From fragmented strategy to 3X D2C growth across multiple SKUs.

About Zama Organics

Zama Organics had built the hard parts: global exports, a strong HORECA presence, a wide B2B network. Yet D2C, the easy money on paper, was the neglected child: misaligned ads, broken tracking, and a brand voice that changed depending on where you looked. We fixed the funnel, found what actually sells, and scaled it, turning ketchup, ghee, mushrooms and Khapli atta into hero SKUs and growing D2C 3X.

The challenge

The ad channels underdelivered and B2C had no real focus. Messaging drifted between social and ads, so the brand never felt like one brand. Premium products were not converting online, a sprawling SKU range needed someone to call the shots on priorities, and the "premium" in the positioning never made it into the actual ads.

What we corrected

We pulled the creative back into one premium voice across Meta and Google, then concentrated firepower on the SKUs that win, starting with ketchup and ghee. We used Mumbai’s 1-2 day delivery as a genuine hook with hyperlocal campaigns, opened B2B lead-gen funnels for SKUs like mushrooms (and pulled in top restaurant chains), and ran seasonal drops like premium mangoes that sold out twice.

Our approach

We treated every SKU like its own mini-brand: test, validate, scale, no favourites without evidence. Sharp creative built on hooks that proved themselves, hyperlocal targeting that made fast delivery the selling point, and seasonal campaigns dressed in premium, platform-native creative. And instead of running B2B and B2C in separate silos, we wired them together so each fed the other.

The results

D2C tripled. Ketchup scaled 3X, ghee and Khapli atta became category drivers, and mushrooms pulled pan-India B2B leads from top restaurant chains. The premium mango drops sold out twice within days, and ROAS stayed high even as we poured on significantly more spend, the rare case of scale and efficiency moving together.

What we ran