In a world where brand experiences often stop at logos and slogans, Merch Matters was born out of a deeper belief—that storytelling could extend through thoughtful, intentional merchandise. We recently had the opportunity to sit down with the founder of Merch Matters, a company that has swiftly risen from humble beginnings to becoming a trusted brand partner for some of India’s leading organizations. From rebranding Flint Merchandising LLP to building a ₹2.47 crore business rooted in creativity, personalization, and purpose, this is a story of resilience, vision, and meaningful growth.
In this conversation, we dive into the inspiration behind Merch Matters, the lessons learned from early entrepreneurial struggles, the influence of experiences at Oyo Rooms, and the principles that continue to shape their unique approach to corporate gifting in India today.
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What inspired you to start Merch Matters, and what challenges did you face in the early days?
This passion for storytelling through products resulted in the genesis of Merch Matters. For me, one of the things missing in brands was how meaningful experience through merchandise or gifts helped create lasting impressions. The idea was to move beyond the ordinary route, generic gifts, and experiences. Creating an unbreakable bond of trust was an early challenge that people faced. We pitched to big companies when we were young and did not have a huge portfolio as an organization. It was tough selling the idea to the clients for us to take a chance on them. But we chose to make sure that we deliver quality, be hyper-responsive, add value, and at every step, just do even one good thing for a client. Gradually, word got around, and we made good strides.
How did your experience with Oyo Rooms influence your entrepreneurial mindset?
At Oyo, I learnt what speed, scale, and structure look like. Even thinking like an owner, solving problems daily, and building up systems on the go, it was intense. I saw firsthand how operations and branding work nationally. It also taught me resilience, as most of the startups like Oyo give you that environment so that you can perform in case of high pressure, and that shaped the type of leadership I have. I knew that with agility, people come first in most parts, and the customer should never lose sight in terms of the experience. The same mindset that drives Merch Matters.
What motivated you to rebrand Flint Merchandising LLP into Merch Matters in 2023?
Merch Matters was more than just a rebrand; it was a strategic move that we made. Gradually, we have stopped looking simply at merchandise and begun to address genuine branding issues through gifting. ‘Merch Matters’ captures what we believe: merchandise isn’t an accessory; it is the core of the company itself. We wanted the name to reflect our mission- creating memorable, highly aligned merchandise for the brand. The rebranding also enabled us to reset our brand tone, design language, and storytelling across platforms. It was a way to own our space more confidently and grow with clarity.
Merch Matters has grown from ₹36 lakhs to ₹2.47 crores in just a few years. What strategies helped you achieve this success?
Growth has been organic, but I would credit it to three factors: real building, obsessive execution, and constant change. The order was never just another ‘delivery’. Every brief was a brand moment. All were personalized. Indirectly, more referrals from happy customers came rolling in. Invested early in building strong backend sourcing-quality checks-packaging-everything tight. Plus, we didn’t wait for December to sell presents. Ongoing solutions- all these fiscal onboard kits, milestone gifts, and employee engagement ideas- formed a solid base for creating recurring businesses
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How does Merch Matters differentiate itself from other corporate gifting companies?
We consider ourselves not just a vendor but a brand partner. Catalogs in other suppliers’ hands, ideas in ours. Our strength lies in custom solutions rather than cookie-cutter products. We dig in, finding brand personality, contextualizing who receives the gift, and the overall breakdown. With this knowledge, whether gifts will be eco-friendly, all-way-off-the-charts funny onboarding kits, or influencer drops, we strive to make everything more memorable and meaningful. And we do it all, from sourcing design to packaging to delivery, so it’s as seamless as possible for our clients. That kind of attention to detail, creativity, and execution is why our clients keep coming back.
What role do creativity and personalization play in your business model?
In this day and age, generic gifting has no impact. Personalization just adds to the joy, whether from an inscribed name, a handwritten note, or a gift that genuinely fits into someone’s lifestyle. We make it a point to develop stories around every package, not just products. We believe in gifting with a motive, even in B2B. And our team thrives on creativity for everything, from onboarding boxes for tech brands to festive hampers for a law firm. The idea is to make the recipient feel seen and valued, and that requires way more than just a nice design; it takes intention.
How has the corporate gifting industry evolved in India over the years?
A decade ago, gifting was a matter of choice during festivals. Today, it’s brand-building with gifts mirroring the company’s ethos, celebrating its people, and inducing a little joy. Emphasis has shifted to design, personalization, sustainability, and storytelling, influenced by the entry of new-age startups and a younger working populace demanding more quirky yet cool and thoughtful products. Even B2B gifting has become increasingly curated and strategic. We’re seeing brands use gifting for everything- from onboarding to retention to PR- and it’s exciting to be a part of that change.
How important is sustainability in corporate gifting, and how does Merch Matters incorporate it?
Sustainability has gone beyond being a trend into a must-have. Today, more and more clients are conscious of what gifts say about their values. At Merch Matters, we have offerings that range from plantable kits to seed paper cards, jute packaging, reusable metal straws, and many others in the eco-conscious sense. We also work hard to minimize plastic, use local artisans, and recommend as many mindful alternatives as possible. Still, sustainability has to be practical, so we always find a balance between impact and usability. Our end goal is to allow brands to gift responsibly without compromising either on the aesthetics or the experience.
Looking back at your journey, is there anything you would have done differently?
I should have said no a lot more. In the early days, we said yes to every conceivable opportunity, even when it didn’t quite fit our strengths. While much was learned from that hustle, it caused unnecessary stress. Over the years, I have learned that growth does not always mean yes; rather, it means yes to the things that matter. If I could rewind, I would trust my instincts sooner and spend time on growth that is strategic rather than random. Nevertheless, every mistake provided a lesson, and I’d take that learning over anything else.
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What are the key qualities you believe every entrepreneur should have?
First comes resilience. There will be a time when nothing seems to be going right—deliveries are getting delayed, deals are falling through, doubts are setting in. Well, we overcame those. Next comes empathy; understanding your people, your clients, and, to some extent, even your vendors, is tremendously valuable. Curiosity and the ability to adapt are vital, too. The environment changes quickly, and if you are not learning, you are falling behind. Finally, integrity—your name is your biggest asset. Do what you say; people will keep coming back.
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