Himanshu Gandhi notes that the shift from mass consumption to mindful care has elevated the entire category and has pushed brands to innovate responsibly
On the back of expanding footprint across direct-to-consumer (D2C), modern trade, digital commerce channels, along with the increasing demand for premium, conscious baby care products, Mother Sparsh is targeting a revenue milestone of approximately Rs 200 crore in the current fiscal year, its Co-founder and Chief Executive Office (CEO) Himanshu Gandhi told BW Retail World.
Emphasising that today’s consumers seek brands that align with their values, Gandhi noted that there is a growing preference for ingredient, label-transparent formulations, with a strong tilt toward clean and natural alternatives rooted in traditional wisdom but validated by science. Edited Excerpts:
What are the factors driving India’s baby care market growth?
India’s baby care market is growing fast due to rising awareness among parents about choosing safer, gentler products for their little ones. Today’s families are looking for solutions that blend traditional wisdom with modern science, especially those rooted in natural ingredients.
There is also a visible shift toward conscious consumption, where parents seek transparency in labels and purpose in the brands they trust. With smaller families and busier lifestyles, convenience and quality are non-negotiable.
What are the revenue expectations from FY26 and the outlook for the next three years?
We are entering a strong growth phase backed by consumer trust and consistent innovation. We are confident in our growth trajectory, backed by strong consumer trust and a differentiated product portfolio. For FY26, we are targeting a revenue milestone of approximately Rs 200 crore.
This projection reflects our expanding footprint across direct-to-consumer (D2C), modern trade and multiple ecommerce and quick commerce channels, along with the increasing demand for premium, conscious baby care products. With a clear focus on purpose-led growth and meaningful consumer engagement, we are optimistic about building on this momentum over the coming years.
What is the current sales breakup when it comes to online and offline channels?
At present, approximately 85 to 90 per cent of our sales are driven through online channels, with the remaining 10 to 15 per cent coming from offline retail. Our strong digital presence has enabled us to build an intimate relationship with our consumers through dedicated storytelling, consistent communication, and a value-driven narrative that has evolved with them over time. While online remains our core growth engine, we are gradually expanding & strengthening our offline footprint to enhance accessibility and reach.
What is the target in terms of reach in the offline channel this fiscal? What are future expansion plans?
This fiscal, our offline focus is on expanding into key national modern trade accounts and leading pharmacy chains such as Apollo, Reliance Mother care, Nubaby and many others. This move will further strengthen our presence in metro cities while also marking a strategic penetration into tier-two markets, where awareness and aspiration around premium baby care is steadily growing.
How have consumer preferences evolved over the years in your segment?
Over the years, we have witnessed a significant and encouraging evolution in consumer preferences especially among young parents. Today’s consumers are far more informed, intentional and emotionally invested in their choices. They do not just buy products; they seek brands that align with their values – be it safety, transparency, sustainability or purpose.
There is a growing preference for ingredient, label-transparent formulations, with a strong tilt toward clean and natural alternatives rooted in traditional wisdom but validated by science. Parents are also embracing modern formats and convenience, but not at the expense of quality or efficacy.
This shift from mass consumption to mindful care has elevated the entire category. It pushes brands like ours to innovate responsibly, communicate authentically and consistently deliver on trust. And that, we believe, is a powerful direction for the future of the baby care segment.
How is quick commerce contributing to your goal of accessibility and real-time need fulfilment for new parents?
Quick commerce has become a powerful enabler in our vision of accessibility and real-time care for new parents. It allows us to be present in moments that truly matter whether it is addressing a midnight colic relief or a sudden need for baby wipes those messy moments. For today’s generation of parents, this immediacy is not just convenient, it is a form of backup in the most reassuring way.
From a brand lens, it opens up meaningful avenues for new customer acquisition. These quick commerce platforms help us navigate into the nooks and corners of India, making Mother Sparsh more accessible to a wider set of customer base. With evolving consumer behaviour, quick commerce has transformed into a saviour for new-age parents, seamlessly fulfilling last-minute baby care needs.
How has the demand for baby care products been in the last fiscal year? What is the outlook?
The baby care category witnessed strong double-digit growth in the last fiscal year, fuelled by rising incomes opportunities, growing awareness around wellness, and increased digital accessibility. Consumers are becoming more discerning – actively seeking high-quality, safe, and purpose-led products for their children.
Looking ahead, we expect this momentum to sustain, driven by deeper consumer trust, tech-enabled innovations, and greater availability across both digital and physical touchpoints. The outlook remains highly promising as the category continues to evolve toward conscious, needbased care
How is Mother Sparsh differentiating itself from other brands in the same segment? Key strategies
Mother Sparsh has always chosen depth over noise – building trust through purpose, not just presence. Our differentiation lies in blending traditional wisdom with modern innovation to address the real, everyday struggles of new-age parents. We are not trend-driven – we are trust-driven.
Our journey began with a clear purpose: to create a premium, thoughtful, and innovation-led baby care brand rooted in Indian values, yet presented in a way that resonates with the modern parent. We see ourselves not just as a brand, but as a companion ‘a good listener’ offering a safety net of solutions when parents need it the most.
Mother Sparsh built a reputation largely through hospital sampling and word of mouth. Why did you choose this trust-first route instead of aggressive advertising?
Hospital sampling has been one of the most pivotal trust-building pillars for Mother Sparsh. Our hospital sampling creates a meaningful first touchpoint. By introducing the brand from day one to mother, we create an opportunity to stay with the baby’s needs throughout their early lifespan—allowing us to introduce other targeted categories such as skincare, hygiene and safety.
