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

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

Author: The BarberShop with Shantanu June 5, 2026 Duration: 1:08:05

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.


Step into a space where business talk feels less like a lecture and more like a conversation happening in the back of a classic barbershop. The BarberShop with Shantanu is built on that exact feeling-a place for honest, meandering, and deeply insightful dialogues about the real journey of building something. Host Shantanu, who founded Bombay Shaving Company and Bombae, doesn't just interview guests; he engages in a form of mutual mentorship, drawing on his own experiences to unpack the stories, struggles, and small victories that define entrepreneurship. Each episode feels like a candid exchange, stripping away the polished veneer often found in business media to explore how ideas actually take root and flourish. You'll hear from a variety of voices navigating their own hustles, with conversations that naturally touch on strategy, personal growth, and the often-overlooked human elements behind the brands. This podcast thrives on the free flow of genuine perspective, offering listeners not just lessons, but a sense of camaraderie. It’s a platform dedicated to growth, framed through storytelling that’s as much about the missteps as the milestones. Tune in for a regular dose of reflection and practical wisdom, all shared with the ease of a good chat.
Author: Language: English Episodes: 100

The BarberShop with Shantanu
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