Dabur India is entering into an exclusive partnership with energy provider Indian Oil, which will provide direct access of Dabur’s products to around 14 crore Indane LPG consumer households across India. And as part of the tie-up, Indian Oil’s Indane LPG distributors will become retail business partners for Dabur and will help sell the latter’s range of products directly to Indane LPG consumer households through their network of delivery executives.
Mohit Malhotra, CEO, Dabur India, said that this is the first time an FMCG company has joined hands with Indian Oil for such a partnership. “This will bring us closer to millions of Indane LPG consumers across urban, semi-urban, and rural areas and is an integral part of our multi-channel go-to-market strategy.” Malhotra went on to say that the collaboration will generate significant value for both companies.
For continuous supplies across the value chain, both companies will be working on technological system integration.
Indian Oil Executive Director (LPG) S.S. Lamba said that this new go-to-market route will enable convenience and ease of buying for our customers through Indane LPG distributors and their network of delivery personnel.
Indian Oil, with 12,750 plus Indane distributors and over 90,000 delivery personnel, caters to 14.3 crore households across the country. Dabur, Real Juices and Honey, reported a 7.8% increase in consolidated revenues at Rs. 2,941.75 crores, up from Rs. 2,728.84 crore reported in the year-ago period for the quarter ended December 2021.
Malhotra said that in spite of macro-economic headwinds, the company gained share across its portfolio. Dabur’s investments in distribution footprint expansion in rural India helped drive growth even in a challenging environment, with rural demand for Dabur outpacing urban demand by 500bps, Malhotra said. He added that there had been a “marked revival” in discretionary spending by consumers in the quarter under consideration.