India’s D2C ecosystem continues to mature beyond growth-at-all-costs models, and Nandu’s Foods is emerging as a strong proof point in this shift. The hyper-local, omnichannel meat and fresh food brand has achieved EBITDA profitability while continuing to scale, a rare milestone in India’s perishable food and protein retail segment, where margins and unit economics have historically been difficult to sustain.
Within a few years of launching its current retail format, Nandu’s Foods has crossed a monthly revenue run-rate of over ₹15 crore, driven by disciplined store expansion, strong repeat consumption, and growing demand for convenience-led products. The company reported ₹121 crore in revenue in FY24, which grew to ₹143 crore in FY25, and is projected to close FY26 at an annualised run-rate of nearly ₹165 crore. These numbers position Nandu’s among the fastest-growing D2C brands India in the organised fresh food category.
What stands out in this phase of growth is profitability at scale. Despite continued investments in new stores, processing infrastructure, and product innovation, Nandu’s has remained EBITDA positive at a consolidated level. Mature stores operate at EBITDA margins in the high teens to nearly 20 percent, enabling the company to fund expansion through internal cash flows—an increasingly important signal for investors tracking D2C business India and D2C investor insights.
Speaking on the milestone, Narendra Pasuparthy, Chief Farmer, Founder and CEO of Nandu’s Foods, highlighted the company’s fundamentals-first approach. He noted that in fresh food retail, profitability is built through sourcing discipline, waste control, and trust-led demand rather than discount-driven growth. This philosophy has allowed Nandu’s to scale sustainably within India’s competitive D2C ecosystem India.
The brand currently operates over 50 company-owned stores, with a leadership position in Karnataka, while also reaching customers in 35+ cities via quick commerce platforms. Repeat consumption has been a major margin driver, with repeat customers contributing 78 percent of revenues in FY25. Its direct-to-consumer website and app report an even stronger 84 percent repeat purchase rate, reinforcing brand stickiness across online channels.
A key growth driver has been the rising contribution of Ready-to-Eat (RTE) and Ready-to-Cook (RTC) products—one of the most closely watched segments in D2C industry news. These categories grew 20 percent year-on-year and now account for nearly 19 percent of total revenues. Within this, Nandu’s Heat & Eat range, particularly starters, has seen strong weekday and festive demand, reflecting evolving D2C consumer behavior India around convenience without compromising nutrition.
Crucially, Nandu’s controls the entire value chain—from sourcing and processing to retail—helping reduce wastage, improve inventory turns, and maintain consistent quality. All RTE and RTC products follow a clean-label policy, with no added taste enhancers or artificial colours, reinforcing trust in a category often dominated by unorganised players.
Production is fully in-house, supported by a 30,000 sq. ft. FSSAI and FSSC 22000-certified facility, and antibiotic- and hormone-free meat sourced from the company’s own farms. Sustainability is also embedded into operations, with solar-powered farms, organic manure conversion, and a transition toward 100 percent plastic-free packaging.
Looking ahead, Nandu’s plans to expand to 300+ touchpoints over the next three to five years, deepen its Southern India presence, and broaden its RTE portfolio while remaining EBITDA positive. For those tracking India’s D2C market news and insights, Nandu’s Foods represents a compelling case of how disciplined execution, repeat-driven demand, and product-led trust can build profitable scale in one of the toughest D2C categories.
