Retail and Consumer

Seismic changes and shifting consumer behavior have redefined the Indian retail and consumer (R&C) sector in the past few years. The sector is estimated to exceed USD 2 trillion in the next decade growing at a long term CAGR of 1.5X to 2X of real GDP growth. To give consumers what they want while delivering tangible business outcomes, including volumetric growths, operational excellence, cost efficiencies, accelerated innovations, a constant vigil on ‘as - is’ operating models and pivot as needed will be the task of CXOs in the retail and consumer industry.

Retail and Consumer - Overview

The sector is at the forefront of route to market (RTM) model innovation with omnichannel retail (i.e. ensuring physical and digital channels operate seamlessly), direct to consumer (D2C), business to business, (eB2B), direct to retail (D2R), Open Network for Digital Commerce (ONDC) and traditional direct and indirect distribution models (distributor-led) vying for relevance basis market archetypes and the strategic need for the brand in play. The sector continues to undergo critical shifts with extensive use of data and analytics in decision making, adoption of cutting-edge technology platforms across the value chain from procurement, end-to-end supply planning, in RTM and also in areas of trade spends and loyalty management. The winners, over the past few years, have brought forth the importance of operational agility, digital preparedness, C-suite resilience and talent management to the forefront.

While unorganised retail accounts for about 70-75% of the total size of the R&C sector, digital retail growths are projected at 4X-5X multiples of the growth in the personal consumption expenditure of the Indian consumer over the next five years. This growth in digital commerce is increasingly driven by consumers in Tier 2 and 3 and below urban markets. The next wave of growth will thus be increasingly driven by over 2/3rds of Indians living in rural markets with innovation needed across the entire value chain from customised product market fits to novel sales channels and denser supply networks. These growth paradigms will need to be sustainable too to ensure robustness in the growth paths chosen by R&C players.

As one of the leading retail and consumer packaged goods consulting firms in India, PwC provides a one-stop-shop to build answers for all parts of this ecosystem and can help refine your retail and consumer goods industry strategy, operating models and also work with your teams to deliver measurable goals by partnering with you on the following services:

Develop strategies to facilitate market entry, from

  • market assessment to consumer behavior analysis
  • competitor benchmarking to catchment area analysis
  • value proposition strategy to change of operating model
  • entry mode evaluation to partner evaluation across the value chain
  • projected financials to risk mitigation and an actionable roadmap.

We can partner with you all the way to drive sustained and profitable growth.

Set up your new business and seal the deal, from

  • target/partner commercial due diligence to partner forensics
  • M&A valuation/deal execution to business development support
  • business license application support to tax advisory (example: structuring, transfer pricing, GST)
  • legal entity structuring to regulatory compliance and in-state license support.

As a firm with a leading retail analytics consulting practice, we use the best tools, risk management frameworks and consumer insights to ensure compliance and transparency in the consumer and retail sector.

Adopt technologies and build sustainable operating models, from

  • integrating various retail channels to ensuring that the demand trends feed into the overall Industry 4.0 production process
  • advanced data analytics to derive deep consumer insights to predictive analytics to facilitate demand fulfillment
  • setting up a PMO to monitoring support
  • facility design and development to quality control
  • operations management to training, recruitment and HR
  • IT system design to capability building
  • internal controls optimisation to course correction guidance

We undertake a detailed analysis of each component to drive superior efficiencies.

Led by Ravi Kapoor, our Retail and Consumer team, which includes subject matter experts from within the PwC Global Network, offers nuanced consumer insights coupled with end-to-end holistic solutions to help you navigate the path to success. An ingrained implementation ethos and exceptional client service attitude have resulted in deliveries surpassing expectations, and as per committed timelines.

We provide services to these retail and consumer goods segments:

Apparel, footwear and accessories

Apparel, footwear and accessories

Consumer packaged goods

Consumer packaged goods

Food, beverage and alcohol

Food, beverage and alcohol

Grocery agribusiness

Grocery/agribusiness

Household and personal items

Household and personal items

Hotels and catering

Hotels and catering

Luxury goods

Luxury goods

Recreation and leisure

Recreation and leisure

Supermarkets, drug stores and dollar stores

Supermarkets, drug stores and dollar stores

Leader profile

ravi kapoor v1

The first eight years of Ravi’s career were with brands like Colgate Palmolive, ICICI Bank and PepsiCo across a range of sales and marketing responsibilities followed by an over 14-year stint at a major consulting firm. In his last role, he was heading the firm's consulting services for the R&C sector in MENA. Ravi has anchored several, multi-year transformation programmes creating impact across R&C value chains with special impetus on client’s supply chain and route to market capabilities. Ravi has worked with several clients including Indian Promoter driven or Indian MNCs and Global MNCs, spread across almost all R&C sub sectors such as packaged branded food, personal and home care, brown goods, grocery, soft lines and hardline retailers.

Ravi Kapoor
Partner, Retail and Consumer, PwC India
ravi.kapoor@pwc.com

Follow PwC India

Required fields are marked with an asterisk(*)

By submitting your contact information you acknowledge that you have read the privacy statement and that you consent to our processing the data in accordance with that privacy statement including international transfers. If you change your mind at any time about wishing to receive material from us you can send an e-mail to privacy@pwc.com.

Hide