# How Do You Build A Brand In A Low-Repeat Category? Nasher Miles On Luggage, LTV, CAC & EBOs

Page: https://stenobird.com/podcast/the-barbershop-with-shantanu-5613376/how-do-you-build-a-brand-in-a-low-repeat-category-nasher-miles-on-luggage-ltv-cac-ebos
Text version: https://stenobird.com/podcast/the-barbershop-with-shantanu-5613376/how-do-you-build-a-brand-in-a-low-repeat-category-nasher-miles-on-luggage-ltv-cac-ebos.md
Podcast: [The BarberShop with Shantanu](https://stenobird.com/podcast/the-barbershop-with-shantanu-5613376)
Published: 2026-06-05T14:30:00+00:00
Episode link: https://rss.com/podcasts/thebarbershopwithshantanu/2889773
Audio file: https://content.rss.com/episodes/144664/2889773/thebarbershopwithshantanu/2026_06_05_13_21_32_d21b643e-cc65-4bc6-a687-de624e9b9be3.mp3
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Duration seconds: 4085

## Resource

Everyone thinks luggage is a simple business… until they try building one. So how did Nasher Miles build a ₹150 Cr brand in one of the toughest consumer categories in India? In this episode of Khul Ke Scale, Shantanu Deshpande (Founder & CEO, Bombay Shaving Company) sits down with Lokesh Daga (Co-Founder & CEO, Nasher Miles) and Shruti K. Daga (Co-Founder, Nasher Miles) along with Revant Bhate (CEO, Mosaic Wellness) to unpack what it really takes to build in a market dominated by VIP, Safari, Samsonite and now Mokobara. From scaling to ₹150 Cr revenue, raising ₹37 Cr from 70 angel investors after Shark Tank, building a luggage brand in a low-repeat category, depending heavily on marketplaces, competing with VIP, Safari, Samsonite and Mokobara, to figuring out offline retail, EBOs, branding, profitability and Made-in-India manufacturing… this conversation goes deep into the realities of modern consumer brands in India. This episode covers: How Nasher Miles scaled through Amazon & marketplaces D2C vs marketplaces vs offline retail EBO economics & retail expansion Competing against legacy giants like VIP & Samsonite Why colour became Nasher Miles’ biggest differentiator If you’re a founder, operator, marketer, investor, or someone building a consumer brand in India, this episode is packed with hard-earned lessons on growth, positioning, retail, and brand-building.

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