Founded in early 2020, Mokobara emerged from solving a simple challenge: luggage that broke mid-trip and underwhelmed in style. Since then, the brand has built a cult following for their colourful, design-forward travel gear and accessories. With over Rs 10 Cr in monthly gross merchandise value (GMV) on Shopify and 36 retail stores across India and Dubai, Mokobara is scaling fast—and they needed an ecommerce platform that could evolve with them.
Starting on Shopify's Basic plan, Mokobara quickly identified new opportunities for growth, including customer experience and checkout optimisation, loyalty incentives, international expansion, and business-to-business (B2B) expansion. Upgrading to Shopify’s Plus tier unlocked performance, flexibility, and control. The business was able to enhance personalisation, offer a seamless loyalty program, streamline B2B operations, and accelerate international expansion.
Since moving to Shopify’s Plus tier, Mokobara has seen:
- 2x increase in revenue, year-on-year
- 30% growth in conversion rate, year-on-year
- 30% increase in customer retention rate, year-on-year
- 3x higher sales from loyalty members than non-members
The challenge: Unlocking next-stage growth and customer experiences
Mokobara had big ambitions from day one. As the brand matured, the team began mapping out a membership-based loyalty program, international expansion strategies, and operational scaling. Realising these ambitions called for an ecommerce solution that could scale with the company as it grew.
The loyalty programme was a strategic priority. Mokobara wanted to offer a paid membership model with a six-month validity period, giving members exclusive perks like 5% off—even during sales events. This level of real-time, conditional logic and personalisation became possible with Shopify’s Plus tier.
We knew we needed a solution that could deliver dynamic, personalised experiences. The potential of Shopify's Plus plan made it the clear next step, because it could run all of the real-time customisations needed to make our loyalty program a success.
The team also saw a strong potential to lift average order value by surfacing relevant upsells like neck pillows and luggage covers during checkout. Meanwhile, operational efficiency became key, with a growing team requiring individual permissions, and international growth demanding dedicated, localised store environments.
The solution: Powering personalisation and agility with Shopify
Upgrading to Shopify’s Plus plan, Mokobara immediately gained access to a range of tools and flexibility to run their high-performance direct-to-consumer (DTC) business at scale, launch new stores in international markets, and evolve their growing B2B arm.
Checkout Extensibility let Mokobara build custom logic into the checkout process, powering upsells through the UpsellPlus app and cross-sells that now generate more revenue than previously. The brand also uses conditional payment options, such as disabling cash on delivery for gift cards or flagged customers, and loyalty-based personalisation for discounts, visibility, and offers, such as warranties of up to six years on selected luggage.
If you want to treat every customer differently and offer a premium journey, Shopify's Plus plan makes that possible at speed.
Shopify’s expansion stores gave Mokobara the ability to launch dedicated Shopify stores for new markets like the UAE. While each team manages its own store, inventory, and localised customer experience, the stores share Shopify’s unified back end, making transaction, financial and inventory tracking easier.
They used Shopify Flow to automate tasks like flagging low-stock items and surfacing insights across third-party tools. It is also used for tagging loyalty customers. This was particularly important for the operation of Mokobara’s loyalty program, with Flow used to help identify loyalty customers and trigger a differentiated experience for them, including special benefits and personalised support.
B2B on Shopify helped automate what had previously been manual processes, such as custom pricing for different retailers. Mokobara now offers repeat customers login-only access to a private portal, dynamic bulk pricing, and the option to customise products, such as adding engravings or corporate branding. This shift is supporting B2B growth without time-intensive manual processes, freeing up teams to focus on acquisition rather than admin.
Behind the scenes, Shopify Functions is used to customise the back-end logic of Shopify for combatting fraud and limiting bot-driven activity in real time.
The results: Doubling revenue while scaling globally
With Shopify, Mokobara turned platform flexibility into commercial velocity. Their loyalty programme alone is driving 3x more sales per customer, while automated checkout and tagging flows have streamlined operations across their Shopify stores. The optimised checkout experience has helped to drive conversion rates by 30% for the retailer.
The brand’s customer retention rate has grown by 30%, year-over-year, and the team continues to iterate their website annually for frictionless UX and conversion lift. Since upgrading to the Plus tier, Mokobara has launched additional stores in India and the UAE—including B2B portals—and is expanding to Singapore and beyond.
Every time we optimise our site based on customer behaviour, we see conversion rates go up. That's the beauty of Shopify—we can do it all in-house, fast.
As for what’s next, Mokobara is developing a fully integrated omnichannel retail experience, powered by a custom POS system that bridges in-store and online orders—all feeding back into Shopify.
