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India Direct Selling Industry Expected to Cross Rs 25,000 Crore in FY26
M
Moneycontrol•12-10-2026, 15:22
India Direct Selling Industry Expected to Cross Rs 25,000 Crore in FY26
- •India's direct selling industry is projected to exceed Rs 25,000 crore in FY26, driven by a 7 percent CAGR over the past five years.
- •Low per-capita spending of around USD 2 remains a major growth constraint compared to USD 8 to 12 in other major global markets.
- •The sector had 91 lakh active direct sellers in FY25, with women making up 47 percent of the workforce.
- •Wellness, personal care, and cosmetics account for over 86 percent of total sales, led by wellness at 61 percent.
- •Future expansion depends on boosting per-seller consumption, enhancing productivity, and entering higher-value product categories.
Key Questions Answered
India's direct selling industry is projected to cross Rs 25,000 crore in FY26. In FY25, the market size stood at Rs 23,522 crore, having grown at a compound annual growth rate of around 7 percent over five years.
Low per-capita consumption remains a key constraint to growth in India's direct selling industry. India's per-person spending is approximately $2 (around Rs 183), which is significantly lower than the $8 to $12 seen in lower-spending markets among the world's top 10 direct selling markets.
Wellness, personal care, and cosmetics account for more than 86 percent of direct selling sales in India. Wellness alone is the largest contributor, accounting for around 61 percent of total sales.
