2 hours ago
1
It is never about strategy and spreadsheets; it is about heart, hustle, and standing by what you believe when nothing else is certain. Legends give their side of story concerning the mythic successes: the lonely restless nights, the sometimes-half-crazed decisions, and the simple certainty that should come from a core belief. This is the truth of the world: entrepreneurship means not glamorous highlights but late nights, rejections, a bit of self-doubt, and the resolute sense of belief-one worthy effort in the fluid journey where everything-from lubricants to Google-is about focus, about product, and mostly about people.
Welcome to Crafting Bharat: The Founders' Files-a set based all around early-stage struggles, bold moves to networking, and growing mutual respect between founders and investors. In this insightful episode, Aditya Arora, CEO of FAAD Capital, was joined by Shish Kharesiya, Founder & CEO of Baby & Mom House of Brands, for a real conversation on what it takes to really create something out of nothing and scale it with an emotional heart.
The series was brought to you by NewsReach, with the Association Partner being Innovations Ventures Studio and FAAD, Insurance Partner Beacon Insurance, and Venue partner Ofis Square. Production Partner HT Smartcast, with other partners being Garudauv Soft, Rapido, RFL, Centrum, Matrix Moon, and Tiranga Autotech India. So, tune in for more Insights!
Add Zee Business as a Preferred Source
Watch episode: https://youtu.be/uIIlRb5Jf3w?si=rZHeFokKPAeNWz9V
Edited Excerpts:
How did it all start with you? I mean, did you really intend to become entrepreneur? Or was it sort of a casual process?
Shish Kharesiya: "मैंने उस दिन समझ लिया था कि मुझे सूट-बूट पहनना है एक दिन।"
To tell you the truth, I never really had that kind of framework to come up with epiphanies in Silicon Valley style. From a small village in Rajasthan, the presence of such a thing as a man in a suit almost never came about. I once saw an attractive person in a suit at a bus stand; out of curiosity, I asked my friends, 'Who is this fellow?' They said maybe he was a manager or maybe the Managing Director of some company. That particular instance stayed with me, some thought was going through my mind: One day, I want to be that guy.
Seizing upon the thought, I had to put a few more questions. How do we get there? Somebody said, "Do an MBA." Being from a school or Arts background, nothing stopped me. I cracked the MBA entrance, went for a college admission, studied whole heartedly with a lot of luck, and found myself in Gurgaon. My first job? Selling water purifier door-to-door. That was really the state of shock after the MBA; I mean, it was that feeling that the sky really fell down on me!
I appeared for almost 50 interviews and lost all the 50. I had this thought- if I don't get a job in Delhi by the 10th of January, I'm out of here. On January 9th, I got two offers. That’s how the journey began.
How your company is worth 100 crores without external investment. How did this happen?
Shish Kharesiya: "If you want to become a 100 crores owner, you must give 10 years of your life."
The bootstrapping of a business up to ₹100 crores generation never ever rested on luck but on sheer grit, clarity, and relentless grind. Right away from Day 1, I was looking for three things: the right product, the right set of people, and the right ground-level execution. Not a fancy deck or a sugar-coated fairytale excel plan.
Pack your life with tests in those early days, choosing an order and dispatching it. From Day 1, we continued to maintain discipline in our employees. Any launch for any new product has to come through me: campus size, and how will the M3, M6, and M12 journey look for it? I'm almost convinced that by staying close to your roots, growth becomes organic.
You've got a different philosophy: Employees first and customers second. Isn't that unconventional in an age of maximum customer obsession?
Shish Kharesiya: "If your team is happy, then only the customer will be happy."
People today preach the phrase, "The customer is King," but for me, it will always be: "First comes the employee.."
When those employees go to work with a smile on their faces, already believing in their cause, the customer is the only person in their minds. There they are involved in the process of relationship building. There should be empathy, follow-ups, and support.
Hence I have always invested an enormous amount in training, morale, and the knowledge base of the individuals. If people really feel like owners of a company, then they act as if it is their own. The results speak for themselves.
D2C is growing, but many still burn cash while on their way. What do you imagine for the future for D2C in India?
Shish Kharesiya: "Funding is not a lifeline; it is a byproduct of building right."
The D2C revolution has a very bright future in India. Provided you are not chasing vanity growth. A profitable D2C? Could be done. But only once you have your fundamentals fixed.
Never jump into something just because it is trending at the moment. Are you passionate about the problem you are working on? Do you truly know the customer? Are you building a product you believe in with conviction?
Most founders fail not because of money but because, on the ground, the choice of a founder is never one who chases valuations alone but one who obsessively delights customers while exercising operational discipline. Do that, and India's D2C potential gets unlocked for you.
What is your view on aggregator-model exits, like your sale to Mensa Brands?
Shish Kharesiya: I have always believed that – “An aggregator that keeps founders on board, will succeed." So when Mensa Brands came knocking, I didn't just sell — I forged a true partnership.
Besides strategy calls monthly, the core team sets some team meetings and works on creating product roadmaps. This is how the decision-making team was able to very quickly grow the company, yet retain the cultural identity and customer trust. I have seen brand names tarnished even if the founders are kept away from the core operational decisions; hence, if you think the aggregate exits will be yours, my heartfelt advice remains - stand firm on clear terms for your involvement going forward. Your vision is your greatest asset.
What advice would you want to give aspiring entrepreneurs from small towns?
Shish Kharesiya: "Stability builds empires, not shortcuts."
At least three to five years in a startup: see all departments; develop grit; make feet firm on the ground. Don't fall into job-hopping for pay hikes or for short-term wins, as this could kill any long-term growth you nurture. On the other hand, regard the employer's venture as your own; learn it inside and out; ponder it; then by all means go forth out there.
What would be the learning requirements if there are just three things to learn at the onset of a D2C brand today?
Shish Kharesiya: "Focus, Product, Team-These matter."
A good culture is seeded by the early hires. You must build those sets of teams that share the vision. The second phase saw the product coming out to be able to solve masses of problems with great differentiation. Thirdly, an intense focus: avoid all distractions; whatever is fashionable at the time. Speak these three and survive hard entrepreneurial storms.
Hardly ever in real life is there an easy road to something meaningful. A series of small wins, tough decisions, lessons, and mostly some disasters fill the spaces in between. But at its core, it is about staying-yourself, good people to work with, and never losing sight of the original enthusiasm. As this story begins to seep in, new spirits are stirred within intentional design and empathetic leadership, pushing all boundaries for the next story, the next spark, and the big leap.
Brought to you by NewsReach—India’s leading PR-tech platform, in association with Innovations Ventures Studio and FAAD and our production partner, HT Smartcast and other partners Garudauv Soft, Rapido, RFL, Centrum, Matrix Moon, Tiranga Autotech India.
X (Twitter): https://x.com/CraftingBharat
Instagram: https://www.instagram.com/craftingbharat/
YouTube: https://youtube.com/@CraftingBharat
Facebook - https://www.facebook.com/craftingbharatofficial
Linkedin - https://www.linkedin.com/posts/craftingbharat
This article is from the Brand Desk. User discretion is advised.
English (US) ·