Shaan Puri

And the idea is he's going to import AC from the US, AC units, and he's going to go door to door selling them himself.

And he decides, I'm going to do this B2B.

I'm going to convince business owners that they should have AC because for them, it's not just about their own comfort, but like they're going to have more sales.

If their store has AC and the other store doesn't, customers are going to want to spend time in their stores.

So great idea.

Now he's like, how do I differentiate myself?

So he tries selling door to door.

He makes some progress just hustling and he hires some other island boys to come like help him sell.

But he's going up against General Electric, right?

So he's going up against like Westinghouse.

He's going up against these huge companies that have much bigger sales forces than him.

So he's like, he asked himself a better question.

Instead of how do I out-compete them on sales where they're excellent and have more resources, how do I do something they would not dare to do?

So he goes, what can the big guy not do?

Speed.

And what does the big company not care about?

Service.

So he decides to differentiate his offering.

So he says, if you call me, I'll have AC installed within eight hours.

And he just starts with that vision, and he works backwards to figure out operations.