In this episode of ICONS, host Roman Kirsch sits down with Tushar Ahluwalia, Co-Founder of Razor Group, to unpack one of the most complex entrepreneurial journeys in e-commerce. Tushar's career spans three continents and three ventures: building India's first major D2C fashion brand (SBL) that reached 100 crores in revenue, creating Razor Group into a $700 million revenue aggregator that acquired 300+ Amazon businesses, and now launching ADA AI to solve supply chain complexity with artificial intelligence. This conversation reveals the operational playbooks, capital strategy, and leadership principles behind building at massive scale—plus the hard-earned lessons from navigating board dynamics, capital stack challenges, and market timing.
Topics Discussed:- Building and scaling D2C brands in emerging markets with limited infrastructure
- Navigating complex board relationships and investor dynamics as a first-time founder
- Timing market opportunities and surviving when assumptions change
- The FBA aggregator model: capital structure, underwriting assumptions, and what actually happened
- Operationalizing extreme complexity: integrating 300 businesses, 500 suppliers, and 5,000 SKUs
- Multi-founder team structures and why trust matters more than pure skill
- Post-COVID market correction and strategic consolidation through M&A
- Building AI-powered supply chain automation for enterprise
- The "human glue" problem in global supply chains and how AI can solve it
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