Ravi Khushwani

Q-Commerce overtaking traditional e-commerce? Currently we are seeing a big boom in terms of the different SKUs being sold in Quick commerce apps like Zepto, Blinkit, etc. - Atomberg Technologies 's fans - Sony's PS5 - Samosa, Chai and what not - Digital Gold from Jar! Zepto is in talks to raise $300m for its broader ecommerce play. While Swiggy is preparing to file for an IPO this year, incumbent Flipkart is readying its entry into quick commerce. Zomato has invested $240 million in Blinkit over the last one year. Taking a step back, the lines between quick commerce and traditional e commerce have started to become increasingly blurred with QCom pretty much catering to every needs! Also, multiple reports suggest that QCommerce can potentially become bigger than traditional e commerce in India!  Case in point : According to Goldman Sachs, the valuation of Blinkit is greater than Zomato's core food delivery biz! Non-grocery boom in Q-Commerce: Categories including beauty, toys, health and electronics are witnessing robust sales growth on quick-commerce platforms overall. While the overall base for the new categories is still small, aggressive expansion by these players is starting to ensure a dominant presence for these categories. Plus AOV is higher which also comes with better margins, making it a win-win! Case in point: Zepto - 2x sales MoM in segments such as toys and electronics accessories - Beauty category expanded 3x QoQ - ~15% of Zepto’s $1.2bn annualised gross sales currently comes from non-grocery products (Source: Goldman Sachs) For several D2C quick commerce has become the fastest growth channel as well as the platform with highest customer engagement This is definitely a positive for the consumers and the Q-Commerce players, but is everything on the up and up?   As the demand for space on quick-commerce platforms skyrockets, niche D2C cos in segments like FMCG, beauty and personal care, and health and fitness are agreeing to pay a 30-45% commission on sales, besides shelling out on advertising and discounting on these Q-Com platforms. On top of the commissions, brands are also regularly spending around 20% of their total sales on ads on the platforms, and discounting their products by about 20-25% (totaling 60-70% revenue!). This is in stark contrast to the 10-20% commission that large FMCG cos pay these platforms reflecting the intense competition for visibility. The brand's scale and comparison with competitors are crucial considerations when it comes to new listings. On the positive side, smaller D2C brands have seen 40-60% total revenue coming from Q-Commerce compared to ~10-20% from traditional ecommerce, which is surprising! Essentially, Q-com currently has a BIIIG Bargaining power against new D2C brands and can essentially make or break their businesses! Is this sustainable on the long run? #ecommerce #quickcommerce #india #zepto #businessmodel #d2c #startups #LIPostingChallenge

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Zepto is aggressively boosting its Average Order Value (AOV) to unlock profitability in the quick commerce race. The higher the AOV, the higher the profit margin per order. Picture this 👇 With a typical order pegged at Rs. 300, Zepto's profit margin clocks in at around 20%, roughly Rs. 60. However, after accounting for fixed costs and delivery fees, they end up taking a hit of Rs. 20 per order. Ouch! But hold on, here's where the magic happens. If Zepto can nudge that AOV up to Rs. 700, the profit margin skyrockets to a sweet Rs. 140 per order. With costs unchanged, this means a cool Rs. 60 in their pocket for every order fulfilled. Now, that's more like it! ► So, how are they pulling off this AOV upgrade? [1] Think low cart fees for smaller orders. [2] A widder array of product categories including beauty, electronics, and fashion. [3] Plus their very own line of high-margin private labels. Talk about a winning formula! Zepto has fewer dark stores compared to the big dogs like Blinkit and Swiggy Instamart. But they're playing smart by concentrating their presence in fewer cities. This translates to a dense network of dark stores in their top 10 markets. This boasts an average of 33 stores per city- nearly double that of their rivals. With this setup, Zepto's unit economics are firing on all cylinders, allowing them to churn out profits on each and every order.

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Good auditors is obviously a critical part. Another is good cash flow management. We Centricity WealthTech help companies manage their money to get optimum returns on idle cash.

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From Seed to Series B in less than 3 years Foxtale, an Indian D2C skincare brand, recently announced its $15M (Rs 125 Cr) Series B funding round. It raised $18M (Rs 150 Cr) in this round, but $3M out of this $18M were secondaries where existing shareholders sold their equity to new investors. The firm raised Rs 125 Cr ($12M) in fresh capital at a Rs 790 Cr ($96M) post-money valuation. This translates into a 12.5% dilution which is low for Series B rounds. The founders didn't have to dilute 20–25% equity because they got a high valuation. While the round size of Rs 125 Cr is average (neither large nor small) for a Series B startup in #India, the company's growth is spectacular. It was founded just 3 years ago in 2021. It raised its Seed of Rs 5.5 Cr in December 2021 and Rs 35 Cr Series A in June 2022. Skincare is a crowded category in India. Foxtale sells sunscreens and moisturisers where the competition from Indian and foreign brands is intense. So, how did Foxtale raise so much #money so quickly? The answer lies in Growth. VCs love fast-growing companies. Within 3 years, Foxtale's gross revenue run rate (Current Month's Revenue x 12) touched Rs 250 Cr. This gives us a valuation multiple of 2.7x which falls in the current market range of D2C valuations In India. Post-Money Valuation = Rs 790 Cr Fresh Capital Raised = Rs 125 Cr Pre-Money Valuation = 790 –125 = Rs 665 Cr Gross Revenue Run Rate = Rs 250 Cr Current Monthly Revenue = 250 / 12 = Rs 20Cr Valuation Multiple = 665 / 250 = 2.7 Its FY24 revenue was Rs 172Cr, more than 12 times its FY23 revenue. While the company burnt a lot of capital to achieve this, a Rs 172Cr revenue in its third financial year and Rs 20 Cr monthly revenue within 3 years is excellent #growth. The management also claims it's closer to EBITDA profitability, but I don't usually read too much into such claims because all #founders claim it. Nevertheless, the investors must be fine with the current burn to invest more money at an attractive valuation. Foxtale's high retention rate (More than 50% of orders are from existing customers) and a high share of website sales (More than 50%) convinced the investors that it's a good company to back. Most D2C brands rely on marketplaces for a majority of their sales. I agree with their hypothesis because skincare and body care are a crowded category in India. Dozens of #startups and FMCG companies sell hundreds of products. It's challenging for a new D2C brand to grow quickly even through cash burn. IMO, Foxtale has found its PMF for its existing products (Sunscreem and Moisturiser) in its current market. Its growth will depend upon how well it takes its existing products to newer markets and sells new products (Body care). It seems like an interesting company to follow. P.S. We are doing our next Founder Fundraising Workshop on the 22nd & 23rd of June. It's an 8-hour programme for first-time founders who want to raise #venturecapital.

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Interesting Points from Accel in India Report on " Building Omnichannel Strategy for D2C Brands" 1. India retail is poised to be a $2Tn market by 2030, ~90% of the market will continue to be delivered offline. However, a significant portion of purchases is likely to be influenced online. 2. Being online-first has many advantages: provides quick access to consumers, enables a faster feedback loop, requires limited capex and can help generate demand faster. 3. Building a true omnichannel brand requires offline and online capabilities to come together. They believe digital first brands can lead the charge here, given their agility and tech prowess. 4. To serve customers around the country, Lenskart.com adapted a four-phase playbook for its offline channel expansion. - Stage I: Seed the base city ( First 10 stores) - Stage II: : Build depth in base cities, seed in the next cities. (10-100 Stores) - Stage III: Invest and expand (100-500 Stores) - Stage IV: Expand using data and ML (500+ Stores) Find the link to Report in Comment Section 👇 #D2C Accel

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Announcing: Antler Fastrack to Residency - MUMBAI Edition (for founders in Mumbai / Pune / Ahmedabad / Surat) 2 weeks back we announced the first version of Fastrack to Residency through a warm intro to stay true to our promise on delivering faster to the most exceptional founders in Bangalore! We had an overwhelming response of 250+ warm referrals from other VCs, operators, serial founders and were introduced to a vibrant bunch of founders building across bath fittings, offline senior care clubs to CBDCs powered international payments. Of this, we met with 22 founders (and have 30+ we are speaking to virtually given limitation of slots) and offered the residency to 5 teams and individuals within 48 hours! Seeing such a promising response from the ecosystem, we are now coming to Mumbai and hope to see an even bigger outcome! If you are an exceptional founder (individual or team) that’s just starting up, Nitin Sharma & I will spend a full day in Bombay on the 27th of August to talk to you! The only twist - you need to reach us through someone who knows you - and knows us too! Why are we doing this - we announced last month that we are investing $500k in 20 companies (amounting to $10Mn). This is our endeavor to deliver faster and bigger on this promise! What we promise - is a decision into the Residency within 24 hours of us meeting you. Here’s how it will work - (1) Find someone in our networks (cue: some of them would have shared this post on their LinkedIn / Twitter) or would have engaged with us in the past. (2) Show us you are super resourceful :) Ask them to email us / tweet to us / message us on LI / Whatsapp us - any of the Antler team members that they know (there’s 18 of us!) - to give a warm intro to you. Convince them to write a good line or two :)  (3) All shortlisted individuals and teams will get a direct slot with Antler India on Aug 27th meet us IRL in Mumbai. (If you are not shortlisted post the above process, you will hear from us by Aug 24th) (4) You will get a decision to get into the Antler India Residency by Aug 28th Please note that the last date for being referred to this is 21st of August. Do refer great folks our way! Next on the list - NCR in September!

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Who exactly is losing market share in the hotly contest grocery commerce? I thought it must be the now-not-so modern retail, but I'm not so sure. Zepto raised $665 Mn at a valuation of $3.6 Bn, and is in talks to raise $250 Mn more. And their cofounder and CEO Aadit Palicha recently commented that they can beat DMart - Avenue Supermarts Ltd on GMV in the next 12-18 months. Swiggy Instamart also is growing, and Blinkit is likely to be more valuable than their owner Zomato itself - so they are all doing well, even if Dunzo isn't. Sure, no idea what JioMart Digital is doing, but deep pockets. Same with Tata Digital and their weird assortment forced to converge on Neu. bigbasket.com is trying to unlearn and relearn, and it just might. And Flipkart Grocery and Amazon Fresh are also upping their game - launching faster deliveries, discounts, improved fill rates, and selection. So I wonder if it is the modern-trade players? The likes of More Retail Private Limited, Spencer's Retail, STAR BAZAR, and SPAR Retail that are suffering? The nearest Spencer's to me is definitely a sore sight, now reduced to a shell of it's former glory - I think they aren't even replenishing inventory now. And we all know what happened to Big Bazaar - Future Retail. But Dmart itself isn't doing half bad - with pareto presence in just 23 cities, and no presence in UP (except NCR), Bihar, and West Bengal, they have considerable headroom, still. And they haven't yet quite solved for ecommerce, so while The Ken says that they are lost, they may find their way, eventually? I also don't think that the real consumption is growing, if at all, it may even shrink with the K-growth. Thus, some one _is_ losing share. And if it is not modern trade, then is it the regional chains? The single kiranas? The corner-store? The hand-cart? I'm not entirely sure because this data is hard to organize, and get. Would you know? Image created by AI in Microsoft Bing Copilot.

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Sujith Nair, Beckn's WhatsApp-averse, badminton-loving chief mover and shaker, gave us a peek into the world's first # e-commerce protocol. Imagine if Colgate wanted to sell a lot of toothpaste, would it open separate exclusive stores on every street? NO! Instead, it ensures its products are available in all stores where people come to shop, and not just toothpaste. Similarly, Beckn is a way for an online business to make its products and services available on other stores (popular daily-use consumer apps) instead of setting up its own store (its own consumer app) and waiting for customers to come in droves! The Beckn Protocol underpins Open Network For Digital Commerce (ONDC) and is a universal translator for e-commerce platforms. We would normally call it the Rosetta Stone for digital services, but now we have BHASHINI 😉 . It allows disparate systems to "speak" to each other seamlessly. The Beckn Protocol has become a verb in the tech world. "Just Beckn it!" has become a common phrase among developers when discussing open-source solutions for digital commerce. In fact, we like it so much that we are using Beckn use cases as our episode artwork (instead of our normal groovy cover art) to spread the word in our own little way. Some may even argue that the yellow and black in the artwork denote open mobility networks (read taxis) 😀. The even more nerdy might catch the movie reference in the title 🎬. So, is it an app? Is it an aggregator? Is it a platform? No. It is a Super Capability - #decentralised and #open. Listen, learn and use. sujith nair | Pramod Varma | Sanjay Purohit | Shankar Maruwada | Shireesh Joshi | T Koshy | Namma Yatri | FIDE | Antler | Bingepods (Ideabrew Studios) | OpenExO | Thinkers360 | IBM Alumni | Microsoft Alumni Network | The RSA (The royal society for arts, manufactures and commerce) | World Economic Forum | Digital India Corporation | nasscom | Abhishek Singh | Nilesh | Sheetal https://lnkd.in/dydrjnbU

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$ 1.3 billion raised in 2024 alone. $5 billion valuation. Where a society puts its money says a lot. And this is not a zero sum game. 10 minute deliveries will find precedence over investment in air quality or any other environmental issues. If quality of life improves by getting groceries delivered fast then it also improves by well governed cities, with excellent public transport and walkability and parks and air quality. The same high net worth individuals and entities will not notice efforts on improving any of the latter. What does it make some of us feel who put in so much effort daily on these important issues? #airquality #zepto #HNIs #wealthy #india https://lnkd.in/dV_-dEKZ

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India's logistics sector is transforming faster than ever, creating a $150B opportunity! • 2023: $200 billion market • 2025: projected to reach $300 billion • Contributing 14% to India's GDP vs global average of 8-10% ✔️ Key Growth Drivers: 1. E-commerce boom: 1.2 billion packages delivered annually 2. GST implementation leading to warehouse consolidation 3. Government's National Logistics Policy targeting cost reduction to 8% of GDP 4. Rising consumer demand for same-day deliveries 5. Technology adoption in supply chain management ✔️ Market Evolution: • 2015: Traditional warehousing dominated • 2023: Tech-enabled dark stores processing orders in minutes ➡️ Growth in warehouse sizes: 20,000 sq ft → 500,000+ sq ft ➡️ Cold chain infrastructure growing at 15% CAGR ✔️ Investment Opportunities: • Warehouse Automation • Cold Chain Infrastructure • Dark Store Networks • Sustainable Packaging • Supply Chain Technology Watch our latest discussion on all of the above in detail as we explore logistics as a sunrise sector for investments on Radically Yours’ channel featuring Ratna M. of Fundalogical Ventures & Dinesh Tiwari of BroadPeak Capital: https://lnkd.in/dizWKvyT

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OkCredit has reached >98% of Indian PIN codes with ZERO sales team. How did we achieve this? 👇🏽 Product-led growth Imagine there’s a wholesaler who uses OkCredit & records credits on 10 other retailers. The retailers receive WhatsApp notifications for the transactions recorded on them. The retailers in turn get introduced to OkCredit & discover how easy it is to manage their ledger and collect payments with timely reminders. We onboard 1.5 Lakh new merchants every month without a single penny spent on marketing. The ROI on paid marketing has dropped significantly and it doesn't move the needle after a point. If you want to grow really big, there's only one way - create virality loops in your product and make your existing users recommend it to other people.

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Did you know India’s Direct Ecommerce (D2C) market has shot up from just 2-3% of online retail 5 yrs ago to 10-15% today? 🚀 The Rise of D2C: A New Era in Retail 🚀 India’s online retail market is valued at $70-75 billion, and D2C now claims up to 15% of that pie. This growth isn’t just impressive—it’s transformative. Brands selling directly to consumers through their own websites, apps, and social media channels are bypassing the 20-30% commissions charged by marketplaces like Amazon and Flipkart. The result? Higher margins and complete control over the customer journey. But even with this rapid growth, marketplaces still dominate. They offer unmatched reach and convenience, with customer bases that are hard to ignore. Yet, more brands are recognizing the power of owning their customer relationships. Why D2C? A conversation with a fashion brand founder stuck with me. He said- 'Marketplaces are flooded with brands. It’s hard to stand out' This is the key advantage of D2C: personalization. When was the last time you bought directly from a brand’s website? You might have noticed a more tailored experience, maybe even a handwritten note or a small gift. That’s the kind of connection that builds loyalty. What’s Fueling D2C? The D2C boom isn’t just about consumer preference—it’s about the tools that have empowered brands to sell directly. Payment gateways like Razorpay, logistics aggregators, and marketing services have evolved, making it easier than ever for brands to go D2C. Platforms like Shopify and logistics providers like Delhivery are leveling the playing field, allowing smaller brands to compete with giants. This lets brands go toe-to-toe with Amazon or Flipkart in speed and quality- not only making it viable but profitable. Challenges Ahead: Yet, it’s not all easy. Quick commerce, especially in food and FMCG, is on the rise, keeping marketplaces relevant. Newer D2C brands, in particular, still need the reach of marketplaces to acquire customers, as getting noticed without them can be costly. While mature brands like Mamaearth are shifting to their own websites, newer brands still rely on the exposure that marketplaces provide. The Future of D2C: What’s Next? Looking ahead, D2C will continue to grow, but marketplaces will still play a key role. The real challenge for brands will be finding the balance between leveraging marketplace reach and nurturing direct customer relationships. Brands that can strike this balance stand to gain immensely, with better data, personalized experiences, and stronger customer loyalty. The D2C revolution is here, and it’s reshaping ecommerce. Could this be as disruptive as Q-Commerce? I don't think so, but this is definitely going to eat into horizontal marketplaces' share of the pie! #d2c #directtoconsumer #ecommerce #india #amazon #flipkart #retail #marketplace #startups

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Thanks Bismah and Inc42 Media for the insightful coverage and deep dive into the vital role of operator VCs! Bismah's thoughtful analysis underscores the growing need for operator VCs in today's startup landscape. As an operator VC , I've witnessed firsthand how founders increasingly value more than just capital. They seek partners who bring operational expertise, strategic guidance, and an extensive network to the table. These elements are crucial for driving sustainable growth and navigating the complexities of scaling a business. At GrowthCap Ventures , we understand the unique challenges faced by early-stage startups, which is why we prioritize offering not just funding, but also hands-on support and access to our extensive network. Together, we're empowering founders to realize their vision and build transformative businesses. #OperatorVC #StartupEcosystem #Gratitude

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💎 Our Jewellery D2C Client Hit Stagnation Due to Credit 🚫 A month ago, I sat down with the founders of an artificial jewelry D2C brand Based in Mumbai, they were struggling with stagnation in their online sales. They were sourcing their products from China for their brand Me: "How's everything going with your sourcing and how many current partners do you have?" Founders: "We’re facing stagnation in sales. Can’t seem to break the ₹2 crore per month mark." 😟 After diving deep into their business model, I discovered a seemingly small but significant issue—they were relying heavily on credit terms with their import agent Let me tell you how is this linked the agent was not exploring new factories and suppliers for this brand as there was no incentive for him Stagnation was hit because no Innovation was happening When I suggested that this might be the root of their problem, they laughed and said: Founders- "Siddhant, humare liye credit importer aur agents se milta hain. It helps us in maintaining cash flows." 😅 I said- “Let's test my assumption. Give me one month, and let's see what happens.” 📆 After onboarding them in Chindo Impex what We Found: Limited Supplier Base: They were sourcing products from a single factory, leading to limited product variety. 🏭 Stifled Cash Flow: Relying on credit meant they had less incentive to explore better pricing or new suppliers. 💸 Delayed Innovation: Their product line was static because the import agent's credit terms constrained their ability to invest in new SKUs. 🛑 Results After One Month: We expanded their supplier base from one to five, introducing them to four additional factories. They launched 10 new SKUs, which quickly became bestsellers, contributing to nearly half of their total monthly revenue! 🚀💎 Founders: “Siddhant, this has been a game-changer for us. We didn’t realize how much our dependency on credit was holding us back.” 🤯 Lesson Learned: Sometimes, the terms and systems that we’ve set up can become invisible barriers to growth. Things which have worked in the past may not work for you in the future #D2C #Jewellery #ImportSolutions #BusinessGrowth #ChindoImpex #CreditProblems #NewOpportunities #Innovation

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How does one define "Value" created by startup & its founders? Isn't this the most asked question and most often this gets answered in form of valuation {"Soonicorn"/ "Unicorn"/ "Decacorn" so on & so forth} and we all know that the valuation driven "status" is akin to the "flickering flame in a stormy night". I believe that: In the world of startups, where data holds sway, performance is the compass that shows the way. Real life stories tell the tale, revealing what's true, success should be measured by what startups can do. A startup's true value is felt when it's gone & its absence revealing what once shone. We are still very early in our pursuit of creating a long lasting positive impact in the life of millions of gamer's across the global south. However, we are pleased that KGeN has not only enabled the much needed recognition for gamers in their own homes & their immediate social circles but also delivered the first brush with financial independence to more than 500k gamers via their association with KGeN. Sharing few real life stories of our community members here for all the well wishers and you can view more stories on https://kgen.io/ P.S.: For those who think KGeN doesn't have data to show—stay tuned for the next post on Q1 performance. Shoutout to team KGeN Paranjay Agarwal Ishank Gupta Amit Hardi Tamoghna Biswas Akshey Aggarwal Girijesh J. Anita Srinivasan Tarun Satish Sandeep Shetty Debashish Ghosh Apurv Shrivastava

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Online shopping of jewelry is growing at a CAGR of 28% & offers $77B market opportunity. Enter Eternz Fashion Private Limited - A one stop shop for all your jewelry needs, TDV Partners latest investment and portfolio company. It is an Omnichannel curated marketplace for Jewelry focusing on millennials & GenZs with focus on personalization & customization from a variety of brands from not just India but globally. Jewelry market’s online shopping penetration globally is around 8% with developed markets like US having 12% contribution to the total sales. India hardly has 2% online penetration currently. The no. of jewelry brands out there is increasing by leaps and bounds. You might have seen a bunch of jewelry startups in the season 3 of Shark Tank India already. With this trend increasing further, the need of a platform, one stop shop kinds for all the jewelry needs is evident and Eternz Fashion Private Limited is the answer to that. Excited to back Arthi Ramalingam in building Eternz along side Kae Capital, IIMA Ventures, Gemba Capital & Venture Labs #Eternz #jewelry #marketplaces #portfolio #investment https://lnkd.in/g-ggyiFS

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Zepto's strategic positioning in the quick-commerce sector is indeed impressive. Their revenue growth from ₹142.36 crore in FY22 to ₹2,024 crore in FY23, a 14-fold increase, demonstrates their effective execution and market understanding. ​​Achieving a 29% market share by January 2024, up from 15% in March 2022, highlights their rapid expansion and customer acquisition strategies. It will be interesting to see how Zepto sustains this momentum and continues to innovate in the competitive quick-commerce landscape.​​

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🛑 This Sales Call Shocked Me! 🛑 Me: "Why are you paying 8-9 lakhs on every shipment to your forwarder when the import value is only 50 lakhs?" 🤔💸 Founders: "Humara Forwarder itne hi leta hain." 🤷‍♂️ This is the story of a D2C electronics consumer brand that I onboarded on Chindo Impex 3 months ago. The brand is based in Bangalore and sources its products from China. Me: "Why are you paying 20% of your import value to your agent? What exactly are you paying for?" 😲 Founders: "Humara Forwarder products clear karwane ke itne hi leta h." 🙄 In reality, they were getting Exploited by their forwarder who was charging various hidden fees that were irrelevant. Despite having all the documentation and certifications, they were still facing issues like: Late Shipments Delayed Clearance Huge Hidden Costs The founders were so frustrated that they even considered stopping the import of their products altogether. They felt trapped and didn't see a way out. 🚀 Transformation After Partnering with Us: After partnering with us at Chindo Impex and completing a sample shipment, they saw tremendous results: ✅ Shipments arrived on the decided timeline ⏰ ✅ Options for both Air and Sea international shipping 🌍✈️🚢 ✅ No hidden charges 🔍❌ ✅ No late deliveries 📦👍 ✅ Smooth customs clearance 🛃✨ This helped them focus more on the sales and marketing aspects of their brand. Their sales skyrocketed from ₹1 crore to ₹4 crore within just 3 months! 📈🔥 Key Takeaways: 👉 Transparency is Key: Hidden fees and unclear charges can drain your profits. Always ask for a clear breakdown of costs. 💡 👉 Efficiency Matters: Delays in shipments and clearance can severely impact your business operations. Ensure your logistics partner is reliable and efficient. 🚀 👉 Diversify Shipping Options: Depending solely on one mode of transport can limit your flexibility and increase costs. Look for partners who offer multiple shipping solutions. 🌊✈️ 👉 Focus on Your Core: By outsourcing import complexities, you can focus on what you do best - growing your business. 📈 If you're a business struggling with similar issues or simply want to streamline your import operations, let's connect! Together, we can transform your import journey and boost your business growth. 🚀✨ #ImportSolutions #D2C #BusinessGrowth #FreightForwarder #CHA #SourcingSuccess #ChindoImpex

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