In conversation with BW Retail World, Vijai Subramaniam, Chairman & Founder of Royaloak Furniture, shares the brand’s journey from a single store in Bengaluru to a pan-India and global furniture powerhouse
Royaloak has grown into one of India’s leading organised furniture retailers. Looking back, what have been the key milestones that shaped the brand’s journey so far?
The journey of building Royaloak since its inception in 2010 has been truly incredible. We began as a single showroom in Bengaluru with a vision to bring international-style furniture to Indian homes — a fairly new concept back then.
Our deep understanding of Indian consumer preferences has guided us in delivering premium, high-quality products across categories. One of the major milestones was our early move towards an omnichannel presence, combining physical stores with a strong e-commerce platform. This allowed us to meet customers wherever they were — offering both the convenience of online shopping and the tactile experience of offline stores.
Today, we operate over 200 stores across more than 110 cities. Becoming the first South India-based furniture brand to enter metros like Mumbai and Kolkata helped us build a true pan-India identity. Our product portfolio, inspired by designs from America, Italy, Malaysia, and Europe, gives Indian consumers a taste of global design sensibilities.
Serving over five million customers and crossing the Rs 500 crore revenue mark were landmark achievements for us. Building India’s largest furniture warehouse has also been key in ensuring supply chain efficiency and timely deliveries.
Expanding internationally — with stores now open in Dubai and Ras Al Khaimah — marked our entry into the global market. Each milestone has prepared us for the next phase, and our goal now is to double our revenues in the next few years by deepening our presence in Tier 2 and Tier 3 cities and scaling our B2B business.
Could you share Royaloak’s current market share and sales performance, and how these compare with your growth projections for FY25?
We’ve built a strong foundation that reflects steady and consistent growth in India’s competitive furniture retail market. Crossing Rs 500 crore in annual revenue has been a major milestone and a testament to the trust our customers have placed in us.
With more than 200 stores in 110+ cities and a portfolio of over 10,000 products, we serve both retail and institutional clients. Our goal is to double our annual revenue in the coming years, driven by rapid offline expansion — particularly in Tier 2 and Tier 3 markets — and our B2B vertical, which is growing at around 35 percent year-on-year.
While specific market share data isn’t publicly available, our growth trajectory and expanding footprint clearly position Royaloak among India’s leading organised furniture retailers.
What are the most significant shifts you’re noticing in consumer preferences for furniture in India today — in terms of design, affordability, or functionality?
Consumer preferences in India have evolved dramatically. There’s a clear shift towards modern, minimalist, and internationally inspired designs that suit urban lifestyles. People want furniture that’s stylish, comfortable, and reflects their personality.
Affordability with value is another big trend. Today’s customers expect premium quality at accessible prices, and we’ve worked hard to make that possible. Our flexible finance options make aspirational products easier to own.
Functionality has become equally critical — especially with compact urban homes. Modular and multi-purpose furniture like sofa-cum-beds, extendable tables, and smart storage are in high demand.
Sustainability is another defining trend. Consumers are becoming eco-conscious, preferring materials like engineered wood and other environmentally friendly options. We’ve expanded our offerings in that direction.
Finally, while online shopping is on the rise, many buyers still value in-store experiences. Hence, our omnichannel model combines the best of both worlds. Post-purchase support — from easy assembly to warranties — also plays a major role in purchase decisions.
In short, today’s Indian buyer seeks furniture that is stylish, functional, affordable, sustainable, and accessible — and that’s exactly what we aim to deliver.
Royaloak has been expanding rapidly across India. What regions or cities are your current focus, and how do you plan to scale your retail presence in Tier-2 and Tier-3 markets?
Our expansion story has been exciting. In 2025, we have strengthened our presence in South Indian metros like Bengaluru, Hyderabad, and Chennai, where there’s growing demand for premium-yet-affordable furniture.
We’ve also ventured into international markets, with stores operational in Dubai and Ras Al Khaimah. On the domestic front, Tier 2 and Tier 3 cities are a major focus area for us. Rising disposable incomes and the expanding middle class are driving massive demand in these regions.
Recent store launches in cities like Ongole, Kadapa, Ramanagara, Belagavi, Kollam, and even at the Mall of Mysore are early examples of this strategy in action. Large-format stores offering an immersive shopping experience have become central to our growth model, ensuring that customers in smaller towns enjoy the same experience as those in metros.
This balanced expansion — both domestic and international — will continue to be our key growth lever over the next few years.
What’s Royaloak’s roadmap for the next three to five years in terms of revenue targets, product diversification, and expansion within India’s booming home and lifestyle sector?
Over the next few years, our focus will be on growth, diversification, and leadership in India’s evolving home and lifestyle space. We plan to open between 50 and 100 new stores, combining flagship and compact formats to reach diverse markets.
We are also launching three sub-brands — a Value line for budget-conscious customers, a Premium line for aspirational buyers, and a Sustainable Modular collection for eco-aware shoppers.
Online growth and exports will form another major pillar, with increased emphasis on international ecommerce. A nationwide marketing campaign with a celebrity brand ambassador is in the works to strengthen brand awareness.
We’re also introducing a membership loyalty programme that will reward customers with exclusive benefits and experiences. Our product range will expand into modular kitchens, wardrobes, and full interior solutions — meeting the growing demand for turnkey home design services.
Additionally, we aim to scale our franchise network to over 500 stores and expand B2B partnerships with builders, designers, co-living operators, and hospitality chains.
To ensure focused execution, we’re creating three distinct business units — Retail & Franchise, Ecommerce & Digital, and B2B & Projects — each with its own P&L ownership. This will help us maintain agility and innovation while pursuing our long-term growth vision.
