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

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.