Scaling Rollick Ice Cream from 20 Crore to 200 Crore Revenue
Gaurav Khemani shares how strategic focus and peer mentorship fueled his company's growth.
1Transitioning from Corporate to Entrepreneurship
In 2014, Gaurav Khemani left a high-level corporate role in Dubai to lead his father-in-law’s Kolkata-based ice cream business, Rollick. Despite his MBA from INSEAD and aspirations for a Fortune 500 career, he sold his personal assets to invest in the company, aiming to modernize operations and expand the existing customer base.
2Navigating Financial and Operational Crises
The business faced severe turbulence during the pandemic, with turnover dropping from Rs. 80 crore in 2019 to Rs. 35 crore in 2020. Khemani had to manage significant inventory, including Rs. 4-5 crore in finished goods, while simultaneously handling loan repayments and the personal challenge of his wife’s illness during the lockdown.
3Strategic Focus on Eastern India
To recover from the pandemic-induced downturn, Khemani opted against broad expansion. Instead, he concentrated resources on eastern India, where Rollick already possessed an established distribution network and customer loyalty. This strategic decision allowed the company to optimize supply chain costs and maintain consistent product availability without overextending capital in uncertain new markets.
4Leveraging Peer Mentorship Networks
Khemani utilized the ASCENT Foundation, a network founded by Harsh Mariwala, to navigate complex business challenges. Through confidential Trust Groups, he received practical advice from fellow entrepreneurs. For instance, when a landlord withheld stock, a peer's recommendation to settle the dispute quickly saved valuable time and resources during a critical financial period.
5Developing Internal Human Capital
Rollick’s growth is mirrored by the professional development of its workforce. One employee, who began as an assistant accountant in 2000, now leads procurement and manufacturing. This internal mobility demonstrates the company's commitment to nurturing talent, ensuring that key operational roles are filled by individuals who deeply understand the business's unique production requirements.
6Community Engagement and Social Impact
Beyond commercial operations, Rollick integrates itself into the local community through social initiatives. The company supports the schooling of over 100 children and operates two computer centers. These efforts strengthen relationships with the local population, creating a supportive environment that has proven beneficial for the brand's long-term stability and regional reputation.
7Long-term Strategic Planning Shifts
As the company scaled, Khemani shifted his focus from immediate operational firefighting to long-term planning. Encouraged by mentors to look a year ahead, he began prioritizing the capabilities and personnel required for future expansion. This transition from reactive management to proactive strategy was essential for crossing the Rs. 200 crore turnover milestone.
8Lessons in Sustainable Business Growth
Rollick’s journey from Rs. 20 crore to over Rs. 200 crore highlights the importance of resilience and focused decision-making. By balancing commercial performance with operational discipline and external mentorship, Khemani successfully navigated significant market disruptions. The company's future now depends on sustaining this growth while managing the complexities of production and distribution.
Original article: mint - companies — Scaling Rollick Ice Cream from 20 Crore to 200 Crore Revenue