“Are you a poet or a businessman?” Sharks Criticize Trajectory on Shark Tank India

Delhi-based Trajectory is a startup that specialises in ergonomic comfort products, designed to make travel easier and more relaxing. The company was founded by Raghav Mahajan and Himanshu Verma, both IIT Delhi graduates and former product developers.

Their entrepreneurial story began on a camping trip. Frustrated by the lack of affordable yet high-quality sleeping bags, they decided to make one themselves. What started as a DIY project quickly turned into a business when they listed their product on Amazon and saw unexpected demand. Over the years, Trajectory expanded its range to include travel pillows, neck cushions, and other comfort-focused accessories.

Today, the brand has reached 10 lakh customers, with its products available on major e-commerce platforms and in 10 airports across India.

Click here to visit their website: Trajectory

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Trajectory’s financial performance impressed the sharks, even as they questioned the brand’s differentiation.

Trajectory’s Revenue Growth

• FY2023–24: ₹6.2 crore
• FY2024–25 (Projected): ₹15 crore

Trajectory’s Profitability & Margins

• EBITDA: 21%
• Initial Investment: ₹25,000 (bootstrapped)

Trajectory’s Sales Breakdown

• Amazon: 57%
• Quick Commerce (Blinkit, Zepto, etc.): 32%
• Airports: 11%

Trajectory’s Unit Economics

• COGS: 38%
• Commission: 11%
• Logistics: 19%
• Marketing: 3%
• Offline Exp. & Employee Cost: 8%
• EBITDA: 21%

Trajectory’s best-selling roduct, Neck Pillow (₹499 each) accounts for 59% of total sales. The company operates its own manufacturing unit in Rohini, Delhi, producing 30,000 units per month, with the capacity to scale up to 60,000 units.

The founders walked into Shark Tank India seeking ₹1 crore for 2% equity, hoping to convince the sharks of their brand’s market potential.

However, things didn’t go as planned. From the moment Trajectory’s pitch ended, the sharks didn’t hold back.

Shark Anupam Mittal

Anupam was the first to speak, and his reaction was anything but encouraging. “Why are you even on Shark Tank? These products are everywhere—airports, online. There’s no uniqueness. What’s stopping customers from choosing another brand?” he asked.

The founders attempted to defend their brand by drawing a parallel with Red Bull, arguing that their company focuses on travel comfort, not just products. But the analogy fell flat.

Shark Aman Gupta Calls Out Branding Issues

Aman, co-founder of boAt, challenged their brand visibility. He wanted to know whether customers were searching for “Trajectory” by name or using generic terms like ‘travel pillow’.

The founders admitted that competitors were bidding on their keywords, but their answer didn’t satisfy Aman. “You’re dodging the question. Is your keyword branded or non-branded?” he pressed.

When the response remained vague, Aman lost patience. “You’re beating around the bush. Just answer directly,” he said.

Shark Namita Thapar

Namita shared Aman’s frustration, pointing out that the founders’ evasive responses weren’t reassuring. “When we ask A, you answer B. When we ask B, you answer C. This doesn’t inspire trust,” she said.

It became clear that Trajectory’s biggest weakness wasn’t their product, but their inability to position it as a distinct brand.

Things weren’t looking good for Trajectory, until shark Ritesh Agarwal stepped in.

While the other sharks saw Trajectory as a commodity, Ritesh Agarwal, founder of OYO, saw an opportunity. He believed that with better branding and the right positioning, the company could carve a niche in the travel accessories market.

• Shark Piyush Bansal: ₹1 crore for 5% equity and a 2% royalty.
• Shark Ritesh Agarwal: ₹50 lakh for 3% equity and ₹50 lakh as a loan at 8% interest for three years.

The founders accepted Ritesh’s offer, securing an investor with strong experience in scaling consumer brands.

With Ritesh’s investment, Trajectory now has the chance to address its biggest weaknesses and build a stronger brand identity.

1. Brand Awareness – Improving marketing so customers recognise Trajectory by name, not just as another generic travel pillow.
2. Expanding Product Range – Beyond travel pillows, the company plans to launch ergonomic cushions, back supports, and sleep aids.
3. Retail Expansion – Increasing presence at more airports and offline retail stores to capture premium customers.

The episode highlighted important lessons for entrepreneurs pitching their businesses:

1. Brand Recognition Matters – A strong brand can justify a higher price. Without it, products become commodities.
2. Clear, Direct Communication Wins – Investors don’t appreciate vague answers or unnecessary storytelling.
3. Resilience Pays Off – Despite harsh criticism, the founders stayed composed and secured a deal.

Trajectory’s Shark Tank India appearance proved that having a good product isn’t enough, you need a strong brand and a clear market position.

With Ritesh Agarwal’s backing, the startup now has the resources to transition from being “just another travel pillow” to a household name in ergonomic comfort.

The real work begins now. Can they prove the sharks wrong and build an iconic Indian travel brand? Time will tell.