Panchal Dairy was founded by Arpan Kalotra and Bhimsingh Ghanghal.
Both founders hail from a small village in Gujarat and are deeply connected to the Panchal Rabari pastoral community, known for raising indigenous Panchali sheep.
They initially prepared for government exams but shifted their focus during the COVID-19 pandemic after engaging with an NGO that focused on the health of goats and sheep.
This led them to explore the potential of using goat and sheep milk for dairy products, starting their entrepreneurial journey.
Brand Overview
Panchal Dairy is a unique dairy business that specializes in producing a variety of cheeses from goat and sheep milk.
Inspired by the Panchal Rabari pastoral community of Gujarat, Panchal Dairy is committed to quality and innovation in its cheese-making process.
Based in a small Gujarat village, Panchal Dairy aims to revolutionize the dairy industry by focusing on goat and sheep milk products, creating a niche for itself.
They emphasize the uniqueness and quality of their cheeses, including goat cheese and pecorino.
Shark Tank India Appearance & Ask
During their appearance on Shark Tank India Season 4, Arpan Kalotra and Bhimsingh Ghanghal showcased their brand, Panchal Dairy.
Dressed in traditional attire, they passionately sought an investment of ₹20 lakh in exchange for a 10% equity stake in their business.
They spoke about their journey from a small village to earning recognition at the World Cheese Awards, selling over 1,120 kg of cheese.
They also discussed their commitment to their community and the uniqueness of their products.
Season and Episode Air Date
Season: 04
Episode: 37
Episode Air Date: Tuesday, 25 February 2025
Product Overview
Panchal Dairy specializes in producing a variety of cheeses using goat and sheep milk.
Their product range includes goat cheese and pecorino, known for their unique flavors and high quality.
The dairy’s products have gained recognition, including a nomination at the 2023 World Cheese Awards in Norway for their fresh Goat cheese.
They sold 1,120 KG of their cheese
Investor Reactions
The Sharks were impressed by Arpan Kalotra and Bhimsingh Ghanghal’s entrepreneurial spirit, commitment to quality, and dedication to their community.
Anupam Mittal called their story incredible, while Namita Thapar appreciated that the NGO leader supporting them held no equity in their company.
However, the Sharks generally felt the business was too small for their investment at this stage.
Some sharks were concerned about the business being started by chance and not being thought out..
Customer Engagement Philosophy
Panchal Dairy focuses on connecting with customers by emphasizing the quality and uniqueness of their cheeses.
They aim to create a brand that reflects their commitment to the Panchal Rabari community and their dedication to preserving traditional cheese-making practices.
Product Highlights
Unique cheeses made from goat and sheep milk
High-quality products recognized at the World Cheese Awards
Commitment to sustainable and ethical practices
Support for the Panchal Rabari pastoral community
Future Vision
With Namita Thapar’s support and mentorship, Panchal Dairy plans to scale their business.
The founders aim to increase revenue, improve their production processes, and expand their market reach.
Their long-term vision is to establish Panchal Dairy as a successful and sustainable brand that continues to support their community and promote the unique flavors of their goat and sheep milk cheeses.
They would like to bring these cheeses to global homes.
Deal Finalized or Not
While the Sharks appreciated their efforts and recognized their potential, they collectively agreed that the business was still too small for them to invest in meaningfully with equity.
However, Namita Thapar offered them ₹2 lakh as a loan from her CSR fund for the next six months, alongside mentorship through weekly Zoom calls, challenging them to scale and exit with ₹14-15 lakh after a year to potentially secure an investment from her at that time.
The founders accepted Namita Thapar’s offer.
Panchal Dairy Shark Tank India Review Website Data
Category
Details
Website Information
Website
Panchal Dairy
CMS
WordPress/WIX
SEO Performance
Poor (Needs improvement)
Organic Traffic
287 visitors per month
Founders
Founders
Arpan Kalotra & Bhimsingh Ghanghal
Background
From a small village in Gujarat, connected to the Panchal Rabari pastoral community
Initial Career Plans
Prepared for government exams
Shift to Dairy Business
Inspired by an NGO working on goat & sheep health during COVID-19
Brand Overview
Business Model
Specializes in goat & sheep milk cheese production
Community Influence
Inspired by Panchal Rabari pastoral traditions
Focus
Quality, innovation, and niche dairy products
Product Uniqueness
Goat cheese, pecorino
Shark Tank India Appearance
Season
04
Episode
37
Air Date
Tuesday, 25 February 2025
Investment Ask
₹20 lakh for 10% equity
Sales Achievements
1,120 kg of cheese sold
Award Recognition
World Cheese Awards Nominee (2023) – Norway
Investor Reactions
Anupam Mittal
Called their story “incredible”
Namita Thapar
Appreciated that NGO leader had no equity in the business
Concerns from Sharks
Business was too small for investment, lacked a well-planned start
Deal Finalized
Investment Status
No equity investment
Namita Thapar’s Offer
₹2 lakh loan from CSR fund for 6 months + mentorship via weekly Zoom calls
Growth Challenge
Scale business to ₹14-15 lakh revenue in a year to qualify for investment
Raising awareness about goat & sheep milk cheese benefits
Perishable Product
Risk of spoilage, needs strong supply chain management
Mitigation Strategies
Scaling
Invest in equipment & processes without sacrificing quality
Cold Chain Logistics
Improve transport & storage to ensure freshness
Consumer Awareness
Marketing campaigns for education
Inventory Management
Time-based discounts to reduce wastage
Future Business Roadmap
Short-Term Goals
Increase website traffic to 5,000 visitors/month, ₹14-15 lakh revenue target, expand to 10-15 retailers
Mid-Term Goals
Expand production capacity, new cheese varieties, 50% D2C sales
Long-Term Goals
Become a leading artisanal cheese brand in India, explore exports, increase brand valuation to ₹10 crore
Panchal Dairy Shark Tank India Business Plan
Business Potential in India
Market Size: The Indian dairy market is one of the largest globally, valued at approximately INR 13 lakh crore (USD 160 Billion) in 2024 and is projected to reach INR 30.8 lakh crore (USD 378 Billion) by 2032.
Cheese Market: Within the dairy sector, the Indian cheese market is relatively small but growing rapidly. It is estimated at INR 4,000 crore (USD 490 million) and is expected to grow at a CAGR of 15-20% in the next five years, driven by increasing urbanization and changing dietary preferences.
Artisanal Cheese: The artisanal cheese market is an emerging niche segment in India. Consumers are increasingly seeking unique, high-quality, and locally produced cheeses.
Consumer Trends:
Increasing demand for premium and artisanal food products.
Growing interest in sustainable and ethically produced items.
Rising awareness of the health benefits of goat and sheep milk.
Total Addressable Market (TAM)
Target Market: The TAM for Panchal Dairy includes consumers seeking unique, high-quality artisanal cheeses made from goat and sheep milk, emphasizing local and sustainable sourcing.
Restaurants & Hotels: Incorporating local cheeses into their menus.
Specialty Food Retailers: Catering to discerning customers.
Export Market: Targeting Indian diaspora seeking authentic flavors.
Ideal Target Audience & Demographics
Age Group: 25-55 years
Income Level: Upper-middle class with disposable income for premium food items.
Location: Primarily urban areas in India, with a focus on major metropolitan cities like Mumbai, Delhi, Bangalore, and Chennai.
Education Level: College-educated or higher, with an appreciation for fine food and culture.
Psychographics: Foodies, gourmets, and environmentally conscious consumers who value authenticity, sustainability, and local sourcing.
Marketing Strategy
Brand Positioning: Panchal Dairy: Authentic Indian artisanal cheeses, crafted with care and tradition.
Content Strategy:
Artisan Stories: Share the story of the Panchal Rabari community and their cheese-making traditions.
Product Education: Highlight the unique characteristics and flavor profiles of goat and sheep milk cheeses.
Recipe Inspiration: Provide recipes and serving suggestions featuring Panchal Dairy cheeses.
Digital Marketing Strategy:
SEO Optimization: Improve website visibility through targeted keywords related to artisanal cheese, goat cheese, sheep cheese, and Indian dairy products. (Current Organic Traffic: 287 visitors per month)
Social Media Marketing:
Instagram: High-quality photos and videos showcasing the cheese-making process and finished products.
Facebook: Engage with customers through contests, promotions, and community building.
YouTube: Educational videos about cheese-making, recipes, and artisan stories.
Email Marketing: Build an email list and send newsletters featuring new product releases, promotions, and cheese-pairing tips.
Distribution Strategy
Direct-to-Consumer (D2C): Establish an online store on platforms like Shopify or WooCommerce to sell cheeses directly to consumers.
Strategic Partnerships:
Collaborate with specialty food retailers, gourmet stores, and high-end supermarkets to stock Panchal Dairy cheeses.
Partner with restaurants, hotels, and cafes to feature cheeses on their menus.
Explore wholesale distribution opportunities with catering companies and event organizers.
Local Markets & Events: Participate in farmers’ markets, food festivals, and artisan fairs to showcase and sell products directly to customers.
Advantages of Panchal Dairy
Unique Product Offering: Goat and sheep milk cheeses differentiate them from mainstream dairy brands.
Artisanal & Handcrafted: Appeals to consumers seeking high-quality, authentic products.
Local Sourcing & Sustainability: Supports local farmers and promotes sustainable practices.
Strong Community Connection: Rooted in the Panchal Rabari community, offering a unique brand story.
CSR Support: Namita Thapar has been a great help to leverage their presence on Shark Tank India to boost their brand awareness and support.
Challenges Faced by Panchal Dairy
Limited Production Capacity: Scaling production while maintaining artisanal quality can be challenging.
Distribution & Logistics: Maintaining freshness and quality during transportation can be complex.
Consumer Education: Educating consumers about the benefits and unique flavors of goat and sheep milk cheeses.
Perishable product: Risk of spoiling, requires stringent supply chain controls.
Reasons for Potential Success & Mitigation Strategies
Success Factors:
Growing demand for artisanal, local, and sustainable food products.
Unique and differentiated product offering.
Support from Namita Thapar and access to her mentorship and CSR funding.
Mitigation Strategies:
Scale Production Sustainably: Invest in equipment and processes to increase production without sacrificing quality.
Develop Cold Chain Logistics: Implement efficient cold chain logistics to ensure freshness during transportation.
Consumer Education Campaigns: Launch marketing campaigns to educate consumers about goat and sheep milk cheeses.
Implement Stringent Inventory Management: Track inventory closely, and offer time based discounts to avoid spoilage and wastage.
Future Business Roadmap & Valuation Increase Plan
Short-Term Goals (Next Year):
Increase website traffic to 5,000 visitors per month through improved SEO and content marketing.
Achieve ₹14-15 lakh in revenue as per Namita Thapar’s challenge.
Expand distribution to 10-15 specialty food retailers in major cities.
Mid-Term Goals (Next Two Years):
Increase production capacity to meet growing demand.
Develop new cheese varieties and expand product offerings.
Establish a strong online presence and generate 50% of sales through direct-to-consumer channels.
Long-Term Goals (Next Five Years):
Become a leading artisanal cheese brand in India.
Explore export opportunities to international markets.
Increase brand valuation to ₹10 crore through revenue growth, market expansion, and strategic partnerships.
By focusing on its unique product offering, leveraging sustainable practices, and building strong customer relationships, Panchal Dairy can achieve its vision of becoming a successful and recognized artisanal cheese brand while supporting its community and preserving traditional cheese-making practices.
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