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How Eyewear Brand ClearDekho Is Becoming The LensKart For Tier III & IV Indian Cities

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ClearDekho was founded with a vision to provide affordable eyewear to low-income individuals living in Indian Tier III cities and towns and beyond

The cofounder and CEO, who is now focussed on expanding the startup’s footprint to Bihar, Chhattisgarh, West Bengal, and Assam, is confident that the company will achieve profitability in the next two years

The eyewear market in India is projected to reach $5.58 Bn in 2023, with prescription glasses dominating at an expected $2.52 Bn

In the burgeoning eyewear market of India, organised players such as Lenskart, Fastrack, and Titan Eye Plus have been gaining ground on the back of a diverse range of stylish and high-quality eyewear solutions. Despite this, a stark visual disparity persists throughout the country.

A significant portion of India’s population, particularly those from low-income communities and from Tier III parts of the country and beyond, have vision impairment and hardly any access to affordable eyewear. It is worth noting that an estimated 270 Mn people in the country face vision issues, with up to 40% lacking access to a basic pair of spectacles.

Interestingly, Ghaziabad-based ClearDekho has been addressing this issue since 2017. It offers affordable glasses and eye check programmes via its stores in small towns and cities to address the scarcity of eye care facilities and essential vision care services.

The Vision Behind ClearDekho

Before starting ClearDekho, cofounder and CEO Shivi Singh worked with VisionSpring, a programme aimed at delivering affordable and high-quality eyewear services across Southeast Asian markets, including India.

During his tenure with VisionSpring, where he managed the supply side and sourcing for Warby Parker’s social initiative, he recognised that low-income families were not getting access to affordable eyewear.

“At the time, LensKart was doing very well and I was inspired by their growth and their disruption in Tier-I cities. Then I recognised a significant gap in the eyewear market at Tier III & IV levels. That’s when ClearDekho was born, and the idea behind its incorporation was to standardise eyewear accessibility for consumers in smaller towns and cities, providing a value-for-money experience,” Singh said.

ClearDekho started its journey focussing on online presence, and as it aspired to offer a cost-effective eyewear experience, it realised the importance of reliable eye testing and also looked at offline expansion in 2018. Due to financial constraints, they had to engage in frugal marketing activities.

Navigating The North

The eyewear startup, which commenced its journey from Ghaziabad, has been focussed on the North Indian market since inception, particularly Uttar Pradesh (UP).

This is because the state (UP) lags in the number of total optical stores, Singh said. Recognising the untapped potential in the state, the founder has solidified ClearDekho’s presence across Ghaziabad and Noida, and smaller towns like Meerut, Hardoi, and Moradabad where larger brands are not present.

Currently, ClearDekho operates in 100 stores across India under the franchise-owned company company-operated (FOCO) model. Of these, a total of 50 stores are in UP and Delhi NCR region.

ClearDekho also has its presence in northern states, including Punjab, Haryana, Madhya Pradesh, and Rajasthan. It is now looking to establish its footprint in states like Bihar, Chhattisgarh, West Bengal, and Assam.

“This is again a market where you will not find many of the eyewear brands. We look at small pockets and small towns to deliver eyewear experience and leverage the first-mover advantage,” Singh said.

The key USP of ClearDekho lies in its affordable price range for eyeglasses and sunglasses, ranging from INR 200 to INR600. However, Singh emphasises that pricing is not the sole dimension, as the business model focusses on delivering high-quality products in the convenient vicinity of small towns.

Singh gave an example of the Saharanpur district, which has a dearth of eyewear brands. “In a district where over 5 Lakh people lacked access to optical stores, ClearDekho became the first to deliver eyewear services,” he added.

Balancing Margins, Quality & Profitability

Speaking with Inc42, Singh emphasised that ClearDekho never compromised on profit margins while offering budget-friendly glasses.

Despite the high cost typically associated with eyewear, ClearDekho aimed to provide a quality product priced at 500 rupees.

For Singh, the focus isn’t solely on maximising profit margins; the primary objective is to encourage widespread adoption of the product, thereby organically expanding the user base.

With a staggering 600 Mn Indians requiring eyeglasses, the fact that 50% of this demographic lacks access to affordable eyeglasses highlights the enormous opportunity for ClearDekho.

Additionally, there is a growing demand in the kids’ eyewear and protective eyewear segments. Currently, protective eyewear contributes 10% to the total eyewear business in India, Singh added.

In FY22, ClearDekho reported an operating revenue of INR 7.5 Cr, marking a 1.7X year-on-year increase from INR 4.4 Cr in FY21, according to Tofler. However, the company incurred a loss of INR 6.4 Cr in FY22, compared to INR 3.4 Cr in FY21. The financial results for FY23 are yet to be disclosed.

Meanwhile, Singh is confident that the company will achieve profitability in the next two years.

The eyewear market in India is projected to reach $5.58 Bn in 2023, with prescription glasses dominating at an expected $2.52 Bn. Notably, 94% of sales are anticipated in the non-luxury category, indicating the country’s increasing demand for affordable yet stylish eyewear, including frames and prescription lenses. This presents significant tailwinds for startups like ClearDekho going ahead.

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Byju’s partially pays March salaries, pending February payouts.

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Byju’s, a prominent player in the edtech industry, has encountered financial challenges resulting in delayed salary payments for its employees. As of April 20, the company has only disbursed a portion of March salaries, attributing the delay to a severe cash crunch. Despite earlier assurances from the company’s management that salaries for March would be paid by April 18, many mid-senior employees have reported receiving only 50% of their March salaries. Additionally, February salaries remain unpaid for a significant number of employees, further exacerbating the situation.

Founder and CEO, Byju Raveendran, has resorted to raising personal debt against his stakes in the company to facilitate salary payments. This underscores the severity of the financial challenges facing Byju’s and highlights the lengths to which Raveendran is willing to go to address the issue.

Employee testimonies reveal the extent of the salary delays, with one employee stating that they received only 50% of their March salary on April 20, with 80% of their February salary still pending. Another concerning aspect is the reported disparity between junior and senior employees, with junior staff receiving full salary payments while top management has gone without salaries for the past two months.

Byju’s has acknowledged the delay in salary payments but has not provided a detailed explanation for the situation. A company spokesperson declined to comment on queries from ET regarding the matter. In an email sent to employees on April 8, the management team expressed regret over the delay and attributed it to the inability to secure approval to access funds from a rights issue. The delay has been further compounded by actions from foreign investors, hindering the company’s access to necessary funds.

This revelation follows a previous report by ET on April 1, which highlighted Byju’s decision to delay salary payments due to constraints imposed by warring investors, limiting the company’s access to funds through a rights issue. The ongoing dispute with investors, including Dutch investor Prosus, has added to Byju’s financial woes and has led to further delays in resolving the issue.

In a separate development, Byju’s India chief executive, Arjun Mohan, announced his departure from the company in mid-April, just six months after assuming the role. This unexpected move prompted founder Byju Raveendran to take on the responsibility of overseeing day-to-day operations of the company’s India business, housed under Think & Learn, marking a significant shift in leadership.

Amidst these challenges, Byju’s is embroiled in a legal battle with a group of investors led by Prosus, who are seeking to block a rights issue and the removal of Byju Raveendran as CEO. The company has also initiated arbitration proceedings to address the dispute and find a resolution.

The rights issue undertaken by Byju’s is significant, as it is being offered at a staggering 99% discount to the company’s peak valuation of $22 billion. This steep discount has implications for investors who choose not to participate in the funding, potentially resulting in a significant dilution of their shareholding post-completion of the rights issue.

The unfolding events at Byju’s underscore the challenges facing the edtech giant as it navigates financial constraints, leadership transitions, and legal disputes. The company’s ability to address these issues effectively will determine its future trajectory and its ability to maintain its position in the competitive edtech landscape.

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Revolut India receives provisional approval for PPI license from RBI

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Revolut India, a neobank backed by Tiger Global and Softbank, has secured an in-principle approval from the Reserve Bank of India (RBI) for issuing Prepaid Payment Instruments (PPI), encompassing prepaid cards and wallets. CEO Paroma Chatterjee shared this development in a LinkedIn post on Friday. This approval complements Revolut India’s existing licenses from the RBI, which allow it to function as a Category-II Authorised Money Exchange Dealer (AD II), enabling the issuance of multi-currency forex cards and cross-border remittance services.

Chatterjee emphasized the significance of this milestone, highlighting the opportunity it presents to provide Indian consumers with both international and domestic payment solutions on a unified platform. Revolut, Europe’s largest neobank, entered the Indian market in 2021 with aspirations to disrupt the domestic payments sector. The RBI’s approval is expected to bolster Revolut’s position as a key player in this domain.

Prepaid Payment Instruments (PPIs) are payment tools that utilize stored monetary value, including digital wallets, smart cards, or vouchers, for transactions. RBI Governor Shaktikanta Das proposed on April 5, 2024, to allow PPIs to be linked through third-party UPI applications, enabling PPI holders to conduct UPI payments akin to bank account holders.

Chatterjee underscored Revolut’s commitment to full compliance with regulatory requirements, particularly in India, where the neobank has undertaken significant efforts to localize its global tech-stack to adhere to local regulations.

In an interview with ET BFSI, Chatterjee disclosed Revolut’s plans to introduce a comprehensive suite of digital-first money management services for all Indian customers. These services will enable users to manage their finances, including payments and remittances, both domestically and internationally.

The app, currently in use by employees, will be officially launched once the internal testing phase is completed, according to Chatterjee. She also revealed that there are over 175,000 prospective customers on Revolut India’s waitlist, indicating strong interest in the product.

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Postman buys Orbit to extend developer community reach.

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Postman, renowned as an API management platform tailored for enterprises, has recently made headlines with its acquisition of Orbit, a pivotal tool in the arsenal of developer companies for nurturing communities across a spectrum of platforms, including Discord, Slack, and GitHub. Although the specifics of the financial transaction remain undisclosed, Postman took to its blog to underline Orbit’s indispensable role in supporting major developer companies in fostering community management and fostering growth over the course of the past four years.

Within the ecosystem of Postman, the integration of Orbit is poised to be transformative, with the Orbit team set to assume a pivotal role in seamlessly embedding community-centric features into the fabric of the Postman Public API Network. This strategic move is aimed at catalyzing dynamic collaboration between content creators and end-users within the network. Postman, boasting a staggering valuation of $5.6 billion, stands as a stalwart in the realm of API collaboration platforms, serving a user base exceeding 30 million developers and 500,000 organizations.

Under the stewardship of Noah Schwartz, a recent addition to the Postman team hailing from Amazon Web Services, the Orbit team is primed to spearhead initiatives aimed at empowering API distributors to broaden the horizons of their communities, optimize API utilization, and solicit direct feedback from users entrenched within the network.

This integration is anticipated to embolden developers to unearth APIs tailored to their unique requirements and foster meaningful engagements with peers to extract maximum value from each API. However, as part of the transitionary phase, Orbit has outlined plans to gradually phase out its existing product and platform over the span of the next 90 days. Commencing July 11, all functionalities will be deactivated, with no provision for the creation of new users or workspaces.

Postman’s strategic maneuver comes on the heels of its triumphant fundraising endeavor in 2021, securing a whopping $225 million in funding. The fundraising round, spearheaded by Insight Partners, witnessed active participation from prominent entities such as Coatue, Bond Capital (helmed by Mary Meeker), and Battery Ventures.

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