Archive · 10 Jan 2026
D2C Wave Reshaping India's Consumer Market
The article discusses how direct-to-consumer (D2C) models are changing the way brands interact with consumers in India.
These models allow brands to test ideas quickly, get real-time feedback, and focus on specific consumer needs.
The D2C market is growing fast and is expected to reach $100 billion by 2025 and $185 billion by 2032.
Established companies are also adopting D2C strategies to stay competitive.
The success of D2C brands lies in their ability to understand and respond to consumer needs more effectively than traditional brands.
This shift is not just about selling products online but about building a stronger connection with consumers through transparency and community engagement.
The D2C market in India is projected to reach $100 billion by 2025 and $185 billion by 2032.
D2C brands focus on specific consumer needs and use real-time feedback to refine products.
Community engagement and digital discovery are key drivers of D2C growth.
Established FMCG companies are acquiring D2C brands to integrate agility and digital-first thinking.
Leadership in the FMCG sector will depend on understanding micro consumer needs, transparency, and coherence across touchpoints.
- Who
- Saugata Gupta, MD & CEO, Marico
- What
- The rise and impact of direct-to-consumer (D2C) models in India's consumer market
- When
- The shift began during the pandemic and is projected to grow significantly by 2025 and 2032
- Where
- India
- Why
- D2C models offer sharper consumer insight, faster response cycles, and community engagement, reshaping the FMCG sector
- Author
- Saugata Gupta, MD & CEO, Marico
- Projected D2C Market Size
- $100 billion by 2025, $185 billion by 2032
- Key Drivers
- Consumer insight, faster response cycles, community engagement
- Impact on FMCG
- Accelerated innovation, shorter cycles, transparency
- Acquisitions
- Two-thirds of FMCG acquisitions in D2C space in past 5 years
- Leadership Capabilities
- Micro consumer needs, transparency, coherence across touchpoints
- Examples of Brands
- Beardo, Plix, True Elements