The ₹500 Cr FMCG Playbook: Using the “Be Big, Be Fast, Be Bold” Framework to Scale Little Farms
About this episode
The episode discusses the challenges and strategies for scaling a digital-first FMCG brand in India, featuring insights from industry leaders.
A ₹30 Cr pickle brand built from traditional recipes… now aiming for ₹500 Cr. But can a digital-first FMCG brand scale in India without going offline? In this episode, Niharika Bhargava (CEO, The Little Farm) and Aditya Bhargava (COO, The Little Farm) join Shantanu Deshpande (Founder & CEO, Bombay Shaving Company), along with Arjun Purkayastha (SVP & Managing Director, Greater China and North Asia, Reckitt), for a sharp conversation on building and scaling a modern food brand in India. Little Farm started by reviving family recipes and selling at farmers’ markets, before moving to D2C during COVID. Today, the brand has scaled to ~₹30 Cr ARR, with 70% of its revenue driven by quick commerce, selling over 70,000 jars every month. But growth brings harder questions: What does it really take to scale from ₹30 Cr to ₹200 Cr and eventually ₹500 Cr in a highly competitive, unorganised category? From distribution strategy and channel mix to inventory planning and product expansion, this episode breaks down the real decisions founders face while scaling a consumer brand in India. Problems we solve in this episode: • When is the right time for a young brand to enter offline retail…
People in this episode
Host: Shantanu Deshpande
Guests: Niharika Bhargava, Aditya Bhargava, Arjun Purkayastha
Topics covered
- FMCG
- D2C
- scaling brands
- inventory planning
- consumer goods
- growth strategies
Keywords
- FMCG
- scaling
- D2C
- inventory
- growth
- consumer brand
- offline retail
- quick commerce
Mentioned in this episode
Organizations: The Little Farm, Bombay Shaving Company, Reckitt
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