72% Repeat Rate but Only ₹23Cr Revenue: What’s Stopping Little Rituals From ₹100Cr?

About this episode

The episode discusses the challenges and strategies of scaling a premium baby-care brand in India with insights from industry experts.

In this episode, Gaurang Marvania (Founder, Little Rituals) joins Shantanu Deshpande (Founder & CEO, Bombay Shaving Company), along with Arjun Purkayastha (SVP & Managing Director - Greater China & North Asia, Reckitt), for a sharp conversation on building a premium baby-care brand focused on safe formulations and long-term trust with parents. Little Rituals started with just ₹50L and 3 baby oils and has now grown to a ₹23 Cr brand with a breakout sunscreen that did ₹12 Cr in revenue. Problems we solve in this episode: • Can a premium baby-care brand scale in India? • Should Little Rituals expand its product range? If you're building a D2C brand, consumer startup, or premium consumer product, this episode offers a practical look at the strategic decisions founders face while scaling a brand. Chapters: 00:00 Coming Up 01:22 Introduction 2:32 The Origin Story of Little Rituals 05:05 Growth Journey, Channels & Key Business Insights 07:07 How strong marketing drives brand growth 11:35 How can a brand build trust? 23:13 How to Influence Consumers to Buy 26:26 At ₹40 Cr, what should you focus on? 37:28 Dark Store Selection, SKU Launch & Working Capital Planning…

People in this episode

Host: Shantanu Deshpande

Guests: Gaurang Marvania, Arjun Purkayastha

Topics covered

• premium baby-care brand
• scaling D2C brands
• consumer trust
• product range expansion
• marketing strategies

Keywords

• Little Rituals
• baby-care
• D2C brand
• consumer startup
• brand growth
• marketing
• trust

Mentioned in this episode

Organizations: Little Rituals, Bombay Shaving Company, Reckitt

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