month. In this aggregated model, you are going to get 500 cars, 5000 cars at a time. So, as you said, you will see 5 GLSs and then 25. How is this sourcing done? What are the sources of that?

How do you buy from here? And where do you buy from? Second, one thing that is very famous about you, I was researching, you do 151 quality checks. So, if I go to buy a car, I will normally see 4-5 things, I will see 10, 20, etc. What do you see in 154 things, what are the qualities, what are the things that a common man never sees? He can't even think of seeing, he doesn't even have the capability to see.

But you see and ensure that this is perfect.

So I would like to know these two things from you.

So Rahul ji, I will answer your two questions. Let's start from the beginning.

Sourcing of our cars is across the country.

But the biggest portion comes from the end consumer, We get the product from them, we buy it, That's how we do it.

change it, upgrade it from time to time. A very large portion of those customers also have it. They buy a product and realize later that it has been a mistake. The car I wanted is not solving the purpose. Those cars are typically such that you have to travel 500 km, 1000 km, 2000 km, 2 months, 5 months, 4 months old and that is a very big number. When people are not educated towards what product will suit them the best.

Now, GLE 53 for an example is an SUV as well. It's a coupe style SUV. If you buy it to sit in the back, then you will definitely end up selling the car or not keeping the car or rather not enjoying the car because that car is not meant to be car or rather not enjoying the car because you are not here to drive the car. So now any dealer, no offenses to any brand or any dealership, if they don't educate you, you'll end up making those mistakes and we come as advisors or consultants advising you what product

will suit the best to you and that is why a lot of people come to us. That this is my requirement, I have to cover so many kilometers or my running income is less, I have this requirement and which thing will suit me, that's how we guide our customers. That's why we didn't take Mercedes franchise franchise, or a BMW franchise, or an Audi franchise. Because if we buy a franchise, we will be biased on that product. But we want to give advice in an unbiased way, and in an unbiased way, we want to give services to our customers.

We were talking about quality checks, what unique checks do we do in quality checks? Sir, 151 checkpoints is an easy task. It has become standard in today's date. But there are many more important things than that which exist today. If there is a technical flaw in the car, it can be rectified. But if there is a flaw in the ownership of the product or the company you are dealing with,

if there is a scam or fraud with you, then your entire capital can go down. If someone gives you an accidental car, then the bigger problem you will have is if you deal with a company whose assets are already free. For example, ownership has been unknowingly transferred. For example, there is a death case, there is a case in which an employee has given a car, that employee has sold the car without company's consent. There are so many cases there

and there are so many scams which are happening in the market. People need to be aware. It is very important to check the authenticity of the person you are buying the car from, from that individual or that company. Because, that individual or that company because these days there are PMLA cases, Proceeds of Crime. You have committed a crime, you buy a car from it, you buy any commodity or any product,

you sell it further, will eventually get attached. So there are so many checks and balances. I mean, a few years ago, we used to focus more on the quality of the product. I mean,

and we used to focus 5%-10% on these things. Today, we focus on 60% on these things. 40% on the quality of the product. Because the quality has been standardized. So, if I want to buy a car for myself, I will still consider myself lucky if I buy a product of big boy toys for myself.

And generally, what happens is we keep the rejected quality for our personal use. We try to buy it by making it a little cheaper and we keep it for our own personal use. But the highest quality of the product goes to our end customers. That is where we want our products to go. Because every single car sold gets us another sale in the same...

Your business is more of a repeat business. Because if I bought a car from you today and I enjoyed it, then I will sell it after 5 years and come to you for another one. And this circle will run for my lifetime. No. When you buy a car, all your friends will start coming to my customers in the next 1-2-3 months if you are satisfied with the product.

You may come after 2 years or 5 years, but your circle will start coming to us in 2nd, 3rd, 4th month. So my repeat customer can convert to another sale, maybe in the next 1 month or 2 months in the same quarter also. So, that's why, and today if we have started, family's net worth some 15 years back probably our family's net worth was about two and a half crores in the in the year 2005-06. And today if we are doing more per day revenue than the family's net worth, then we are doing it for some reasons which I am telling you.

If my other businessmen can learn from me or those kids who are going to build something today, so this is the biggest thing which has helped us build this business. The objective of my podcast is as a business coach. And now all the questions are coming in the same direction. If a businessman is watching this podcast, what should he learn? Or a person is saying that I also want to do business, what should he learn?

Learn the function of business. It is possible that he is doing a car business and doing some other business. But how does his marketing mindset work? HRP, like product quality should be superior. This concept is important for everyone. Customer service should be superior.

Trust is important for everyone. So far you have given such big lessons that you don't know, I highlight it. One more thing, sir, that many people say that everything looks green. Is there any loss in the luxury car business?

Okay, there is a 10% margin of ours. Okay, I bought a car worth 2 crores, bought a car worth 2 crores, sold it for 2.20 crores. There is a daily margin of 20 lakhs. There is joy in life.

Everyone sees joy and fun, but the non-sexy part behind this fun, the struggle, the trouble, what is the hard part that people don't see? I want you to share that. There are a lot of hard parts, but I will tell you about the biggest and most difficult day of my life.

Please.

26th April 2011, I was 24 years old and I was rated by a department called DRI, Directorate of Revenue Intelligence. When they came to me to search, the case they came with was a case of duty of agent worth 1000 crores. And that case changed my entire career, my entire perspective of work philosophy, everything. Because if you are investing Rs. 1000 crores on a 24 year old boy, then how big a topic can it be for him? Only he knows. After that one search,

in the next 10 days, I lost 11 kgs of weight. And I lost 30% hair in the first 30 months of that search. So, if you build something, it takes a lot of hard work. And today, the same department, same case, we won from the High Court first. And today, from today, we are sitting in October, we win that case from the Supreme Court. But it took us 16 years, 2011, and almost 15 years, 14 years to win that case.

So when you work, there are difficulties and big difficulties. You won't believe, when I was 24 years old, I never needed a lawyer. I didn't even have a lawyer to fight this. I went to my customers and they gave me confidence. Because the bigger businesses you have, you keep crossing the same hurdles. They told me that this hurdle comes with everyone.

It has come with you too, you cross it. If your intent is right, then you will win. If you are a thief, then I can't say anything. But if your intent is right, you have done the right thing with intensity, you will win. It might take time, but don't lose hope. I lost all my hope in the year 2011 and that was the beginning.

And I think that if today, I am a product because of that day. What I learned from that search that day, in that one year. I mean, on 26th April, we had a search. Within two days, we had a staff of 40 people. We had removed the staff of 32 people because we knew that it would be a long process. All my inventory was frozen.

It was frozen for a year. After a year, we got an order from High Court ordered to defreeze it. Then we started selling that inventory. That inventory was worth 20 crores and it was depreciated and was worth 12-13 crores. So it took a major hit, major losses, but eventually you keep standing. You keep working hard, so you will always stand.

What learning did you do? Because of the day I am today, what do you think standing. What learning did you learn from that incident? What is the total learning of that year? Did you learn one thing or two things?

Do this in life too.

No matter how difficult the situation is, if you keep working, you will overcome it. I learned this. The department came with my case of duty evasion of 1000 crores. And after 4 days, they made Rs. 1000 crores into Rs. 10 crores. I was in the same department for 3 days. I was sitting there.

I wrote so many questions and answers there. I wrote as many statements as I would have written in my engineering exam. So it was a big issue for me.

It was a big topic.

So it was a big topic for me. You made a mistake. He made a mistake of 1000 crores. In 4 days he said it was 40 crores. After 4 days it became 10 crores. After that, eventually it was discarded. We have won every single case.

So it was a very difficult task for me. It was more difficult than I thought. When I started to resolve a task more difficult than I thought, I resolved it. It took me 1.5 years in the first win. First small win which came was 18 months down the line. So what I learned from that is that if my monthly salary was 10 lakhs,

then I took those salaries at 2.5-3 lakhs. So that my burn, I understood that 4-6-8 months went. So as much as I burn, there are no I have to sell the Burn to minimum cars, all the goods are seized. When I can't sell, what will I do with so many teams? Today, I reduced their expenses, reduced the team,

reduced the expenses so that I can sustain that fight. If there are no weapons left for the fight, how will you fight? So, money is that weapon that you need to fight, to overcome things, for bad days. I always say that profitability is important for your rainy days, not for your daily routine. The money you make, the money you need for Dal, Roti, we make more money than that.

But those reserves and surplus help you in those rainy days and rainy days can come anytime. If we knew when they would come, we could have planned it earlier. rainy days and rainy days can come Kabhi bhi. Hume agar pata hota ki kab aayenge to hum pehle plan kar sakte hain but ye unknowingly aate hain to un rainy days ke liye aapko apni capital reserves mein rakhni chahiye.

To ye message hai un log ke liye jo katera normally, youth ko ye particular message hai ki ek lakh ki salary ussi maine If you save, you can make a future. And same goes in the business. This year's profit is not like this. This year I did it well, I finished it. 10 years of profit will be gone in a month if something goes wrong.

So I started with the capital of one car, Rahul ji. With the capital of one car, today we are sitting in the inventory of 150 cars. So with the capital of one car, from the second, from the fifth, from the tenth 50th, 60th, 80th. We have made capital by doing one by one. And I have seen many people who never paid attention to their capital formation. Today they could not reach where they should have reached. Because no matter how hard I work, capital is also working hard.

It is important to work for money. Sir, today we bought this building for around 5-7 crores. We did not have the capacity to buy it, but we got the courage to get a bank loan. We bought it about 10 years ago. Today this building is worth 70 crores. So today, and if we take its rental, if I was on rent, then today it has come to a rent of 25 lakhs a month. So because I bought it, I worked hard, I got a bank loan, I went out of the way and bought it.

Today, it is helping me. If I had not deployed that capital today, then I would have to pay 25 lakh rupees expense every month. And all our assets in North India, they are all owned by us. Even then I had a choice that I take out that money and put it in my inventory. I also wanted to do that. But when you have the right guidance, my father, he guided me, whatever place you need, don't invest in unnecessary real estate,

like other people do. But that real estate investment which is of your use, and you are increasing the work, running fast, then already so much real estate will be done that you will not need to take real estate here and there. Take that real estate that you can utilize. So I did work in that way. Today, God willing, we...

There is a statement in financial literacy that you save money, then one day money will save you.

Correct.

So we saved money, so today money is saving us.

Correct.

Now we are talking about inventory. Before that, just one line question. At that time, there was 40 staff. On the 32nd, there were 8 left. How many are back now? Today, we are about 250 people.

250?

Great.

Are responsible towards running the organization. Everyone has their own roles and responsibilities. And what I do in this organization, all the people who are working, where they get stuck, they come to me. I help them.

The topic that they are not able to resolve. The team is capable, confident, comfortable and it's a daily job. 90-95% things get resolved. Where 5-7% get confused, which will either go out of the rule book or something that is not getting resolved, that is where I come into the picture.

And sir, we were talking about stock. The most important thing you said is that buying is important. Now your business model will change, so its importance will remain, not that much. Because now the stock, like what you are doing now, the biggest problem with stock is that my business mindset is saying that you bought 100 cars, the world thought you bought 100, sold 100, it was fun, but when you buy 100 and sell 80, when 20 remains, that profit is there, but the profit is here on four wheels. It has not even come to show.

So how do we manage that? That is very important. Sir, let's leave the profit. I will tell you the problem. What is the biggest problem? When you are collecting 2-3 crore rupees daily,

then 3 crore means 70 crore rupees. When you are collecting 80 crore,

then for some month, unknowingly, for any reason,

comes when your sale is 70 crores. Meaning, if you are buying goods worth 60-70 crores for 80 crores, then you are selling the same. So when that sale comes from 70 crores to 20 crores, India-Pakistan war or anything, any uncertainty, when it comes to 20 crores and a deficit of 60 crores comes,

then the reality check comes. Profitability came less for a month, came more for a month, ok, no problem. Cash flows when they drop by 75% for any unforeseen circumstances which are not in our control. So you start that month with a deficit of 60 crores. Now fill this. So there comes the real picture.

So that is the most difficult part and how gracefully you handle it and how you handle it, how you overcome it. So how do you handle it, sir? That's the question. Because this hole is of every businessman,

some have a loan of 60 crores, some have a loan of 60 lakhs, some have a loan of 6 lakhs. But the hole comes every month, so he is waiting for your question that what do you do at this time?

Capital, investor, loan, what happens?

No sir, look, we have been working in Big Bot for 15-16 years and 20 years. Whenever we get stuck in such a thing, then we request our customer that sir, this is the circumstance. See, if anyone... People listen to us, first of all. And if you... Because people know us for a long time.

They know that our intent is good. We are trying to work. And we try to run away from our status. Because if I had thought that I have 100 rupees capital, I will keep 20 rupees in the reserve, I will work with only 80 rupees,

then I didn't have capital, how would I work? And even today we are bootstrapped. So either our capital is ours, or our banks support us. So if I had thought like this, I would never have reached here.

I might not have reached 50% or 25% of it. I always thought that how much I can buy, irrespective of the capital, I will be able to sell that much. The bigger the bouquet I can give to present it to our customers, the more flowers can be chosen from it. So the larger is the bouquet, the bigger are the sales.

So, sir, when you go to deal, do you have any mental calculation? Like, we buy this thing in this much, it will be sold in this much, we will close it in this much. Do you have any mental calculation?

Yeah, yeah. It is a very easy calculation, if you want to understand. I go to buy any product, let's leave the cars, I go to buy any product or sell any product. What do I see while buying? I feel that I have confidence that I will sell this product at this rate. I will sell it.

So I do backward calculation in that. Someone asks, how much percent do you work on the margin? How do you do it on more? how do you work on less. It's simple. I am going to see a car of 2016, it will sell for 1.25 crore rupees, according to me. If it will sell for 1.25 crore rupees, if you want to earn 5 lakhs, buy it for 5 lakhs less. If you want to earn 2 lakhs, buy it for 2 lakhs less. If you want to earn 8 lakhs, buy it for less than 10 lakhs, you can buy most of the cars. If you buy it for less than 20 lakhs, you can buy one out of ten.

And if you buy it for 3 lakhs, you can buy 20 out of 10.

So, you have to work on the margin, how much expenses you have, you purchase according to that. And it's not very difficult. And sir, like you have calculated, I will easily take out Rs..25 crore from Bentley in 2016. Is this calculation of Rs. 1.25 crore an experience or is it a way of valuation? It is possible that this thing goes in one for Rs. 1.25 crore or it is possible that it is ready to give Rs. 2 crore.

So, is this a calculation or an experience or a way of valuation? So, these are mathematics that are happening every day. Because when you are rotating an inventory in a large volume, you are getting data every day. My data will be from today's Bentley. My data will be from a week old Bentley that I sold. According to the demand, according to the supply.

And this changes every day. I mean, I can't predict your February purchase in March. I can't predict March's purchase in April. Sometimes it happens that you bought a car worth 1 crore, next month you got it, you bought it for 95 lakhs, you realized in 1 crore that you made a mistake,

then you bought it in 95, then you realized you made a mistake again, then you bought it for 90, and then you realized you made a mistake again. I mean, in the last one and a half years, the market has changed so much because 2-1.5 years ago, supply was a big constraint. Chip shortage and other things that happened in COVID. Old cars were sold at practically new rates. In 1.5 years, the time of oversupply has come.

Today we are sitting on oversupply. The rate at which we have bought the car, has been depleted daily for the past 12-14 months and it has been depleted daily. We bought it for 1 crore, then for 95, then for 90, then for 85. When we bought it, we realized that this price is right. This price is right. The customer's acceptability is coming at 85.

So the next car has to be done at 85, 84, 83, 82, 81. So mostly experience and internal. First is experience and then you have the data. First, the data is running. 90% of the data works, 10% of the data doesn't work. So, sir, how much is the biggest deal in a single car? The biggest deal… We have sold two cars this month. One was worth around 10.5 crores, and the other was worth around 7.5 crores, and the other was worth 5.25 crores.

So, yeah, typically, from 70 lakhs to 10-10.25 crores. I mean, so yeah, I mean, typically, from 70 lakhs to 10-10.5 crores. Which was the best selling one? The most expensive pre-owned car of India till date will be a Rolls Royce Phantom New Generation. Which is sold till date.

I mean, it will start from 8-9 crores, it will go up to about 11-12 crores. So, this will be the most expensive used car per se. Which one, which deal, you are very proud of? I enjoyed this deal. I mean, I slept very well that night. I still remember what deal it was.

Proud of? I'll come back later. But I'll tell you a deal that I did and I realized, man. The next question was like that. He was your first client. That regret of, why did you do this? You shouldn't have done this, you should have kept it.

So my career's most favorite car is Rolls Royce Phantom Coupe. One of the most favorite out of all my cars. We started our career from the showroom of Gitorni. We bought that car in Gitorni. 2 crore 75 lakh rupees. 2 crore 78 lakhs to be precise. It was a Andhra Pradesh number car.

I bought it at the Gitorni showroom. We could not sell that car. Then our Sultanpur showroom was launched. After a year, we could not sell that car. Then we took a workshop in Gurgaon. It was present at the launch of the workshop. Then we launched a showroom in Gurgaon.

It was present at the launch of the showroom in Gurgaon. Then we launched a showroom in Bombay. It was the biggest eye candy there. Because that was the biggest eye candy at that point of time. Even today, that car is a big eye candy. It was present at the Bombay showroom launch. Then when we launched the showroom in Hyderabad, that car was sold.

And we bought that car for 2 crore 78 lakh rupees. We sold that car for 1 crore 99 lakh rupees. And it took us 4 years to sell that car. When I sold that car, the customer who bought the car from me, he used the car for 1.5 years and sold it for 3 crores.

Hmm.

After that, the car sold for 3 crores and then again sold for 3.5 crores. So, now the consumer who has that car, he has given 3.5 crores which I sold for 1 crore 99 lakh rupees about 4 years ago. So, and that car, genuinely if I had,

I would not have given so much importance to my cash flow I sold it about 4 years ago. So, and that car, genuinely, if I had...

that my cash flow gives me...

that car behind me is also working.

And even today,

maybe, I would have spent 25-50 lakhs on it. So that is, I can't say it's a regret, but yeah, that is one of the most memorable cars which I had. And that's the reality. If he offers a deal in 4, will you take it or not? Take it in 4, he took it in 3.5. I will try to convince him by putting it on the table. Not 4 crores, but I will try to mediate a common ground. But I would love to buy that.

I don't want to buy something cheap for 4 crores.

I know. Okay.

And one of the most memorable, coming to your question, one of the most memorable transactions. There are many like this. I mean, it's not single. Like in 2018, we have purchased cars of Jaguar Land Rover cars for around 100 crores. That was a good transaction for us, 100 crores.

Just in one year from one manufacturer. Then we bought 37 BMW Z4's from BMW India, brand new. Now we have purchased 96 Nissan X-Trails from 100 Nissan. Zero Kilometer. Apart from that, we have purchased 50 Mini Coopers from BMW India. So these large transactions,

How is Zero Kilometer? Normally, pre-owned or pre-loaded cars are purchased in Zero Kilometer. We do that too. We are into bulk buying of cars from manufacturers as well. So we've done multiple motorcycles from Ducati to Harley to Triumph and Indian. I mean, I bought a motorcycle for 11 crore rupees 2-3 years ago.

That month I thought let's trying motorcycles. So we ended up buying almost 80% of the inventory in the plant at Indian Motorcycles India. Then we ended up buying all the Diavels. A model called Diavel comes in Ducati. We bought 24 Diavels. X Diavel. And a Ducati Triumph showroom in Hyderabad was closed.

We ended up buying the entire inventory just in one month basically. So there are such projects that you always remember. We bought Nissan X-Trail 3 months ago. It's a Rs 60 lakh on-road car. And we sold you a brand new car for Rs 32-33 lakh. Zero kilometer. You will become the first owner. And you have to pay the money directly to the Nissan dealership only.

We are selling that. There were some mistakes in that product which we rectified, because of which the sales were a little slow. And because of our expertise being 20 years in the business, we have tweaked and changed that. And in the last 90 days, as we speak today, we have liquidated 68 cars. The last 20-22 cars are left.

The moment we cross the last 15 numbers, the price that we were selling for 32-33 lakhs, because of high demand, we are going to increase its price. So that every single loyal customer of ours is proud of the product. Like Rolex, if you buy a watch for 5 lakhs, after 2-4 years it will be 7 lakhs, then 10 lakhs, then 12 lakhs.

So we are also looking for our Nissan X-Trail, the loyal customers who have bought it for 32-33 lakhs or 36-37 lakhs. Wow. Sir, there is one thing, I was visiting your showroom, there are no cars that you get emotionally attached to. Like, if this car comes to sell, I will keep it. Because I feel like buying this every day. So what is your personal car collection?

And is there something that you get emotionally attached to?

Like, I will keep this. I will keep this.

The biggest problem, if you convert your passion into a profession. The car you buy, you feel like keeping it. You need to have a strong heart. It's a very difficult decision. But we keep a stone on our heart and say, no problem, sell it. We are used to it.

What is your personal collection? What I want to do with my collection, I will tell you about it. Maybe a couple of quarters down the line, the collection or you can do it tomorrow as well, it's not a problem. But I set internal targets and goals for myself. I will set this target and this goal for myself.

So my personal best car collection which I would love to keep will be starting from a Rolls Royce Phantom 8, which is the latest generation Phantom. One should be that, second one latest generation G63, one Lamborghini Urus and one Toyota Velfire and one will be probably a Bentley GT so this should be my ideal garage which I would want to keep. Sir, one more thing, in business, like my last question is car buying selling related,

in this, like you have many loyal customers like you. So there is an ethical dilemma. For example, I say, Sir, Rolls Royce is coming for the first time, tell me, I really want it. And four customers have told you that all four are loyal.

Now, Rolls Royce has come. Who should I give it to, what should I give it to? Sometimes, there is a kind of auction goes on. That I am ready to give two of this, I will give two, give me. Someone else says, brother, I have to give in two ten. Brother, I should give this, I should give this or should I give

the third in two twenty, what should I do? Such situations come, such dilemmas etc. happen. It happened with us 20 days ago. So we had Maybach 62 whose previous owner was Vijay Malayalee. And we listed that car for 1.5 crores.

We got the advance of 10 lakh rupees on that car. So there were four or five people who were negotiating on that car. Every customer negotiates that I should get the best deal. Whether it's not at the price point, but in services, you'll give this, you'll give that, you'll do this. Negotiation was going on.

Negotiation means that if we are asking for 150, then the other person wants to give 149, 140, 130. Vijay Mallya's podcast has come. What everyone has heard, we all saw. After that podcast, reverse engineering started happening. Reverse negotiation. We got advance. Within 24 hours of the podcast, we got advance.

Of course, we sold the car for 1.5 crore. I mean, we took advance. We had a week to prepare the car and other things. We get the next offer. The people who were talking about giving less than 150, their offer comes, we give 180.

For that car. Then the next offer comes, I am ready to give 2 crore 10 lakhs. After that, the next offer comes, I am ready to give 2 crore 25 lakhs. You give me the car.

The same people who were negotiating with us, that 225, then the last offer was you give me the price, we need that car. Because there are only 3 such cars in India and the 4th one will never come. It doesn't exist. So it is very difficult to control yourself in such situations. What will the mind do? The mind will say this only.

Every person has two voices, one ethical and one unethical. Now the more you suppress the unethical, the more ethical you are. And if you suppress the ethical, you'll be an unethical businessman. See, at the end of the day, the vision is that the person who gave me the advance is his car. Whether the car is worth 2 crores or 5 crores, the customer who gave us the first money is his. So, if I do wrong with him today, I won't be able to scale the company.

Because if my own people won't be able to trust me, won't be able to trust the organization, then how will they present themselves strongly in front of a customer? Today we get advances in crores of rupees. We have a 100% refund policy. You won't believe, our cancellation rate cancellation rate in our country is the highest.

We have 33% cancellation rate of cars here.

You will find it strange. You book it and then take it back.

You book it and cancel the car. The reason for the highest cancellation rate is, when we have a product, the customer books it without thinking. That I will book it and then I will start thinking whether I want to buy that car or not. Because I will book it first. If I don't book it, then I will know that the car will be sold in 2-4 days. So first they book it and then they think whether I want to buy it or not.

Because we have 100% refund policy. Today if you have bought the car from us and for any reason, we don't ask you the reason, you are cancelling it. We will refund 100% of your money back and trust me you go to a Porsche dealership, you go to a BMW dealership at least half of these dealerships are not going to return your money back when you book. We have returned the money back to every single customer who has dealt with us and who has done a cancellation or who has not bought a car from us.

We don't even say that you leave the money, adjust in the other one. You have given money, book it. You don't understand. Reasons best known to you. We'll refund your money back. So that has built a lot of trust. And that is why we sell 80% of our cars in 21 days. So our lead time to sell 80% of our inventory is 21 days. And the remaining 20% will take time.

Where your money is not well spent. The irony is that in that 20%, 60% of our capital is stopped. And there is no answer to that question or that problem. We are trying, I think, with the new business.

You have got the solution.

Now I have got it, now I have implemented it. So now we will be in a much better position. Now let's come to marketing, sir. Because everyone, at in India know that they want to go to Big Boy Toys. And as you said, more than half of the Indian cricket team, music industry, all these people are together. So what is the thing for marketing?

First of all, this sector of people, film stars, cricketers, how did it open? What was the first deal? How did you market? Just plain luck or whatever. So, I have already answered this question. The answer is the same.

When a customer is satisfied with you, then it opens more doors for you. So, the first cricketer we dealt with was Dinesh Kartik. We gave him the car. His friends saw his cars. Then we gave it to Surya Kumar Yadav.

Yuvraj Singh. Coincidentally, they used to deal with us before him. Or they were around him, I don't remember. But as soon as their cars... That was a 911 Turbo S. As soon as their friends saw it, other cricketers saw it, they enjoyed seeing the car and people kept joining.

So eventually, this is how business works. One satisfied customer leads you to another. So that's the only marketing strategy or other marketing strategies? No, no. But it is important to reach before that. So you advertise, market, present your product before that. And eventually if that product fits them, the right kind of audience, they will come to you. So we had taken a decision in our career that we will never go to anyone.

Hello, sir, my name is Jatin. I sell cars, please buy a car from me. No. We will market ourselves, we will market, we will advertise, we will do whatever is needed and we will wait for the customers to call us. When the customer calls you and you call the customer, there is a big difference. That's the difference. This is the difference between marketing and sales. Yes. If a person understands it this way, normally,

the business inside me wakes up by itself. Marketing and sales are a kind of marathon running. The more marketing runs, the less sales have to run. Correct. Apple's marketing runs so much that the sales team says, I will not leave the house, people will line up.

Just pick up the phone, it will be sold in no time. If you don't want to pick up the phone, you can make an app and give it to them. Booking will come in that. I mean, if an iPhone installs its ATM, that it swipes a card and a box will come out, then too they don't need a sales team.

It is sold in marketing too.

100%.

100%.

So, sir, one thing, this is my personal question and that of many people, there is no negotiation at all. A man says, do this, do that, it is a common thought, but the person who is buying cars worth 1 crore, 2 crore, what is the thought of that person? I just want to know the inside, that when such people sit with you, that man has come to buy a car worth 2 crores, 3 crores, what is the difference between those people, what is their thought, or is there a in different people in different professions. That a cricketer thinks like this or a businessman thinks like this or new money thinks like this, old money thinks like this, any difference, what insights did you see? There are people like this.

I will tell you a major portion which is 80-90% common. The one who has money, he does not have one thing, that is time. And he has money because he is nothing, that is time. And he has money because he is spending his time on his business. If you are spending your time on business, then only you will be able to generate wealth, you will be able to have that much money. You can buy any product of 2-4-5-10 crores, whether it is a house, a property or a car.

I will give you an example, we have a Rolls Royce Phantom that we sold 3 days ago. My team was coordinating with the other person's team, whom we sold the car to. They said, talk to Jatin about me. We came to the conference call at 7.13 pm.

At 7.16 pm, the transaction of 10.5 crores had been concluded. It took us 3 minutes for two promoters to conclude the transaction because he knew the way we function, we knew the way he functions. So it did not take more than 3 minutes. But normally, 3 minutes is occasional. But we have kept the pricing such that there is not much scope in it. I also have a way that if I want to sell something for 10 rupees then I ask for 20 rupees, 15 rupees, 12 rupees

and day by day, hour by hour, month by month, I keep bargaining. The second choice is that we come very close to the person who we want to close the transaction.

So the other person has confidence that what they are saying is right, I can trust their words so let's conclude it. And similarly, there is a lack of time. Because Rolls Royce is able to buy because they give 14, 15, 16 hours on their business. So my advice to everyone is that you give maximum time on your business on the peripheries.

Buying a car is a periphery for you. If you spend a lot of time on them, car, you won't have money to buy a car. And if you have your father's money, then you can spend it for many days, many hours, many months, no problem. Is there a difference between new money and old money? There are old money people who are businessmen, there is a new money that has seen fresh money. Is there a difference in their behavior?

See, what happens typically is that old money and people who have always been using cards, they exactly know what they need. They don't need to be educated. But when we earn new money, when you have to fulfill new things, then you have to give guidance to those people

that this is your requirement, so you will be done this way and this product will suit you more. So the basic difference I see is this, but new money takes decisions way quicker than the old money people. They take decisions after thinking and understanding, because old money means old school of thoughts. Old speed. Today's new generation works very fast.

Let's talk about ourselves. If you come to us to sell your car, our pet tagline is, you can sell your car to us in 29 minutes all across the country. We have more than 29 minutes to purchase a car for us. We purchase your car within 29 minutes.

You come to sell your car. We will buy your car within 29 minutes. You come and sell your car. We will buy your car within 29 minutes. Sir, let's talk about team. Because as a business owner, like we are sitting since morning, we are sitting like this for 1-1.5 hours,

and the podcast is going on for 1-1.5 hours. I am not seeing any of your phone ringing, or any person coming. And you are working on such a big level, and you are completely free and focused on one work. So this happens when you develop a capable team and a capable culture.

So I want to give your thoughts on that for upcoming business owners who are working. How do you hire your team? Or how do you manage your team? And what is the culture that you have built? If you don't empower the team, you can't grow. It's very easy.

Every team owner, every promoter feels that if I was doing this work, I would have done better. With my efficiency, 20% efficiency or 80% efficiency is working, which is working in my place. So I feel that you should stop yourself if you want to build a team. If your team is working 60% plus with your efficiency, then I think that is good enough to begin with. I'm not talking about champions, I'm talking about average.

Average. Starting. Starting. You should be sure that after 60% we will keep improving. How we have built our team, we've been fortunate in that direction. Before education qualification, we have seen passion for the business, for automobiles. Our first criteria is that are you passionate about cars?

Then you can join our team. Because we don't shift from 9 to 6. We work at 8, 7 in the morning, 11 at night and 12 pm. I want to tell you very clearly that if you call our sales team at 2 am to buy a car, then that phone will be picked. Because we are sitting here with 40 people for sales. If you call, then 40 people have a single call.

Whatever is available from that, fastest finger first. That call is made and that product is sold. So speed, I can categorically say, speed wise we are one of the fastest automobile dealers or automobile people who are in the automobile business. We are one of the fastest as far as the country goes. And there are also losses of fast. So whenever I meet someone, if someone comes to ask me, there are losses of fast and also benefits of fast.

As they say, work with a clear mind.

Secondly, take fast decisions and execute them quickly.

So when you take fast decisions, you get 100 advantages and 20 disadvantages. You get 80% plus net.

So there are less disadvantages and more advantages. If you take quick decisions, it will be good for you. Like, new students come to us to ask that I want to start a business. I have been working on a business for a year. I have been researching for two years. I have been researching for six months. So, I always advise them to reduce the time of research.

Keep time bound and focus on execution. Business is 90% execution and 10% vision and thought process. And we do the opposite. We work so hard on it that we don't have time for its execution. I put 80% effort on my research that I don't have time to work on business.

Put 20% on research and analysis. If you don't understand, go to the next in business. Invest 20% on research and analysis. If you don't understand, go to the next one. Execution has to be done 80%. Because you don't need to reinvent the wheel. Apple has not discovered any mobile phone.

What do they say? Innovation. I mean, it is not discovery of a product. Basically, only one product that already existed, has been improved. It has worked with intensity. So, all such businesses exist.

How much intensity, how good, how big a business, and how high quality business you want to build, all depends on that. Sir, the line you said, use it in the technical term, analysis paralysis. By doing more analysis, a person gets lazy. This happens a lot in the stock market. I am taking a share, I have to do analysis. Paralysis. business It was made after the thieves started. Situations keep taking you. You keep working hard, situations will keep taking you there. We started with car imports.

First we started with small cars, then we did a lot of different things. But eventually the large business which we started was importing of new cars. We used to import brand new cars. We used to import new cars from Japan, UK, Germany, Italy. And we used to buy second hand cars were bought in exchange. We had to buy when we had to sell new cars.

So eventually we had so many losses in those small cars or in those old cars that we realized that we will have to open a separate department for an old car. Otherwise, the amount of money we earn in a new car is a loss because there was no knowledge, no understanding. And this was a business. And today, this is the largest business of the group.

Sir, I saw a reel and you are the best person in India to answer that. In Dubai, everyone has a large collection of cars. So who will show superiority there that I am so big, I am so big. To show superiority, they count on the collection of numbers more than the collection of cars. And sometimes, the number plate is more expensive than the cars. So, is this true that the number plate is so correct?

Because you do this kind of thing in India. Is this true? The price of a car depends on which car. But yes, I have bought it myself. I... When we started our workshop a few years ago, Maruti had bought an Eco for that.

Basically, to bring spare parts, etc. I still remember, it was a car worth 4.8 lakhs. We had bought a number worth 5 lakhs on it. It was a car worth 5 lakhs in Haryana. It was a car worth 4.8 lakhs. I have done it myself and it happens in many cases.

See, numbers... I don't think it is to show yourself big. This is a hobby. You like the color black, I like the color white and I don't care about cars. I don't care about clothes. Like let's say today there are many people who have no interest in clothes.

There are many people who have no interest in watches. There are many people who are crazy about watches. There are many people who are not interested in cars. There are many people who are interested in mobile numbers or car numbers. Everyone has their own passion. When you make money, you want to follow your passion.

I have been fond of numbers since childhood. I mean, I have a collection of mobile numbers and car numbers. Like we have a new company. Its domain is a very premium domain. It is C-A-R-S cars.co.in

If you see the other domains, they are a bit ahead of cars. Car24, Carvale, CarDekho. But cars domain, I bought it 13 years ago to build a business on it. It has come into existence today.

We started a new company a few months ago. So, It has come into existence today. We have started a new company a few months ago. So I have been collecting such collections from the beginning. Today that collection has become very big. It's not that I have spent a lot of money. I have also invested.

But I took it like it is my passion. I want to make it bigger and I have taken all these things to use for myself. I have no interest in showing that I have shown this and that. No, I like it. I have a mobile number, I mean I have many mobile numbers. I mean, generally our whole team, I mean we have 100 mobile numbers

which start with 999997 times 9. Like our 8x9 83 is our main board line number for Big Boy Toys. If you want to call, if you want to send your car on service, then you will call 8x964. If you want to call on CCI, our brand,

then if you want to reach out to that, then it is 8x908. So, like this, because we were interested, so the this one by one and the collection kept increasing. Today, the value of the collection is around 15-20 crores. If we look at it today.

Numbers and domains, everything put together. 15-20 crores. Is this a passion project or a serious business? It was a serious business in one era, but it was not taken very seriously because it needed real business and now it is going to become our serious business again. In 2007, we had invested 182 lakh rupees. These mobile numbers, the first series came to buy. The number of the series of Delhi is 98100, which was the oldest series, Bombay 98200. The first series came to Delhi was 9999.

So we bought 7 times 9, 9999999, means 7 9s in the beginning, X, Y, Z, 001, 8 times 9, 01, 02, 03, we bought around 1300 mobile numbers like this. And out of passion, we converted it to profession again. And we started selling those numbers.

That was the first business model for numbers as far as our country goes. We bought those numbers for 1 crore 82 lakhs and sold them for 6-7 crores 8 crores. So, our capital of 3-4 crores came out of those numbers which helped us further in building more businesses. So, most of the businesses that I have done are related to my passion and that passion converted into profession. So, numbers, at that time we did

and I had to sell numbers quickly. Why I had to sell? Because I had to go in serious business. At that time, serious business was not considered as business. If it was serious, then we did.

I did it. And those numbers were going to end eventually and the same series neither came 15 years before it nor was to come again after 15 years. So, it's like a domain number game. Some people buy the domain, cheap people. And then the valuation that keeps coming, they get it. So, it's that kind of business.

Yeah, yeah. Whoever has kept A.com, at that time, we used to go to school, I didn't understand. If I get cars.com today, bbt.com is a bank. Today, let's say we talk about cars.com. We have cars.co.in. Cars.com is a 2.5 billion dollar business. I think it's a UK company.

I saw it 7-8 years ago. I didn't see it last time. It's a company of Wall Street Journal. The listing platform is cars.com. We are cars.co.in. So, the time you made those investments, you got that thing. Like, in Gurgaon, who bought a plot in 1980-1990 for 200-500 rupees,

today it is 100x, 1000x. Let me tell you a fun fact. Like, every country has a code in dot. Like, for example, India has .in.

Correct.

What is Britain's? .uk. .co .uk, .us, .em. So, there is a country, a small country, I forgot the name, Antigua, I don't know, it's a strange name. It's a small country, but what number did it get? .ai. Now, it's luck has been unfolded for the past 5 years. Now, like I am saying, how will I take the domain of India?

You told me 5 years late, you should have told me 5 years earlier. It is still very much in the process. Now the old domain that he has taken, now the one that he is registering from there, like if someone was taking it for 1000 dollars, today he is selling it for $10,000. Maybe in 5 years, they will sell it for $100,000. I will check after completing this podcast

if I can get cars.ai or not. It is a proper country.

And you will get it.

Correct.

Someone must have bought it. You will get it for a good price.

We will try our best.

Done. Sir, your mobile number that you had in your business, the one you took on the road, any such number, not a number, but in how much money, highest you sold that number? It was a 9x9 reputation number, which I bought for about 1,10,000 rupees.

And that is the largest return on investment, which I have made in a single year. Maybe one and a half years, 18 months were spent in it. But it was definitely more than little more than one year and less than two years. I bought it for 1 lakh 10 thousand and sold it for 30 lakhs. 30 lakhs?

Yes, so almost 27x, 26x, 25x, whatever x comes out, that we have made in 2007. So better than any startup, I would say better than any I share. So stock market investors, pay attention to this as well. This is a very RY game. Okay, sir, now one more thing. Sir, your marketing, I mean, people are crazy about it.

That's why my team was talking to me during the break. Sir, your cars are in many music albums. What is that scene, sir? What is the mechanism behind it? Who are the musicians you hire? What is there in it. See, our customers in the music industry is a different matter.

But one of the largest breakthrough for marketing was music videos. We had a lot of music directors and singers who used to rent our cars at that time. We did the first song with Raftaar. Raftaar and Sukhi was the one. Second we did with Badshah. He came to us and said that we need a car on rent or

we will give you its charges. You give us the car, we'll pay you for the car and you take its charges. Whether the car will run or not, we have to cover it in the music video. At that time, Lamborghinis, Fer, Ferrari and other things which is pop culture. So, instead of that small greed that we will get 2-4-5 lakhs, instead of that we asked them for marketing. That we will give you free of cost but give us marketing.

Put our plates, enhance our brand, wear BBT t-shirts or anything, BBT logo on wine bottle, multiple things which we have done with them. It gave us one of the largest breakthroughs and that was the almost practically no investment involved. How much was the investment that the car goes from here, gets loaded on the truck, gets parked there and comes back. If I have done a breakthrough till date, then that was our breakthrough as far as marketing is concerned. So we built a brand like this and the most brand that has reached the youth

has reached them through these music videos. So Rahul Ji, we will never have capital when we start working. But how innovatively you reach out your marketing and sales to more and more public, I think your business growth depends on it. And I have often heard from some startup founders that when you have a lot of money,

you spend money on every problem to resolve it. But when you have less money, you spend it on solving every problem. But when you have less money, you find innovative ways. So, the aggregation model we have developed is an innovative way. If I had a thousand crore FD like our peer competitors, I would never have gone this way. So, the bigger your problems are, the bigger solutions you will find. And innovative thinking is the most important thing. Yeah, yeah. And that comes with practically no money in the account or less money in the account.

Trust me, I have seen multiple cycles. When you have a lot of money, that innovative thinking, I don't know where it goes. I feel like it goes on a holiday. Absolutely. Do you realize this? 100% sir.

When you started 10 years ago, 15 years ago, our innovative thinking was then. Even today we think innovatively. But that innovation was at a different level. Sir, the brain works like this. You give a target to the brain that

you want this thing. So the brain says, what do you have? So you say, nothing. is I have an idea in my mind. I will do it in my free time. I feel that all the paid marketing campaigns that have been done till date, less marketing campaigns would have been more successful. The one that has not been funded, is more successful. Sir, necessity is the mother of invention. All these phrases that have been made,

they are made for a reason, not for no reason. So when you don't have things, you do it in an innovative way. And trust me, the non-paid marketing that we have done, most of our non-paid marketing is because there was no money. And see, why did I need money?

I needed capital to buy a car. Until I bought a car, how would I sell a car? That's why I have conserved a lot of my capital. I'll give you an example, I bought a Phantom in 2011, Rolls Royce Phantom 2011, it has only run 600 km. I had that much balance in my account and psychologically I was so prepared,

I had money that I could have kept that Phantom for my personal use, in less than one minute. But I chose that I will buy more cars with that money, but not for myself. If I had blocked that capital for myself, then that capital of 2-2.5 crores, which would have given me 10-15 lakhs every month, would have stopped. So, was it the right decision for me or the wrong decision me, I eventually bought that car 2-4 years ago, which I could have bought in 2011. Because with that money, I, again as I have told you,

the amount of inventory you see, I am not working alone. Our team of 175 people is working and 150 cars are also working to build Rose Capital. So we decided that we will not buy it and bought it after 10 years. Because that capital was needed to build the business or that money was needed to build the business as well. I spent 3 crores on myself with that money, 2 crores in 2011.

I chose to spend 2 crores on marketing. I will sponsor Roadies, I will sponsor Splitsvilla, I will run ads, I will advertise in newspapers, I will do auto expo. So that I reach to a bigger audience and that's what we chose and probably that's what differentiates us to the other people who are in the same business. Because sir this game is of aspiration.

Luxury car is all about aspiration. Not utility, for utility a person will buy anything. This game is of aspiration and you have seen all those things in the music video, you see inspiration, such a car is like this, you see inspiration in Splitzvilla, so all things went in the right place, all things kind of most of the cases went less or less in free or less in money and all this happened when there was no money, after the money comes, the man says, I will not do it,

then I say this on the camera, note this, cut the clip, this is the most important thing. Less money will be there, more brain will work, more marketing will go. So whoever feels that if I had money, I would have done this. If you don't have money, you will be able to do more, keep this in mind. I will give you my example. I buy a car, 2 crore, 3 crore, 4 crore, 5 crore, whatever, I buy a car and then sell it.

Now, I have come to buy a car from you, I feel insulted to say that I will not buy a car from you, I will underwrite the car from you first, or I will sell your car and give you money. I feel weird saying this. I am talking about myself, when you have a lot of money, you think about insult and insult.

But the right answer is, if I can scale from 50 cars to 100, maybe 150, maybe 200 with capital. But without capital, if I do this, in the aggregation model, like Zomato sells you goods and then gives you money. All the products listed on Amazon are not Amazon's investment or inventory. If I do that aggregation, then I can sell 1000 products per month. There is no constraint. If the constraints are over, then only the company will scale up. 200x, 200x, 50x.

Now I feel insulted. Earlier I didn't feel insulted when I didn't have money. Today I feel insulted when I have money. When you overcome all these things, you will reach somewhere. Today we have to change the business model, we have to go into aggregation, we have to sell first and then buy.

Now tell me, all the cars that will come, today there is no constraint. You can do business of 1000 crores per month as much as you want. And I will show you. We have an expectation of 250-350 crores. It's not an expectation, that's the mindset given. That's the number accepted across my team.

Within a couple of months, the months that come in between 12-24 months, neither will they cross 24 nor will they go below 12. We will show you the monthly run rate between 250 to 350 crores. This is going to be the new thing in BBT and you are listening to it for the first time on this podcast. So like one thing, I had a question, you answered it first, that your business, if it becomes asset light,

it will reach the next level, and you keep going. One thing, a mindset can be seen from the beginning. You made this showroom, at this time it is Asia's biggest showroom,

so what was your mentality behind making it at that time? That you had to upgrade the brand, you had to do luxury, what was it? Before the showroom, I want to complete your asset light question. Do you know, because I told you that we collect 2-3 crores daily, so we buy 2-3 crores daily.

You will not believe, collecting this money, because again, money was never there. Collecting this money daily and deploying it daily takes 70% of me personally, just on this aspect of the business. When I remove the bottleneck of capital, the way we are going to work less, my efficiency, which is 30%, will go to 80%.

I will do real work. Selling a car is a real business, not collecting money. So, our efficiency, my efficiency and our team's efficiency is going to go multi-fold. So, if and this is what we have cracked now and this is what we are going to do. So, efficiency wise, we will do 2-. 50 crores to 60 crores, 2 times 2.5 crores means 200 crores. It is 150 crores. We are only taking the target between 250 and 350. So we are very confident and it will happen very soon. And second, when you have 25 cars, as I told you, GLS X7, if you have 25 cars to choose from, green, yellow, black, blue, yellow, whatever you want. Think of any color that is available.

It will be easier. Because many times it happens that white doesn't suit me with Vastu. I want to buy black, I don't suit gray. I want to buy that and we have gray. When there are four products,

then...

Limitations.

And if there are 24, then automatically the volumes are going to grow exponentially. And that's the target. And one more thing sir, when you said this, it just came to my mind. When a business owner is the most best productive,

it is when he is free.

Yes.

And if you are busy 70% of the time, then you don't see a lot of growth that is hidden in BBT. But if you become free, you will start diversifying a lot. It's done sir.

And I am talking about diversification, because I am seeing a lot of things that you do, they do. First of all, let's talk about what I did recently, cars.co.in. What is the new thing you are going to do in that? So our learning is cars.co.in is our new kid. The first kid is big boy toys. New kid, latest kid, one of the latest kids on the block is CCI.

So in CCI, we changed this business. I'll explain it to you what we do. We go from 70 lakhs to the highest product available in the country, but minimum benchmark is about 60-70 lakhs. Now, the product between 30 lakhs to 60 lakhs used to be left out. I'll tell you why it was left. Because above 70 lakhs, high margin is low volume business and below 70 lakhs, low margin is high volume business. Temperament is different, the way of running the company is different. I have tried twice to run it, to start it, but I have failed twice. This is the third attempt and finally we have succeeded.

So, what happens now is that selling 3 series and 5 series is a very easy task. If your main team gets busy in 3 series and 5 series, then Rolls Royce gets neglected. Because there you need consistent follow up. Your Bentley gets rejected, gets neglected. So, we have made a different brand, different management, and the infrastructure is the same. So, don't add costs, only only manpower extra cost for CCI.

And we started with the aggregation model. We would not invest, we will sell these cars for the customers. And today, within a few months, we have almost reached to a level wherein we are doing about 15-20 crores of monthly business on CCI. And this learning is from CCI which we are going to implement in BBT or have already implemented. If you would have met me 15 days ago, the happiness quotient is on a different tangent altogether. So CCI's learning coming to BBT and now volumes is where we are going to pull.

So the difference between CCI and BBT is that if you want something between 30 lakhs and 70 lakhs, you will come to CCI. If you want something above 70 lakhs, you will come to BBT. Sir, I feel like you know telepathy. You answer every question I ask on one question. My next question was that you only deal in the premium segment. You are not in the mass segment. Correct. Before that, you had a premium car covered. And now we have mass.

So, in total, your CCI, cars.co.in, is a mass car of 30-70 lakhs.

Yes.

And the premium car is above 70 lakhs. That is in BBT. And both the models that were in the outright business have come to the platform model. So, if I want to buy a car between 30 and 70, I will go to cars.com, I will get it there, I will bid, and if I want more than that, I will go there. And in both cases you become free.

No, I will not bid. I will go to CCI, I will choose a car, I will put a credit card, I will book, and that's it. Auction and bid is a different business model. This is the third one. Sir, come to that.

What is happening?

First CCR and BBT. Sir, I feel like I should stop at one line. You have been talking about podcasts for the past 6 months, but this is happening on the day when you have to reveal so many things. Because if we had done this podcast 6 months ago, we would have been talking about the old BBC. And by the time this podcast would have been released,

everything would have changed.

Correct. Now when everything is new,

we are doing this podcast. So it's a great thing.

So, whenever you work, today is a new BBT. The BBT that you knew a year ago, was completely different. And the BBT that you will get to know in the next year is going to be a completely different BBT.

This lifespan, I was most excited in my life when I bought the Dubi V cars in 2005.

And I prepared them, Dubi, Mercedes S-class from Bombay and with an investment of 24 lakhs, we earned 24-25 lakhs in a month. And today this is the phase of BBT which is the most exciting. If you talk about the middle, we were the operators. We were the operators. Today we are the innovators and the most exciting part was 2005-06, rather 2007 also when we were doing numbers and is 2025.

So and 24-25 both put together. So all this implementation is coming, 24 and 25 is the squeeze that is going to be implemented. So CCI we have cleared, BBT we have cleared, now is auctions. Auctions is some cars that we all desire to buy, some things that we desire to buy, which are not available,

we will bring them on the auction platform. When the price of the desire is more than the supply, then the price of the one who has to buy, he decides, who are we to decide?

Right.

Like I have, I gave you the example of Vijay Mallya's car. That was a perfect example for an auction. But till then we didn't have a platform and we had taken advance. Now, from that, our learning is that we will come up with an auction platform. We are going to announce it in the next 10-15 days.

We are going to auction celebrity cars. Today, a car used by Rohit Sharma, a car used by Surya Kumar Yadav, a car used by Dinesh Kartik will be available to general public. They can just go on to the platform. It will start from a reasonable price level and the demand is going to decide the price of the product.

Whether it will be Honda City or Range Rover. So the first two products that we are going to launch is Range Rover SVR owned by Dinesh Kartik. And there is another Mercedes which is owned by Dinesh Kartik and multiple more celebrities and more people, influential people whose products general public will want to buy. It has cars, mobile numbers, cars numbers. So all these things...

Is there a bikes in it?

Bikes are not there yet. If there is a bike of Dhoni, we should buy it. I will talk to him. Yes, talk to Dhoni and give the bike. So when we launched our last vintage car auction, the first car delivered from that platform was to Dhoni ji.

So that was a Land Rover Defender, old generation, about 67 years old car. I don't understand vintage cars very well, but I knew that it had a cult following. And that was the first car which got... You said that my childhood inspiration

which was lost and has come back. At that time, when the movie Dhoom came, small kids used to ride a cycle. So at that time, it was like, we will buy a bike like John Abraham. And if it is possible, then we will buy a bike like John Abraham. We will get it on any platform.

I have a commitment in the next two months, both things will happen. Dhoni's bike and John Abraham's bike.

So let's see, sir.

Note this team. Because both have a collection of 100 bikes. It's not a big deal for them to put two bikes. There are many customers who have a collection. Eventually, they would want to... Because they are aging. Like our customers, they have a collection of 200 vintage cars. Today, their age is such that they are not able to maintain the cars.

And the kids are not interested. It is not necessary that if your father is interested, then you are interested in that thing. If the kids are not interested, then they feel bad that no one is maintaining it. No one is paying attention to it. So they want to make sure that it is not the money. It goes to the right people, right hands who will equally cherish it. They want to enjoy it as much as they can.

Like today, when I think about Big Boy Toys, my first child is Big Boy Toys. My second child is Zara, and third is my son Ranaveer. Today, I will never want that if they are not capable, I will not give this business to my first child, I will give it to the one who is capable. It can be anyone, when I will not be able to handle it or I will grow old. So only a capable candidate is going to run the show. Tata Sons is running the company without the ownership. So that is what we will do for all our businesses.

If my kids are passionate, they are more than welcome. I am not saying this from today, I am saying this from the last 20 years. If they are capable, they are capable to run the business in the same way as many businesses are capable, then they are more than welcome. Otherwise, it's okay, you will have a board seat, sit comfortably, chill, have coffee and take board decisions. Great sir. So, in general, I think, I had a question next, what will happen in the next 10 years of your vision of BBT?

But I think in 2-3 years, a lot will happen. BBT will reach the next level. So sir, all this diversification, we will not call it diversification, we will call it expansion because it is in the same car category. Platform is in the car. We will call it backward and forward integration. Yes, backward and forward integration. Business model has changed.

CCA has come, you have gone to the mass segment. You have gone to this. Will diversification do something else, in which we are doing something different from cars. Is there anything like this in the next 5-10 years? No, not in the next 5-10 years. As we speak, it is already happening.

Okay.

So, we had an education college of 51 acres, which we have acquired now. In which we have two options, we are going to do. Either Wellness Resort will be made or the first automobile university in India. These are the two concepts that are very close to my heart. But because I am not able to get free, I will start this only then. If I have to start wellness, then it's doable. Anyone can do it. I mean, the team can handle it. But if an automobile university is built, then I will have to sit. I don't have 1-1.5 years time. So I would like to sit in that myself after getting a little free

if we do Automobile University. So in diversification, your first answer is this first college we've bought. Second is we've acquired a township in Baroda, which is 128 flats. 90% construction is complete. We have taken as it is. 10% construction is complete.

About 3-4 months of work is left which we are doing. Out of 128 flats, we have taken 100 flats. 95 have already come. 5 more are coming. We will put them on sale as soon as the township is complete. Then we have acquired dealership. I mean we have acquired the assets of Maruti's dealer in Lucknow. Then we are coming up with a commercial project in Delhi, which is about 27.

It's not a very large project, but 27000 square feet in the heart of the city. And commercial showrooms are opening in it, which are up for sale. So these are multiple diversification in real estate, which we are doing. You have come in real estate, you have come in construction, maybe university, your automobile part and maybe wellness. If I get free, I will do university. If I am not free, then I will go to wellness.

Because it is such that it will work without me. There is still a lot left. This is not the destination. This is just the beginning. There is still a lot more to come. There is a lot more to come. Sir, one thing comes up, normally any business, and I am saying this on record, I read a lot

of business books, do a lot of case studies, keep listening to podcasts. In India, recently, for a long time, in consumer business, I have seen very few profitable businesses like your business. such profitable businesses are very rare, the kind of business you have, that you have scaled it very well, at 500-600 crores, and now the way you are saying that 250-300 crores is the limit, so it will become a company of 3000 crores with a very decent profit, so in my opinion, there must be such a success story in India every year, and in the last 10 years, I will count,

I will go to find, there will be come out. So, this is something unique. And whenever such a thing comes, the people in the stock market keep sitting. I am saying that if someone has half success story, then the stock market will not leave him, that your IPO will be done.

So, I hope there are many people behind you who are waiting for the call for IPO. But still, in so many plans of IPO, but still IPO was not mentioned anywhere in so many plans. So, first thing, why not IPO? Because, according to me, you are the perfect candidate for IPO thing, then why not? As I told you, we have learned business 10 days ago, how to do it.

I was telling my mom that we have learned 10 days ago how to do business. So, now see, I don't want to undersell even if in case we go for an IPO. I see potential in the market and potential is 10x-15x of our existing revenue. So, if I want to do IPO, I will do it at the right time and when I am sure, I will do it. It is possible that we might do IPO, it is possible that we might not do IPO. We have multiple requests for IPO, for funding,

we have had discussions many times. But when a lot of funding is being raised, then FOMO happens. I am pretty sure you must have experienced it too. But the one who can control that FOMO, that real zeal, as that FOMO is that... Because sir, there is a very interesting thing about money.

I have seen in startup funding, you will relate to it, not relate, you are living it daily. When you go to ask for money, that I want 100 crores, so he says he will give 50, you say it is fine at 50, he said no, now he will get it from 25. That is, as you go to ask for money check the size. But I got a little bit of a check. I said, Hey, I'm not interested. I'm not interested.

I'm not interested. I'm not interested. I'm not interested. The more you refuse, the bigger the check will get. And after a couple of levels, the check will be like, after getting 500 crores, now that you've refused, it'll be 1000.

A person grows by controlling temptation. And the one who loses temptation, first you get an offer of 400 crores, you say, 100 crores, jump! Then the valuation is bad.

And if you keep refusing, it will become 1000 crores. And after 5 years, it may become 5000 crores. Example is Haldiram. According to me, he has been trying for 10-20 years. Every other person says, invest in Haldiram. Haldiram says, we will see, we will think, we will see, we will think.

He finally thought of it. So, you will see an example of BBT like Haldiram. Very, very soon is what I would say. Because as long as the cheques are being denied, I feel the size is increasing a lot. Because you know the potential, people know the potential. And your IPO will bring it soon that we will also become investors.

We are your customers, we will, that platform, whatever you launch,

investors also want to become.

Done, done, done. I definitely once, I had thought from the beginning that I will not bring IPO till I cross 1000 crore revenue. So, this year we are going to do that and then we will start thinking about it. But I see a lot of potential in a year or two, so not in a year or two, but eventually after the revenue of 2.5 crores, we'll start discussing. If we feel like it, we'll do it. If not, we'll do it. If we're having fun, living life without any pressure, we would love to see, we would love to continue that.

Our child should be ours, not someone else's. Investor means, get him married.

Even if you sell 10% of it, not 1%, but 0.5% of it, then it will become a stranger. Our biggest fear is that if it becomes a stranger, it will not be ours. I don't know what kind of feeling it will be. If that feeling is the same, then I still don't have a problem. But if capital, you tell me, if there is a profit of 200 crores, your revenue is 2000 crores, you cut the tax of fax and make 150 crores, 125 crores,

do you think you need an IPO? I mean, life is going well comfortably. And what is the problem with me? I have been working since the age of 17. So I think that the 17 to 22 years that I had to live, I will live it at 50, or 42, or I will live my whole life. So that is also very important for me. Because when all my friends were chilling at college time, I used to study in the day and work at night.

So I built the company like this. So for me, it is very close to my heart more than the mind. So when it comes to IPO, my heart works more than my mind. If I had stopped my heart, then because of my mind, we I would have used my brain.

We would have reached IPO, funding and other things today. But we are giving priority to our heart and second priority to our brain. That's why we haven't been able to go on that path yet. My IPO question is always because of a couple of profitable companies. Just a reason that what is the founder's thought? And in your case, my question is that, actually, one of the best stories is, for example, you

built a successful business in Gurgaon, in Delhi, I mean, you built it in the whole of India, but this story, according to me, your customers, some vendors, it is difficult, in India, 20, 25, 50, 100,000 people know, but your story should inspire 100 crore Indians. That happens when a person goes to the IPO, there is a discussion about it, there is a discussion in the paper, there is a discussion every day,

then people know, okay, I think no matter if there is no list, so many people talk about it. So I want your story to inspire people. So when they go to the IPO, then more people will know,

more people will be inspired, to Rahul ji, should we do this? I said, yes, but what will I do with this? In fact, like, we are earning 100 crores now, what will we do with this? I don't understand. We are investing in this, we will keep investing, things will keep happening. Till I was in the capital intensive business, till last month, 15 days, 20 days ago, till then my question was that I need money. And you know, Rahul ji, you told me a very good thing and you asked me. Let me tell you where it came from.

I have got an offer of valuation. Forget valuation, I have got an offer of 500 crore infusion. In 500 crore infusion, we had come to put 400 crore rupees in the company. 100 crore rupees for buying out the competition. Basically, that was the offer. I thought that today 2-2.5 crore rupees are in business.

So, is there any trick? If you ask me about myself, I give myself 3 out of 10. That's what is my rating numbers for myself. 40% pass and I give 30%. So if I talk about the potential of the business, if today no one is going to go with 250 crores, then no one will go with 400 crores.

It will work when you are free from the fear of losing money. potential. If today no cannon will be fired from 250 crores, then no cannon will be fired from 400 crores. The cannon will be fired when free flow inventory will come and free flow sales will happen. When you cross this hurdle of capital. Then I thought if a very big cannon is not going to be fired from 400 crores, 500 crores, then why a substantial portion of the company or decent, that is, whether it is 10% or 15%, for me 2% is also substantial, why should I give it to someone else? So then we came up with the suggestion and the idea that no, this is not necessary.

Let's reverse the table around and do exactly what we have not been doing over the last many many years and do exactly what we've never done. So this is where we come to. So never hesitate to meet people, listen to their offers, meet investors. Keep listening and my father has always told me that listen to everyone and do what your heart tells you to do. You get perspective from people. Yes. So now I can say, some of your team members, I think your CEO life, what is your philosophy about life? What is life? How to live?

Any philosophy or mantra about life?

How to live or how to live? How do you see life? What is life? See, our life revolves around what we do. And honestly, that's the reality because the biggest passion of my life is cars and numbers, as I have given you an example. And at one time, I was also very fond of mobiles.

So I am not fond of watches, I am not fond of anything else, I am not very fond of clothes. I am not very fond of shoes now. I mean, where I spend my maximum money is my cars, my personal cars which I drive for myself. So what excites me the most is why I came in this car business because I wanted to buy a car for myself. So, I wanted to make enough money so that I can buy my dream car.

That's why I started selling cars. So, I've been among those fortunate people. So, the philosophy of life, honestly, yesterday, I was walking three days ago, I got a call at 7.57, it was Lamborghini Urus,

we closed the transaction at 7.57 because it was already going on that night. At 8.13 in the morning, we had advanced, we had given UTR to the other person. So my friend who was walking with me, he said, your account team doesn't say this in the morning, that you are talking to them at 8 in the morning,

office starts at 9. Has anyone ever asked such a question? I said, I haven't asked till today, but I'm pretty sure if someone asks, if someone asks me this question that I will start working from 9 or told me that I will start working from 9 and I work till 6, then I don't feel ashamed to say this. Termination letter will be with him in 5 minutes.

So this is the way we function because our heart and mind is from here. My first child is like I told you. So life revolves around our work. And yes, we are a little weak in work-life balance. I spend time with my kids. I spend time with my kids. I spend time with my friends. In my life, till date, even if I was born in the first school, first colony,

after that I shifted to a different place, there is no one with whom I am in touch, or not in touch. In my life, there is not a single person with whom I have fought. I mean, we fight, we fight, we don't talk. I don't have a single person in my entire 39 years, 40 years of my life,

wherein I am not in touch with one single person. No, there's not a single one. So, I am in touch with everyone. My phones are always available for all the people who need me, who need guidance from me, who need advice from me. They want to come and meet me.

Every single person from the age of 5, 4, when you get back to your senses, you remember the things, 240. I'm in touch with everyone, always available. Wherever I can help, always there. And I'm busy with work, giving time to my family.

I spend most of my time with my father because he's the Chanakya.

And he's the one, if we have achieved a little bit in life today,

then 51% is his contribution and 49% is ours. We are the people who execute. We execute the thought that is coming to us fast. So that is what is all about us. And definitely I don't want to tell the audience that you have learned from me that you keep focusing on business all the time and don't pay much attention to family life. I don't say that at all. But this is what we do. And I don't feel ashamed to say it. Sir, the last two or three questions are related to mindset. When the stress peaks,

you feel that a lot has happened and you don't understand anything. So, what do you do to maintain that stress? Because this is the guidance I take from everyone. When the stress peaks and you don't understand anything, then what do you do? So, everyone has a peak stress that you don't understand anything, then what do you do? So, stress response mechanism is different for everyone.

My mechanism is very easy. Actually, I don't smoke. I don't smoke. I have never drank. I have never touched. I have never tasted.

So, everyone has a different mechanism. Someone might be the one who will drink. Someone will do something. My stress mechanism is very simple. When I have extreme, peak stress, I feel, what could be worse than this in life? And there are many such situations when you feel like this.

I go to sleep. And when I wake up, I feel that the stress has reduced a little. Then maybe when I sleep again the next day, or sometimes I sleep during the day too, when there is peak stress. So a lot of times I come up and I wake up with answers to those problems and those questions. What is stress? A question that you don't have an answer to.

You eventually find that answer. You keep trying, you keep thinking, thinking, thinking, thinking, thinking, thinking, you keep talking. What you want to do, that thing gets executed. So that's why I feel that whatever you speak out of your mouth, it eventually happens.

So you keep speaking to it, keep thinking, keep telling your team, that thing will reach you.

Let's talk about manifestation, affirmation, visualization. Do you believe in these things?

The first 100 crore that I did, when I started speaking, I will do 100 crore, I will do it, I will do it, it took three years to reach. I have been thinking about 1000 crore for the last few years. I will do 1000 crore, I will do it, I am almost there. So now after that, the next billion dollar business is what we would want to build. If I had said billion dollar in childhood,, people would have made fun of me. Today, when I cross 1000 crores, people will believe me. They won't make fun of me.

100% believe.

100 crores was a 100x jump from 1 crore. Did you kill it? I killed it. 100 to 1000 was a 10x jump. Did you kill it? I killed it.

Now, 1000 to 8000 is a 8x jump. It will be done with this level of Atex. Yes. Last two questions, I would say, what are your mantras about risk? Because your laughter is telling me that this is a daily routine of yours. Life is based on risk.

Yes, sir.

So, I am not a gambler. I don't gamble in casinos. I don't even know how to play cards properly. Now, whoever plays in casinos, roulette, blackjack, people get excitement. Sometimes we take such risks

and such decisions that when we ourselves think that we have taken this decision and it has been right, then honestly, in simple words, we get scared.

We are such high risk takers. But when we are taking risks, we keep doing it. I very strongly feel, the higher is the risk, the higher is the gain. If they are calculated and you are confident, I feel that if something has brought us here, it is our risk appetite.

And our risk appetite is very high. I guarantee you, I have a car worth 500 crores. How much do I make a decision? 500 crores for 7 years? You sell me a car worth 500 crores. If I don't buy a car worth 500 crores from you in the next week, then you will tell me.

You bring it. I will buy. So that's our risk appetite. We don't even think. Like they say, don't take your feet out of the sheet. If my sheet is worth 100 rupees, or 100 kilos, or 100 meters, I don't even think till 500 meters. When it goes above 500 meters,

then we start thinking. You know, defense mechanism. We start thinking from 500 meters. We don't even think till 500. So that's my answer to risk appetite. We should look at our feet and bed sheets.

We should never go below our knees.

Absolutely right.

When I asked you the question of risk, and you made that face, I thought that this person must be tensed when everything is going well. Yes, that we are is that, when everything is going well, then he must be tensed. Yes, that we are doing something wrong.

Something is wrong.

Or we are not doing the work properly. While walking, we do something.

Everything is going well, but we are not enjoying.

We are not running fast enough. Is what it shows. If everything is very smooth, that means you are not that fast. I said, something is wrong. Where did this calmness come from?

How did this calmness come?

Do something. Let's run faster. And last sir, your meaning of success. Your meaning of success is, I think we should break success into small parts. I can give you an example of my life.

When we had Maruti 800 and Maruti Zen, I defined success as Lancer SFX. I am talking about that time. Red and yellow Lancer used to come. Nothing could be more beautiful than that. There was a Lancer in red and yellow color. Nothing could be more beautiful than that. And there was no greater status to think than that.

So my success, which I define, was the success of being able to reach that car. Then after that I made the next target, success step number one. Success step number two was, Honda Accord, not the new generation, the older generation, because new generation was unthinkable.

Older generation. After that, the next target was Mercedes. If I had measured the success of Phantom directly, that I would have reached Phantom directly, but probably I would have stopped halfway and my motivation would have broken.

So I broke the success. Whatever our definition is, whatever we expect, break it. Achieve it step by step, your motivation will increase. So this is my definition of success and success is if you have a fantastic family life, you have a fantastic business where every single team member of yours is happy, doing the same business.

Means today I feel like coming to the office today. I am craving to come to the office. We have such situations. We are craving to reach the office quickly. I have to do this. I have to reach the office and work. Is how I will define success.

So, these are multiple parameters and my opinion. If you are doing something that is not working, then that is success in life. Yes. Amazing. parameters and my opinion. And I hope that the youth who are watching this, who want to do business, who are doing business, and who are already in business, will be inspired by today's podcast, will learn from it, and will have a new love for cars.

And, sir, there were a lot of things in today's podcast, but one particular thing, how to buy a car, which car to buy, and which, in my opinion, and which, in my opinion,

if anyone in India knows more about this topic, Thank you.