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#Throwback2020: When d2c brands stormed the retail sector

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NEW DELHI/KOLKATA: The pandemic may have pushed the economy into a slowdown of unknown severity, but it also set the stage for the robust growth of direct-to-consumer (d2c) brands, which turned the crisis into an opportunity to further consolidate their presence in the digital market.

d2c brands have been on the up and up in the last few years, along with horizontal and vertical e-commerce business. But as the pandemic hit logistics and supply chain and prompted more shoppers to go online, these new-age brands remained resilient. 

While the changing customer preferences may have driven the growth of some d2c companies, their popularity has also been fuelled by a host of new online shoppers who turn to them for niche products, not available with conventional e-commerce players. Certain disruptive d2c brands identified these need gaps and set out to carve a space in one of the largest consumer markets.

Start-up growth stories

Men’s grooming start-up Beardo entered the market five years ago as a d2c brand focusing specifically on products for beards – a segment which barely existed back then. Later, it branched out into other categories for men’s grooming, including facial serum, shampoo and hair-oil and within a short span, the company earned a gross-revenue of Rs 104 crore. Earlier this year, FMCG giant Marico which had earlier acquired a 45 per cent stake in the company completed the acquisition by picking up the remaining 55 per cent and offering complete exit to its founders.

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Another homegrown brand, Bombay Shaving Company, which started its journey in 2015 catering to men’s grooming, also recorded an uptick in sales during the pandemic as demand for personal care products rose. The start-up closed FY20 with gross annualised revenues of Rs 40 crore and targets to be a Rs 100 crore business by the end of FY21.

A recent report by Avendus Capital highlighted that India’s e-commerce has been driven by its 639 million internet population, and the sector has added 80 million online shoppers in the last three years alone to touch 130 million at present. The report further stated that d2c brands may be looking at a $100 billion addressable consumer opportunity in the country by 2025. Experts believe it would be easier for d2c brands to attract new shoppers as they have greater emotional connect with consumers and a consolidated brand identity. 

boAt found its footing in a similar manner, when it created a buzz in a market dominated by Sony and Bose four years ago. In 2020, BoAt became the first Indian company to reach the top five in the global wearables market. When on one hand major brands cut down their advertising spends in 2020, BoAt invested heavily in social media to engage with its customers. It registered Rs 500 crore gross revenue in FY20, with a 20 per cent surge in demand for its products in the early part of the pandemic as people moved from offices to the four walls of their homes. The brand occupied 2.6 per cent of the global wearable shipment in the September quarter, sharing the fifth position with Google's owned Fitbit, according to International Data Corporation (IDC)’s latest report. 

Most of these brands scripted their success stories by establishing a consolidated presence on social media and adapting to the changing preferences of consumers. A primarily digitally-driven band, WOW Skin Science built its market of nature-based sustainable skin products while riding on the success of e-commerce in India, enabling it to reach out to customers in smaller cities and towns. But in the long run, it relied heavily on influencers on social media and customer reviews on its website to drive growth. The brand encountered a few stumbling blocks initially but now sits pretty at a valuation of $50 million (Rs 350 crore).

Indian cosmetic brand Sugar Cosmetics has grown by 60 per cent from its pre-lockdown numbers, chiefly by capitalising on social media to boost its followers to 240 million monthly odd impressions. The financial year 2020 was already a favourable one for the company and it achieved Rs 200 crores worth of sales over 3,00,000 orders. Now, it has taken an ambitious aim to touch Rs 500 crore net revenue in next five-six years.

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Mamaearth, is another digital-first wonder which created a market for itself with a brand vision to create safe products for kids. Soon, it expanded in the personal care segment and became Asia’s first MadeSafe certified brand for its toxin-free product range.

The sleeptech start-up Wakelift too accelerated its growth amid the pandemic and forayed into home furniture. At a time when people were hesitant to move out due to the coronavirus pandemic, but wanted comfortable work from home furniture, the company stepped in to address their needs. The furniture market in India has largely been unorganised and the Bengaluru based start-up made use of the opportunity. One of the most discussed consumer brands in India, Wakelift reported Rs 200 crore in revenue in FY20.

2020 sets the stage for a miraculous growth

Reports indicate that nearly 600 d2c brands have already germinated in India. With consumers preferring direct relations with brands, especially due to lack of access to physical stores in lockdown, those brands have seen considerable growth this year. According to Unicommerce’s e-commerce trends report, brand websites witnessed 88 per cent growth in order volume as compared to 32 per cent growth in e-commerce marketplaces during the lockdown.

Even after the stringent lockdown was lifted in June, brands with their own websites have grown at a higher rate compared to brands dependent on marketplaces. It is undeniable that life has slowly begun to return to normal, leading to an increase in physical store footfalls. But with a number of consumers keen to avoid social gatherings due to safety concerns, the brands with online presence will only keep growing. In addition to that, the crisis has strengthened the entire ecosystem including logistics and warehousing.

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The year also saw the d2c sector moving beyond beauty, personal care, fashion, lifestyle and tapping into newer categories. Many global legacy brands have pulled out their products from traditional e-commerce brands to build distinct d2c presence. The trend is slowly catching up in India too. Electronic brands such as OnePlus, Apple, Xiaomi, and Samsung are building their own online presence along with marketplace partnerships. Many top-notch FMCGs are also expected to increase their online presence in coming years and acquire smaller digital-first start-ups. There has been a 65 per cent increase in brands developing their own website in India in the past one year.

Investors turn attention to new-age brands:

Spotting the potential in the sector, venture capitalists have invested in the sector over the last few months. MamaEarth has raised Rs 130 crore in a round led by Sequoia Capital India. Another digital-first wellness brand, The Moms Co pocketed $8 million as part of its Series B funding, led by existing investors DSG Partners and Saama Capital. It aims to expand its global footprint by launching the brand internationally. Another new-age customer brand, Hopscotch has raised $25 million from Facebook co-founder Eduardo Saverin's investment arm EE Capital, Lionrock Capital, Rise Capital, RPG Ventures and IIFL Seed Ventures Fund. Last month, Belgian investment firm Verlinvest led a Rs 185 crore Series B funding round in Wakelift, with existing investor Sequoia Capital India also participating. The company aims to deploy the capital to accelerate its strategic expansion to newer markets, foster product innovation, and leverage technology to deepen its consumer-first approach.

What the future bodes for the d2c sector

2020 has been an inflection point for digital technology. As more people logged online to purchase products, it also helped get over the concerns regarding online payments. According to a recent report by Avendus Capital, online spending in India is expected to grow at a compound annual growth rate of more than 35 per cent, from $39 billion today to $200 billion over the next five years. Brands are increasing their marketing spends too. A study by Invespcro says 78 per cent of d2c brands have increased their marketing budget lately, compared to only 60 per cent of traditional retailers. Along with a stronger marketing plan, more data generated by shoppers and consumer behaviour can help these brands to create a better customised experience.

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d2c brands have set a new standard for quality, timeliness, and accessibility of customer service. Consumers no longer have to choose between convenience and luxury, higher quality and lower prices, since d2c brands offer the best of both worlds. Over the course of 2020, these companies have been able to turn a nadir to their advantage and amassed share and cultural relevance. It will be interesting to see how d2c brands maintain this consumer centricity while continuing to grow and build sustainable businesses in the time to come.

Awards

Hamdard honours changemakers at Abdul Hameed awards

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NEW DELHI: Hamdard Laboratories gathered a cross-section of India’s achievers in New Delhi on Friday, handing out the Hakeem Abdul Hameed Excellence Awards to figures who have left their mark across healthcare, education, sport, public service and the arts.

The ceremony, attended by minister of state for defence Sanjay Seth and senior officials from the ministry of Ayush, celebrated individuals whose work blends professional success with a sense of public purpose. It was as much a roll call of achievement as it was a reminder that influence is not measured only in profits or podiums, but in people reached and lives improved.

Among the headline awardees was Alakh Pandey, founder and chief executive of PhysicsWallah, recognised for turning affordable digital learning into a mass movement. On the sporting front, Arjuna Awardee and kabaddi player Sakshi Puniya was honoured for her contribution to the game and for pushing women’s participation onto bigger stages.

The cultural spotlight fell on veteran lyricist and poet Santosh Anand, whose songs have echoed across generations of Hindi cinema. At 97, Anand accepted the honour with characteristic humility, reflecting on a life shaped by perseverance and hope.

Healthcare honours spanned both modern and traditional systems. Manoj N. Nesari was recognised for strengthening Ayurveda’s place in national and global health frameworks. Padma shri Mohammed Abdul Waheed was honoured for his research-backed work in Unani medicine, while padma shri Mohsin Wali received recognition for his long-standing contribution to patient-centred care.

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Education and social development also featured prominently. Padma shri Zahir Ishaq Kazi was honoured for decades of work in education, while former Meghalaya superintendent of Police T. C. Chacko was recognised for public service. Goonj founder Anshu Gupta received an award for his dignity-centred rural development initiatives, and the Hunar Shakti Foundation was honoured for empowering women and young girls through skill development.

The Lifetime Achievement Award went to former IAS officer Shailaja Chandra for her long career in public healthcare and governance, particularly in the traditional systems under Ayush.

Speaking at the event, Hamdard chairman Abdul Majeed said the awards were a tribute to those who combine excellence with empathy. “These awardees reflect Hakeem Sahib’s belief that healthcare, education and public service must ultimately serve humanity,” he said.

Minister Seth struck a forward-looking note, saying India’s young population gives the country a unique opportunity to become a global destination for learning, health and wellness by 2047.

The ceremony also featured the trailer launch of Unani Ki Kahaani, an upcoming documentary starring actor Jim Sarbh, set to premiere on Discovery on 11 February.

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Instituted in memory of Unani scholar and educationist Hakeem Abdul Hameed, the awards have grown into a national platform that celebrates those building a more inclusive and resilient India. For one evening at least, the spotlight was not just on success, but on service with substance.

 

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MAM

Why the best campaigns today start with insights, not ideas

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MUMBAI: For decades, creative storytelling has been the cornerstone of brand communication. The “big idea” amplified through catchy jingles, striking visuals, and memorable hooks was once the gold standard for relevance and recall. Creativity defined presence, and the loudest, boldest campaigns often won attention.

But the marketing landscape today looks very different.

Audiences are more exposed, more discerning, and far less patient. They are inundated with messages across platforms, formats, and creators, often encountering hundreds of brand touchpoints in a single day. In this environment, creativity alone especially when untethered from real consumer truths is no longer enough to move behaviour. Great ideas are abundant. Meaningful impact is not.

This is where insights matter.

The difference may seem subtle, but it is fundamental. An idea represents what a brand wants to say. An insight reflects what the audience is already thinking, feeling, or experiencing. The most effective campaigns emerge not from cleverness alone, but from the intersection of these two forces.

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From creativity to relevance

As the marketing ecosystem becomes increasingly saturated, consumers are growing immune to inflated claims and surface-level storytelling. Even beautifully crafted campaigns can fail if they are disconnected from lived realities. The gap between a brand’s internal enthusiasm and the audience’s actual sentiment can be the difference between attention and indifference.

Insights help bridge this gap. They force brands to pause, listen, and observe to understand emotions, behaviours, cultural contexts, and contradictions. Instead of trying to be remembered through louder branding, insight-led campaigns allow audiences to see their own experiences reflected back at them. When a campaign articulates a problem that feels personal, relevance is created. Trust follows.

Insight is interpretation, not information

It’s important to distinguish between data and insight. Data tells us what is happening. Insight explains why it is happening. While data is measurable and structured, insights are interpretive and dynamic, shaped by real-time sentiment and human behaviour.

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Modern consumers are full of contradictions. They demand authenticity while remaining deeply aspirational. They want brands to take a stand but expect nuance, not instruction. They seek transparency, yet are drawn to curated narratives. These tensions are not obstacles, they are opportunities. When understood correctly, they can shape communication that feels timely, credible, and human.

Some of the most effective campaigns today are born not in isolated brainstorm rooms, but through listening to audiences, creators, editors, online communities, and cultural signals. Insights often exist in blurred patterns, but once identified, they can redefine how a brand connects.

A recent campaign we executed for Domino’s illustrates this shift clearly. The brief wasn’t to make a pizza look bigger or louder. Instead, it was rooted in a simple behavioural truth: in Tier 2 and Tier 3 markets, sharing food is an emotional act tied to family, celebration, and value perception. The “Big Big 6-in-1 Pizza” became a canvas for this insight. The campaign leaned into regional voices and real sharing moments, allowing people to show how they experienced the product rather than being told why they should buy it. Influencers and celebrities amplified genuine usage, not scripted endorsements. The impact from engagement to footfall to sales came not from a clever idea, but from understanding how people relate to food in their everyday lives.

Shifting the starting point

Today’s consumer landscape demands a shift in perspective from “What should the brand say?” to “What does the audience need to hear right now?” This marks a move away from inward-led marketing toward communication shaped by behaviour, emotion, and cultural relevance.

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Brands leading today are keen observers. They notice when perfection stops resonating. They sense when luxury shifts from aspiration to excess. They recognise when influencer content begins to feel repetitive and trust erodes.

Virality, too, is often misunderstood. It is not a strategy to chase, but an outcome. Campaigns rooted in insight do not aim to go viral; they aim to resonate. When content reflects something familiar, a shared truth, emotion, or tension, it travels organically because people see themselves in it.

Ideas attract attention. Insights build connection.

The evolving role of PR

For PR professionals, this shift has redefined success. Coverage volume alone no longer tells the full story. The more meaningful questions today are: Did the communication influence behaviour? Did it align with cultural conversations? Did it address a real consumer pain point?

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Insight-first thinking allows these questions to be answered at the planning stage, rather than corrected midway through execution.

In a world where formats and platforms will continue to evolve, what remains constant is the power of authentic communication. The strongest campaigns today do not begin with a brainstorm, but with observation, interpretation, and empathy. That is not just better marketing, it is more responsible, resilient, and meaningful brand-building.

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Brands

Ahmad Muneeb elevated to VP – HR centre of excellence at Zepto

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MUMBAI: Zepto has elevated Ahmad Muneeb to vice president – HR centre of excellence, placing him at the helm of the company’s total rewards, executive compensation and organisational effectiveness as the quick-commerce firm powers through a high-growth phase.

The move follows his stint as senior director of the HR COE, where he played a central role in preparing the company for IPO readiness while scaling its people analytics capabilities. During this period, Muneeb helped align complex performance management structures with more streamlined and scalable employee experience frameworks.

In his new role, he will steer the design of total rewards strategies, executive compensation planning and organisational design, while also overseeing performance management, employee experience initiatives and people analytics programmes.

Before joining Zepto, Muneeb spent nearly three years at Meesho, where he held multiple rewards and HR business partner roles. Earlier in his career, he worked as a senior rewards consultant at Mercer, advising high-tech clients on compensation benchmarking, pay structures and talent-focused reward frameworks.

He began his hr journey at Cognizant, where he supported compensation programmes for nearly two lakh employees across India and worked on m&a compensation alignment and skill-based pay initiatives. Prior to moving into HR, Muneeb started his career as a software engineer at Netcracker, bringing a technical grounding to his people strategy work.

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With a mix of consulting rigour, start-up agility and enterprise-scale experience, Muneeb’s elevation signals Zepto’s continued focus on building robust people systems as it races towards its next phase of growth.

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