FMCG Zooms Into Rural
For years, FMCG has been one of the top categories for advertising in India, it is also considered to be the fourth largest sector in the Indian economy. Even though one can say that for years rural India has played an important role in driving growth for this category, the demand there has been lagging behind urban demand since August 2022. However, we saw a big change in the consumer pattern a few months ago, when rural India outperformed urban India in FMCG sales growth in February, 2023. Then again in March 2023, we witnessed a 17.5 per cent growth in consumer product sales of FMCG brands in rural areas while the urban areas witnessed a 6.1 per cent growth in India, as per Bizom, a retail intelligence platform. For a category where geopolitical uncertainty, lukewarm market growth, and high commodity inflation have steadily impacted business in the fiscal ending March 2023, the questions are – to what extent has a surge in advertising spends on the rural market by the FMCG brands played a role in driving this growth, what are the other factors that led to it, and are other categories seeing a similar trend? Brands Focus on Bharat Aggressive Penetration Will rural sales surpass urban sales?
FMCG has been at the forefront of making campaigns for the hinterland, from the sachet revolution, to the micronutrient story in food, to hygienic hand washing. Companies like Unilever, Colgate-Palmolive, Dabur, Nestle, Coca Cola, Pepsi etc., have been driving penetration through localized themes. In fact, as per a recent report by IBEF, the urban segment contributes to about 55% of the revenue share of such FMCG companies, while the rural segment has gained ground, accounting for 45%.
Rural India has seen a surge in marketing and advertising spends by brands. According to experts, brands allocate 20% of their advertising budget for rural areas to focus on deeper penetration. Moreover, many FMCG companies are creating new SKUs to suit the next 1 billion consumers which will come from rural areas.
The trend of increase in rural sales was not only visible for the FMCG sector, but also in the sale of two-wheelers. The data compiled by the Federation of Automobile Dealers’ Association (FADA) from the Vahan portal of the Ministry of Road, Transport & Highways (MoRTH) show that the registrations of motorcycles, scooters and mopeds increased by 16.6% to 4,704,713 units in the three months ended December 31, 2022. This was despite the rise in prices of two-wheelers.
According to Nielsen, the food category is the largest contributor to FMCG sales in rural India, accounting to over 50% of the total sales. This category includes staples such as rice, wheat flour, pulses, and cooking oil, as well as packaged foods such as biscuits, snacks, and beverages. The personal care category, which includes products such as soaps, shampoos, and toothpaste, accounts for around 23% of FMCG sales in rural India, while household care products, such as detergents, cleaning agents, and insecticides, make up for around 17% of FMCG sales. The remaining FMCG categories, including healthcare products, cosmetics, and confectionery items, contribute to the balance 10% of sales. Except chocolates and confectionery, rural market outperformed urban sales in most other categories in February this calendar year.
Several FMCG brands in India are focusing on the regional areas to increase their reach. Dabur under its ‘Project Yoddha’ campaign is sparking new opportunities by creating village level entrepreneurs. The brand created 14,000 ‘Dabur Yoddhas’ till 2022, and has increased its rural footprint to 100,000 villages in India.
For deeper connect and penetration in the hinterlands of India, several brands are launching multiple initiatives that will also help provide employment opportunities. FMCG companies have been supporting livelihood enhancement initiatives in rural areas. These initiatives include the promotion of sustainable agriculture practices, provision of microfinance, and support for small-scale entrepreneurs.
Experts say, these initiatives are enabling the middle-class and lower middle-class families to increase their purchasing spends. In one such initiative, Hindustan Unilever (HUL) trains female micro-entrepreneurs under the project Shakti to develop an entrepreneurial mindset and achieve financial independence. Similarly, Procter & Gamble’s Shiksha programme in India focuses on providing education to girls in rural areas. PepsiCo India already has a programme called ‘Project Prerna’ that supports potato farmers in Uttar Pradesh.
Marwaha further says, “Several modern trade channels like Big Bazaar and food delivery platforms such as Swiggy have expanded their city base, and we see a great opportunity for reaching our consumers. Digital penetration has definitely positively impacted the FMCG industry in India.”
According to Statista, more than 909 million people in India live in the rural areas (in 2021) while urban India is far behind with nearly 500 million people. The FMCG, consumer durables, automobile and healthcare companies have often seen a trend of growth in revenue from urban centers in terms of value. While in terms of volumes, the growth in sales has been recorded from rural areas YoY. Mayank Shah of Parle says that the sales in rural areas has increased over time, “I think there is still room for growth in terms of penetration in rural India. Parle as a brand is very well placed to take benefit of the same.”
Apart from strong marketing and advertising strategies led by brands in rural areas, experts IMPACT spoke to also cite rapid infrastructural development and strong distribution network as the reasons behind sales growth in rural areas.
Sawhney of DDB Tribal says, “The three Vs - Voice, Vernacular, and Video are best delivered at scale through Digital marketing, which may not always be possible in a broadcast media landscape like ours. Additionally, localised media newspapers, radio, haats, and on-ground activations have and will continue to play a strategic role in building brands in rural areas.”
The race to woo rural India is real, and marketers need to run to attain both reach and revenue. On the back of rapid growth in Per Capita Income and rural development, brands are pumping in more marketing moolah to boost their reach in the hinterlands to connect with the next 1 billion customers in Bharat.
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