Buoyed by festive momentum, a rebound in discretionary spending, and rising appetite for premium work-travel accessories, D2C brand Scarters is targeting 50 per cent year-on-year growth in FY26, founder Darshan Shah told ETRetail.
After clocking 20-25 per cent growth annually in recent years, the brand expects its newly launched cabin luggage and suitcase range to lift average order values (AOVs) from around Rs 7,500 to between Rs 20,000-Rs 30,000, thereby accelerating top-line growth in the ongoing fiscal.
“With our suitcase and cabin luggage launches, we expect a strong push to our topline as AOVs move upward. Our goal is to maintain steady, sustainable growth around the 50 per cent mark,” said Shah.
From desk accessories to travel solutions
Founded as a work accessory label during the pandemic, Scarters has evolved into a comprehensive lifestyle brand spanning desk and tech accessories, wallets, organizers, and now travel gear.
“We’ve moved from small goods accessories to a full ecosystem of work and travel essentials. The idea is to make one strong product per category rather than many variations,” Shah explained.
The brand remains bootstrapped and operates near breakeven, maintaining profitability while reinvesting for organic growth.
Metro-focused, with emerging tier-2
Nearly 80 per cent of Scarters’ sales come from tier-1 cities such as Mumbai and Bengaluru, with growing traction in tier-2 markets like Pune, Surat, and Ahmedabad.“Customers often start with smaller accessories like wallets and gradually complete their ecosystem with our organizers, bags, and now luggage,” Shah said.
About 95 per cent of sales are driven by online channels, with the brand’s website contributing nearly 70 per cent of total sales. Scarters is also piloting offline formats such as store-in-store tie-ups and airport retail counters via partners like Broadway and Relay.
Quick commerce expectations
Scarters views platforms like Blinkit and Zepto primarily as channels for premium gifting, rather than regular brand discovery.
“Quick commerce works well for impulse gifting birthdays, anniversaries, or festive occasions. We’ve built ready gift sets with multiple accessories, beautifully packed, and available for instant delivery,” Shah said.
Design-led collaborations and product innovation
The brand has focused on strategic design collaborations. Last year, it worked with Chennai Super Kings as design partners for duffels and backpacks used during the IPL season.
“We weren’t just suppliers; we co-created the designs with them. Going forward, we are exploring collaborations with brands like Citizen and are in discussions with Air India for its business class range,” Shah said.
The recently launched cabin suitcase, three years in development and patent-pending, reflects this design-first approach.
“We’ve created a modular mechanism where sleeves can be changed to alter the look, color, and utility of the suitcase. It brings a new level of personalization,” Shah said.
The luggage integrates aluminum, polycarbonate, and soft materials to balance durability, weight, and aesthetics.
Scarters plans to expand into lifestyle accessories aligned with its audience’s interests. “We are exploring new categories like paddle and pickle bags and even golf accessories — premium lifestyle segments that fit well with our consumer base,” Shah said.
“We are not chasing hyper growth. The goal is to build a brand that holds true to its ethos,” he added.
