A few months ago, the corporate
office of a Mumbai-based adult online shopping company, received a strange
request from a female customer in Delhi:
Hundred and twenty tubes of chocolate flavoured edible body paints. The caller
wanted to give it as return gift to young couples at a party which she and her
husband was throwing. Unprepared for such a huge order for any single flavour,
the company appeased her by offering an assortment of different flavours.
The concern of a worried customer
from Gujarat, who placed a similar order, this
time for personal use, was regarding the nature of its contents. The buyer
wanted to make sure that the ingredients of the edible body paint would not
offend his religious dietary sensibilities.
A man from Kolakata who bought a bottle
of pheromone spray wanted the customer care staff to confirm if the product
would actually make him sexually attractive to women.
We know all this because hidden
by anonymity and right to privacy, young Indians who hitherto felt mortified to
be seen purchasing a condom or lingerie from a retail store are dropping
inhibition and freely expressing their intimate desires to face-less strangers sitting hundreds of miles away.
“We have overestimated the level
of shyness among Indian customers,” says Samir Saraiya, Chief Executive, That’s
Personal, a Mumbai-based startup and a pioneer in the field, which boasts of
10,000 unique visitors to its site a day. “They (customers) are quite
comfortable in calling or writing to us about the kind of products they want
and even seek our help in guiding them with the purchases,” says Saraiya.
The company on its part wins
customer trust by ensuring that the products are packaged in tamper proof bags
and are delivered discreetly at a time and place of the customer’s choice. The
anonymity and convenience has emboldened the shoppers to haggle and ask for
discounts on condoms and personal lubricants just like any other consumer goods.
“We get customers who want an
explanation on why the price is what it is. They want the thrill at the lowest
price,” says Raj Armani, Chief Operating Officer, IMbesharam, a U.S.-based
company that also has offices in Delhi
and Mumbai, and claims to have a subscriber base of more than 1.5 lakh and a
viewership of 1.5 million on Youtube. “We then explain it to them that the
price they pay covers the cost of shipping from the U.S., the duties, taxes and
the hassles in delivering the product right to their doorstep,” says Armani.
“You can’t get a Lexus in the budget of a Maruti,” he adds.
Yet there is little that can stop
a tenacious Indian customer who is out to extract the best deal. A customer who
bought a bottle of personal lubricant worth Rs 500 from That’s Personal wanted to know how many times he
can use the product. (Remember the famous Maruti advertising tag line Kitna deti hai.)
“The more the number of usage,
the better he feels in buying it,” says Saraiya. Buyers are also vocal and
assertive. “We once had to pacify a man who purchased a woman’s inner wear
called Baby Doll after he insisted that we also send him the doll along with
the undergarment,” says Saraiya.
Both Saraiya and Armani claim
that Fifty Shades of Grey collection is the latest flavour of the season. (A
visit to their sites is like staring at a restaurant menu that offers an assortment
of exotic Italian, French and Spanish cuisines.) The collection which features
all the erotic items from E.L. Jame’s book including bondage kit, metal
handcuffs, anal beads and spanking paddle and are a huge hit among buyers
according to the duo, despite a ban on its movie adaptation in India.
“We get 15 orders a day for the
products and have already done business worth more than Rs 50 lakh so far,”
says Saraiya.
Though a getting a reliable
estimate on the total worth of the Indian adult product market is tricky, as
most of the calculations are without the support of actual data, Aramni
believes that by adding the total spending population, frequency and cost of
the product, the figure can come up to anywhere between
Rs 1,200 to 1,500 crores.
But consumer power is hardly an
insurance against meddling laws that can play spoilsport in bedroom pleasures
in India.
With ambiguous obscenity laws companies are forced to tread on a thin line
while peddling their stuff. The recent criminal complaint against online major
Snapdeal for allegedly selling obscene products is a case in point. “There is
no objective parameter on what constitutes as obscene. It is a grey area. So we
refrain from selling vibrators that resemble a male organ or products that
resemble any other body part,” says Lekhesh Dholakia, Solictor, That’s
Personal. Both Snapdeal and Flipkart, another new entrant in the adult wellness
market, refused to participate in the story.
Yet, there is no let up in demand
for more explicit products such as inflatable sex dolls and dildos from the
customers. “The buyers have appetite for newer, better and more unique products
and our chefs are only happy to create whatever they want,” says Armani “but at
times we have to tell them that in India you are not allowed to have
all the fun.”
The article was originally published in India Today Group's Mail Today newspaper on April 26
DELHI’S DIRTY SECRETS
Customers from Delhi are the top buyers of fun stuff
including edible body
paints, massage oils and adult games
Delhi is also high into gifting sexual products for friends
and couples with
29 per cent of the total order coming from the Capital
Delhi men top the chart when it comes to buying condoms and
personal
water-based lubricants
A good 33 per cent of orders for
women’s lingerie from Delhi
are made by men
Delhi women make the third highest purchase of female products
after
Mumbai and Bengaluru
WHAT REST OF INDIA DESIRES
Hyderabad men love to get their hands on handcuffs
Chennai loves its edible body
paints
Bengaluru women are the biggest
buyers of massage oils
Gujarati’s invest massively in
adult games
Men’s innerwear is the hot
favourite in West Bengal
Kerala buys more of latex free
condoms
Source: That’s Personal
INTERVIEW
JAYASHRI BENJAMIN
HR Head
That’s Personal
What motivated you to join That’s Personal?
I have been working in the
shipping and IT industry for 14 years prior to this assignment. Then, two years
ago, I met the founder of That’s
Personal (Samir) through a
common business associate and liked his vision. The opportunity for growth in
the adult products category through e-commerce was large and I was ready to bet
on it.
Did you face any resistance
from your family when you decided to work for
the company?
I take my own decision on work
related issues. I did discuss with my husband who too believed the opportunity
had good potential for growth. To my extended family, I tell them that I am in
the e-commerce business selling personal products.
Are you worried about how
other people would view your job?
Neither my company nor I, are
doing anything illegal or unethical, so I am not really bothered about what
other people think. There is a clear cut demand for these products as well as a
huge requirement for privacy.
Do you believe there is a need
for greater openness on sex considering the huge demand your products are
getting from across the country?
Yes. Human beings are the same
irrespective of geography. Sure, European and American culture is far more open
than Indian culture, but we are catching up fast.
As the HR head of an adult
company how easy or difficult it is for you to attract fresh talent?
We receive 20 resumes a day for
various positions that we have listed on our career pages. We have candidates
applying from all over India.
I am pleasantly surprised at how comfortable people and their families are
today about this business irrespective of their religion and socio-economic
background. One aspect that clearly drives candidates while applying for a job
with us is the opportunity for long-term career growth. We mostly hire MBA
graduates who have three to five years of relevant experience. Our male to
female ratio in the office is 60:40 with the average age being 29 years.
In future if you shift your
job into a mainstream organisation will you mention your experience of working
in an adult company on your CV?
Yes, I will. I am proud of my
work experience and I do
not want to hide what I have learnt. Believe me, it like working in any other start-up
environment.
The article was originally published in India Today Group's Mail Today newspaper on April 26