In a market flooded with discounts and star-studded advertisements, a Chandigarh-based startup has proven that trust, not hype, is the ultimate foundation for success in the baby care industry. Mother Sparsh, a premium Indian baby care brand, carved its niche by focusing on substance, strategic sampling, and solving everyday problems for parents.
From Government Security to Entrepreneurial Risk
The journey began around 2018–19 when founder Himanshu Gandhi made a bold move. He walked away from a senior administrative position in the government sector, a role synonymous with security and social validation. "Walking away from that was not easy, and there was understandable hesitation at home," Gandhi admits. His conviction was not born from a personal parenting story—in fact, the brand predates his own fatherhood. Instead, it was a strategic identification of a market gap. "There was a gap for a premium Indian baby care brand made for Indian children, their climate and their skin," he explains.
A Foundation Built on Product Logic, Not Emotion
Gandhi was clear from the start: Mother Sparsh would not be built on emotion alone. He recognized baby care as one of the least impulsive consumer segments. "Parents do not buy because of packaging or celebrity faces," he states. "They buy because they trust you to be safe and consistent." This philosophy shaped the brand's identity. The dark green colour palette was chosen to symbolize nature and stability, akin to a slowly growing banyan tree. The name 'Mother Sparsh' was selected for its instinctive warmth, avoiding marketing jargon.
The brand positioned itself as a serious FMCG player built for scale and longevity, not just quick online visibility. Its first breakthrough came by reimagining a common product: baby wipes. Gandhi saw a category trapped in price wars, with hygiene taking a backseat. Mother Sparsh's innovation was rooted in a universal truth. "Everyone agrees that cotton and water are best for babies," he says. The brand's wipes were engineered to be "as good as cotton and water," using 100 per cent natural fabric, greater thickness, and no polyester.
The Sampling Strategy That Scaled Trust
Instead of pouring funds into traditional advertising, Mother Sparsh invested heavily in experiential sampling. "We knew no advertisement could explain the feel of the product," Gandhi notes. The company distributed sample packs through hospitals, partnerships, and quick-commerce platforms like Blinkit and Swiggy. This expensive and risky strategy paid off. An estimated 3 to 3.5 million mothers have received these samples, leading to organic adoption. "Once they used it, the trust followed," Gandhi says.
This trust, earned product by product, became the brand's core currency. Baby wipes, used from a child's first day, served as the perfect entry point into the family's lifecycle. Today, wipes constitute about 40 per cent of the brand's portfolio, where Mother Sparsh claims a leadership position. The company maintains in-house research and development to ensure continued innovation and consistency.
For Gandhi, the lesson is clear. In the sensitive world of baby care, trust cannot be bought; it must be earned through unwavering quality and a genuine understanding of parents' needs. Mother Sparsh's story from Chandigarh is a testament to the power of strategic thinking, patient brand building, and the profound belief that substance will always outshine gloss.
