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From ₹2L to ₹20L/Month: How a D2C Food Brand Scaled 10X in 6 Months


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A homegrown D2C food brand was doing steady sales through Instagram and word-of-mouth. On paper, things looked fine — ₹2L/month in sales, happy customers, and a “good enough” flow of repeat buyers.

But beneath the surface, growth had stalled. Ads weren’t delivering, organic traffic was inconsistent, and the founder was stuck in a loop of “posting more content” without seeing real results.

The challenge? No predictable marketing system.

The Challenge

  • Over-reliance on organic sales through Instagram.

  • Paid ads bleeding money with a ROAS < 2x.

  • No email or WhatsApp funnel to retain existing customers.

  • Zero clarity on CAC (customer acquisition cost).

The brand was basically running on hope.

The Strategy

We broke down the growth journey into three phases:

1. Fix the Funnel First

  • Built a conversion-focused landing page with clear storytelling.

  • Introduced a lead magnet offer (first-time buyers got recipe ebooks + discount).

  • Optimized product listings for trust signals (UGC, reviews, certifications).

2. Build Retention Before Scaling

  • Designed a WhatsApp + Email sequence to re-engage buyers.

  • Sent drip campaigns around recipes, product benefits, and lifestyle use-cases.

  • Added an upsell funnel: repeat purchase offers at day 10, 25, and 40 post-purchase.

3. Scale Paid Acquisition

  • Narrowed targeting to health-conscious Tier 1 city audiences.

  • Shifted ads from “discount” messaging → brand storytelling.

  • Tested creative angles: family health, fitness, convenience.

The Results

Within 6 months:

  • Monthly revenue jumped from ₹2L → ₹20L.

  • Repeat purchase rate improved by 35%.

  • ROAS scaled from 1.5x → 6x on Meta Ads.

  • CAC dropped by 40%.

The best part? The founder now had predictable growth systems in place — every ad rupee invested created compounding returns through funnels and retention.

Key Takeaways for Other D2C Founders

  1. Don’t scale ads until your funnel is watertight.

  2. Retention (email/WhatsApp) is the cheapest form of growth.

  3. Storytelling wins in categories where products look “the same.”

  4. Build for predictability, not just spikes.

Final Thought:This brand didn’t succeed because of luck — it succeeded because systems replaced guesswork.


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