D2C的印度市场评估:各产业，流通管道模式别，不同商业模式，各地区，机会，预测(2018年度～2032年度)

2024 财年，印度 D2C 市场规模为 425.9 亿美元，预计 2032 财年将达到 1852.1 亿美元，2025 财年至 2032 财年预测期间复合年增长率为 20.17%。随着网路使用率和智慧型手机销售的成长，印度已成为全球第三大 D2C 市场，拥有 600 多个 D2C 品牌。此外，数位支付系统的出现使交易变得更加容易并增强了消费者的信任。此外，Facebook 和 Instagram 等社群媒体平台在市场成长中发挥重要作用。例如，Instagram 的结帐功能允许 D2C 品牌直接在其个人资料上销售产品，同时在 Facebook 上做广告。个人化广告功能可根据使用者的行为向其推荐产品，使品牌更容易找到并接触目标受众。值得注意的是，大约 70% 的 D2C 公司使用社群媒体进行行销活动。 Neeman's、Bluestone 和 Wow Skin Science 等 D2C 品牌正在建立社交媒体并增加受众数量。

随着消费者寻求更具体、更利基的产品，D2C 品牌能够透过精选产品满足此需求。例如，Nike的 Nike By You 允许您设计自己的鞋类，这是一种反映您个人喜好的独特产品。消费者对客製化产品的偏好以及透过消除中间商提高成本效率等因素推动了这一成长。生活方式的变化，特别是围绕健康、保健和可持续发展的生活方式的变化，正在推动对符合这些价值观的产品的需求，而 D2C 品牌可以应对这些不断变化的偏好。

政府对电子商务数位支付的支持以及加强物流以实现优质交付，为这些企业创造了肥沃的环境。数据驱动的洞察正在帮助 D2C 品牌完善其产品和行销策略，以更好地定位和保留客户。在技​​术进步、不断变化的消费者期望和商业友善生态系统的推动下，印度的 D2C 市场正处于强劲的成长轨道。

提供着本报告提供印度的D2C市场相关调查分析，市场规模与预测，市场动态，主要企业形势等资讯。

目录

第1章 计划的范围和定义

第2章 调查手法

第3章 摘要整理

第4章 客户的迴响

• 人口统计(年龄/世代分析 - 婴儿潮世代，X世代，千禧新生代，Z世代，性别，所得 - 低所得，中所利益，高所得，地区，国籍等)
• 市场认知度与产品资讯
• 品牌认知度和忠诚度
• 决定是否购买时考虑的要素
  • 品牌声誉
  • 价格和价值
  • 质量
  • 自订选项
  • 趋势的影响
  • 辅助功能
  • 永续性与道德采购
  • 运送选项
  • 付款方式
  • 客户服务
• 购买通路
• 购买目的
• 购买频率
• 现有或已计划的用户
• 朋友和家人的推荐/线上评论
• 品牌大使和影响者行销在促进产品/品牌渗透方面的作用

第5章 印度的D2C市场预测(2018年度～2032年度)

• 市场规模与预测
  • 金额
  • 数量
• 市场占有率的分析与预测
  • 各产业
  • 流通管道模式别
  • 不同商业模式
  • 各地区
  • 市场占有率分析:各企业(金额)(前五名公司和其他 - 2024年度)
• 市场地图分析(2024年度)
  • 各产业
  • 流通管道模式别
  • 不同商业模式
  • 各地区

第6章 供需分析

第7章 进口和出口的分析

第8章 价值链分析

第9章 波特的五力分析

第10章 大环境分析

第11章 宏观经济指标

第12章 价格分析

第13章 报酬率分析

第14章 消费者购买行为分析

第15章 市场动态

• 推动市场要素
• 市场课题

第16章 市场趋势与发展

第17章 案例研究

第18章 竞争情形

• 市场领导者前五名公司的竞争矩阵
• 前五名公司的SWOT分析
• 主要企业前十大企业的形势
  • 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 策略性推荐

第20章 本公司相关资料，免责声明

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