Sometimes, one bold step is enough to change the game. Balika Vadhu fame Neha Marda did exactly that on Shark Tank India 5. In episode 16, she entered the tank not as a TV star, but as a first-time entrepreneur with a personal story and a clear vision.
Despite facing tough questions and sharp criticism from the sharks, Neha walked away with a big deal that surprised many viewers. Her journey on the show quickly became one of the most talked-about moments this season.
Neha appeared with her two co-founders to pitch Phitku, an alum-based deodorant brand. Alum (also known as fitkari) has been used for years in Ayurveda for its natural deodorising and antiseptic benefits. The team gave this traditional ingredient a modern makeover with stick-format packaging, trendy designs, and different “flavours”.
Neha Marda Gives Emotional Pitch, Faces Tough Questions
What instantly caught attention was Neha Marda’s entry. She began her pitch with a short dance performance to introduce the product. Soon after, she shared a deeply personal experience. Neha revealed that she struggled with strong body odour after pregnancy, which affected her confidence. This challenge inspired her to create a toxin-free, fragrance-free deodorant that offers long-lasting protection.
However, the sharks were not fully convinced. Namita Thapar questioned the Rs 999 price point and openly doubted its appeal in a price-sensitive market. She asked, “India relate kar paayegi?” Anupam Mittal raised concerns about the brand’s messaging and wondered if the “fragrance-free” promise was just a marketing gimmick. He also questioned the idea of offering “flavours” for a scentless product.
Aman Gupta added that deodorants are usually bought for fragrance, making a scent-free version hard to sell. He also asked whether the brand’s popularity was driven by the product or Neha’s celebrity image.
How Neha Marda Still Cracked The Deal On Shark Tank India 5
As the pitch continued, the founders were questioned about numbers, transparency, and the need for water to use the product. These issues led Namita Thapar, Ritesh Agarwal and Amit Jain to opt out of the deal.
Still, Anupam Mittal and Aman Gupta saw potential. While they were unhappy with some inconsistencies, they appreciated the innovation and Neha’s honest personal connection to the brand. After negotiations, the two sharks agreed to invest Rs 1.8 crore each for 1 percent equity per investor, valuing Phitku at Rs 180 crore. The deal also included a 5 percent royalty until Rs 5.4 crore was recovered.
After a quick discussion, the founders accepted the offer. Neha Marda’s brother, who is also a co-founder, sealed the moment by saying, “Deal pakki hai.” The pitchers and investors shook hands, smiled for the cameras and celebrated a win that turned criticism into opportunity on Shark Tank India 5.
