Biography of Raghav Mahajan: Co-founder of Trajectory -Entrepreneur
Trajectory’s Journey: A Startup’s Rise and Shark Tank Challenge
Raghav Mahajan, co-founder of Trajectory, believes that
comfort should not be a luxury but an essential part of daily life. Under his
leadership, Trajectory has grown into a brand that provides ergonomic products
designed for travel and everyday convenience. With the philosophy of "Find
Your Trajectory," the company aims to make comfort accessible to all,
allowing people to chase their dreams without compromising on ease.
From a Simple Idea to a Growing Business
Trajectory was founded by Raghav Mahajan and Himanshu Verma,
two product developers who started their entrepreneurial journey on a camping
trip. Frustrated with the lack of affordable, high-quality sleeping bags, they
created their own. Encouraged by the demand when they listed their product on
Amazon, they expanded their offerings to include travel pillows, neck cushions,
and other comfort-based accessories.
Milestones and Achievements
Over the years, Trajectory has achieved remarkable success.
More than one million customers have chosen its products, and the brand has
become a bestseller in multiple categories on Amazon. It also became the first
homegrown comfort brand to establish a presence in over ten premium airport
locations, with plans to expand to thirty. Moreover, it pioneered bringing
comfort products to quick-commerce platforms like Zepto and Swiggy Instamart.
Rapid Financial Growth
Trajectory’s financial performance has been impressive. In
the fiscal year 2023–24, the company generated ₹6.2 crore in revenue and
projected ₹15 crore for the following year. With an EBITDA margin of 21%, the
company has demonstrated strong profitability. What started as a bootstrapped
venture with an initial investment of just ₹25,000 has now grown into a
multi-crore brand.
Sales Channels Driving Success
Trajectory’s sales distribution highlights its strong
e-commerce presence. Around 57% of sales come from Amazon, while 32% are
generated from quick-commerce platforms like Blinkit and Zepto. The remaining
11% come from airport retail stores, further establishing the brand’s
visibility among travelers.
The Shark Tank India Pitch
Hoping to take Trajectory to greater heights, Raghav and
Himanshu entered Shark Tank India seeking ₹1 crore for 2% equity. Their goal
was to secure strategic funding to expand their brand further. However, their
pitch faced immediate skepticism from the sharks, who questioned the uniqueness
of their products.
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Anupam Mittal’s Sharp Critique
Anupam Mittal was the first to challenge the founders,
questioning why they were even on Shark Tank. He pointed out that similar
products were widely available at airports and online marketplaces, making it
difficult for Trajectory to stand out. When the founders compared their brand
strategy to Red Bull, the analogy failed to impress the sharks.
Product Quality Under Scrutiny
Despite the concerns over differentiation, the sharks
acknowledged the high quality of Trajectory’s products. The founders claimed
their memory foam travel pillow was superior to competitors, but the sharks
pushed them to explain what made it unique beyond its material and design.
Challenges in Branding and Marketing
Branding emerged as a major issue during the discussion.
While the founders insisted that competitors were bidding on their brand’s
keywords online, they struggled to provide data on organic searches for
Trajectory. This raised doubts among the sharks about whether customers were
actively seeking the brand or just generic travel comfort products.
Concerns Over the Logo
Adding to the branding concerns, Ritesh Agarwal pointed out
that Trajectory’s logo closely resembled Tesla’s. This raised further questions
about the company’s branding clarity and the need to establish a distinct
identity in the market.
Sharks Begin to Opt Out
Due to these concerns, Aman Gupta was the first to decline
the investment, stating that the brand felt like a commodity rather than a
unique offering. Namita Thapar and Anupam Mittal soon followed, citing unclear
communication and weak market positioning as reasons for opting out.
A Ray of Hope from Two Sharks
Despite the tough questioning, two sharks—Ritesh Agarwal and
Peyush Bansal—saw potential in the company. Ritesh believed in the brand’s
expansion strategy, while Peyush valued the product itself. However, Peyush
expressed concerns about Raghav’s energy and suggested that Himanshu should
ensure it was channeled productively.
The Negotiation and Final Deal
Initially, Peyush offered ₹1 crore for 5% equity with a 2%
royalty until the investment was recovered. After intense negotiations,
Trajectory secured a deal with Ritesh Agarwal: ₹50 lakh for 3% equity and ₹50
lakh as debt at 8% interest. This provided the company with the necessary
capital while keeping equity dilution minimal.
The Road Ahead
With Ritesh Agarwal’s backing, Trajectory now aims to
strengthen its brand identity, refine its market strategy, and boost consumer
awareness around travel comfort. The journey ahead is filled with
opportunities, and the company is determined to establish itself as India’s
go-to brand for ergonomic comfort products.
Timeline for story
2019 – Trajectory founded by Raghav Mahajan and Himanshu
Verma.
2020 – First product listed on Amazon; initial success with
sleeping bags.
2022 – Expanded product range to travel pillows and comfort
accessories.
2023 – Became a bestseller on Amazon; entered premium
airport retail.
2024 – Projected revenue of ₹15 crore; featured on Shark
Tank India S4.
Shark Tank Deal – Secured ₹50 lakh for 3% equity and ₹50
lakh as debt at 8% interest from Ritesh Agarwal.
