₹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 a D2C brand, consumer startup, or manufacturing-led business, this episode offers a practical look at the real decisions founders face while scaling!
Navigate your way through these chapters
00:00 Coming Up
01:00 Introduction
01:48 The Vision Behind Clapstore
04:36 Scaling from ₹15Cr to ₹50Cr
13:17 Repeat Purchases or Customer Acquisition?
18:51 How Unique Design Language and Partnerships Drive Growth
31:30 Own Manufacturing or Outsource?
39:06 Innovation or Manufacturing: Clapstore’s Moat
44:20 Designing Products When Buyers Aren’t Users
48:55 Closing Thoughts
