From his days as an engineering student and later while pursuing an MBA, Vishnu Suryamohan was determined to build a business of his own. Though he initially considered investing in the education sector, a thorough study of potential ventures led him to the food manufacturing industry, where he recognised a significant opportunity to supply high-quality food products locally.

Soon after completing his studies, Vishnu received a job in a bank in Dubai. However, he quickly found it boring and decided to return home to start a dairy business. Using a four-acre property he owned in Vengoor, near Perumbavoor, he began rearing goats for milk.

But while there was immense demand for goat milk, it was largely short-term. Customers who bought it for children or the elderly often switched back to cow milk once their specific needs were met, forcing Vishnu to find new buyers constantly.

It was this constant search for new customers that eventually brought him into the city’s fresh milk market. He soon discovered that there was a community of consumers in major cities who were willing to pay a premium for fresh milk. This insight helped him establish his foothold in milk production, targeting this community.

Vishnu began by studying the experiences of other dairy entrepreneurs and made a slow, steady start. He initially owned just five cows, a decision inspired by the failures of many who launched large-scale ventures with dozens of cattle. Following a patient approach, he eventually expanded his herd to 26 cows over four years and, having secured a regular customer base, Vishnu now plans to double production and establish a better processing unit.

He launched a milk shop on a trial basis without conducting a marketing study. Any anxiety about acceptance soon disappeared, as customers who recognised the benefits of fresh milk kept coming back. Urban dwellers were even willing to queue with vessels to buy milk, giving Vishnu the confidence to continue. Over time, he identified his primary customer base: families with children aged 3 to 17 and elders seeking the taste of locally produced fresh milk. He realised that these customers did not even need to be made aware of the benefits of fresh milk.

Just as his business was gaining momentum, the pandemic struck, causing a decline in shop visits. Vishnu adapted by introducing home delivery of fresh milk, which eventually became a sustainable alternative sales model alongside his shop.

Today, his dairy, Vasudevam, supplies 250 litres of milk daily to 400 households. To streamline operations, he has also launched a mobile app. Milk in glass bottles is priced at ₹75 per litre, while plastic packs are sold at ₹70 per litre.

The initial period was not without challenges. Recruiting reliable workers, deciding on the cattle’s diet and managing livestock diseases were all difficult tasks. Vishnu attributes his success to the early realisation that selling milk solely to cooperative societies would not sustain his business. Though neither of his parents had experience in dairy farming, Vishnu drew invaluable guidance from them. His father, Chandramohan, a retired professor at Cochin University, and his mother, Surya, a retired chief engineer, provided advice that became his guiding light in building the business.

From the start, Vishnu explored alternative sales channels and aligned his venture with the open market. He launched his business with a small sales counter in Elamakkara. Unlike many others in the fresh milk business who buy milk from farmers and sell it, Vishnu believes that running his own farm ensures product quality and builds consumer trust.