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

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Text version: https://stenobird.com/podcast/the-barbershop-with-shantanu-5613376/72-repeat-rate-but-only-23cr-revenue-what-s-stopping-little-rituals-from-100cr.md
Podcast: [The BarberShop with Shantanu](https://stenobird.com/podcast/the-barbershop-with-shantanu-5613376)
Published: 2026-03-26T14:14:44+00:00
Episode link: https://rss.com/podcasts/thebarbershopwithshantanu/2663689
Audio file: https://content.rss.com/episodes/144664/2663689/thebarbershopwithshantanu/2026_03_26_14_14_18_c83ee2d8-8488-4984-8066-e55646fc13b3.mp3
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Duration seconds: 3350

## Resource

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 45:00 When and Why to Raise Funding 51:57 Key Expert Insights for Brand Growth 54:08 Closing Thoughts

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