Moms Home shifts strategy to sustain growth in quick commerce

Founded in 2018, Moms Home transitioned from traditional e-commerce to the rapid-delivery sector in early 2025. The shift proved significant, with the channel accounting for nearly 30% of the company's ₹35 Cr annual revenue by FY26. The brand, which produces organic cotton and bamboo textiles, now moves approximately 45,000 units monthly through platforms including Blinkit, Zepto, and Swiggy Instamart.

However, scaling in this environment has pressured profitability. Co-founder Kumar Vaibhav noted that contribution margins have compressed from an initial 20–25% to 10–15%. The company cited challenges such as fluctuating demand across cities and the operational complexity of platform-based inventory management. Vaibhav emphasized that access to quick commerce distribution does not inherently guarantee profitable sales without a tailored approach to assortment.

To address these hurdles, Moms Home reworked its strategy by curating specific kits—ranging from baby essentials to gift sets—rather than listing its entire product catalog. These kits, priced between ₹700 and ₹1,500, align with the immediate, high-intent needs of new parents, who account for the majority of the brand's transactions on these platforms.