Pitch Introduction
Pflow Shark Tank India presentation marked a significant moment in medical device innovation during Season 2. The husband-wife duo Dr. Ashish Rawandale-Patil and Preeti Rawandale-Patil entered the tank seeking ₹60 Lakhs for 1% equity, valuing their portable uroflowmetry device company at ₹60 Crores. Their mission centered on transforming how urology patients undergo urinary flow testing by bringing dignity and convenience to a process traditionally conducted in embarrassing hospital environments.
Business Overview
Product/Service: Pflow is a portable uroflowmetry kit designed for home use. The device consists of a specialized funnel and container system that allows patients to conduct urine flow tests privately. Users photograph the results and upload them through a mobile application, where certified urologists analyze the images and generate medical reports within the app.
Problem It Solves: Conventional uroflowmetry requires patients to visit hospitals when their bladder is full, then urinate into electronic machines while technicians monitor the process closely. This creates significant psychological discomfort and performance anxiety, often leading to false positive results due to patient inability to urinate naturally under observation. Pflow eliminates this embarrassment by enabling private home testing.
Target Market: The company serves urology patients suffering from conditions including repeated urinary tract infections, prostate issues, male and female infertility, urinary strictures, and bladder emptying disorders. The primary customers include individual patients seeking privacy and urologists looking for convenient patient monitoring solutions.
Unique Selling Proposition: The device offers over 95% accuracy compared to conventional electronic uroflowmeters while maintaining an 80% gross margin. Unlike expensive hospital equipment requiring trained technicians, Pflow operates through simple photo analysis by qualified doctors, making it accessible for developing nations beyond India.
| Company Detail | Information |
|---|---|
| Company Name | Pflow (Tejnaksh Healthcare) |
| Founded | 2021 |
| Founders | Dr. Ashish & Preeti Rawandale-Patil |
| Location | Dhule, Maharashtra |
| Industry | Medical Devices / Urology |
| Website | tejnaksh.com |
About Founder’s
Dr. Ashish Rawandale-Patil brings extraordinary credentials to Pflow as a renowned urologist with extensive international training. He completed his MBBS from BJ Medical College Pune, followed by MCh Urology training at Sushrut Hospital and Research Centre. His specialization continued at Bombay Hospital, AIIMS New Delhi for DNB Urology, and advanced fellowships in Singapore and Detroit, USA, focusing on robotic surgery. Beyond medicine, he holds Guinness World Records for removing 72,005 kidney stones from a single patient and performing the largest kidney removal surgery.
Preeti Rawandale-Patil serves as co-founder alongside her husband. Together, they also operate Tejnaksh Healthcare Limited, a public-listed company established in 2009 that went public in 2015 and currently generates ₹125 Crore in annual revenue. This existing infrastructure provides Pflow with manufacturing capabilities and business expertise, though the intellectual property for Pflow remains personally held by Dr. Ashish rather than the listed entity.
- Guinness World Record for most kidney stones removed from single patient
- Extensive medical training from BJ Medical Pune, Bombay Hospital, and AIIMS Delhi
- International fellowship experience in Singapore and Detroit robotic surgery
- Successful track record running ₹125 Crore listed company Tejnaksh Healthcare
- Deep domain expertise in urology and patient care protocols
Shark’s and Founder’s QnA
What is the price point and manufacturing cost for the Pflow device?
The device retails at ₹1,300 to customers while the manufacturing cost including boxing and logistics comes to approximately ₹200 per unit, resulting in an 80% gross margin structure.
Is this primarily a B2B or B2C business model?
The business operates on a hybrid B2B2C model. While patients purchase directly through the website or Amazon, the company targets partnerships with urologists who recommend the device to their patients, creating a channel-driven distribution strategy.
What revenue potential do you see in the next three years?
With over 10,000 urologists currently practicing in India, capturing just 500 urologists as referral partners could generate ₹25 Crores in revenue. The profit margin per unit remains healthy at approximately ₹1,000, making this a highly scalable opportunity in an entirely new product category.
Can you clarify the company structure and IP ownership?
The intellectual property for Pflow is personally held by me rather than Tejnaksh Healthcare. Two pathways exist for scaling: either operating as a subsidiary with board permission from the listed company, or running it as a separate private limited entity with personal IP ownership.
What is the background of your listed company Tejnaksh?
We established Tejnaksh Healthcare as a private limited company in 2009, took it public in 2015, and currently operate 110 hospital setups. The company generates ₹125 Crores in annual revenue, providing us with manufacturing infrastructure and business experience.
You mentioned Guinness World Records. What records do you hold?
I hold two records: first, removing 72,005 kidney stones from a single kidney, and second, performing the largest kidney removal surgery. These stones varied significantly in size, from minute particles to larger calculi.
What offer are you making as Sharks?
We believe this invention will create massive impact across developing nations, not just India. We offer ₹60 Lakhs for 10% equity, valuing the company at ₹6 Crores. However, we require clarity on corporate structure and exit pathways, along with patent filing confirmation for this global-first innovation.
Why are you declining the current offer of 10% equity?
We would like to counter with a final offer of ₹60 Lakhs for 6% equity, with 3% each allocated to Namita and Amit. This structure provides sufficient equity for impactful involvement while maintaining founder control.
Key Stats & Financials
Pflow demonstrated strong unit economics and early traction in the urology device market. The company launched its first batch in January 2022 and achieved significant sales velocity within the first operational year, selling 650 units by September 2022 entirely through direct-to-consumer channels.
- Sales: 650 units sold by September 2022 since January launch
- Margins: 80% gross margin with ₹200 manufacturing cost against ₹1,300 retail price
- Valuation: ₹60 Crores initial ask, revised to ₹10 Crores final deal
- Investment Request: ₹60 Lakhs for 1% initially, closed at 6% equity
- Use of Funds: Product market fit validation, regulatory approvals, and scaling production
| Metric | Value |
|---|---|
| Retail Price | ₹1,300 per unit |
| Manufacturing Cost | ₹200 per unit |
| Gross Profit Margin | 80% |
| Units Sold (Sep 2022) | 650 units |
| Accuracy vs Electronic | Over 95% |
Business Potential and TAM
The uroflowmetry device market represents a significant opportunity in preventive healthcare. With 10,000 practicing urologists in India and millions of patients requiring regular urinary flow monitoring, Pflow addresses a gap between expensive hospital equipment and patient need for privacy. The device creates a new category similar to how thermometers became home essentials, potentially reaching every household with elderly members or urological conditions.
- Total Addressable Market: 10,000 urologists and millions of UTI/prostate patients
- Target Partnerships: 500 urologists for ₹25 Crore revenue potential
- Geographic Expansion: Applicable across all developing nations
- Prevention Focus: Shifting from curative to preventive urological care
Pflow: Ideal Target Audience & Demographics
| Demographic | Details |
|---|---|
| Primary Users | Urology patients aged 40-70 with BPH or strictures |
| Secondary Users | Fertility clinics and infertility patients |
| B2B Partners | Individual urologists and hospital chains |
| Geographic Focus | Urban and tier-2 cities in India initially |
| Income Level | Middle to upper-middle class patients |
Marketing and Distribution Strategy
Pflow employs a dual-channel strategy combining direct-to-consumer sales with professional healthcare partnerships. The device is available through the company’s own e-commerce platform and Amazon marketplace, ensuring broad accessibility. Simultaneously, the team targets urologists who can recommend the device to patients, creating a sustainable referral ecosystem. Future roadmap includes obtaining regulatory certifications for expanded medical claims and potentially integrating digital health records for seamless patient monitoring.
- Direct online sales through proprietary website and Amazon
- Urologist referral program targeting 500 key opinion leaders
- Hospital chain partnerships for bulk procurement
- Regulatory pathway development for international markets
Pflow Deal Outcome
After initial hesitation regarding corporate structure clarity, Dr. Ashish and Preeti secured a deal with two Sharks. Namita Thapar brought her healthcare expertise and brand-building capabilities, while Amit Jain offered his e-commerce and scaling experience. The final agreement valued the company at ₹10 Crores, significantly lower than the initial ask but providing crucial capital and strategic mentorship for the pre-revenue medical device startup.
| Deal Component | Details |
|---|---|
| Sharks Invested | Namita Thapar and Amit Jain |
| Total Investment | ₹60 Lakhs |
| Equity Diluted | 6% (3% each Shark) |
| Final Valuation | ₹10 Crores |
| Deal Status | Closed Successfully |
Pflow Post-Show Update
Following their appearance on Shark Tank India Season 2, Pflow continued operations under the Tejnaksh Healthcare umbrella. The company leveraged the investment to expand production capabilities and enhance their digital platform for report analysis. The exposure from the show significantly increased brand awareness among both patients and urologists, driving adoption of home-based uroflowmetry testing across India.
Business Analysis & Lessons
The Pflow pitch demonstrates the importance of clear corporate structuring when seeking investment. While the founders possessed impressive credentials and a innovative product, the ambiguity regarding IP ownership between the listed parent company and the new venture created initial investor hesitation. The pitch also highlights how high margins and social impact can justify premium valuations in healthcare, even with modest early sales. The successful close with two Sharks validates the massive potential for digitizing traditional medical diagnostics.
- Clear corporate structure is essential for investor confidence
- High gross margins enable scalable medical device businesses
- Patient dignity and convenience drive adoption in healthcare
- Founder credibility through domain expertise accelerates trust
Pitch Conclusion
Pflow Shark Tank India appearance marked a watershed moment for home-based medical diagnostics. By combining Dr. Ashish’s clinical expertise with innovative hardware design, the company addresses a genuine patient pain point while building a sustainable business model. The deal with Namita and Amit provides not just capital but strategic guidance to navigate the complex healthcare regulatory landscape. For entrepreneurs watching, this pitch underscores that solving real problems with empathy and technical excellence can overcome initial structural challenges.