인도의 소비자 제품 시장에서 성공하기(종합적이고 실용적인 마케팅 가이드) - 인도 FMCG 시장 진출의 첫걸음

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Your Key to Success in the Indian Market - All in One Definitive Guide

This is not just another collection of facts.

This is the complete marketing guide - a practical, action-oriented roadmap to help you win in India's FMCG market.

From market overviews to step-by-step strategies, this guide equips you with everything you need to move decisively - no additional research required.

India's Economic Rise and Its Driving Forces: Outlook from Major Global Institutions

India's long-term economic outlook continues to draw significant attention from leading global institutions. Key forecasts from Goldman Sachs, the International Monetary Fund (IMF), the World Bank, PwC, and others consistently project that India will remain one of the world's fastest-growing major economies for decades to come. Collectively, these reports underscore the possibility that India could become the world's second-largest economy by the mid-21st century.

The following section summarizes key insights and underlying assumptions from these reports and offers a strategic perspective on India's growth trajectory through and beyond 2050.

India's FMCG Market: A Rapidly Expanding Consumer Goods Sector

As of 2023, India's FMCG (Fast-Moving Consumer Goods) market is estimated to be worth USD 121.8 billion, and its momentum shows no signs of slowing down. Between 2021 and 2027, the market is projected to grow at a staggering compound annual growth rate (CAGR) of 27.9%, reaching USD 615.87 billion by 2027 (Source: IBEF).

This explosive growth underscores the critical role of the FMCG sector in India's overall economy and presents a golden opportunity for forward-looking companies worldwide to enter the market and capture a share of this dynamic landscape.

Who Should Read This Report:

• Foreign FMCG companies considering entry into the Indian market across a wide range of categories, including food, personal care, household products, healthcare, and pet care
• Exporters and international brands aiming to sell their products in India through local distributors, e-commerce platforms, or joint ventures
• Strategy and business development teams at multinational corporations that require an in-depth understanding of India's FMCG market
• Market entry consultants supporting global companies in entering and navigating the Indian market
• International retail chains and importers evaluating product sourcing or private-label opportunities in India's FMCG sector
• Investors and venture capital firms interested in India's consumer trends and FMCG segments
• Trade promotion agencies and government export organizations supporting SMEs from their own countries in entering the Indian market

What You'll Find Inside - Key Features of This Guide

India - Asia's Economic Powerhouse

With over 1.3 billion people, a rapidly expanding middle class, and accelerating urbanization and consumption, India offers one of the world's most compelling growth opportunities.

Yet, for foreign companies, India can be as complex as it is attractive. Success demands more than ambition - it requires precise knowledge and the right approach.

• India's Economic Engine - Understanding the Structure and Future Outlook
  A multidimensional analysis of growth drivers and identification of promising sectors, with a focus on FMCG.
• Correcting Misconceptions - Grasping the True Nature of the Indian Market
  Clear insights to overcome common pitfalls and misunderstandings that foreign companies often face.
• Consumer and Geographical Segmentation-Based Sales Strategies
  A granular approach to targeting consumers by income strata and region for maximum impact. This guide classifies Indian consumers into three broad segments - the affluent, the middle class, and the poor - and provides detailed insights on:
  • Income levels of each group
  • What they purchase - key product preferences and aspirational drivers
  • Where they shop - from premium retail formats to rural kirana stores
  • How to sell to them - pricing, messaging, and positioning strategies tailored to each segment It also addresses regional differences and urban-rural divides to help you fine-tune your strategy for local relevance.
• A Comprehensive View of Sales Channels
  In-depth guidance on modern trade, franchising, stockists, distributors, and other key routes to market. We describe the structure of each sales channel, identify what types of products are best suited to each, and explain how to leverage them effectively for successful marketing and distribution. This enables you to align your go-to-market strategy with the right partners and platforms for maximum efficiency and reach.
• Concrete Opportunities for Foreign Companies in FMCG
  Real-world case studies and entry patterns illustrating viable pathways to success.
• Foreign Direct Investment (FDI) and Market Entry Essentials
  A clear explanation of the latest retail regulations and how to leverage them effectively.
• Tailored Research and Marketing Support from MRC
  End-to-end assistance to accelerate your market entry and growth using our practical expertise.

Why This Single Guide Is All You Need

• Provides a seamless, logical framework - from big-picture insights to tactical actions
• Accessible and actionable - for executives, strategists, and on-the-ground managers alike
• Makes complex market dynamics simple and clear - so you know exactly what to do next
• Designed from the perspective of foreign companies - reliable, relevant, and immediately usable

Table of Contents

Executive Summary

1. India - Asia's Rising Economic Giant

• Unveiling the Drivers and Structure Behind Its Remarkable Growth
• India's Long-Term Economic Outlook and Key Drivers
• India's Medium-Term Economic Outlook and Key Drivers
• India's Short-term Economic Outlook and Key Drivers

2. India's FMCG Market - Unveiling its Full Potential

• Expanding Consumer Goods Sector
• Spending Patterns of Indian Consumers
• Overview of FMCG Market and Subsectors
• FMCG Market Growth Trajectory

3. Understanding the True Nature of the Indian Market - Breaking Common Misconceptions

• Unparalleled Diversity - Understanding India's Cultural and Linguistic Complexity
• Cultural Diversity - Defining Symbol of Harmony and Coexistence
• India's Linguistic Diversity - A Symbol of Unity in Plurality
• India's Economic Diversity - A Dynamic Blend of Tradition, Innovation, and Scale

4. Navigating India's Consumer Landscape

• Segmentation of Indian Consumers
• Affluent Class
• Middles Class
• Bottom of Pyramid (BOP)
• Generation Z Redefining the Consumer Landscape

5. Understanding the Indian Consumer: Value Over Price

• Indian Consumers Are Value-Oriented, Not Merely Price-Sensitive
• Indian Consumer Psychology and Market Trends
• Informed, Discerning, and Digitally Empowered: The New Indian Consumer
• The Indian Housewife - Key Decision Maker
• Indian Consumer Behavior

6. Marketing

• Geographic Profile of India
• Regional Insights: High-Potential Areas for Foreign FMCG Companies
• Regional Insights - Least Developed States
• Profiles of Major Tier 1, Tier 2, and Tier 3 Cities
• India's Rural Market

7. What are consumer product preferences in the Indian market?

• Rise of Products that Offer Comfort and Convenience
• Growth in Non-Food Consumer Categories
• Surge in Demand for Consumer Durables
• India's Middle Class: Driving Consumption Growth

8. Essential Know-how for Capturing the Indian Market

• Key Strategic Priorities for Succeeding in India's Consumer Market
• The Strategic Advantage of Targeting the Middle Class
• Strategies for Foreign Companies to Succeed in India's Middle-Class Market
• Case Studies

9. Sales Strategies by Consumer & Geographical Segment

• Affluent
• Affluent Consumers: What Are India's Wealthy Buying?
• Where Do Affluent Consumers in India Shop?
• How to Sell to India's Affluent Consumers
• Middle Class
• What are middle-class consumers buying?
• Where Does India's Middle Class Shop?
• How to Sell to India's Middle Class
• Low-Income Segment (Bottom of the Pyramid - BOP)
• What Do BOP Consumers Purchase
• Where Do BOP Consumers Shop?
• How to Sell to India's BOP Segment
• Sales Strategies by Geographical Segment
• Case Studies

10. Business Opportunities for Foreign Companies in India's FMCG Market

• Transformation of the Grocery Market in India
• Expansion of the Personal Care Market
• Expansion of the Health Care Market
• Emerging Pet Care Market
• India's Growing Apparel Market
• India's Expanding Consumer Durables Market

11. Marketing for Success in India's Fast-Growing FMCG Market

• Overview of Marketing Channels
• Stockist and Distributor Channels
• Modern Trade Channel
• Digital Marketing Channel
• Franchise Channel
• Direct Marketing Channel
• Alternative Marketing Channels
• Sales Promotion Strategies- Basics
• Sales Promotion Strategies- Reaching Out to Consumers

12. Foreign Direct Investment (FDI) Regulations for the Retail Sector

13. MRC's Market Research and Marketing Services