As we move into the sixth episode of Optical Talks with Pratik Bhatt, I am delighted to feature Mukul Poojara, Partner, Optimed Corporation, Mumbai, one of India’s most respected eyewear distributors. With over sixteen and a half years of experience, Mukul has played a pivotal role in shaping the presence of premium brands in India.
Optimed’s portfolio includes Silhouette, One Degree, See Saw, Etnia Barcelona, Vakay, and Oliver Peoples, brands that are well-known for their craftsmanship, elevated aesthetics, and innovation. Let’s find out more about these brands from Mukul himself. Read on to learn more…
Pratik Bhatt (PB): Your journey in the eyewear industry has been fascinating. From your early days to building Silhouette’s presence in India, how would you describe the evolution of your professional path?
Mukul Poojara (MP): The journey so far, despite its ups and downs, has been extremely fulfilling. I started as a sales representative, carrying sample bags and visiting clients across regions for about 9.5 years before moving into a managerial role. Since the early days of 2009, the market has changed, we as a company have evolved, and Silhouette itself has transformed its overall approach. Today, Silhouette operates under a very selective distribution model that ensures consumers experience the brand in an ideal environment, giving them the best representation of the Silhouette universe.
PB: Silhouette is known globally for its design philosophy, craftsmanship, and ultra-light aesthetics. What were the biggest challenges in introducing and popularising a premium luxury brand in the Indian market?
MP: Selling a product without a visible logo in a country where people often like showcasing what they wear was definitely challenging at first. However, Silhouette has many compelling stories around manufacturing and collaborations, which we consistently used to create awareness and brand recall among retailers. They, in turn, communicated these stories to consumers to make the brand aspirational. Alongside this, maintaining consistent stock availability and offering service within 24 – 48 hours helped build trust and confidence in the brand.
PB: You’ve witnessed the optical industry evolve massively over the last two decades. What major shifts stand out to you today compared to when you started?
MP: Today, there is a clear trend of premiumisation across price points and product categories. Eyewear naturally benefits from this shift, and consumers from all walks of life now seek more aspirational products, driven by exposure to global trends through digital channels and travel. Availability of a wider variety of international brands is another major change from when I first started. We are also seeing rising demand for premium and luxury eyewear in Tier 2 and 3 cities, which was uncommon earlier. On the business front, companies are becoming more organised in their distribution strategies and adopting new technologies. In the coming years, we will definitely see AI tools being implemented more widely, improving efficiencies across the value chain.
PB: What inspired you to create See Saw Kids Eyewear? Was there a gap you noticed in the children’s eyewear category?
MP: There was definitely a gap, with very few organised players in this space. We also saw an opportunity to create uniquely designed products, especially in acetate, that were not easily available. We wanted to build a large, comprehensive collection under one roof. But what truly differentiated us was our focus on creating a complete brand experience, including premium packaging, which was not very common at the time. My first brief to the design house that created See Saw’s brand architecture was simple: We want a kids’ eyewear brand, but the packaging must be unique, fun, and distinctive. From the start, we committed to making See Saw stand out through aggressive and creative marketing initiatives – SeeSaw Carnival, Hey, Result Aaya Kya, Eye Eye Captain, to name a few.
PB: Kids’ eyewear requires balancing safety, comfort, aesthetics, and durability. How did you approach this during brand development?
MP: Our designers focus on aesthetics and ensuring that our products stand out visually. For safety, we work only with production houses that hold all necessary certifications and clearances as per Indian and international standards. To ensure comfort and durability, certain manufacturing processes must be followed, and we invest in these – even if it slightly increases costs – because it ensures that the final product is far more durable.
“ It’s an exciting time to be in India – not just for our industry but across sectors. For eyewear, the premiumisation trend will continue to accelerate. Consumer aspirations will keep growing, and their willingness to experiment with new shapes, colours, and brands will also rise ”
– Mukul Poojara
PB: How are you differentiating One Degree Eyewear in an increasingly crowded market of new-age brands?
MP: The essence of One Degree is ergonomics, comfort, and style. At the moment, we work only with high-quality titanium and acetate, and all products are sourced from Shenzhen. Each model is designed specifically to suit the sensibilities of the Indian consumer. Beyond the product and packaging, we’ve built strong storytelling around the facts and figures of titanium – something that has been very well received. Many of us have been selling titanium products for years, but most people are unaware of some fundamental details about the material.
PB: What role do technology, materials, and design innovation play in the DNA of One Degree?
MP: A significant role. The materials we use are chosen to maximise comfort and deliver the most ergonomic fit. Our goal is to produce minimalistic designs, and titanium is ideal for this purpose. On the innovation side, we are currently working on a unique design concept which, if executed correctly, will be the first of its kind in eyewear. It’s a bit too early to discuss, but hopefully next year we’ll have something exciting to share.
PB: What are your expansion goals for One Degree and See Saw Eyewear over the next 2–3 years, whether in retail, distribution, e-commerce, or global markets?
MP: India is a large market, and the price points we operate in reduce barriers significantly. There is still immense potential in traditional channels for both brands – we’ve barely scratched the surface. Our primary focus will be to continue tapping into this domestic potential. At the same time, we are on the cusp of entering international markets. Within a few months, we expect to achieve this milestone, and once that happens, the possibilities will be endless.
PB: How do you see the next 10 years of the Indian optical industry? What opportunities excite you the most?
MP: It’s an exciting time to be in India – not just for our industry but across sectors. For eyewear, the premiumisation trend will continue to accelerate. Consumer aspirations will keep growing, and their willingness to experiment with new shapes, colours, and brands will also rise. At Optimed, we see a clear shift – retailers and consumers are now more willing to embrace homegrown premium brands. Smart eyewear is another emerging category. As the technology evolves, it will create significant opportunities for the trade and for consumers. Companies that stay organised and adapt quickly to new trends and technologies will lead the way.
PB: Finally, what legacy do you envision creating through Silhouette, See Saw Kids Eyewear, and One Degree Eyewear?
MP: Honestly, I don’t think much about legacy, nor have I mapped out what I want it to be. At Optimed, we simply believe in doing things the right way – without shortcuts or short-term temptations. We strive to be fair to all our partners, follow the processes and SOPs we’ve set, and avoid overplanning far into the future. If I can continue doing this consistently over the coming decades, I hope it will create enough value and leave people with something positive to remember us by.
