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India’s Tata to open 20 ‘magnificence tech’ shops, in talks with international manufacturers

  • Tata plans magnificence sector growth in newest retail wager
  • Eyes tech-led push with pores and skin analyzers, digital try-on at kiosks
  • Tata targets no less than 20 shops subsequent yr
  • Firm to face competitors from Sephora, Nykaa

NEW DELHI, Nov 16 (Reuters) – India’s Tata Group is planning to open no less than 20 “magnificence tech” shops the place it can use digital make-up kiosks and digital pores and skin assessments to get younger, prosperous customers to purchase premium beauty merchandise, in keeping with an organization doc and an individual aware of its technique.

The transfer pits Tata, whose pursuits vary from automobiles to jewelry, in opposition to LVMH’s (LVMH.PA) Sephora and home rival Nykaa (FSNE.NS) for a share of the fast-growing $16 billion magnificence and private care market on the planet’s second- most populous nation.

Tata is eyeing what it calls a “magnificence fanatic” in India aged between 18 and 45 years who likes to purchase international manufacturers similar to Estee Lauder’s (EL.N) MAC and Bobbi Brown, in keeping with the doc, which lists The Sincere Firm ( HNST.O), Ellis Brooklyn and Gallinee as potential companions. Tata is in talks with greater than two dozen corporations to produce unique merchandise to the brand new shops, in keeping with the particular person aware of the technique, who didn’t title particular manufacturers.

Tata declined to touch upon its deliberate magnificence shops and the contents of the doc seen by Reuters. Representatives of The Sincere Firm, Ellis Brooklyn and Gallinee didn’t reply to Reuters requests for remark.

The shop opening plans, nonetheless beneath wraps, comply with the latest launch of Tata’s magnificence procuring app, known as Tata CLiQ Palette. The corporate is already within the brick-and-mortar retail enterprise in India, the place it has joint-venture partnerships with world manufacturers similar to Zara and Starbucks.

The shops could have a vibrant crimson facade displaying Tata CLiQ Palette branding, with 70% of the merchandise inside being skincare and make-up, in keeping with the Tata doc. Contained in the shops, Tata is planning to put in know-how permitting prospects to strive on dozens of lipstick shades just about on screens and to get digital pores and skin assessments to search out out what merchandise would possibly work finest for them, in keeping with the doc.

The know-how shouldn’t be new and is in use by different magnificence retailers all over the world, however this enterprise into what business specialists name “experiential retail” remains to be a comparatively new idea in Indian malls and excessive avenue outlets.

“Experiential retail goes to be a giant factor in India as extra prospects will spend their leisure time at such shops,” mentioned Pankaj Renjhen, joint managing director at India’s Anarock Retail consultancy. “Within the premium phase – the place a buyer is in search of issues past value – experiential retail helps set off impulse procuring and may entice them.”

Renjhen added, nevertheless, that “the product and the manufacturers need to be unique and good – if they don’t seem to be that, she (the client) shouldn’t be going to return again.”


As India’s financial system grows, and folks return to outlets after coronavirus lockdowns, Tata is trying to goal comparatively younger and prosperous prospects who like to buy in comfy environment and are prepared to pay the sticker value for premium worldwide manufacturers. Tata calls such prospects “non-bargainers” within the doc seen by Reuters, in distinction to most Indians who purchase low-priced native manufacturers of lipsticks or pores and skin lotions from small mom-and-pop magnificence shops the place haggling for reductions is widespread.

The corporate is concentrating on customers with an annual revenue of no less than 600,000 rupees ($7,358), which is greater than 3 times the common earnings of $2,000 per yr amongst India’s 1.4 billion inhabitants. The brand new shops ought to drive “gross sales throughout channels as a number one Magnificence Tech vacation spot for Gen Z & Millennials,” the Tata doc says.

India’s $16 billion magnificence and private care market is far smaller than China’s $92 billion, however market analysis agency Euromonitor estimates India’s will develop a median 7% a yr over the following few years.

“The Indian magnificence market shouldn’t be saturated – removed from it,” mentioned Devangshu Dutta, head of New Delhi-based retail consultancy agency Third Eyesight. “If you’re investing for the long run, with greater revenue profiles and altering life in thoughts, there is a lengthy runway of development forward.”

Tata faces robust competitors to benefit from the projected development. Sephora, which has been in India for round a decade, has 26 shops promoting magnificence and perfume manufacturers. Reliance, led by billionaire Mukesh Ambani, has a long-term plan to open 400 magnificence shops, the primary of which can open inside a Mumbai mall subsequent month, in keeping with an individual aware of its plans. Reliance didn’t reply to a request for remark.

Indian magnificence retailer Nykaa, backed by non-public fairness agency TPG, asset supervisor Constancy and endorsed by a Bollywood superstar, has mentioned it plans to open as many as 300 shops, from 124 now. The ten-year previous firm, which began as an online-only retailer, attracted consideration to the sector final yr when its inventory almost doubled after itemizing on the Mumbai inventory change, valuing the corporate on the time at $14 billion.


Tata’s first “magnificence tech” retailer will seemingly open by March, with additional growth stretching into subsequent fiscal yr starting April that might see it open as many as 40 shops, in keeping with the particular person aware of the plan, who added the corporate will begin with Larger cities similar to New Delhi earlier than contemplating smaller locations.

Nevertheless, Tata is struggling to influence homeowners of upscale malls, the place area is scarce, to tackle a brand new magnificence retailer the place one already exists, if it doesn’t have sufficient unique merchandise or one other differentiating issue to draw new prospects and improve foot visitors to the mall as a complete, in keeping with one other particular person with direct information of the discussions.

Alongside unique product launches, Tata is specializing in the in-store know-how, which the doc seen by Reuters describes as a “key differentiator.”

One of many tech instruments shall be a tool Tata calls a “pores and skin analyzer,” a tool with a mirror that may learn and analyze a buyer’s pores and skin to disclose 25 to 30 attributes that may assist make product decisions. There may even be “digital try-on” kiosks for eye and face make-up. Amongst them shall be a round stand with lipsticks slotted in; As somebody lifts one, a digital mirror-screen in entrance will routinely begin displaying how the colour shade will seem on the face, eliminating the necessity for repeated guide try-ons earlier than a purchase order.

Tata can be testing use of so-called geofencing know-how to permit its retailer workers to detect when a buyer utilizing its app enters, and share the procuring historical past and wish-lists with workers to make higher suggestions, the particular person aware of the plans mentioned.

Reporting by Aditya Kalra in New Delhi Modifying by Invoice Rigby

Our Requirements: The Thomson Reuters Belief Rules.


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