Consumer and retail

PwC's Strategy& India consumer and retail practice works closely with organizations in the consumer goods, durables, and retail space to address their top-of-mind concerns as well as to drive their capabilities agenda. Our work includes addressing both strategic and operational issues that face the senior management across these organizations. Our consultants have consistently worked on cutting-edge business challenges and have helped frame solutions that build and sustain the “essential advantage” for our clients.

The India consumer and retail team is a balanced mix of both consulting and industry veterans with access to a team of industry experts with significant Indian and global experience. Our recent Indian experience with consumer product companies in India consists of projects across growth strategy, marketing strategy, market entry strategy, M&A due diligence, large-scale go-to-market transformation, and large-scale supply chain transformation. Similarly, our retail team has deep expertise in critical areas such as business and format strategy, expansion planning including acquisition evaluation, distribution, and supply chain management, promotion and marketing effectiveness, cost-base transformation, organization and change management, and working capital reduction.

We are differentiated from our competitors in our ability to deliver implementable solutions to the client’s problems, with clear benefits realization, while effectively leveraging our local and global expertise.

Our thought leadership

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As consumers, media, and markets splinter, packaged-goods companies must figure out how to profit from fragmentation.
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E-commerce is capturing almost all the gains in retail sales. Should you care?
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The rapid adoption of digital technologies and evolving shopping behaviors are transforming e-commerce into an essential element of omnichannel success in the consumer packaged goods industry.

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Client examples

GTM transformation

Our client, a large multinational food and beverage player with a strong pan-India presence, engaged Strategy& India to develop a future-ready go-to-market model that would be able to support its strong business growth and the associated complexity. Our team worked very closely with the client team to help define the new GTM strategy, the enabling capabilities required, and the overall business case and implementation road map.

India entry strategy

A large multinational apparel retailer engaged Strategy& India to conduct a brand perception study and to help refine its India entry strategy. Our team conducted detailed qualitative and quantitative research with more than 1,000 consumers in India to assess relative brand perception, competitive positioning, and the overall opportunity for the client in India. This market-back approach has led to significant shifts in the client’s overall India entry strategy and its business case.

M&A due diligence

A large multinational FMCG firm with a strong presence in India engaged Strategy& India to conduct strategic due diligence for a set of target brands in India. We performed a strategic diagnostic of the target brands, analyzed their fit with the client portfolio, and assessed the future growth trajectory. We recommended several areas of synergy and identified the key integration challenges, which has helped the company refine its overall valuation for the target brands.