The year was 1988. In Lithuania, the word “entrepreneurship” still sounded unfamiliar, and the rules of the market were being written on the streets. It was then that two friends decided to take a chance and start selling rolls of fabric straight from the trunk of a Moskvich.
What initially looked like a student experiment eventually grew into one of the largest home textile companies in the Baltics.
Today, the home textile brand Nostra manages orders across 35 countries. Its Head of Retail, Karolis Kaminskas, shares the story behind the company’s growth.
From selling out of a car trunk to parcels that no longer fit in the post office
Kaminskas explains that the company’s name comes from the Latin word “nostra”, meaning “ours”. What began as an idea between two friends to bring in fabric and sell it from a car trunk later developed into a wholesale business. The real turning point came when the company began selling directly to consumers.
“I would name the transition from wholesale to retail in 2009 as one of the most important milestones in our history. The launch of our online store in 2012, followed by expansion into international markets from 2018 onwards, created a strong foundation for Nostra to become one of the largest importers and suppliers of home textiles and fabrics in the Baltics,” recalls Karolis Kaminskas, Head of Retail at Nostra.
Digitalisation and the rapid growth of e-commerce brought the company not only new opportunities, but also serious logistical challenges. As order volumes increased, the need for professional partners capable of delivering on the promise of fast and convenient delivery became increasingly clear.
“At first, we sent all orders through the post. However, as volumes grew, our parcels simply no longer fit in the local post office. Around 2018, we therefore began working with several courier companies, including Venipak, which today is one of our main logistics partners across all three Baltic countries,” Kaminskas says.
Bringing hotel-level comfort into every home
Over more than three decades, the company has grown into one of the largest suppliers in the Baltics. It now operates in 35 countries and works with more than 70 manufacturers across Europe and Asia.
Today, Nostra is a trusted partner not only for individual customers, but also for hotels, spas and healthcare institutions.
“I would say our success comes from our ability to offer high-quality home textile products, including bedding, towels, blankets and other items that bring comfort to everyday life, to an increasingly broad range of customers. Our goal is to make hotel-level comfort accessible in every home, which is why we place such strong emphasis on the quality of our assortment,” says Kaminskas.
According to him, today’s customers are becoming more conscious and selective. When choosing textiles, they pay greater attention to fabric quality, durability, natural fibres and comfort. As a result, the company carefully selects every product before adding it to its range.
The invisible side of e-commerce: what really builds customer loyalty?
Kaminskas notes that in e-commerce, the customer’s final impression is shaped not only by the product itself, but also by how smoothly it reaches their home. Speed, convenient payment options and the availability of free delivery all play an important role.
“We aim to earn and maintain our customers’ trust, which is why we actively invest in e-commerce solutions. Reliable logistics and a broad parcel locker network also contribute significantly to customer satisfaction. As order volumes grow, dependable logistics partners help us manage increasing flows efficiently while maintaining a high level of service. This allows us to provide customers with a smooth and convenient shopping experience,” Kaminskas emphasises.
He adds that the flexibility of logistics partners and their ability to respond quickly to everyday e-commerce challenges are particularly important.
“It is important to us that orders reach customers on time and that our cooperation with couriers is driven by a shared goal: ensuring customer satisfaction. These shared values are what brought us together with Venipak. Their professionalism, ability to respond quickly to unexpected situations and seamless cooperation across all three Baltic countries enable us to provide our customers with an excellent shopping experience,” says Kaminskas.
Looking ahead: greater efficiency and new export markets
Speaking about the future, Kaminskas makes it clear that the company plans to accelerate its growth even further.
“In the near future, our focus will be on expanding e-commerce, improving operational efficiency and introducing new technologies. We plan to accelerate our growth in international markets and expand our product range. However, our core promise to customers will remain unchanged: to create textiles that deliver exceptional, hotel-level comfort and quality of rest,” Karolis Kaminskas concludes.
