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How Ethnic Goods Marketplace Mirraw Went From INR1 Lakh To INR100 Cr The Bootstrapped Way

How Ethnic Goods Marketplace Mirraw Went From INR1 Lakh To INR100 Cr The Bootstrapped Way

When Shaileshkumar Jain and Anup Nair determined to head out on their very own in April 2011 after chucking their safe developer jobs in US, one element they had been positive of turned into that they did not want to construct a social network sort of  model in which in you bring customers first and revenue version is figured out later. They wanted to begin something which allowed them to do the whole thing – proper from ideation to execution and most significantly, have coins flows from day one.

Given that philosophy and the truth that they each had been techies themselves, both believed the ecommerce story to their hearts. The duo had no doubts about on-line shopping or the fact that mobile purchasing goes to be even larger than what it's miles today.  So, at the same time as in 2010-11, many shops had doubts approximately the ecommerce saga, Anup and Shailesh determined to move complete swing and opened Mirraw – an ecommerce platform for ethnic jewelry. Says Anup,

“The social community sort of thing changed into hot inside the startup world at some stage in that time. Users first, money later – however we were positive we did now not want to do that. We wanted to figure out a commercial enterprise model that brings cash from day one, does now not rely on a network effect or of anything of larger scale gambling, and should have a potential to scale.”

E For Etsy, E For Ethnic

The platform drew proposal from US-primarily based Etsy.Com – a portal for handmade goods. The duo decided to get particular designs on-line and picked one category – imitation jewellery. Adds Anup, “We knew a number of horizontal players existed however there were no vertical players in this space. To beat a horizontal participant or play inside the identical race, you will ought to win a vertical. At that factor in time, absolutely everyone who idea of Mirraw, we wanted it to be synonymous with jewellery.”

Later on, of route, Mirraw’s offerings accelerated to ethnic wear, along with saris and salwar kameez, as a natural extension of categories for its clients and that’s whilst the entire ethnic identify got here into image. After that point, Mirraw commenced chasing ethnic wear absolutely. Today, Mirraw’s proposition is that any client who thinks of purchasing anything Indian ethnic, be it home decor, shawls, arts and crafts, jewelry, attire, have to find it on Mirraw.

Going The Bootstrapped Way

When Shailesh and Anup commenced Mirraw by way of pumping in INR 1 lac in 2011, little did they realize that they could never have to invest extra than their initial funding! Even after 5 years, whilst the employer is ready to close this economic 12 months at the INR a hundred cr+ mark in general revenue, Mirraw stays a fortuitously bootstrapped worthwhile undertaking.

For Anup and Shailesh, going the bootstrapped way is not some thing that simply happened because of loss of funding or traders. But it changed into as an alternative a planned choice that changed into taken with the intention to keep away from being a part of the discounting sport and ensuing massacre.

Says Anup, “We have a laundry list of reasons as to why we selected to live bootstrapped. First of all, walking a firm on investment is a different mindset sport altogether. You begin burning coins and you are not building the proper enterprise. Funding only funds consumer acquisition, that is what you spot occurring in today’s marketplace. Very few people study investment as a structural increase enabler. Added to that is the truth that there's little or no loyalty connected to it – it isn't a prevailing strategy.

The only approach right here is that in order to hold gambling this sport, you hold raising extra cash than your competitor and ensure that you always have deeper wallet than him to preserve gambling this sport – that’s the simplest approach. It will never turn into a factor that now I even have accomplished so much, I don’t want to make investments extra. And we already knew large gamers are gambling this recreation, so it did not make sense for us to get into that massacre or a sport which doesn’t assist build your shape successfully.”

So, for the first  years, the duo did no longer even reflect onconsideration on entering this game and honestly targeted on constructing the business. This in turn placed plenty of things in vicinity for them. They have figured out strategies in sales, where other companies failed. It enabled them to stay nimble. It also worried doing matters which include calling clients to get telesales orders! In fact, for the primary yr, the business enterprise had handiest two employees—Anup and Shailesh—the co-founders! The duo had been doing the whole thing themselves until they made their first hire in June 2012, after three hundred and sixty five days.

Creativity In Constraints

Anup does no longer deny that going the bootstrapped way is tougher – yet it has never stopped their ardour or fire for something. They had been nevertheless able to determine out their way, which he calls “creativity in constraints”. Says Anup,

“It essentially manner that because you don’t have an excessive amount of leverage to do too many things and you are constrained, you have to be innovative to discern out approaches to grow. It has come what may helped us. If you have cash, you can experiment faster. We have now not been able to play around that. But this isn't always that hard a recreation. If you consider the perfect enterprise model, it's far natural retail. All you have to do is keep getting an increasing number of clients and ensure that your existing customers are satisfied. They will cope with it.”

Of route, ‘creativity in constraints’ intended that costs needed to be managed creatively too. It supposed that each little value needed to be sorted. For example, choices which include what kind of PCs should be used on the table, the selection to not have a fancy office or a foosball table, the decision to spend on virtual marketing but no longer branding, or that of looking minutely at every and each employee’s ROI, or sitting in small cramped spaces and working 2 shifts.


The firm best centered on patron-primarily based advertising and marketing and relied solely on digital advertising and marketing. This supposed no media advertisements, no radio commercials, no TV, no print commercials, and no random outdoor hoardings at busy traffic lights; only and handiest virtual advertising and marketing and that too in-residence! Because outsourcing it to digital media organizations did no longer yield the preferred effects, so the founders learnt the abilties themselves and carved out the digital advertising strategy by using themselves. This meant that the approach was scrutinised minutely each day to peer if it turned into yielding effects – something that is completed religiously even nowadays.

Says Anup, “The model that we've constructed took care of itself. After the preliminary one year, we had been making a living on each order, from the get-cross. We have been profitable month on month. Of route, a few quarters we may additionally have gone in loss, in which we did competitive patron acquisition. But there was never a year/period wherein we booked a loss. We put all that cash lower back into the enterprise, we reinvested. So, after  that INR 1 lac that we invested initially, we in no way needed to put in greater of our cash.

We burnt through that INR1 lac inside the first year, and submit that it’s the enterprise’s coins. So frankly talking, it’s that INR 1 lac which remains rotating! See the component is we knew we had a growth path. We had been capable of develop the usage of our cash. When we spoke to multiple traders, the increase numbers they deliver us were 10-20% m/m boom, which is what we have been already doing with our cash. So, we were like why now not preserve doing this on our personal and hold one hundred% of our organisation, manage decision making, increase and approach.”

Of course, this doesn’t imply that Mirraw will never improve investment ever. It might occur when it makes experience to take budget to build positive elements. Even if Anup and Shailesh determine to go for funding, their consciousness will still stay on dependent boom and making sure that Mirraw doesn’t run into losses constantly. For them it's miles clean that although some periods could be laggard but one cannot construct a organisation on simply losses. The business wishes to be self-sustained. So, if they ever improve budget, they would choose to go slower than humans however at the least in a guaranteed way.

From INR 1 Lac To INR one hundred Crores!

The startup has come a long way from the initial INR 1 lac pumped into the enterprise by way of its founders. This financial 12 months Mirraw will be closing in sales of INR100 Cr, clocking 1200 plus orders each day. This is 3x of what it did in the previous economic yr, which basically manner that the range of orders shot from four hundred to 1200 a day in the rely of twelve months. For the following year, Mirraw is asking at doing 5000 orders in line with day.

At present, the Mumbai primarily based startup has a hundred and twenty human beings on board, up almost 3 instances the humans it had closing April. It is likewise looking to scale the variety of companies to 10,000 from the contemporary 3,000 in a couple of months. However, it has no plans to construct hubs here and there, staying firmly rooted at its Mumbai base.

Says Anup, “People sensible, we are able to maintain growing step by step. The techniques of growth that we've in location do not require massive manpower answers. The thing is it’s vital for a startup to have pretty handing over humans. So, in case you are turning in properly, you continue to exist. Hence, our approach has been to select up the nice from the lot after which later route correct.”

So, whilst people sensible Mirraw will pass slow, it will likely be hastily going deep into categories to construct a much wider stock and also upload greater classes within the procedure. One most important thrust might be on domestic furnishing as it's far witnessing a demand for home décor and Indian handicrafts. Regional saris is any other class which it goals to specialise in. The startup is making an attempt to build an exhaustive sari inventory because it firmly believes that regardless of the presence of biggies like Flipkart, Amazon, Snapdeal, and anyone else, there may be nevertheless now not enough stock to be had online – mainly to discerning customers from down South.

The Rising Tribe Of Ethnic E-tailers

With the upward push of ecommerce in India, it's miles however natural that the wide variety of e-tailers venturing into the ethnic category has additionally risen. One such e-tailer is Mumbai-based totally Craftsvilla, which raised about $34 Mn in Series C spherical of investment, led by means of current traders Sequoia India and Lightspeed Venture Partners, final November. Then, there's Delhi-primarily based Jaypore, a curated online retail shop, that has raised about $five Mn funding from social challenge firm Aavishkaar in its series A round of investment. Bangalore-primarily based style retailer Voonik, which secured $5 Mn in collection A funding, led by using Seedfund and Sequoia, last June, also performs in similar categories.

However, Anup believes that competition isn't a trouble at this stage. Says Anup, “This marketplace is so massive that anybody are just chasing a whole lot of clients. It’s not become a trouble where one’s presence is affecting the others. Of path, the fee increases to accumulate a patron however marketplace is still huge, and there's no person miles beforehand who we can’t take over. It’s no longer a winner takes all kind of market.”

Hence, as a way to differentiate, Mirraw is focusing on customisation, great, and building a deeper inventory. It has ventured into turning in customised stitched blouses, lehengas, and many others. And desires to make that provider massive if you want to offer some thing which its competition don’t do. Since about 50% of anybody’s inventory is almost equal, Mirraw is also looking to build a deeper inventory so that it will rating over the competition.

Quality is a element that it's been competitive on due to the fact the start, as it becomes critical for consumer loyalty. And in a bootstrapped setup it will become even greater critical as one has to offer fee to the patron inside the product satisfactory itself, that allows you to convey him returned next time. On this count, Anup is clear that Mirraw will accept lesser variety of vendors however they may be the proper providers. Adds Anup,

“The toughest part is that being a market, it's far very hard to make certain the high-quality of products to the customer. Because you don’t come within the route of the product, the seller ships the product without delay to the customers – you don’t get to peer it. So, we do a number of initial checks with each dealer. While on boarding, we make certain that vendors are right exceptional carriers. If we make errors even in that degree we later path correct it. If a selected supplier has quite a few returns to the patron, say 15%, we lessen that guy’s marketing. We just prevent operating with that vendor, even supposing he giving us orders well worth INR 2-three lacs. Because we cannot constantly build a enterprise on providing bad excellent.”

Also Read:- Cognizant CEO Brian Humphries refutes reports of job cuts, promises more hiring in India

Similarly, in terms of delivery, Mirraw guarantees a 24 hour dispatch time although it does no longer have any warehousing facilities. This is achieved via following up with the seller as quickly as an order is placed.

The Discount Game Vs The Value Game

Anup believes that Mirraw’s bootstrapped version allows it to play in a value-efficient way. And as a consequence has higher possibilities of sustainability and boom. Given the lowering of valuation of Flipkart and the investment squeeze, there might be some truth to his argument. Says Anup, “Funded fashions are gambling a discounts sport, at the same time as we are playing a value recreation. We are offering fee to the consumer within the product pleasant itself. We need to play with the proper pricing. So, we simply don’t do deep discounting and not care approximately the fine.”

After all, none has nonetheless received this race. Especially, the market for ethnic put on vertical continues to be open for the taking. Fundings run dry, so what in the long run sustains is a price green model. On that score Anup believes Mirraw stands a better hazard of increase as until now it doesn’t have a failure moment. It’s locking in growth of 10-12% month on month, main to an annual growth fee of 3x-4x. Its best task is how fast it could develop. Given the truth that it's miles touching INR100 Cr this year, the mission seems like something which it's miles ready to remedy.

The only thing Anup misses out on by means of opting out of the investment and discounting sport is the dearth of sturdy mentors in Mirraw’s adventure. Says Anup, wistfully, “We lacked a strong mentor to provide us shortcuts, insights into the industry. That’s the one component you leave out out on when you do it yourself. So, it's miles viable to do what we have executed in a much faster way with funding.” But searching at Mirraw’s growth trajectory, it might be not something that Anup and Shailesh pass over actual horrific.

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