Panchal Dairy’s Goat and Sheep Cheese Impresses on Shark Tank India, But Sharks Doubt Growth

Dairy businesses in India often focus on cow and buffalo milk products, but Panchal Dairy has taken a different route. Founded by Arpan Kalotra and Bhimsingh Ghanghal, this Gujarat-based dairy startup specializes in producing cheese from goat and sheep milk, a niche but growing market.

Inspired by the Panchal Rabari pastoral community, the founders set out to create high-quality artisanal cheese while preserving traditional dairy farming methods.

Their pitch on Shark Tank India sparked an engaging discussion, where the sharks appreciated their effort but raised serious concerns about business scalability and hygiene standards.

Click here to visit their website: Panchal Dairy

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Arpan and Bhimsingh didn’t originally plan to be entrepreneurs.

• Both were preparing for government exams but shifted focus during the COVID-19 pandemic.
• They engaged with an NGO that worked on goat and sheep health, which led them to explore the potential of dairy products made from non-traditional milk sources.
• They discovered a huge gap in the market for goat and sheep milk cheese and decided to start Panchal Dairy.

• They work closely with local farmers and the Rabari community.
• They produce unique cheeses like pecorino and goat cheese.
• Their cheese has been recognized at the World Cheese Awards.

Despite their passion, scaling a rural dairy business is no easy task, something the sharks immediately pointed out.

While the founders brought an inspiring story to the tank, their financials told a different story.

• FY22-23: ₹6.2 lakh
• FY23-24: ₹6.64 lakh
• FY24-25 (Till Sep): ₹1.78 lakh
• FY24-25 Projected: ₹7 lakh

• FY22-23: ₹3.5 lakh
• FY23-24: ₹4 lakh

With flat revenues and no clear path to scaling, the sharks were understandably concerned.

The founders sought ₹20 lakh for 10% equity, valuing Panchal Dairy at ₹2 crore.

Shark Ritesh seriously considered investing but hesitated.

• The business was too small to attract significant funding.
• Revenue had stagnated at ₹7 lakh annually, with no clear growth strategy.
• While the founders had passion, they lacked business acumen and marketing expertise.

Ultimately, Ritesh backed out, stating that he was unsure whether Panchal Dairy could scale beyond its small village operations.

Shark Aman, who often supports grassroots entrepreneurs, felt this investment would set the wrong precedent.

• He acknowledged their effort but didn’t see a strong business model.
• He cautioned against investing in businesses with unclear financial paths.

He too opted out, echoing Ritesh’s concerns.

While most sharks dismissed the pitch, Namita Thapar saw potential, but on her terms.

Shark Namita didn’t invest outright but offered a structured challenge:

• She would provide ₹2 lakh as a CSR loan.
• The founders had six months to double their revenue to ₹14-15 lakh.
• If they succeeded, she would reconsider investing.

Her main concerns were:

• Hygiene standards – The founders needed to ensure proper food safety measures.
• Lack of automation – Scaling a dairy business without efficient processes would be difficult.
• Distribution challenges – Selling artisanal cheese requires strong branding and marketing.

While shark Namita’s offer wasn’t the investment the founders were hoping for, it was a crucial opportunity to prove themselves.

To meet Namita’s challenge and attract future investors, Panchal Dairy needs to focus on three key areas:

• Implement strict hygiene protocols in production.
• Use high-quality packaging to extend shelf life.
• Get FSSAI certification to meet food safety standards.

• List products on premium online marketplaces.
• Partner with restaurants, hotels, and specialty stores.
• Explore direct-to-consumer models with subscription cheese boxes.

• Raise awareness about the benefits of goat and sheep milk cheese.
• Invest in social media marketing and influencer collaborations.
• Create a brand story that highlights their connection to the Rabari community.

If they execute these strategies well, Panchal Dairy could transform from a small village operation into a recognized artisanal brand.

Their Shark Tank India appearance offers valuable takeaways for other entrepreneurs:

1. Passion is Not Enough: While the founders were deeply committed, their business model lacked growth potential.
2. Hygiene and Automation Matter in the Food Industry: Investors expect proper food safety and efficient production processes.
3. Revenue Growth is Key for Funding: Investors are more likely to invest in startups showing consistent growth.

Panchal Dairy’s Shark Tank India pitch was a mix of admiration, skepticism, and opportunity.

While the sharks appreciated their effort, they were hesitant due to slow sales, hygiene concerns, and distribution challenges.

However, Namita Thapar’s structured funding challenge gives them a fighting chance.

If the founders can prove they can scale, Panchal Dairy could become India’s leading goat and sheep milk cheese brand.

Their journey from a small Gujarat village to the national stage is inspiring, but now, it’s time to see if they can turn that inspiration into real business success.