25 years offline, never online — to ₹1 crore a month.

The challenge

A mattress maker with 25+ years of heritage and a strong offline retail footprint — and zero online presence. Marketplaces were an entirely new channel: no catalog, no reviews, no ranking history, no online brand recognition to lean on.

Mattresses are also one of the harder categories to crack online. They're high-value, bulky to ship, and demand a lot of trust — a stranger has to be convinced to buy a product they'd normally lie down on first, sometimes at ₹20,000–₹50,000, sight unseen. The brand's range ran the full ladder, from ₹1,999 foldable mattresses to ₹49,999 premium models.

What we did

We sequenced the launch deliberately: Amazon first, then Flipkart — nail the playbook on one platform before scaling it to the second, rather than spreading thin across both on day one.

1. Catalog & content, built from scratch

We built the entire catalog across the range, with A+ content, comparison imagery, spec-led detail pages and FAQs designed to answer the objections that stop people buying a mattress online — firmness, warranty, trial, delivery. The content had to do the selling the showroom used to do.

2. Range architecture

We structured the SKU ladder so the entry foldable products drove volume and reviews — the social proof a new listing needs — while the premium models drove margin. Early velocity at the bottom lifted the whole catalog's ranking.

3. Advertising to seed, then scale

Sponsored Products and Sponsored Brands seeded initial velocity and reviews. As organic rank and ratings built, we scaled spend behind the SKUs that were converting — reaching a 6×+ ROAS while still growing top line.

4. Phase 2 — Flipkart

Once Amazon was compounding, we replicated the winning catalog and ad structure on Flipkart, adding a second marketplace on top of an already-working engine.

The results

• ₹1 crore in monthly sales on Amazon alone, within 9 months of the first listing going live.
• 6×+ ROAS — growth that was profitable, not bought.
• A compounding online channel for a brand that had none — plus a Flipkart presence layered on top.

A 25-year-old brand that had never sold a mattress online now runs a crore-a-month marketplace business — built from an empty catalog in well under a year.