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“Travel retail in India stands at a tipping point of transformative growth” A shish Chopra, CEO, Delhi Duty Free, offered a fascinating focus on India’s evolving traveller profile, the sheer scale of opportunity from the rising middle class, and the importance of customised retail experiences. “India’s outbound and inbound travel is not just growing – it’s transforming,” Chopra explained. “Data-led personalisation, premiumisation, value perception, and brand discovery are driving purchase intent like never before in Indian travel retail. India is not just a market to watch – it’s a market to engage, invest, and innovate in. Travel retail in India stands at a tipping point of transformative growth.” As of April 2025, Indian airlines have collectively placed orders for approximately 1,359 new aircraft over the past two years – 999 orders in 2023 and 360 in 2024. “This surge in fleet expansion reflects the robust growth of India’s aviation sector, especially in Tier 1 cities, driven by increasing passenger demand and strategic modernisation efforts by major carriers,” said Chopra. He highlighted several key opportunities: • Tier 2 & 3 airport retail: “Rapid infrastructure development is expanding aviation access beyond metros.” • Personalisation through digital engagement: “Indian travellers are mobile- first and value personalised experiences.” • Rise of Indian-origin brands: “Pride in ‘Made in India’ and homegrown luxury is growing. • Young, aspiring consumer base: “Positioning lifestyle and tech-forward products that align with global youth culture.” One of the key challenges is regulatory complexity. “The duty free baggage allowance was last revised in the year 2016,” said Chopra. “The current allowance of $600 should stand adjusted to $1,200 at present value, owing to price inflation, GDP growth rate, and rupee devaluation since 2016. Apart from the aforementioned reasons, considering the rising affluence of Indian consumers and the retail industry in India, we have been advocating for an allowance of $1,800 with the regulatory and government authorities in India, supported by the industry bodies and the brands.” Delhi Duty Free is in the midst of a progressive transformation aligned with India’s evolving traveller aspirations. “We’ve made strategic strides toward premiumisation – introducing ‘launched- first-in-India’ boutiques from La Christan Dior, Bvlgari Allegra, Chanel exclusives, Creed, and The Macallan,” Chopra explained. “Our shop-in-shop approach, particularly for high-engagement categories like fragrances and single malts, is elevating brand visibility and shopper interaction.” At the same time, store innovation is not a one-time event – it’s a continuous cycle. As traveller demographics and tastes shift, so do the layout, digital engagement, and merchandising approach. “From dynamic zoning to festival-led brand activations, the space evolves with the consumer,” Chopra shared. “But above all, service remains at the heart of our differentiation. Our well-trained staff don’t just sell – they guide, recommend, and deliver experiences that reflect our global positioning. Whether it’s a first-time flyer or a connoisseur traveller, our goal is to offer service that’s intuitive, informed, and culturally attuned.” India is one of the world’s fastest- growing economies and the increasingly affluent middle class is pivotal. “The new Indian consumer is value-conscious yet aspirational,” said Chopra. “They seek global quality with local relevance. This group will define the next decade of travel retail growth. Our strategy focuses on making premium accessible – through curated price-points, multi-brand bundles, and digital-first engagement. India’s middle class is not just a volume market – it is a value market in transition. The sheer volume of India’s middle class is unmatched market potential. They represent the next wave of travel retail growth, blending scale, aspiration, and a hunger for global brands and elevated experiences.” Delhi Duty Free is investing in three areas: category storytelling, brand discovery zones, and festival-driven merchandising. “Whether it’s Diwali exclusives or curated bundles during Eid and Christmas, our stores mirror the pulse of Indian culture,” Chopra added. “We’re also working closely with brands to launch India-first innovations and limited editions. Delhi Duty Free is not just selling products – it’s creating a duty free experience rooted in Indian behaviour, powered by data, and styled for global travellers.” Ashish Chopra, CEO, Delhi Duty Free: “Data-led personalisation, premiumisation, value perception, and brand discovery are driving purchase intent like never before in Indian travel retail. India is not just a market to watch – it’s a market to engage, invest, and innovate in. Travel retail in India stands at a tipping point of transformative growth.” Wednesday 14 May 2025 7 T F W A D A I L Y