Eyeing expansion beyond borders with improved quality, Dinesh Sain, Co-Founder and COO of Drona Aviation Pvt Ltd, talks about drone learning and experimentation in a conversation with Nitisha Dubey from EFY.
Q. What is Drona Aviation, and how did you develop the idea for this drone business?
A. We started our company in November 2014 with three founders: Dinesh Sain, Prasanna Shevare, and Apurva Godbole. Initially, we explored various drone applications, including aerial cinematography and firefighting drones. However, by 2016, we realised our efforts were not yielding significant financial returns, so we pivoted towards focusing on drones in education. We began by conducting drone workshops in colleges but soon identified the need for an affordable kit that students could use beyond the workshop. This led to the creation of our main product, Pluto, a small nano drone that weighs 60 grams. Most of its parts are manufactured in India, including the crucial flight controller we design and produce locally. While the motors and batteries are sourced from abroad, the frame is also made in India.
Q. How did Pluto’s introduction to schools impact the adoption of drones in educational settings in India?
A. Pluto is a versatile drone learning, teaching, and experimentation platform. We used it exclusively for our workshops but soon expanded its use to schools, becoming the first in India to introduce drones in educational settings. Although drones were already being used in schools outside India, we were pioneers in this area domestically. Since then, we have sold over 20,000 drones in India and internationally. Remarkably, out of 100 schools using drones in their curriculum, we are present in at least 70%.
Q. What are the key features of the Pluto drone platform?
A. Our brand name is Pluto, and every product we offer falls under this name. We have several key products, including Pluto 1.2, Pluto X, and Guru. Pluto 1.2 is a DIY, programmable drone that is highly popular in schools. It is an entry-level drone that teachers use to teach students about the different parts of a drone and how to build, program, and fly it. Pluto X, the ‘big daddy’ of Pluto 1.2, includes all the features of Pluto 1.2 plus a camera. It supports additional sensors, allowing for advanced experiments such as obstacle avoidance and localisation. Guru, similar to Pluto X, offers additional features, such as the ability to carry extra payloads while maintaining the same programmability across all versions. The Pluto platform comprises three main components: hardware, software, and learning content. The hardware includes the drones and their add-ons, like grippers for picking and dropping items and laser tag gaming features. The software supports C++-based programming, Python-based programming, and block-based programming, catering to different levels of learners. Block-based programming is particularly useful for school students, focusing on logic building without learning a programming language. The learning content is crucial for integrating drones into school and college curricula or extracurricular activities. We provide lesson plans and guidance on using drones, ensuring teachers can effectively teach both the product and broader concepts related to drones.
Q. How does Pluto aim to revolutionise learning and experimenting with drones?
A. What Arduino is for electronics and Raspberry Pi is for computing, we aim to become that for drones with Pluto. Our goal is to make Pluto the go-to platform for anyone looking to learn about or experiment with drones. Whether you are a complete beginner or an experienced technician, Pluto makes it easy to innovate and create. We believe drones are the future, much like how the internet was five years ago. Drones will become even more prevalent and useful in the next five years. Pluto is designed to inspire innovation and creativity, enabling people to explore a wide range of applications and possibilities in drone technology.
Q. What sets your drones apart from others in terms of features?
A. Compared to other Indian companies, we stand out by building our flight controllers. Additionally, we are one of the few companies working on nano drones that weigh less than 250 grams. Our focus is continuous innovation and regular software updates, even if the hardware remains unchanged. Drones involve a multidisciplinary effort, encompassing aerospace, electronics, software, and computer science. We strive to improve in every aspect, every month, every day.
Q. How does Pluto integrate drones into the existing school robotics curriculum?
A. We do not directly approach schools. Instead, we collaborate with partners already connected to schools, providing robotics kits and training. Integrating our drone into the existing curriculum creates value for both schools and distributors. Distributors benefit from offering additional products while we train their trainers to teach students about Pluto drones effectively. This approach ensures comprehensive training and seamless integration of our drones into educational programs.
Q. How does your drone support educational customisation and creativity?
A. Our drone is designed for education, allowing users to customise and build their own frames using our electronics. 3D printing, popular in and out of schools, enables students to design their frames and use our electronics to start flying. The drone’s modular design in electronics, software, and frame allows anyone, not just science students, to create something unique. Art students and advertising companies can also benefit from this flexibility.
Q. What are the eligibility criteria for a trainer?
A. A minimum qualification of completing 12th grade with a science background is sufficient. While a BTech degree is preferred, it is not mandatory. However, candidates must demonstrate a strong enthusiasm for new technologies.
Q. What is the structure and duration of the training sessions for students?
A. We offer six to eight-hour training sessions spread over two to three days. We also provide a year-long plan with weekly classes, unlike their regular subjects, such as daily math classes. Instead, they can have one class per week. Our curriculum is designed to run 24 to 30 classes over the year.
Q. In which state do you have the highest number of distributors?
A. Our major distributors are based in Delhi, but we also have distributors in Chennai, Hyderabad, and Mumbai. We offer both virtual and offline training, depending on the distributor’s preference and budget. We provide one complimentary virtual class. For offline classes, distributors are responsible for covering the costs associated with our trainers.
Q. How many units do distributors typically purchase?
A. It varies based on the number of schools targeted and their budgets. It is not just about the educational benefits for students; there are financial considerations as well, with some schools charging students for these expenses. Typically, schools buy at least five units, but this can increase to 20 or 30 depending on their budget. Additionally, our offerings include not only drones but also add-ons and extra components to support year-round classes. As students advance, they require new projects and experiments, so we provide drones, add-ons, extra batteries, and chargers to enhance their learning experience.
Q. What are the product prices and included services for distributors?
A. We do not charge schools directly. We charge distributors for the products. The distributor’s margin ranges from 15% to 35%, depending on the quantity. The MRP for Pluto 1.2 is ₹7300, Pluto X is ₹14,000, and Guru is ₹16,000. Along with the products, we primarily provide training and customer support, which is crucial for drones. Given the likelihood of crashes and damage, we offer a six-month warranty on the flight controller, a unique offering in India.
Q. Are you also providing your services to colleges in addition to schools?
A. We primarily focus on establishing drone labs, which involve integrating three different types of drones. We provide and customise slightly larger drones for the labs. The setup includes various types of equipment, such as the PID Jig, which teaches students about PID tuning for drones, and a thrust meter for measuring the motor’s thrust. These are a few of the additional features we offer. The package typically includes at least ten drones, two or three larger drones, extra spare parts, and a full-day workshop. During the workshop, teachers or students from colleges can participate. We also arrange for a guest lecturer from the industry to provide insights. Furthermore, our facility offers internship opportunities for interested and deserving students. We share problem statements for final-year projects so students can learn more and experiment. This comprehensive approach ensures that students gain hands-on experience and valuable industry knowledge.
Q. Can small drones be used effectively for commercial warehouse management?
A. We have developed this for educational purposes, allowing for various experiments. However, we aim to transition into real commercial applications in the future. Our small drones can be particularly useful for applications like warehouse management, where larger drones are impractical. These smaller drones are safer and less risky, making them ideal for indoor use or specific scenarios such as military operations or incidents like the Taj Attack. While we are currently focused on small drones, we also plan to explore larger drones. We intend to expand this initiative over the next four to five years.
Q. How do you teach beginners the basics of drones?
A. We assume they have a basic understanding of science but lack knowledge about drones. Therefore, we start with the fundamentals, explaining what drones are, their history, and the physics behind their flight (similar to aeroplanes). We then introduce Pluto and explain how it flies, the various sensors on it, their functions, and the different types of motors and batteries used. Next, we move on to programming, starting with building the drone and teaching different flight traits that can benefit students. We use block-based programming to simplify the process, so students do not need to learn a programming language. We provide a project book with over 25 projects, covering some of them and showing how to use different blocks for programming. We then allow time for hands-on practice, offering assistance if they encounter any issues.
Q. How do you handle the assembly and quality control of drones?
A. For the flight controllers, we outsource the assembly to specialised providers. We also outsource plastic manufacturing, motors, and batteries. Once all components arrive, we conduct quality control (QC) checks on each part and then assemble the drones on-site. Following assembly, we perform flight tests. Initial manufacturing is done externally, while QC testing, packaging, and drone assembly occur here. However, the assembly of electronic boards is outsourced due to the specialised machinery required.
Q. Can you describe your manufacturing plant, including the types of machines and the area size?
A. We have a small area since we sell around 600 to 800 kits monthly, with some fluctuations. This average volume does not require a larger space. However, if testing and packaging demands increase, we might need to reassess our space requirements. Currently, we manage with small machines.
Q. How are your sales distributed between B2B and B2C channels?
A. About 65% of our sales are through B2B channels. In the B2C sector, students and schools purchase from our distributors, and our products are also available on our website and Amazon.
Q. How do you generate revenue across various sales channels?
A. We primarily generate revenue through B2B sales, distributors, consumers, and online platforms like our website and Amazon. Training is a minor aspect of our operations since it is generally not our focus. Training for distributors is typically provided free of cost. Occasionally, we conduct workshops at colleges upon request.
Q. What is covered in your drone warranty policy?
A. We offer a six-month warranty on the flight controller, but other parts are not covered since their durability depends on how the drone is flown, which is like the policies of most drone companies. You can find all our oldest parts on our website or by contacting us directly. If customers lose or damage a component like a motor, they only need to purchase that specific part instead of replacing the whole drone or sending it to us. After the six-month warranty on the flight controller, we still provide repair services. Repairs are free for the initial six months, except for logistics costs. If a specific part is damaged, you only need to pay for that part, keeping repair costs minimal.
Q. What are your drone sales and growth targets?
A. We have sold over 21,000 units, and our growth was approximately 3500 units from 2023 to 2024. This year, we are targeting around 8000 units.
Q. What is your revenue growth target?
A. We have generated nearly Rs 20 million in revenue, slightly above that this year. Next year, we are targeting around Rs 60 million.
Q. Have you encountered any challenges in your industry?
A. Customers often perceive drones as toys or educational tools. To address this, we are conducting awareness campaigns. We also face challenges in component procurement, especially since some parts come from China. During COVID-19, we encountered difficulties in sourcing components, and in 2017, obtaining batteries was a major issue. Since no one manufactures these in India, we had to import cells from China and assemble the batteries ourselves. However, we have since achieved BIS certification.
The industry is constantly evolving with new improvements and technologies. Staying ahead of the market is crucial for us, enabling us to develop innovations today that we can sell tomorrow. Innovation is our focus, more so than sales. Our R&D team is larger than our sales team, which consists of only a few people. This is why we rely on distributors to handle sales. We focus on supporting these distributors, who then sell our products to schools and other customers.
Q. How are you expanding and enhancing your drone’s usability and market reach?
A. We are enhancing our drone’s features to improve quality and usability, especially for students. Additionally, we are expanding our focus beyond India, emphasising exports. This year, we will prioritise the USA and UAE markets, with the USA being a primary focus. We are partnering with distributors in these regions to achieve this goal.
