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When Lea Clothing Co. hit the Shark Tank India stage, they didn’t just capture the attention of investors—they captured the hearts of millions. But success isn’t always a smooth ride. As the brand soared in sales and visibility, its growing pains led to big lessons in scaling and meeting customer demands. And this year, they’ve landed in Local Samosa’s Brands To Watch Out For in 2025 list! Here's how Lavanya Aneja, the Founder, handled the ups, the downs, and the breakthroughs!
Shark Tank India Boost: Surge in Sales and Visibility
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Lea Clothing Co. saw a significant boost in visibility and sales after appearing on Shark Tank India, but the impact went beyond just numbers. Lavanya reflects on the surge in interest, noting that while the visibility was immediate and significant, it also highlighted the challenges of scaling the business.
"We had a lot more eyeballs and a massive uptick in sales," Lavanya mentions, with interest growing rapidly after the show aired. Social media content tied to the Shark Tank appearance went viral, with some videos garnering millions of views. This boosted the brand’s visibility and helped expand its audience. The increased attention led to more inquiries, with a stronger intent to purchase.
However, the growth came with challenges. The brand wasn’t fully prepared for the overwhelming response, which caused strain on their supply chain and inventory management. "We definitely saw a massive spike, but we weren’t fully ready for it," she admitted. The increase in sales—often 3 to 4 times the usual figures—forced the team to reassess how they scaled operations. The made-to-order (MTO) model, which worked for existing customers, had to be reconsidered with a mass audience.
Lavanya also highlights the critical feedback received post-appearance. "We love you guys, but you’re expensive," became a recurring comment, leading to the creation of Lea Essentials, a subcategory with more affordable options that still adhered to the brand's ethos. This rapid feedback allowed them to adjust and offer a collection that addressed customer concerns while staying true to the brand's identity.
Beyond sales, the Shark Tank appearance gave the team invaluable insights. It helped them shift focus from being an "Instagram brand" to thinking about scalability and long-term sustainability. "It really helped us shift gears to think about scale," Lavanya explains. This included refining their supply chain, managing inventory more effectively, and ensuring faster delivery times—key challenges for any growing business.
The exposure also encouraged this Indian apparel brand to transition from early-stage thinking to serious growth. "You have targets, expectations, and growth that you need to achieve," she reflects. This shift in mindset was essential in preparing the brand for future investment opportunities, moving beyond a social media-driven business model.
From Instagram to TV with New Categories and Viral Growth
The social team at Lea Clothing Co. worked tirelessly to capitalise on their Shark Tank appearance, and their efforts paid off. "We got a lot of people even asking us, okay, how did you go about it?" The team managed to generate content that was both relevant and engaging without relying on paid promotions, maintaining the brand's authenticity. Lavanya credits the team's ability to balance organic reach with viral growth, avoiding typical corporate pitfalls. They were able to generate buzz that stayed true to the brand, which protected them from potential backlash.
Following the Shark Tank exposure, Lavanya reveals that the brand had already been in talks with potential investors. "We were already in talks with an investment group that was very interested in investing in us," she notes. The team had already done their due diligence and was close to finalising an agreement. However, complications arose around terms concerning control and royalties. "Royalty focus deals tend to become tricky," Lavanya comments. Ultimately, they secured investment from a group they felt was a better fit for their needs.
Investment discussions were not without challenges. Lavanya reflects on the transparency—or lack thereof—during these conversations. "It can be very... sometimes not as transparent. There are a lot of hoops to jump through," she explains. The process was fast-moving, and the brand, which had been entirely bootstrapped, wasn’t entirely prepared for the scale of attention post-show. "We needed that boost... we needed that a little quicker," Lavanya admits.
Typically, it takes six to eight months to close an investment deal. However, the process was expedited after gaining attention from the Shark Tank appearance. "We did end up getting investment externally," she confirms. The experience provides valuable insights into the realities of securing funding. "These deals take time," she advises, hoping that aspiring entrepreneurs can learn from the complexities behind securing investment.
Designing for Diversity
Scaling a brand involves more than just generating excitement and securing funding; it requires deep consideration of operational factors. As Lavanya explains, "There are further details — what are your return rates like? What are the RTO rates like? How are we reducing delivery time?" These questions are essential for understanding the business's health and ensuring long-term success. Funding may be a milestone, but it’s just one part of the equation, which also includes logistics, customer experience, and operational efficiency.
For startups, particularly in their early stages, investors demand a clear understanding of metrics like delivery times, return rates, and product scaling. Investors also ask for specific investment amounts and a clear scaling plan, which can be intimidating for young brands. "Angel investors are not a joke... they put you through the ringer for real," she acknowledges, recognising the rigorous vetting process.
As the brand grows, the focus has to shift from trends to more strategic decisions. Lavanya reflects on how, as the brand scaled, they had to think about the bigger picture: "If you're comfortable right now, but as you scale..." The journey is not just about growth for growth’s sake, but about making deliberate decisions to shape the future of the brand.
This Indian apparel brand has never aimed to become a "fast fashion giant." Instead, it prioritises efficiency and exceptional customer experience. "We realise how much more we need to prioritise," says Lavanya. This mindset has guided their growth, ensuring that decisions align with their long-term vision and market demands.
Redefining Fit and Body Representation in Fashion
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Lavanya Aneja’s decision to design for body diversity was shaped by both personal experience and the cultural context of India. While not a plus-size woman herself, Lavanya reflects on how, in Indian society, women’s bodies are often subject to scrutiny, a reality many women can relate to. Growing up, societal pressures around body size were ever-present, even from family members who would make remarks about how certain clothes only look good on a certain body type.
This experience of body shaming, especially in Indian culture, profoundly impacted the founder. "I’ve had fewer vessels, I’ve had close, even family, relatives... when you think about it, it’s just, it’s insane." This personal experience led to her decision to launch the brand. The lack of representation for diverse body types in mainstream fashion inspired her to create a brand that catered to all women, regardless of size. "If there’s no problem to solve, why would you want to?" she explains.
Her research revealed a significant market gap for fashionable, well-fitting clothing for women of all sizes. “There is a massive capacity to spend there,” she says. She also recognised that even when women found their size, the fit was often off, especially for curvier bodies. "Most women have the same issue where, even if you find your size, the fit is all off," she points out. Different body types required unique approaches to fit, which meant not just focusing on size but also design and structure.
This focus on diverse body types led to product innovation at Lea Clothing Co. They concentrated on creating flattering clothes for various body shapes while ensuring style. "We knew we wanted to focus on the silhouette," Lavanya shares. Continuous innovation, such as experimenting with stretch fabrics and adjustable features, ensured the brand could cater to a wider range of body types.
Meeting the Demand for Trendy, Sustainable Fashion for Plus-Size Women
Lavanya believes that no one should have to compromise on quality or style due to their size. "That is something that the brand is comfortable with," she states. Brands must step up to ensure that fashion is inclusive for all. The brand continues to explore better solutions for balancing customer experience with backend efficiency to ensure scalability. "There are some really interesting answers to it that we are also discovering and exploring," she says, optimistically.
The Impact of Inclusive Shoppable Videos on Sales and Customer Engagement
Shoppable videos and influencer content have proven effective in driving conversions. "We've spoken to a lot of our consumers and seen trends that indicate the best-performing content for conversions is video content placed in reels or stories," Lavanya explains. Videos showing real bodies and products in motion build trust and help customers visualise the product in real life, reducing the gap between expectation and reality.
While vanity metrics like video clicks are useful, it’s the meaningful engagement that matters. "Customers also know what they’re signing up for if the price point is low enough," she explains. However, for premium brands, customers take more time to make purchasing decisions. Shoppable videos and influencer content showcasing products on real people can be effective in converting these customers.
For instance, they collaborated with Banaras weavers to launch a collection featuring handloom textiles. The influencer collaboration with Rida Tharana resulted in immediate traction. "You see those hits and that sari was there on my website two weeks back, but I didn’t get nearly as much traction as I did when it was shown in person." This highlights the power of real-life representation in boosting customer interest and conversions.
The Shift Towards Ethical, Sustainable Fashion
Consumers are increasingly turning away from fast fashion in favour of ethical and sustainable brands. Lavanya notes, "We're seeing a shift where consumers are now more discerning, not just looking for the latest trends but also for brands that align with their values." The demand for clothing that marries tradition and modernity, without sacrificing style or ethics, is growing.
Overcoming Supply Chain Challenges for Growth
Scaling a fashion brand involves refining supply chain management and inventory planning. Lavanya explains the importance of these aspects for sustainable growth. "When you scale a business, you need to ensure that your supply chain can handle the increased demand," she advises. At Lea Clothing Co., this meant redesigning operations to become more agile and responsive to customer needs.
Lea Clothing Co.'s journey post-Shark Tank India showcases the challenges and triumphs of scaling a brand. While the surge in sales and visibility opened new doors, it also required strategic pivots to manage growth. With a focus on inclusivity, sustainability, and operational efficiency, the brand continues to evolve, proving that the path to long-term success is about balancing buzz with thoughtful, sustainable growth.