Aarti Gill is the co-founder of OZiva, explaining why women-focused nutrition products saw immediate traction when launching the brand.
Opinion
Gill: There has been zero innovation in Indian OTC over 10 years
“Because I think in the last 10 years, there has been zero innovation in the OTC space, right?”
Assertion Partly supported
Gill: OZiva hit ₹150-180 crore revenue with a 140% 3-year CAGR
“Today, you know, we are predominantly sitting at between 150 to 180 CR, right? Our growth for the last three years, we've grown at a one 40% CAGR and I think over the last three, four years, 2.5 million people or 25 black people have used our products”
Insight
Gill: D2C websites and retail should be treated simply as fulfillment channels
“Even today, I look at my own D to C as a fulfillment channel, e-commerce as a fulfillment channel, and also a chemist as a fulfillment channel. If a person wants a chemist, he can buy it from there. If they buy it from Amazon or Flipkart, the product should be…”
Insight
Gill: Founders should only raise capital after achieving product-market fit
“Both Mihir and I believe that you should raise capital when your business problem is solved, when you have a product market fit, because that's when you will be able to do justice to that capital. Right. Otherwise it's just gonna go, you know, it would be wast…”
Assertion Not checkable as stated
Gill: Scaled adult nutrition brands see max two repeat boxes yearly
“I think the age group between, I would say, 25 to 45 or 50, right? Where, which is where the retentions are not that great. Right. Where say even scaled up brands have seen maximum two boxes in an year being picked up.”
Disclosure
Gill: 20% of OZiva customers drop out after consulting uninformed doctors
“We saw that 20% of our people drop out because, you know, they go to a HCP and they say, I can take this regularly and not, right? And the HCP says, I don't know, I'm never, or, you know, I'm not sure.”