Challenges
Quintessentials started its Myntra journey with strong product potential but faced challenges in generating consistent sales and controlling returns.
In March 2026, the brand recorded gross sales of ₹35,764 and sold only 74 units. At the same time, the unit return rate was approximately 43%, which significantly affected realized revenue and marketplace performance.
The brand also needed better pricing control & improved product catalogue presentation. Aggressive discounting could have increased orders temporarily, but it also carried the risk of reducing margins and weakening the brand’s price positioning.
The challenge was to increase visibility, improve conversions and scale order volume while maintaining pricing discipline and reducing avoidable returns.
Solutions
NextGen implemented a structured marketplace growth strategy to increase sales, protect margins and reduce product returns.
1. Price and Margin Discipline
We created clear pricing and margin rules to maintain the average selling price between approximately ₹470 and ₹485 during the scale-up period.
2. Demand-Based Discount Strategy
Instead of applying blanket discounts, markdowns were planned according to product demand, inventory movement and conversion potential.
3. Profitable Event Participation
Quintessentials participated in selected Myntra sale events only after analysing the expected selling price, discount requirement, margins and potential order volume.
4. Strategic Coupon Campaigns
Time-bound coupon campaigns were used to improve conversions, attract interested customers and support the movement of slower-selling products.
5. Catalogue and Sizing Optimisation
Product listings were improved with better presentation, clearer product information and more accurate sizing details. This helped customers make informed purchase decisions and contributed to reducing the return rate from 43% to 24%.
Results
Within the first three months of marketplace management, Quintessentials achieved significant growth across its major performance indicators:
1. Gross sales increased 28.4X, from ₹35,764 in March to ₹10,16,395 in May 2026.
2. Monthly gross unit sales increased 29.2X, from 74 units to 2,160 units.
3. The unit return rate reduced from approximately 43% to 24%, a decline of 19 percentage points.
4. The average selling price remained stable between approximately ₹470 and ₹485 during the scale-up period.
5. The original target of achieving 4X growth within 169 days was crossed in the first month, with 28.4X growth achieved by approximately Day 90.
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