Tatas to open ‘magnificence tech’ shops for beauty merchandise, in talks with overseas manufacturers

The transfer pits Tata, whose pursuits vary from automobiles to jewelry, towards LVMH’s Sephora and home rival Nykaa for a share of the fast-growing $16 billion magnificence and private care market on this 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 overseas manufacturers akin to Estee Lauder’s M.A.C and Bobbi Brown, in accordance with the doc, which lists The Trustworthy Firm, Ellis Brooklyn and Gallinee as potential companions. Tata is in talks with greater than two dozen corporations to provide unique merchandise to the brand new shops, in accordance 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 Trustworthy Firm, Ellis Brooklyn and Gallinee didn’t reply to Reuters requests for remark.

The shop opening plans, nonetheless below wraps, observe the current launch of Tata’s magnificence procuring app, referred to 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 international manufacturers akin to Zara and Starbucks.

The shops may have a vibrant crimson facade displaying Tata CLiQ Palette branding, with 70% of the merchandise inside being skincare and make up, in accordance with the Tata doc. Contained in the shops, Tata is planning to put in expertise permitting clients to strive on dozens of lipstick shades nearly on screens and to get digital pores and skin checks to search out out what merchandise may work greatest for them, in accordance with the doc.

The expertise just isn’t new and is in use by different magnificence retailers around the globe, however this enterprise into what business consultants name “experiential retail” continues to be a comparatively new idea in Indian malls and excessive avenue outlets.

“Experiential retail goes to be an enormous factor in India as extra clients 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 searching for issues past value – experiential retail helps set off impulse procuring and may entice them.”

Renjhen added, nonetheless, that “the product and the manufacturers need to be unique and good – if they aren’t that, she (the client) just isn’t going to come back again.”


As India’s financial system grows, and other people return to outlets after coronavirus lockdowns, Tata is seeking to goal comparatively younger and prosperous clients who like to buy in snug environment and are keen to pay the sticker value for premium worldwide manufacturers. Tata calls such clients “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 at the least 600,000 rupees ($7,358), which is greater than 3 times the typical earnings of $2,000 per 12 months 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 mean 7% a 12 months over the subsequent few years.

“The Indian magnificence market just isn’t 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 larger revenue profiles and altering existence in thoughts, there is a lengthy runway of development forward.”

Tata faces sturdy competitors to benefit from the projected development. Sephora, which has been in India for round a decade, has 26 retailers 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 accordance with an individual aware of its plans. Reliance didn’t reply to a request for remark.

Indian magnificence retailer Nykaa, backed by personal fairness agency TPG, asset supervisor Constancy and endorsed by a Bollywood celeb, 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 12 months when its inventory practically doubled after itemizing on the Mumbai inventory alternate, valuing the corporate on the time at $14 billion.


Tata’s first “magnificence tech” retailer will doubtless open by March, with additional enlargement stretching into subsequent fiscal 12 months starting April that would see it open as many as 40 shops, in accordance with the particular person aware of the plan, who added the corporate will begin with larger cities akin to New Delhi earlier than contemplating smaller locations.

Nevertheless, Tata is struggling to influence homeowners of upscale malls, the place house 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 clients and improve foot visitors to the mall as an entire, in accordance with one other particular person with direct data of the discussions.

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

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

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

This story has been revealed from a wire company feed with out modifications to the textual content. Solely the headline has been modified.

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