Profitable bootstrapped D2C brand Blue Tea projects Rs 65 Cr sales in FY26

Bootstrapped herbal wellness brand Blue Tea recorded more than 46% year-on-year growth in operating revenue to Rs 37 crore in the fiscal year ended March 2025. With decent growth, the firm remained profitable during the year.

Speaking to Entrackr, co-founder Nitesh Singh said the growth was driven by higher order frequency and deeper channel penetration, with the brand recording a 68% increase in annual recurring revenue (ARR). India contributed nearly 80% of total revenue, while international markets made up the remainder, he added.

Commenting on the minor decline in profit, Singh said that it was a consequence of short-term headwinds in the US market, which the brand expects to be resolved in FY26. The standalone India business showed a strong upside, with a 75% year-on-year growth in net profit.

Importantly, Blue Tea has now built a customer base of over 25 lakh consumers, a sign of strong brand recall and repeat consumption in the herbal wellness category.

Now, the brand has been expanding its footprint beyond metro cities, and nearly 59% of domestic sales now originate from non-metro and non-tier I markets, which signalled wider awareness and adoption of herbal wellness beverages across smaller cities. “Our own website contributed around 50% of India's revenue as of December 2025,” said Singh.

Quick commerce has emerged as a breakout lever in FY25 for Blue Tea. “We reported a 20X surge over the last six months across platforms such as Blinkit, Flipkart Minutes, Amazon Now, and Zepto,” stressed Singh.

 It’s currently selling approximately 5,200 units per day across channels including quick commerce. “Over the last 36 months, India's sales have increased 20X,” he added.

Blue Tea operates in what Singh estimates to be a $6 billion wellness beverage market, led by rising consumer preference for caffeine-free, plant-based and functional drinks. Started in 2018, the company follows a farm-to-cup sourcing model and works directly with more than 600 farmers, enabling quality-controlled procurement and supply chain transparency while maintaining margin discipline.

“We have already clocked Rs 52 crore in revenue till January in the ongoing fiscal year and are projecting Rs 65 crore for FY26, targeting over 60% year-on-year growth with a sharper focus on quick commerce and distribution expansion,” said Singh. Over the next three years, the company aims to scale to Rs 350 crore in revenue.

With profitability intact, deeper penetration in non-metros and quick commerce, Blue Tea appears to be building scale through distribution strength and repeat behaviour rather than discount-driven growth.