D2C的印度市場評估:各產業，流通管道模式別，不同商業模式，各地區，機會，預測(2018年度～2032年度)

2024 財年，印度 D2C 市場規模為 425.9 億美元，預計 2032 財年將達到 1852.1 億美元，2025 財年至 2032 財年預測期間複合年增長率為 20.17%。隨著網路使用率和智慧型手機銷售的成長，印度已成為全球第三大 D2C 市場，擁有 600 多個 D2C 品牌。此外，數位支付系統的出現使交易變得更加容易並增強了消費者的信任。此外，Facebook 和 Instagram 等社群媒體平台在市場成長中發揮重要作用。例如，Instagram 的結帳功能允許 D2C 品牌直接在其個人資料上銷售產品，同時在 Facebook 上做廣告。個人化廣告功能可根據使用者的行為向其推薦產品，使品牌更容易找到並接觸目標受眾。值得注意的是，大約 70% 的 D2C 公司使用社群媒體進行行銷活動。 Neeman's、Bluestone 和 Wow Skin Science 等 D2C 品牌正在建立社交媒體並增加受眾數量。

隨著消費者尋求更具體、更利基的產品，D2C 品牌能夠透過精選產品滿足此需求。例如，Nike的 Nike By You 允許您設計自己的鞋類，這是一種反映您個人喜好的獨特產品。消費者對客製化產品的偏好以及透過消除中間商提高成本效率等因素推動了這一成長。生活方式的變化，特別是圍繞健康、保健和可持續發展的生活方式的變化，正在推動對符合這些價值觀的產品的需求，而 D2C 品牌可以應對這些不斷變化的偏好。

政府對電子商務數位支付的支持以及加強物流以實現優質交付，為這些企業創造了肥沃的環境。數據驅動的洞察正在幫助 D2C 品牌完善其產品和行銷策略，以更好地定位和保留客戶。在技​​術進步、不斷變化的消費者期望和商業友善生態系統的推動下，印度的 D2C 市場正處於強勁的成長軌道。

提供著本報告提供印度的D2C市場相關調查分析，市場規模與預測，市場動態，主要企業形勢等資訊。

目錄

第1章 計劃的範圍和定義

第2章 調查手法

第3章 摘要整理

第4章 客戶的迴響

• 人口統計(年齡/世代分析 - 嬰兒潮世代，X世代，千禧新生代，Z世代，性別，所得 - 低所得，中所利益，高所得，地區，國籍等)
• 市場認知度與產品資訊
• 品牌認知度和忠誠度
• 決定是否購買時考慮的要素
  • 品牌聲譽
  • 價格和價值
  • 質量
  • 自訂選項
  • 趨勢的影響
  • 輔助功能
  • 永續性與道德採購
  • 運送選項
  • 付款方式
  • 客戶服務
• 購買通路
• 購買目的
• 購買頻率
• 現有或已計劃的用戶
• 朋友和家人的推薦/線上評論
• 品牌大使和影響者行銷在促進產品/品牌滲透方面的作用

第5章 印度的D2C市場預測(2018年度～2032年度)

• 市場規模與預測
  • 金額
  • 數量
• 市場佔有率的分析與預測
  • 各產業
  • 流通管道模式別
  • 不同商業模式
  • 各地區
  • 市場佔有率分析:各企業(金額)(前五名公司和其他 - 2024年度)
• 市場地圖分析(2024年度)
  • 各產業
  • 流通管道模式別
  • 不同商業模式
  • 各地區

第6章 供需分析

第7章 進口和出口的分析

第8章 價值鏈分析

第9章 波特的五力分析

第10章 大環境分析

第11章 宏觀經濟指標

第12章 價格分析

第13章 報酬率分析

第14章 消費者購買行為分析

第15章 市場動態

• 推動市場要素
• 市場課題

第16章 市場趨勢與發展

第17章 案例研究

第18章 競爭情形

• 市場領導者前五名公司的競爭矩陣
• 前五名公司的SWOT分析
• 主要企業前十大企業的形勢
  • Honasa Consumer Limited (Mamaearth)
  • Delightful Gourmet Pvt Ltd. (Licious)
  • Imagine Marketing Limited (boAt Lifestyle)
  • Nykaa E-Retail Limited
  • Helios Lifestyle Private Limited (The Man Company)
  • PEP Technologies Pvt. Ltd. (mCaffeine)
  • Beejapuri Dairy Private Ltd (Country Delight)
  • Wakefit Innovations Pvt. Ltd
  • Vellvette Lifestyle Private Ltd (Sugar Cosmetics)
  • Healthkart.com

第19章 策略性推薦

第20章 本公司相關資料，免責聲明

India direct-to-consumer market was valued at USD 42.59 billion in FY2024, expected to reach USD 185.21 billion in FY2032, with a CAGR of 20.17% for the forecast period between FY2025 and FY2032. With increased internet usage and smartphone sales, India has achieved the position of the third-largest D2C market globally, with over 600 direct-to-consumer (D2C) brands. In addition, the emergence of digital payment systems has led to easier transactions and fostered consumer trust. Moreover, social media platforms, such as Facebook and Instagram, play a crucial role in market growth. For example, Instagram's Checkout Feature enables D2C brands to sell products directly on their profiles while running ads on Facebook. The personalized ad feature puts product suggestions before users based on their behaviors, which makes the path to finding and reaching intended audiences much easier for the brands. Notably, around 70% of direct-to-consumer companies leverage social media for their campaigns. Some D2C brands, such as Neeman's, Bluestone, and Wow Skin Science, have established their strong social media presence and increased their audience base.

With consumers searching for more specific and niche merchandise, direct-to-consumer brands are well-positioned to meet that demand with curated products. For instance, with Nike By You on Nike, one can design their own footwear as a unique product reflecting individual tastes. These factors of consumer preference for customized merchandise and cost effectiveness through the removal of intermediaries contribute to this growth. Changing lifestyles, especially in health, wellness, and sustainability, drive demand for products that align with these values, allowing D2C brands to cater to these shifting tastes.

Government support towards digital payments for e-commerce and enhancement in logistics for good delivery created an enriching environment for these businesses. Data-driven insights help D2C brands refine their offerings and marketing strategy for better targeting and retention of customers. The D2C market in India is fully geared on a strong growth trajectory, both with technological advancements, shifting consumer expectations, and a business-friendly ecosystem.

Digital Revolution to Act as a Growth Catalyst

The growth of India D2C market has been phenomenal, driven by rapid growth in digital infrastructure and enhanced internet connectivity. In 2023, India had around 900 million active users online, with 56% of these new users expected to emerge from rural areas. This surge in digital connectivity is facilitating broader access to D2C platforms and accelerating growth in e-commerce. Increased digital penetration enables the shopper to easily bypass traditional retail intermediaries and go directly to the brand so that they can achieve seamless and personal experiences.

In addition, the growth of social media and social commerce is proving to be a significant trend for the D2C market. Social commerce has experienced phenomenal growth, showing how fast social media platforms are becoming preferred e-commerce destinations. There is a huge social media user base with these platforms, such as Instagram, Facebook, and YouTube. These platforms build direct contact with consumers via relevant content and with the help of collaborations with popular bloggers. As e-commerce continues to expand, driven by a young, tech-savvy population and increasing trust in online transactions, India D2C market is set for strong growth, paving the way for innovation and entrepreneurial ventures.

Technological Adoption to Accelerate Market Growth

The adoption of advanced technology acts as a significant driver of market growth, transforming how brands interact with customers and optimize their operations. Advanced technologies include artificial intelligence (AI), machine learning (ML), and data analytics, which have been highly integrated and are emerging as a strategic necessity. AI and analytics empower companies to make informed decisions that are data-driven and thus create a better customer experience and smooth operations. Data analytics lead to an increase of up to 10% in revenue growth with enhanced customer loyalty, wherein brands provide personalized recommendations with targeted marketing.

Innovations such as augmented reality (AR) make shopping more exciting, particularly with the introduction of virtual try-ons and other interactives. For instance, Licious, an Indian D2C startup dealing in meat and seafood deliveries, relies on data analytics to ensure a smooth supply chain and customer recommendations. Also, Mamaearth, the leading Indian personal care brand, uses AI and ML to analyze customer feedback and purchase patterns. This enables the brand to personalize marketing campaigns and product offerings, with remarkable growth and market leadership for the company. With the adoption of such technological advancements, D2C companies in India are experiencing more effective ways of customer engagement and, hence, assurance of an increase in sales, along with operational efficiency, contributing to market growth.

Online Dominance Meets Growing Offline Presence

The direct-to-consumer (D2C) market in India has remained largely dominated by the online channel, owing to its benefits of better accessibility and flexibility. Brands, such as Mamaearth, Nykaa, and Bombay Shaving Company, have rightly capitalized on this advantage, building robust infrastructures to gain share and drive customer loyalty. Brands are increasingly moving into offline retail. For instance, Nykaa expanded its physical footprint from 72 stores at the end of FY2021 to 150 by the end of FY2023, marking the increasing weightage of a brick-and-mortar footprint.

Similarly, Mamaearth fetches around 35-36% of revenues offline, an indication of a strategic shift to physical retail. This trend drives the forward momentum of how D2C brands blend online success with retail to improve customer experiences and increase market reach. While online channels remain predominantly popular in D2C, an upward trend in establishing physical stores represents a strategic balance between digital strength and physical retail, reaching out to a greater section of consumers.

Regional Variations in India D2C Market

In India, the adoption of Direct-to-Consumer (D2C) models varies significantly across geographic regions, reflecting differences in digital infrastructure and consumer behavior. Metropolitan cities, such as Mumbai, Delhi, and Bengaluru, are at the forefront of D2C adoption, owing to better internet penetration, disposable income, and tech-savvy consumers. These regions benefit from robust logistics networks and a mature e-commerce ecosystem, enabling seamless online transactions and deliveries.

In contrast, Tier-2 and Tier-3 cities, especially Jaipur, Ahmedabad, and Lucknow, remain the key growth pockets for D2C brands. There is a rise in digital engagement in these areas, with increased disposable incomes, though challenges include infrastructure and relatively lower digital literacy. Rural areas, with poor digital penetration and low e-commerce readiness, have seen gradual penetration of D2C businesses, facilitated by improving mobile connectivity and the latest government initiatives on digital inclusion.

Notably, Maharashtra, Karnataka, Delhi, Uttar Pradesh, and Gujarat are the top five states for women-led startups in the D2C market. It indicates that improved digital infrastructure in these states has allowed more women to emerge as founders of D2C startups. Impressively, 1,700+ startups, representing 47% of all women-led startups in these sectors, originate from Tier-2 and Tier-3 cities. It highlights the rising participation of women entrepreneurs in the D2C space across the country, supported by improving digital access and infrastructure.

Future Market Scenario (FY2025 - FY2032F)

Advancements in data analytics and AI will enable brands to offer highly targeted and personalized shopping experiences. This hyper-personalization will help D2C brands to cater to individual preferences, enhancing customer satisfaction and loyalty.

The growth of D2C brands will increasingly extend to tier II and tier III cities. Consumers in these areas are eager to experiment with new brands and products, presenting a lucrative market opportunity for D2C businesses.

As disposable incomes rise, consumers are willing to spend more on premium and niche products. The increase in per capita earnings will fuel the growth of the D2C market as consumers seek out high-quality and unique products.

While D2C brands thrive online, there is a growing emphasis on integrating online and offline channels. Many brands are adopting omnichannel strategies, including pop-up stores, experiential retail, and collaborations with physical retailers to enhance their reach and customer engagement.

Key Players Landscape and Outlook

The key players leverage several strategies to sustain and thrive in a competitive market. They focus on building strong brand identities through personalized customer experiences and targeted marketing, utilizing data analytics to understand and predict consumer preferences. Many D2C brands invest in high-quality digital infrastructure to enhance their online presence and streamline customer interactions. They emphasize customer loyalty programs and offer exclusive products to build a dedicated customer base. Additionally, these brands often explore multi-channel approaches, integrating social media, influencer partnerships, and offline experiences to reach broader audiences.

Moreover, celebrity endorsements are a popular strategy among Indian D2C brands to build credibility, enhance brand visibility, and drive consumer trust. By partnering with well-known personalities, these brands tap into the celebrities' large followings and leverage their influence to endorse products or services. For instance, in February 2024, an actor moved from being a brand ambassador for boAt to acquiring a stake in the company, aligning his passion for music with business growth. Similarly, an actress launched her sustainable skincare brand, 82°E, emphasizing natural ingredients and eco-friendly practices. Her investments and active role reflect her commitment to sustainability and ethical practices. These strategic moves enhance brand authenticity and appeal to a more conscientious consumer base.

Table of Contents

1. Project Scope and Definitions

2. Research Methodology

3. Executive Summary

4. Voice of Customer

• 4.1. Demographics (Age/Cohort Analysis - Baby Boomers and Gen X, Millennials, Gen Z; Gender; Income - Low, Mid and High; Geography; Nationality; etc.)
• 4.2. Market Awareness and Product Information
• 4.3. Brand Awareness and Loyalty
• 4.4. Factors Considered in Purchase Decision
  • 4.4.1. Brand Reputation
  • 4.4.2. Price and Value
  • 4.4.3. Quality
  • 4.4.4. Customization Options
  • 4.4.5. Trend Influence
  • 4.4.6. Accessibility
  • 4.4.7. Sustainability and Ethical Sourcing
  • 4.4.8. Delivery Options
  • 4.4.9. Payment Options
  • 4.4.10. Customer Service
• 4.5. Purchase Channel
• 4.6. Purpose of Purchase
• 4.7. Frequency of Purchase
• 4.8. Existing or Intended User
• 4.9. Recommendations From Friends, Family/Online Reviews
• 4.10. Role of Brand Ambassador or Influencer Marketing on Product/Brand Absorption

5. India Direct-to-Consumer (D2C) Market Outlook, FY2018-FY2032F

• 5.1. Market Size & Forecast
  • 5.1.1. By Value
  • 5.1.2. By Volume
• 5.2. Market Share Analysis & Forecast
  • 5.2.1. By Industry
    • 5.2.1.1. Beauty and Personal Care
    • 5.2.1.2. Fashion and Apparel
    • 5.2.1.3. Consumer Electronics
    • 5.2.1.4. FMCG
    • 5.2.1.5. Health and Wellness
    • 5.2.1.6. Home and Furniture
    • 5.2.1.7. Others
  • 5.2.2. By Channel Mode
    • 5.2.2.1. Online
      • 5.2.2.1.1. Websites
      • 5.2.2.1.2. Mobile Applications
      • 5.2.2.1.3. Social Media
    • 5.2.2.2. Brand-Owned Physical Stores
    • 5.2.2.3. Omnichannel
  • 5.2.3. By Business Model
    • 5.2.3.1. Subscription-based
    • 5.2.3.2. One-time Purchase
    • 5.2.3.3. Freemium
  • 5.2.4. By Region
    • 5.2.4.1. North
    • 5.2.4.2. South
    • 5.2.4.3. East
    • 5.2.4.4. West and Central
  • 5.2.5. By Company Market Share Analysis (Top 5 Companies and Others - By Value, FY2024)
• 5.3. Market Map Analysis, FY2024
  • 5.3.1. By Industry
  • 5.3.2. By Channel Mode
  • 5.3.3. By Business Model
  • 5.3.4. By Region

All segments will be provided for all regions covered

6. Demand Supply Analysis

7. Import and Export Analysis

8. Value Chain Analysis

9. Porter's Five Forces Analysis

10. PESTLE Analysis

11. Macro-economic Indicators

12. Pricing Analysis

13. Profit Margin Analysis

14. Consumer Buying Behavior Analysis

15. Market Dynamics

• 15.1. Market Drivers
• 15.2. Market Challenges

16. Market Trends and Developments

17. Case Studies

18. Competitive Landscape

• 18.1. Competition Matrix of Top 5 Market Leaders
• 18.2. SWOT Analysis for Top 5 Players
• 18.3. Key Players Landscape for Top 10 Market Players
  • 18.3.1. Honasa Consumer Limited (Mamaearth)
    • 18.3.1.1. Company Details
    • 18.3.1.2. Key Management Personnel
    • 18.3.1.3. Products and Services
    • 18.3.1.4. Financials (As Reported)
    • 18.3.1.5. Key Market Focus and Geographical Presence
    • 18.3.1.6. Recent Developments/Collaborations/Partnerships/Mergers and Acquisition
  • 18.3.2. Delightful Gourmet Pvt Ltd. (Licious)
  • 18.3.3. Imagine Marketing Limited (boAt Lifestyle)
  • 18.3.4. Nykaa E-Retail Limited
  • 18.3.5. Helios Lifestyle Private Limited (The Man Company)
  • 18.3.6. PEP Technologies Pvt. Ltd.(mCaffeine)
  • 18.3.7. Beejapuri Dairy Private Ltd (Country Delight)
  • 18.3.8. Wakefit Innovations Pvt. Ltd
  • 18.3.9. Vellvette Lifestyle Private Ltd (Sugar Cosmetics)
  • 18.3.10. Healthkart.com

Companies mentioned above DO NOT hold any order as per market share and can be changed as per information available during research work.

19. Strategic Recommendations

20. About Us and Disclaimer

List of Tables

• Table 1. Pricing Analysis of Products from Key Players
• Table 2. Competition Matrix of Top 5 Market Leaders
• Table 3. Mergers & Acquisitions/ Joint Ventures (If Applicable)
• Table 4. About Us - Regions and Countries Where We Have Executed Client Projects

List of Figures

• Figure 1. India Direct-to-Consumer Market, By Value, In USD Billion, FY2018-FY2032F
• Figure 2. India Direct-to-Consumer Market, By Volume, In Units, FY2018-FY2032F
• Figure 3. India Direct-to-Consumer Market Share (%), By Industry, FY2018-FY2032F
• Figure 4. India Direct-to-Consumer Market Share (%), By Channel Mode, FY2018-FY2032F
• Figure 5. India Direct-to-Consumer Market Share (%), By Business Model, FY2018-FY2032F
• Figure 6. India Direct-to-Consumer Market Share (%), By Region, FY2018-FY2032F
• Figure 7. By Industry Map-Market Size (USD Billion) & Growth Rate (%), FY2024
• Figure 8. By Channel Mode Map-Market Size (USD Billion) & Growth Rate (%), FY2024
• Figure 9. By Business Model Map-Market Size (USD Billion) & Growth Rate (%), FY2024
• Figure 10. By Region Map-Market Size (USD Billion) & Growth Rate (%), FY2024