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Datum Charts

Customer Frequency, Not Just Reach, Drives Lenskart’s Growth Momentum

Lenskart’s expansion is increasingly frequency-driven, reflecting the success of its subscription and loyalty ecosystem. Rising transaction intensity per user points to a maturing, retention-led growth model rather than one powered by customer acquisition alone.

,   and  Datum Intelligence
1 min read

Table of Contents

Lenskart’s India business continues to demonstrate strong volume growth, with eyewear units sold rising from 13.7 M in FY23 to 22.9 M in FY25, a ~70% increase. During the same period, transacting customer accounts grew from 6.3 M to 9.9 M (+57%), underscoring broad-based adoption across segments.

What It Means

The data suggests a structural shift toward higher purchase frequency and customer retention rather than reliance on new user acquisition.

  • Repeat transactions rising: Units per customer improved from ~2.2 to ~2.4 between FY23–FY25, supported by loyalty initiatives such as Gold Membership.
  • Engagement deepening: A growing share of revenue now stems from returning buyers, indicating higher lifetime value (LTV).
  • Momentum sustained: With 12.1 M units sold in H1 FY26, Lenskart is on pace to exceed 25 M units for the year — consolidating its position as India’s leading optical retailer.

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