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We hosted Mr. Sunil A. D’Souza, MD and CEO of Tata Consumer Products, as part of our CEO Track session at AGIC 2026. Here are the key takeaways of the session:

Strategic transformation: Building a strong FMCG platform

* After CY20, the company focused on building a strong FMCG engine anchored around quality products, wider availability, strong brands and innovation.

* The company also developed a robust product funnel and scalable distribution network to efficiently launch and scale up new products.

* Innovation emerged as a key strategic priority, with significant investments in R&D driving up the innovation-to-sales ratio from 0.8% to 4.5% in FY26.

* The transformation was driven by a strong senior management team with capabilities comparable to leading FMCG players.

Health & Wellness: From natural products to science-led nutrition

* Health & wellness is expected to remain a structural growth opportunity, as consumers increasingly seek natural and organic products.

* Emerging areas include protein, fiber, prebiotics and probiotics.

* The company is looking to build two broad platforms:

* Expansion into nutraceuticals

* Science-led products supported by stronger R&D and evidence-based claims

* TATACONS is also evaluating opportunities around the GLP-1 trend, which could create demand for healthier, higher-protein and lower-calorie products.

* India presents significant white spaces as many existing protein products are relatively calorie-dense.

Transition in channel mix towards quick commerce

* Consumer media consumption is shifting rapidly from traditional television toward social and digital media, requiring brands to evolve their marketing strategies.

* GT's contribution to the portfolio has declined from around 90% in FY22 to 56% in FY26. Further, quick commerce has emerged as a major growth channel, with the company citing 61% growth in the latest quarter.

* Quick commerce also enables the company to test products quickly, gather consumer response and subsequently scale up products successfully

* General Trade (GT) is expected to decline in relative importance over time but remain an important channel. However, GT retains an important role because of the trust and relationships built with consumers and retailers.

* Quick commerce and e-commerce economics work best in densely populated markets; they may be less viable in lower-density cities.

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