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Country Report

Direct Selling in

Direct Selling in India

Feb 2020

US$990

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Executive Summary

New Report Guarantee

If you purchase a report that is updated in the next 60 days, we will send you the new edition and data extract FREE!

PROSPECTS

Beauty and personal care and consumer health remain the largest categories

Beauty and personal care and consumer health remained the most popular products sold via direct selling in 2019. One of the advantages of the direct selling channel is that sellers can have face-to-face conversations with customers.

No instant gratification through direct selling

In the past, purchasing through a direct seller meant purchasing something exclusive and the excitement of waiting for the products to arrive. With the advent of e-commerce, delivery times gradually reduced, and consumers looked for instant gratification more than in the past.

Direct selling in the digital age

Direct selling is facing new challenges in the digital age. Competition is expected from other channels, particularly e-commerce, which has been seeing stronger growth in value sales, and will continue to do so over the forecast period.

COMPETITIVE LANDSCAPE

Amway continues to lead direct selling in India

Amway was the leading player in direct selling in 2019. It continues to heavily focus on India, especially for health and wellness products.

Herbalife benefits from the rise of healthy living

Herbalife International India’s product offerings in weight management and wellbeing and vitamins and dietary supplements are well-positioned to benefit from increasing consumer concern about weight and health. Moreover, millennials are increasingly adopting an active lifestyle, which provides more opportunity to introduce them to health and wellness products.

Industry players increasingly diversify through channels and product range

Some direct sellers have had a hard time transitioning to the digital realm, but others are using it to make themselves attractive to a new generation of hyper-connected consumers. Direct selling is largely about leveraging communities, and communities are increasingly meeting online.

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Direct Selling Sample Report Direct Selling Sample Data

Overview

Why buy this report?

Gain competitive intelligence about market leaders. Track key industry trends, opportunities and threats. Inform your marketing, brand, strategy and market development, sales and supply functions.

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Overview

Discover the latest market trends and uncover sources of future market growth for the Direct Selling industry in India with research from Euromonitor's team of in-country analysts.

Find hidden opportunities in the most current research data available, understand competitive threats with our detailed market analysis, and plan your corporate strategy with our expert qualitative analysis and growth projections.

If you're in the Direct Selling industry in India, our research will save you time and money while empowering you to make informed, profitable decisions.

The Direct Selling in India market research report includes:

Analysis of key supply-side and demand trends
Detailed market shares for international and locally-based retailers
Historic values, company and brand market shares
Five year forecasts of market trends and market growth
Robust and transparent market research methodology, conducted in-country

Our market research reports answer questions such as:

Who are the leading retailers in India?
How important is direct selling in India?
How is the direct selling channel being affected by the growth of internet retailing?
What strategies are direct sellers employing to compete in a multi-channel environment?

Why buy this report?

Gain competitive intelligence about market leaders
Track key industry trends, opportunities and threats
Inform your marketing, brand, strategy and market development, sales and supply functions

This industry report originates from Passport, our Retailing market research database.

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Direct Selling in India - Category analysis

HEADLINES

PROSPECTS

Beauty and personal care and consumer health remain the largest categories

No instant gratification through direct selling

Direct selling in the digital age

COMPETITIVE LANDSCAPE

Amway continues to lead direct selling in India

Herbalife benefits from the rise of healthy living

Industry players increasingly diversify through channels and product range

CHANNEL DATA

Table 1 Direct Selling by Category: Value 2014-2019
Table 2 Direct Selling by Category: % Value Growth 2014-2019
Table 3 Direct Selling GBO Company Shares: % Value 2015-2019
Table 4 Direct Selling GBN Brand Shares: % Value 2016-2019
Table 5 Direct Selling Forecasts by Category: Value 2019-2024
Table 6 Direct Selling Forecasts by Category: % Value Growth 2019-2024

Retailing in India - Industry Overview

EXECUTIVE SUMMARY

Changing consumer trends reshape grocery shopping trends

Growing integration of e-commerce and bricks and mortar stores, though new FDI rules could prove challenging to e-commerce players

Changing shopping habits fuel the growth of modern retailers

Mobile e-commerce remains the driving force behind e-commerce expansion

Positive outlook for retailing over the forecast period

OPERATING ENVIRONMENT

Informal retailing

Opening hours

Summary 1 Standard Opening Hours by Channel Type 2019

Physical retail landscape

Cash and carry

Table 7 Cash and Carry Sales: Value 2014-2019

Seasonality

Diwali
End of season sale

Payments and delivery

Emerging business models

MARKET DATA

Table 8 Sales in Retailing by Store-based vs Non-Store: Value 2014-2019
Table 9 Sales in Retailing by Store-based vs Non-Store: % Value Growth 2014-2019
Table 10 Sales in Store-based Retailing by Channel: Value 2014-2019
Table 11 Sales in Store-based Retailing by Channel: % Value Growth 2014-2019
Table 12 Store-based Retailing Outlets by Channel: Units 2014-2019
Table 13 Store-based Retailing Outlets by Channel: % Unit Growth 2014-2019
Table 14 Sales in Non-Store Retailing by Channel: Value 2014-2019
Table 15 Sales in Non-Store Retailing by Channel: % Value Growth 2014-2019
Table 16 Grocery Retailers: Value Sales, Outlets and Selling Space 2014-2019
Table 17 Grocery Retailers: Value Sales, Outlets and Selling Space: % Growth 2014-2019
Table 18 Sales in Grocery Retailers by Channel: Value 2014-2019
Table 19 Sales in Grocery Retailers by Channel: % Value Growth 2014-2019
Table 20 Grocery Retailers Outlets by Channel: Units 2014-2019
Table 21 Grocery Retailers Outlets by Channel: % Unit Growth 2014-2019
Table 22 Non-Grocery Specialists: Value Sales, Outlets and Selling Space 2014-2019
Table 23 Non-Grocery Specialists: Value Sales, Outlets and Selling Space: % Growth 2014-2019
Table 24 Sales in Non-Grocery Specialists by Channel: Value 2014-2019
Table 25 Sales in Non-Grocery Specialists by Channel: % Value Growth 2014-2019
Table 26 Non-Grocery Specialists Outlets by Channel: Units 2014-2019
Table 27 Non-Grocery Specialists Outlets by Channel: % Unit Growth 2014-2019
Table 28 Mixed Retailers: Value Sales, Outlets and Selling Space 2014-2019
Table 29 Mixed Retailers: Value Sales, Outlets and Selling Space: % Growth 2014-2019
Table 30 Sales in Mixed Retailers by Channel: Value 2014-2019
Table 31 Sales in Mixed Retailers by Channel: % Value Growth 2014-2019
Table 32 Mixed Retailers Outlets by Channel: Units 2014-2019
Table 33 Mixed Retailers Outlets by Channel: % Unit Growth 2014-2019
Table 34 Retailing GBO Company Shares: % Value 2015-2019
Table 35 Retailing GBN Brand Shares: % Value 2016-2019
Table 36 Store-based Retailing GBO Company Shares: % Value 2015-2019
Table 37 Store-based Retailing GBN Brand Shares: % Value 2016-2019
Table 38 Store-based Retailing LBN Brand Shares: Outlets 2016-2019
Table 39 Non-Store Retailing GBO Company Shares: % Value 2015-2019
Table 40 Non-Store Retailing GBN Brand Shares: % Value 2016-2019
Table 41 Grocery Retailers GBO Company Shares: % Value 2015-2019
Table 42 Grocery Retailers GBN Brand Shares: % Value 2016-2019
Table 43 Grocery Retailers LBN Brand Shares: Outlets 2016-2019
Table 44 Grocery Retailers LBN Brand Shares: Selling Space 2016-2019
Table 45 Non-Grocery Specialists GBO Company Shares: % Value 2015-2019
Table 46 Non-Grocery Specialists GBN Brand Shares: % Value 2016-2019
Table 47 Non-Grocery Specialists LBN Brand Shares: Outlets 2016-2019
Table 48 Non-Grocery Specialists LBN Brand Shares: Selling Space 2016-2019
Table 49 Mixed Retailers GBO Company Shares: % Value 2015-2019
Table 50 Mixed Retailers GBN Brand Shares: % Value 2016-2019
Table 51 Mixed Retailers LBN Brand Shares: Outlets 2016-2019
Table 52 Mixed Retailers LBN Brand Shares: Selling Space 2016-2019
Table 53 Forecast Sales in Retailing by Store-based vs Non-Store: Value 2019-2024
Table 54 Forecast Sales in Retailing by Store-based vs Non-Store: % Value Growth 2019-2024
Table 55 Forecast Sales in Store-based Retailing by Channel: Value 2019-2024
Table 56 Forecast Sales in Store-based Retailing by Channel: % Value Growth 2019-2024
Table 57 Forecast Store-based Retailing Outlets by Channel: Units 2019-2024
Table 58 Forecast Store-Based Retailing Outlets by Channel: % Unit Growth 2019-2024
Table 59 Forecast Sales in Non-Store Retailing by Channel: Value 2019-2024
Table 60 Forecast Sales in Non-Store Retailing by Channel: % Value Growth 2019-2024
Table 61 Grocery Retailers Forecasts: Value Sales, Outlets and Selling Space 2019-2024
Table 62 Grocery Retailers Forecasts: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 63 Forecast Sales in Grocery Retailers by Channel: Value 2019-2024
Table 64 Forecast Sales in Grocery Retailers by Channel: % Value Growth 2019-2024
Table 65 Forecast Grocery Retailers Outlets by Channel: Units 2019-2024
Table 66 Forecast Grocery Retailers Outlets by Channel: % Unit Growth 2019-2024
Table 67 Non-Grocery Specialists Forecasts: Value Sales, Outlets and Selling Space 2019-2024
Table 68 Non-Grocery Specialists Forecasts: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 69 Forecast Sales in Non-Grocery Specialists by Channel: Value 2019-2024
Table 70 Forecast Sales in Non-Grocery Specialists by Channel: % Value Growth 2019-2024
Table 71 Forecast Non-Grocery Specialists Outlets by Channel: Units 2019-2024
Table 72 Forecast Non-Grocery Specialists Outlets by Channel: % Unit Growth 2019-2024
Table 73 Mixed Retailers Forecasts: Value Sales, Outlets and Selling Space 2019-2024
Table 74 Mixed Retailers Forecasts: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 75 Forecast Sales in Mixed Retailers by Channel: Value 2019-2024
Table 76 Forecast Sales in Mixed Retailers by Channel: % Value Growth 2019-2024
Table 77 Forecast Mixed Retailers Outlets by Channel: Units 2019-2024
Table 78 Forecast Mixed Retailers Outlets by Channel: % Unit Growth 2019-2024

Megatrends

Country Report

Direct Selling in India

New Report Guarantee

Executive Summary

New Report Guarantee

PROSPECTS

Beauty and personal care and consumer health remain the largest categories

No instant gratification through direct selling

Direct selling in the digital age

COMPETITIVE LANDSCAPE

Amway continues to lead direct selling in India

Herbalife benefits from the rise of healthy living

Industry players increasingly diversify through channels and product range

Samples

Overview

Why buy this report?

Samples: FAQs about samples

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Table of Contents

Direct Selling in India - Category analysis

HEADLINES

PROSPECTS

Beauty and personal care and consumer health remain the largest categories

No instant gratification through direct selling

Direct selling in the digital age

COMPETITIVE LANDSCAPE

Amway continues to lead direct selling in India

Herbalife benefits from the rise of healthy living

Industry players increasingly diversify through channels and product range

CHANNEL DATA

Retailing in India - Industry Overview

EXECUTIVE SUMMARY

Changing consumer trends reshape grocery shopping trends

Growing integration of e-commerce and bricks and mortar stores, though new FDI rules could prove challenging to e-commerce players

Changing shopping habits fuel the growth of modern retailers

Mobile e-commerce remains the driving force behind e-commerce expansion

Positive outlook for retailing over the forecast period

OPERATING ENVIRONMENT

Informal retailing

Opening hours

Physical retail landscape

Cash and carry

Seasonality

Payments and delivery

Emerging business models

MARKET DATA

CORONAVIRUS (COVID-19)

DEFINITIONS

SOURCES

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