VCCircle Consumer Investment Summit 2011: Indulge India


The Great Indian consumer is changing and evolving. And, so are his consumption patterns, tastes and behavior. As Indian buyers loosen their purse-strings to consume a much wider basket of goods and services, the entire consumption story is getting redefined.


The consumer story in India is today clearly defined by the aspirational Indian who wants to consume a variety of brands and who is now ready for consumer discretionary spends as opposed to putting money only on staples.


According to a study by retail consultant Technopak, Indians will consume 16 categories of products and services by 2015 as opposed to seven categories. While food and grocery remain the largest spending category, some of the fastest growing sub-segments are education, telecom, travel and leisure and home décor and eating out.


There are billions of dollars of private capital chasing innovative and disruptive business models. New-age entrepreneurs are making a go for erstwhile commoditised businesses (cabs, salons and coaching classes) and turning them into hot-selling brands. How to identify tomorrow’s fastest growing consumption categories and make a play for it? Will investors look more at consumption staples or consumption discretionary?


With the economy growing at 9%, a growing middle class and an enormous bottom of the pyramid market, this is one country in the planet that offers domestic demand for goods and services like no other. The per capita consumption of jam, butter, cola, crisps and an endless list of similar items is much below the global average, leaving that much more room to cover. Predictably, major FMCG and consumer brands are knocking at India’s doors to capture large slices of this market. At the same time, traditional mainstay brands in the FMCG space are increasingly turning outward for strategic plays aimed to expand market share and margins. How will they continue to be relevant to the new-age consumer?


The perceptible change in the consumption behavior is thanks to the advent of modern retail which is evolving in multiple formats and even touching tier II and tier III towns. Studies reveal that the share of modern retail will progressively increase and even touch double digits compared to the mom-n-pop shops as early as by the next decade. The very large format stores or hypermarkets may draw consumers from more traditional market places as they offer value offers, convenience and a great shopping experience. Will growth in organized retail and private labels threaten brands in FMCG space or other low-engagement products?


The uniqueness about India is the multi-tiered opportunity from middle class to ultra rich to nouveau riche to the well-heeled to the base of the pyramid. Traditional FMCG penetrated the base of the pyramid market with its distribution muscle and innovations such as the sachet revolution. What are the innovations happening at the ground level? Are there any disruptive models out there that could change the way we consume things?


VCCircle has put together a gathering of brand gurus, management experts, CEOs, FMCG companies, service brands and investors who will demystify the Great Indian Consumption Story.


8:30am - 9:30am
Tea & Registration


9:30am – 9:40am
Introduction Note


9:40am – 10:40am
Session I: Need To Have Or Nice To Have Or Both: Where is the Indian consumption story headed?
How is the Indian consumption behaviour evolving? While staples will never go out of fashion, aspiration-led goods and services are increasingly commanding a greater wallet share. How do we define "nice to have" categories particularly when the lines of luxury and necessity are blurring? What are the scalability challenges and return economics in “nice to have” categories? What do investors look for in these business models? How do “need to have” categories continue to retain their brand value given rise in clutter, private labels and a fickle consumer? How to build a successful consumer product and service brand?
Sachindra Rudra - Senior Investment Officer, Navis Capital (Moderator)
Balu Nayar - MD, Morpheus Fund
Divya Sehgal – Director, India Value Fund Advisors
Ajay Pahwa - CEO, Kaya Ltd.


10:40am – 11:00am
Tea & Networking


11:00am – 12:00pm
Session II: How To Value A Consumer Product & Service Brand?
How are traditional FMCG product brands valued? Are deals in traditional FMCG brands more in the cross-border and strategic investment realm? Are valuations therefore more attractive when selling to strategics as opposed to domestic consolidation or even PE? With proliferation of brands in erstwhile commoditised and fragmented areas such as cabs, coaching classes and salons, are the services-led brands valued differently? How do service brands grow? What are the economics of growing a service brand through owned and franchise routes?
Kanwaljit Singh - MD, Helion Ventures (Moderator)
Satyen Jain - CEO, Pride Hotels
Deepesh Garg – Director, o3 Capital Advisors
Kazi Arif Uz Zaman - Executive Director, Everstone Capital Advisors


12:00pm – 12:30pm
Knowledge Session
Evolving consumption pockets over the next decade: Saloni Nangia - Senior Vice President, Technopak


12:30pm – 1:30pm
Lunch & Networking


Presents threadbare discussions on three fast-growing consumption areas that are stoking the appetite of entrepreneurs and private capital. What are the entry barriers to business? What are scale challenges? The critical real estate link? How do you build a brand in a pure service play? Is franchising the only way to scale?
1:30pm – 2:30pm
VCCircle Redhot Sector: QSR, Cafes, Takeaways and Casual Dining
Deepak I. Shahdadpuri - MD, Baer Capital Partners (Moderator)
Gaurav Jain - Founder & CEO, Mast Kalandar
Kiran Nadkarni - CEO, Kaati Zone
Riyaaz Amlani - CEO, Impresario Entertainment & Hospitality Pvt. Ltd


2:30pm – 3:30pm
VCCircle Redhot Sector: Niche Retail
Nandini Chopra, Executive Director, KPMG (Moderator)
Baqar Iftikhar Naqvi – CEO, Cotton County Retail Ltd.
Seshu Kumar – Head, ITC Choupal Sagar
Bijou Kurien – President, Lifestyle, Reliance Retail
TS Ashwin - MD, Odyssey India Ltd.


3:30pm – 3:45pm
Tea & Networking


3:45pm – 4:45pm
VCCircle Redhot Sector: Wellness, Hospitality, Beauty & Fitness
Harinder Sawhney – Director, JM Financial India Fund (Moderator)
Dharmendra Manwani - CEO, Jean Claude Biguine India
Sandeep Ahuja - MD, VLCC Healthcare Ltd
Keshav Baljee - President, Orchid Hotels Limited
Rahul Bhalchandra - Founder, YLG Salon and Spa


4:45pm – 5:00pm
Concluding Remarks


5:00pm Onwards
Techcircle Launch Party
VCCircle Unwind, including informal networking over cocktails



Ajay Pahwa

CEO, Kaya Ltd.

Balu Nayar

MD, Morpheus Capital Advisors

Baqar Iftikhar Naqvi

CEO, Cotton County Retail Ltd

Bijou Kurien

President & CE - Lifestyle, Reliance Retail Ltd

Deepak Shahdadpuri

Founder & MD, DSG Consumer Partner | @DSGCPvc

Deepesh Garg

Managing Director, o3 Capital

Dharmendra Manwani

CEO, Jean - Claude Biguine, India

Divya Sehgal

Director, India Value Fund Advisors

Gaurav Jain

CEO, Mast Kalandar

Kanwaljit Singh

Sr. MD, Helion Venture Fund

Kazi Arif Uz Zaman

MD, Private Equity, Everstone Capital Advisors

Keshav Baljee

President, Royal Orchid Hotels Ltd

Kiran Nadkarni

CEO, Kaati Zone

Harinder Sawhney

Executive Director, JM Financial

Nandini Chopra

Executive Director, KPMG

Rahul Bhalchandra

Co-Founder & CEO, YLG Salon

Riyaz Amlani

MD, Impressario Entertainment

Sachindra Rudra

Senior Investment Director, Navis Capital Partners

Sandeep Ahuja

MD, VLCC Health Care Ltd

Saloni Nangia

Senior Vice President, Technopak

Satyen Jain

CEO, Pride Hotels

Seshu Kumar

Head - Rural Retailing, ITC Ltd

TS Ashwin

MD, Odyssey India Ltd

Our Sponsors & Partners

Presenting Partner

Want to be part of it?

VCC Events opens up the avenues for participation. Join hands to be a part of India’s largest gathering of alternative investments leaders, industry stakeholders and Asia’s influential limited partners, general partners and marquee advisors. Your chance to actively participate and augment yourself as thought leaders.

Venue :

Taj President, Mumbai

Taj President, Mumbai

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