How He Built a ₹100 Crore Brand Just By Selling Pants | The Pant Project | FOWR13 Ragini Varma

In this episode of FyndOutWithRagini, we sit down with Dhruv Toshniwal, the founder of The Pant Project, one of India’s fastest-growing D2C fashion brands known for custom-fit pants and a digital-first approach to bottom-wear.Dhruv’s journey is not just about selling pants — it’s about disrupting India’s menswear market, reshaping consumer behavior, and proving that a focused product strategy can scale massively. From launching during Covid, to expanding into omnichannel retail, Dhruv’s story is packed with insights on brand building, customer obsession, manufacturing, and survival.Don’t forget to like, comment, and subscribe to FyndOutWithRagini for more inspiring founder journeys and inside stories from India’s booming startup ecosystem.Time Stamps:(00:00) - Precap(01:19) - Introduction of Dhruv (2:39) - Unlearnings from his legacy family business(4:49) - How to keep up with customer loyalty(5:58) - Dhurv & Udit’s Equation in Business(7:34) - Launching The Pant Project in Covid(9:06) - First products of Pant Project (10:13) - Getting first 1000 customers in just 3 months(11:11) - Will there be a pant club in India(11:55) - Getting into different categories than pants(12:55) - How did they get men to buy pants(14:14) - Insights of men shopping at TPP(15:07) - Will TPP go global sometime soon(16:45) - 3 Fs in Business(17:03) - Profitability trap when getting customers(18:00) - How did the offline journey start(19:50) - Best logistics partner that helped the brand(20:26) - Traditional brands not being able to adapt to modern technology(22:40) - Keeping up with the consumer trends(24:41) - Are brands copying the Pant Project(25:11) - Tenure for developing a product(25:45) - Metrics to track for increasing sales(26:34) - How do they deal with returns(27:46) - Most interesting customer story(28:45) - Role of social media marketing (30:03) - Dhruv’s LinkedIn posts(30:40) - Profit or growth - what is most important(32:01) - Pant Project going public(32:44) - Myth or Fact Segment(38:20) - BHAG for the Pant Project(39:08) - Dhruv’s advice (40:40) - Thank youCatch the entire series on our YouTube channel – new episodes every alternate Friday!Links:Fynd Out with Ragini Instagram: https://www.instagram.com/fyndoutwithragini/Fynd Out Clips Instagram: https://www.instagram.com/fyndoutclips/Ragini Varma Official: https://www.instagram.com/raginnivarma/YouTube: https://www.youtube.com/@FyndOutwithRaginiAbout Fynd – Fynd is a global commerce platform that helps brands, retailers, and businesses build, manage, and scale their digital presence. Headquartered in Mumbai and backed by Reliance, Fynd powers online stores, omnichannel retail, logistics, and AI-driven experiences for over 2,300 brands. From e-commerce websites to AR try-ons, automation, and data-driven insights, Fynd enables businesses to create seamless customer experiences across online and offline channels — building the world’s most loved commerce ecosystem.