Mumbai, March 30 -- Online-focused or direct-to-consumer brands should consider venturing into offline retail as soon as they hit the Rs.100-crore mark to prevent stagnation of revenues and open up sales channels, said Swati Kulkarni, director at early-stage venture capital firm Fireside Ventures.

"At the Rs.100-crore scale, brands should consciously think of going offline. I'm not suggesting bombarding the general trade channel with your products, but start small. Try it out in a city or in a small cluster and see how it is working," Kulkarni said during a panel discussion at the Mint India Investment Summit 2025.

However, scaling offline retail is very different online as it requires clarity and sharpness of stock-keeping units, Kulka...