Mastering Markets in the FMCG Space

Q1. Could you start by giving us a brief overview of your professional background, particularly focusing on your expertise in the industry?

I have 24 years of experience in my professional career, working with FMCG, beverages, edible oil, olive oil, staple foods, confectionery, and mouth freshener.

Q2. In your view, which specific confectionery category will see the highest 'CAGR-to-Margin' ratio in Gujarat by 2030?

In my view, confectionery is segmented into 3 categories: chocolate, sugar, and gums. The major Gujarat market will be dominated by sugar confectionery (primarily HBC in mass), followed by chocolate, till 2030.

Q3. From a margin perspective, at what scale does a product’s 'listing fee' in Modern Trade (MT) become a value-trap rather than a growth engine?

In Modern Trade, the product listing fee value trap cannot be measured as a growth motive, but it plays a vital role in creating visibility and availability. In the present scenario, MT holds a 12-15% market share, and quick commerce also takes 7-8%, but the major growth comes from the GT market.

So, in MT, you can say it's an investment which will be encashed in General Trade (GT). When you go to any MT, you will buy a…