₹15Cr Indian Toy Brand vs Chinese Toys: Solving Zero Repeat Rates Post-Shark Tank|Ft. Aditya Sehgal

About this episode

The episode discusses the challenges and strategies of scaling a toy brand in a competitive market.

₹15 Cr in revenue.A crowded toy market. And a big ambition to build a brand that can go global. In this episode, Yash Thombare and Vedang Nalawade, Co-Founders of Clapstore Toys, join Shantanu Deshpande (Founder & CEO, Bombay Shaving Company) along with Aditya Sehgal (Founder, Asgard. world | Ex-President & COO, Reckitt) for a sharp conversation on building a fast-growing toy brand focused on affordable, mass-market products for Indian families. From vendor dependence and manufacturing choices to distribution and category expansion, the panel breaks down the real decisions founders face while growing a D2C brand. They also tackle a tough reality in categories like toys, where repeat purchases are limited, and competition is often generic. Also, for Clapstore, the path to competing globally lies in continuous product innovation. Problems we solve in this episode: 1. What should founders prioritise to scale from ₹15 Cr to ₹50 Cr? 2. In low-repeat categories, should founders focus on repeat purchases or customer acquisition? 3. As a brand scales, should founders own manufacturing or outsource it? 4. How to Design Products When Buyer and User Are Different? If you're building…

People in this episode

Host: Shantanu Deshpande

Guests: Yash Thombare, Vedang Nalawade, Aditya Sehgal

Topics covered

• toy industry
• D2C brand growth
• product innovation
• customer acquisition
• manufacturing choices

Keywords

• toy brand
• D2C
• repeat purchases
• manufacturing
• market expansion

Mentioned in this episode

Organizations: Clapstore Toys, Bombay Shaving Company, Asgard.world, Reckitt

More episodes of The BarberShop with Shantanu

• How to Build a ₹150 Crore Women's Grooming Brand | Bombae · June 12, 2026 · 4 min
• How Do You Build A Brand In A Low-Repeat Category? Nasher Miles On Luggage, LTV, CAC & EBOs · June 5, 2026 · 1h 8m
• From Dharma Productions to Tyaani: India’s New Luxury Consumer | Ft. Karan Johar, Shravan Satyani · May 22, 2026 · 1h 29m
• The 60% Luxury Tax Scam: Why Indians Pay Double For German Cars | Ft. MD & CEO, Mercedes-Benz · May 8, 2026 · 1h 4m
• How Vijay Sales Built a ₹13,000 Cr Retail Empire? | Offline vs Online, EMI Psychology Explained · April 24, 2026 · 1h 13m
• The ₹500 Cr FMCG Playbook: Using the “Be Big, Be Fast, Be Bold” Framework to Scale Little Farms · April 16, 2026 · 1h 6m