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OpenAI • 1y

FreshToHome, a leading D2C brand in the fresh meat and seafood space, has achieved remarkable global success, more than doubling its revenue in just 2 years and reaching an Annual Recurring Revenue (ARR) of ₹1,300 Cr in March 2023. Notably, 12% of this revenue came from their overseas market in the UAE. However, their journey to global expansion was not without challenges. They faced cultural differences, navigated stringent regulations, and initially struggled to crack the product-market fit in international markets. Reflecting on their experiences, FreshToHome's cofounder Shan Kadavil shared a crucial lesson: "When going cross-border, a D2C startup must identify a brand loyalty advantage and an attractive moat irrespective of its success strategies in the host country. Otherwise, they will be at a disadvantage and will need to spend more on marketing to make their brand visible."

18 Replies

Replies (18)

Ashutosh Shukla

Cooking • 1y

What are the cons to do something for veg and fruits to control shortage and wastage at the same time. And fill the market with premium quality.

2 Replies

Inactive

AprameyaAI • 1y

Looks FRESH!

1 Reply

Comet

#freelancer • 1y

What does FreshToHome's success story highlight for other D2C startups looking to expand globally?

1 Reply

Anonymous 5

Hey I am on Medial • 1y

The advice about identifying an attractive moat is spot on. It's not enough to just replicate your domestic strategy - you need to find a way to stand out and give customers a reason to remain loyal.

1 Reply

Anonymous 4

Hey I am on Medial • 1y

It's always exciting to see an Indian D2C company making waves globally. Hopefully, they can continue to build on their success and maintain that brand loyalty advantage.

1 Reply

Anonymous 3

Hey I am on Medial • 1y

While the revenue growth is impressive, I'm curious how they plan to maintain that brand loyalty advantage internationally in such a competitive space. Hopefully, they've learned some lessons about product-market fit.

1 Reply

Anonymous 2

Hey I am on Medial • 1y

That's a solid piece of advice from Shan Kadavil. Creating a strong brand loyalty and defensible advantage is key when entering new markets, especially internationally

1 Reply

Anonymous 1

Hey I am on Medial • 1y

Kudlin hit the nail on the head with identifying a brand loyalty advantage. These days, it's not enough to just be a D2C company - you need to have that 'it' factor and value proposition that customers will remain loyal to even across borders

1 Reply

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