The Body Shop India expansion highlights the brand’s continued commitment to ethical, sustainable, and purpose-led beauty in one of its most important global markets. Founded in 1976 by Anita Roddick, The Body Shop has grown from a single store in Brighton into a global brand operating more than 3,000 stores across 70 countries and serving over 30 million customers worldwide.
In India, the brand has been present since 2006 under Quest Retail Pvt. Ltd. Today, it reaches nearly 1,500 towns and operates close to 200 exclusive outlets across the country.
Doubling Retail Touchpoints Over Five Years
A key pillar of The Body Shop India expansion is physical retail growth. The company plans to double its touchpoints over the next five years, focusing on profitable expansion supported by stronger omnichannel capabilities and enhanced manufacturing infrastructure.
According to Rahul Shankar, Group CEO at Quest Retail, the strategy prioritises sustainable scale rather than aggressive discount-led growth.
Revenue Ambitions and Market Outlook
The Body Shop India reported revenue of approximately ₹471 crore for the financial year ending March 31, 2024. As part of The Body Shop India expansion, the company has set an ambitious goal of achieving ₹1,100 crore in revenue from the Indian market within the next five years.
This growth is expected to be driven by wider retail reach, deeper digital penetration, and a strong product pipeline.
Omnichannel Strategy at the Core
A fully integrated omnichannel model sits at the heart of The Body Shop India expansion. The brand operates through:
- Exclusive brand outlets
- Its own e-commerce platform
- Marketplaces such as Myntra, Nykaa, Tira, Amazon, Tata CLiQ, and Flipkart
- Quick-commerce platforms including Blinkit, Instamart, and Zepto
- Travel retail, shop-in-shops, and Activist Workshop stores promoting refill and recycling
Offline retail contributes over 70% of the business, while e-commerce accounts for roughly 26–28%, with expectations of online channels contributing nearly 50% within five years.
Product Portfolio and Local Manufacturing
As part of The Body Shop India expansion, the brand offers over 350 SKUs across bath & body, skincare, haircare, fragrance, makeup, and gifting categories. Skincare remains the largest category in India.
The company plans to launch 30–35 new SKUs this fiscal year, including 10–15 premium offerings. Gen Z is a strategic focus, with upcoming launches designed to broaden the brand’s appeal to younger consumers.
Currently, around 5% of products sold in India are manufactured locally, with plans to increase India-based production in the coming years.
Elevating the In-Store Experience
The Body Shop India operates multiple store formats ranging from 500 to 1,000 sq. ft., across malls, high streets, and travel retail. Regardless of size, each store is designed to deliver a consistent brand experience.
As part of The Body Shop India expansion, the brand regularly hosts influencer events, customer engagements, personalised consultations, and guided product rituals. It has also introduced Braille signage in select stores to improve accessibility, with plans to scale the initiative further.
Industry Challenges and Strategic Focus
The beauty industry’s rapid democratisation presents a key challenge, with new brands entering frequently and relying heavily on discounting. Established brands like The Body Shop continue to prioritise brand equity, value consistency, and integrity over short-term pricing tactics.
Balancing offline legacy retail with fast-growing online channels remains another challenge—one the brand is addressing through steady omnichannel integration.
The Bottom Line
The Body Shop India expansion reflects a carefully calibrated growth strategy rooted in ethics, sustainability, and long-term brand building. As the brand approaches its 50th global anniversary, its India roadmap underscores a clear intent: scale responsibly, deepen consumer trust, and remain a purpose-led leader in the country’s evolving beauty market.
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