Did you know that over 4 billion people around the world wear glasses, " /> Did you know that over 4 billion people around the world wear glasses, " >

Lenskart Business Model: How Lenskart Makes Money and Dominates the Eyewear Industry

By B2B Desk | Feb 07, 2025

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Did you know that over 4 billion people around the world wear glasses, and nearly 64% of adults use them for vision correction? When it comes to eyewear in India, Lenskart is a name that immediately comes to mind. More than just a brand, Lenskart has become a household name for quality eyewear. In this article, we’ll take a closer look at the Lenskart business model, exploring how the company makes money, its journey from a startup to an industry leader, and the strategies that set it apart.



Introduction

Eyewear is no longer simply about vision correction; it’s a lifestyle statement. Lenskart recognized this shift early on. With its innovative business model and customer-centric approach, Lenskart has revolutionized the way Indians buy glasses. In this post, we’ll break down the key elements of the Lenskart business model and show you exactly how the company generates revenue. Whether you’re an investor, a budding entrepreneur, or simply curious about the mechanics of one of India’s fastest-growing brands, read on to discover the secrets behind Lenskart’s success.

How Lenskart Was Founded

Imagine India in 2010—a market dominated by local opticians and a largely unorganized eyewear sector. Branded spectacles were virtually unheard of. It was in this chaotic scenario that Peyush Bansal, a former Microsoft employee with no prior experience in the eyewear business, decided to make a mark. After a successful stint with SearchMyCampus and a US-based venture called Flyrr.com, Peyush saw an opportunity in India’s untapped eyewear market.

In November 2010, Peyush, along with co-founders Sumeet Kapahi, Amit Chaudhary, and Ramneek Khurana, launched Lenskart with a simple mission: to make quality eyewear affordable and accessible to everyone. By addressing the inefficiencies and limited options in the traditional market, they set out to create a brand that would soon become synonymous with innovation in the eyewear space.

Where Lenskart Stands Today

Fast forward to today, and Lenskart has firmly established itself as the leader in India’s eyewear market. With over 2,000 stores spread across more than 300 cities, Lenskart has built a robust omnichannel presence that combines the convenience of online shopping with the personalized service of offline stores.

One striking example of Lenskart’s growth is its manufacturing capability. Their New Delhi factory churns out approximately 300,000 glasses per month. Furthermore, an automated factory in Bhiwadi, Rajasthan, is set to ramp up production to an astonishing 5 crore glasses a year. Such numbers reflect not only the brand’s immense popularity but also its strategic vision to scale operations and meet the growing demand.


Competitors in the Eyewear Market

While Lenskart has enjoyed tremendous success, it faces stiff competition from several notable players:
Despite these competitors, Lenskart’s focus on innovation, technology, and a seamless customer experience has helped it maintain a leading position in the market.

Main USPs of Lenskart

Lenskart’s unique selling propositions (USPs) are the backbone of its success. Here are some of the key features that set Lenskart apart:


How Lenskart Makes Money

The Lenskart business model revolves around two primary revenue streams: the sale of goods and the sale of services.

1. Sale of Goods

The vast majority of Lenskart’s revenue—approximately 95%—comes from selling eyewear. This includes:

2. Sale of Services

Lenskart supplements its product sales with various service offerings, such as:


Lenskart Financials FY24

Let’s take a quick look at Lenskart’s financial performance over recent years. The following table summarizes key metrics:

Financial Metric

2022

2023

2024

Operating Revenue

INR 1502 crore

INR 3788 crore

INR 5610 crore

Total Expenses

INR 1726 crore

INR 4025 crore

INR 5550 crore

Profit/Loss

INR -102 crore

INR -64 crore

INR -10 crore

Note: Figures are based on available FY reports and demonstrate Lenskart’s steady growth in operating revenue despite initial losses.

The Omni-Channel Approach

Lenskart’s journey began as an online retailer, but it quickly became clear that Indian customers also value the tactile experience of trying on glasses in a store. This realization led to the development of an omni-channel strategy that blends digital convenience with brick-and-mortar accessibility.

Today, Lenskart seamlessly integrates its online platform with physical stores and even home services. This approach not only broadens the customer base but also enhances brand loyalty by providing multiple touchpoints for customer engagement.

Growth Drivers for Lenskart

Lenskart’s success isn’t by chance—it’s driven by a combination of innovative marketing strategies and customer-friendly initiatives. Key growth drivers include:

  • “First Frame is Free” Offer: This initiative attracts first-time buyers by reducing the perceived risk of trying out new eyewear.
  • “Try at Home” Program: Allowing customers to try up to five frames at home increases engagement and conversion rates.
  • 3D Facial Visualizer: This technology helps customers choose frames that suit their face shape, enhancing the shopping experience.
  • Personalized Customer Service: From live chat support to in-store assistance, Lenskart ensures that every customer feels valued.
  • Expanding Franchise Network: With over 1,500 stores across India, Singapore, and Dubai, Lenskart’s franchise model continues to drive regional growth and brand expansion.

Conclusion

Lenskart has truly redefined the eyewear market in India. With its innovative business model, the company has transformed a fragmented industry into a highly organized and customer-centric market. By combining a wide range of products with exceptional service and leveraging an omni-channel strategy, Lenskart not only meets the needs of modern consumers but also paves the way for future growth.

Understanding the Lenskart Business Model reveals a company that is as committed to quality as it is to innovation. Whether through the sale of prescription eyewear, non-prescription accessories, or value-added services like home eye check-ups and specialized training, Lenskart continues to build a legacy based on customer satisfaction and technological excellence.

As Lenskart expands its reach both online and offline, it remains a prime example of how a focused business model and customer-first philosophy can disrupt traditional markets. For anyone looking to understand how a successful startup evolves into a market leader, Lenskart offers a roadmap worth following.

Here’s to clearer vision and smarter business strategies—Lenskart is not just selling glasses; it’s redefining the way we see the world.

Also Read: From Seed to Scale: Understanding the 7 Startup Funding Stages

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