HOW TO BUILD MEN’S UNDERWEAR BRAND IN INDIA

HOW TO BUILD MEN’S UNDERWEAR BRAND IN INDIA

Starting a men’s underwear brand in India can be a strong business opportunity because innerwear is a repeat-purchase product. Unlike fashion products that customers buy occasionally, underwear is used daily, replaced frequently, and purchased in multiple packs. The Indian innerwear market was valued at around ₹1.03 lakh crore approx in 2025 and is projected to reach ₹1.86 lakh crore  by 2034, growing at a CAGR of 6.49%. The growth is driven by comfort awareness, branded product demand, e-commerce, fabric innovation, and premiumization.

India also has a strong textile and apparel manufacturing base. The textile and apparel industry supports mass-market as well as premium apparel demand and employs more than 45 million people, which makes India a suitable country for building an innerwear manufacturing or private-label business.

Understand the Men’s Underwear Market

Men’s underwear is no longer only a basic clothing product. Today, customers look for comfort, fitting, fabric quality, waistband softness, pouch support, sweat control, stretch, and stylish prints. Modern consumers are moving toward premium fabrics such as modal, micro modal, bamboo, cotton stretch, nylon blends, and polyester-lycra performance fabrics. IMARC notes that comfort, functionality, fabric technology, moisture-wicking, antibacterial, seamless, and stretchable fabrics are important demand drivers in the Indian innerwear market.

Popular men’s underwear categories

For a new brand, the best starting range can be men’s trunks, briefs, boxers, and vests, because these products cover both daily comfort and modern fashion demand.

Choose Your Business Model

Before starting, decide whether you want to manufacture, outsource, or sell through marketplaces.

A. Trading Model

In the Trading Model of the underwear brand business, you do not manufacture the product yourself. Instead, you buy ready-made underwear such as trunks, briefs, boxers, vests, or combo packs from manufacturers, wholesalers, or stockists and sell them through your own sales channels. These channels can include retail shops, wholesalers, Amazon, Flipkart, Myntra, IndiaMART, Instagram, WhatsApp, or your own website. This model is suitable for beginners because it requires lower investment, no factory setup, no stitching machines, and no labour management. You can quickly test which product, size, colour, fabric, and price range works best in the market.

The main advantage of the Trading Model is that you can start fast with limited risk and offer multiple product varieties without handling production. However, the biggest drawback is limited control over quality, fit, fabric, elastic, and repeat stock availability. Since the same product may also be sold by other traders, brand uniqueness can be low. Profit margins are also usually lower compared to manufacturing or private-label models because you are buying finished goods from another supplier. This model is best for market testing, wholesale selling, and beginners who want to understand customer demand before moving into private label or own manufacturing.

B. White Label Model

In the White Label Model of the underwear brand business, you purchase ready-made underwear products from a manufacturer and sell them under your own brand name. The manufacturer already has existing designs, fabrics, patterns, sizes, and production setup. You only need to choose the product style, fabric quality, colours, size range, packaging, and brand label. For example, a manufacturer may already produce men’s trunks, briefs, boxers, and vests, and you can add your own brand name, logo, MRP sticker, barcode, and packaging before selling them in the market. This model is useful for new underwear brands because it saves time, reduces production headaches, and allows you to launch your brand faster without setting up a factory.

The main advantage of the White Label Model is that it requires less investment compared to own manufacturing and gives you a better brand identity than pure trading. You can sell the product on Amazon, Flipkart, Myntra, IndiaMART, retail stores, or through wholesale channels under your own brand name. However, the drawback is that product customization is limited because the design and fit are mostly controlled by the manufacturer. The same or similar product may also be supplied to other brands, so uniqueness can be low. Profit margin is better than trading in some cases, but lower than full private-label or own manufacturing. This model is best for brands that want to enter the underwear market quickly and test customer demand before investing in custom designs or factory production.

C. Private Label / OEM Model

In the Private Label / OEM Model of the underwear brand business, you create underwear products according to your own brand requirements, and the manufacturer produces them for you. In this model, you can decide the fabric quality, GSM, elastic type, waistband branding, stitching pattern, pouch design, size chart, colours, prints, packaging, MRP, barcode, and brand label. For example, if you want to launch men’s trunks under your own brand, you can give the manufacturer your selected fabric, elastic design, label details, size range, and packing style. The manufacturer will produce the final product as per your specifications. This model gives you more control than trading or white label because the product is made especially for your brand.

The main advantage of the Private Label / OEM Model is that you can build a unique product identity with better quality control, premium packaging, and customized branding. It is suitable for brands that want to sell on Amazon, Flipkart, Myntra, Ajio, IndiaMART, offline wholesale, or their own D2C website. However, this model requires more planning, sampling, minimum order quantity, quality checking, and investment compared to trading or white label. Sampling may take time because the fit, fabric, waistband, and stitching need to be approved before bulk production. Still, this is one of the best models for serious underwear brands because it helps create a professional brand image, better customer trust, and long-term repeat business.

D. Own Manufacturing Model

In the Own Manufacturing Model of the underwear brand business, you set up your own production unit and manufacture products under your own brand. In this model, you control the complete process, including fabric sourcing, pattern making, size grading, cutting, stitching, elastic attachment, finishing, quality checking, packing, and dispatch. You can produce men’s trunks, briefs, boxers, vests, kids’ underwear, or plus-size underwear according to your own designs and quality standards. This model is best for businesses that want full control over product quality, fit, fabric, waistband, stitching, packaging, and production planning.

The main advantage of the Own Manufacturing Model is higher long-term profit margin, complete customization, better quality control, and the ability to supply products to other brands through OEM or private-label orders. It also helps build a strong and trusted underwear brand because you can maintain consistent product quality. However, this model requires higher investment in machines, workers, factory space, fabric stock, elastic stock, cutting setup, packing material, and production management. There is also more responsibility, such as labour handling, wastage control, machine maintenance, QC issues, and stock planning. This model is best for serious brands that want to scale in online marketplaces, offline wholesale, and B2B private-label supply.

E. Marketplace + D2C Model

In the Marketplace + D2C Model of the underwear brand business, you sell your products through online marketplaces like Amazon, Flipkart, Myntra, Ajio, Meesho, and IndiaMART, along with your own direct sales channels such as Shopify website, Instagram, Facebook, WhatsApp, and your brand website. Marketplaces help you reach a large customer base quickly because they already have traffic, payment systems, delivery support, and customer trust. For a new men’s underwear brand, this model is useful because you can launch products like trunks, briefs, boxers, vests, and combo packs without depending only on offline distributors or retailers.

The main advantage of the Marketplace + D2C Model is wider reach, faster brand visibility, direct customer feedback, and better opportunity to scale across India. D2C sales give you more control over branding, pricing, customer data, offers, and repeat purchases, while marketplaces help generate sales volume. However, this model also has challenges such as high competition, marketplace commission, shipping charges, returns, advertising cost, discount pressure, and strict listing guidelines. To succeed in this model, your product images, size chart, fabric details, reviews, packaging, pricing, and customer service must be very strong.

Build the Right Product Range

Do not launch too many products at once. Start with limited but strong SKUs.

Suggested launch plan

Design and Fit Development is one of the most important parts of underwear product creation because comfort depends not only on fabric but also on correct pattern, pouch shape, rise, leg opening, waistband placement, and size grading. A good underwear design should provide proper support without being too tight, allow easy movement, and stay comfortable for daily wear, office use, travel, gym, and sleep. For men’s trunks, briefs, and boxers, the pouch area must be shaped properly, the thigh opening should not roll up, and the waistband should sit smoothly on the body. The design should also match the target customer, such as basic daily wear, premium fashion wear, plus-size comfort, or sports/active underwear.

Fit development includes making samples, testing them on different body types, checking size accuracy, and improving the pattern before bulk production. Important points include waistband comfort, fabric stretch recovery, no skin irritation, no loose fitting, no tight marks, no riding up, and proper coverage from front and back. A strong size chart from M to 5XL helps reduce returns and customer complaints, especially in online selling. Before final production, the product should be tested after washing to check shrinkage, elastic recovery, colour fading, and overall comfort. A well-developed fit helps build customer trust and increases repeat purchases for an underwear brand.

Pack-of-3 is very useful for online marketplaces because customers feel they are getting better value. For premium products, pack-of-2 also works well.

Brand Name, Logo and Trademark

Your brand name should be short, memorable, premium, and easy to pronounce. Before finalizing the name, check whether the same or similar name is already registered as a trademark. India’s official trademark public search portal allows brand-name searches by wordmark, phonetic search, and class.

For clothing and innerwear, trademark filing is usually done under Class 25, but you should confirm exact filing details with a trademark professional before applying.

Brand identity should include

• Brand name
• Logo
• Tagline
• Packaging style
• Size chart
• Product story
• Fabric story
• Social media look
• E-commerce image style

Example positioning line:
“Premium everyday comfort for modern Indian men.”

Costing and Pricing

Costing and Pricing is a very important part of underwear product planning because profit does not depend only on selling price. You must calculate every small cost before deciding the final MRP or selling price. The basic cost of an underwear product includes fabric cost, elastic cost, stitching labour, thread, labels, tags, packaging, barcode, transport, wastage, quality checking, and finishing. For example, in men’s trunks, fabric and elastic are usually the main cost factors, but premium packaging, branded waistband, and better stitching can also increase the final product cost.

For online selling, you also need to add marketplace-related expenses such as commission, shipping charges, return cost, advertising cost, discounts, GST, payment gateway charges, and warehouse charges. Many new brands make the mistake of calculating only manufacturing cost and then setting the selling price. But if you sell on Amazon, Flipkart, Myntra, or Ajio, the platform charges can reduce your profit margin quickly. That is why your product costing should include both production cost and selling cost.

A simple pricing formula is: Final Selling Price = Product Cost + Packaging Cost + Logistics Cost + Platform Charges + Marketing Cost + Profit Margin. For example, if one men’s trunk costs ₹100 to manufacture and packaging/logistics/platform expenses add another ₹80, then your total cost becomes ₹180. In this case, if you sell the product at ₹199, your margin will be very low. But if you sell it as a premium product or combo pack at ₹299–₹399, you may get better profit depending on platform charges and return ratio.

For an underwear brand, combo pricing works very well because customers usually prefer buying pack of 2, pack of 3, or pack of 4. Combo packs help increase order value and reduce per-piece logistics cost. Your pricing should also depend on your product positioning. A basic cotton underwear product should be priced competitively, while modal, bamboo, micro modal, premium waistband, plus-size, or printed fashion underwear can be priced higher. The best strategy is to maintain a balance between affordable pricing, premium product quality, and healthy profit margin.

Marketing Strategy & Brand Awareness

For online marketing, product presentation is very important. Underwear products need professional photos, model images, fabric close-ups, waistband details, stretch demonstration, size chart, lifestyle images, and combo pack images. On platforms like Amazon, Flipkart, Myntra, Ajio, and IndiaMART, customers mostly depend on images and product descriptions before buying. The listing title, bullet points, and description should include strong keywords such as men’s trunk underwear, breathable underwear, cotton stretch underwear, bamboo underwear, modal underwear, pack of 3 underwear, plus-size underwear, and anti-rash underwear. Good reviews, clear size guidance, and attractive pricing also help increase conversion and reduce returns.

Social media marketing is also very useful for an underwear brand. Instagram Reels, Facebook posts, YouTube Shorts, and Pinterest creatives can be used to show fabric comfort, product fit, lifestyle use, packing, manufacturing process, and customer benefits. The brand can create content around topics like Trunk vs Brief vs Boxer, Best Underwear for Summer, How to Choose the Right Size, Benefits of Bamboo Fabric, and Why Waistband Quality Matters. Influencer marketing can also help, but the content should look premium, decent, and comfort-focused, not vulgar. For men’s underwear, the best marketing style is clean, confident, modern, and premium.

For offline and B2B marketing, the brand should focus on distributors, garment retailers, wholesalers, IndiaMART buyers, and private-label customers. A strong catalogue, proper price list, sample kit, packaging options, size chart, fabric details, and MOQ details help create trust with buyers. Combo packs, festive offers, dealer margins, and repeat stock availability are important for wholesale growth. The best strategy is to combine marketplace selling + social media branding + offline distribution + B2B private label supply, so the brand can grow from multiple sales channels instead of depending on only one platform.

For stronger awareness, the brand should also focus on reviews, influencer marketing, lifestyle photoshoots, product videos, packaging experience, and repeat customer offers. A customer may not buy a new underwear brand immediately, but if he sees the brand multiple times with a clear comfort message, professional images, and positive reviews, trust slowly develops. Good brand awareness increases customer recall, improves marketplace conversion, builds repeat purchase, and helps the underwear brand compete with bigger brands in both online and offline markets. There many option to increase you brand visibility like facebook marketing, instagram reel, youtube channel, google brand page, or other social media platform.

Profit and Finance

Profit and Finance are very important in the underwear brand business because the final profit depends on proper costing, pricing, sales channel, and stock planning. The main cost in underwear production includes fabric, elastic, stitching, thread, label, packaging, barcode, transport, GST, labour, quality checking, and wastage. If the brand sells online, then marketplace commission, shipping charges, advertising cost, return cost, discount, and warehouse charges must also be added. Many new brands make the mistake of calculating only manufacturing cost, but actual profit comes after deducting all hidden expenses.

In the underwear business, profit margin changes according to the business model. In the trading model, margin is usually lower because the product is purchased from another supplier. In the white label or private label model, margin can be better because the product is sold under your own brand. In the own manufacturing model, long-term profit can be higher because you control fabric purchase, production cost, quality, and bulk manufacturing. Online marketplace selling may show high selling prices, but after commission, ads, returns, and shipping, the net profit can reduce. Offline wholesale gives lower margin but faster bulk movement and repeat orders.

A strong finance plan should include working capital for raw material, production, packaging, photoshoot, marketing, online listing, stock holding, and payment cycle. For example, if one men’s trunk costs ₹100 to manufacture and the total selling expense is ₹60, then your actual cost becomes ₹160. If you sell it at ₹249, your gross profit is ₹89 before other business expenses. Combo packs like Pack of 2, Pack of 3, and Pack of 4 help improve average order value and reduce per-piece shipping cost. The best strategy is to keep proper costing, avoid dead stock, focus on fast-moving sizes, maintain quality, and balance pricing between customer affordability and healthy profit margin.

Legal and Compliance Requirements in India

This section is important before launching.

Business registration

You can start as:

• Proprietorship
• Partnership
• LLP
• Private Limited Company

For a small starting brand, proprietorship or partnership is easier. For scaling, investor funding, and stronger brand structure, LLP or Private Limited can be better.

GST registration

GST registration rules depend on business type, turnover, interstate supply, and online selling. The GST Council’s registration guide states that small businesses exclusively supplying goods are generally below the registration requirement up to specified turnover limits, but interstate taxable supply and several other cases require registration.

For e-commerce selling, Section 24 of the CGST Act lists compulsory registration cases, including persons supplying through e-commerce operators required to collect TCS under Section 52.

Udyam / MSME registration

Udyam Registration is useful for MSME recognition. The official Udyam portal requires Aadhaar and PAN verification and is used for MSME registration.

Startup India recognition

If your business is innovative and scalable, you may check DPIIT Startup Recognition. Startup India states that DPIIT-recognised startups can access benefits such as tax benefits, easier compliance, and IPR fast-tracking, subject to eligibility.

Packaging and labelling

Under Legal Metrology rules, packaged commodities require proper declarations. For garments and hosiery sold loose/open, the government has also provided specific declaration requirements such as manufacturer/marketer/brand owner details, consumer care details, size, and MRP inclusive of all taxes.

For underwear packaging, include:

• Brand name
• Product name
• Size
• Waist measurement
• Fabric composition
• MRP inclusive of all taxes
• Quantity: pack of 1, 2, 3, etc.
• Manufacturer/packer/marketer details
• Month and year of manufacture/packing
• Customer care email/phone
• Country of origin
• Wash care
• Barcode/SKU code

Conclusion

Starting a men’s underwear brand in India is a practical and scalable business if you focus on the right product, right fabric, right fit, and right sales channel. The opportunity is strong because innerwear is a daily-use product with repeat demand, and Indian customers are shifting toward better comfort, branded products, and premium fabrics.

The best way to start is with a focused range: men’s trunks, briefs, boxers, vests, and pack-of-3 combos. Keep your USP clear: soft fabric, breathable comfort, 4-way stretch, premium waistband, modern fit, and sizes from M to 5XL. With proper branding, legal compliance, product photography, and marketplace strategy, a men’s underwear brand can grow from a small launch into a strong online and offline business.