The Indian Direct Selling Industry was valued at INR 22,142 crores in FY 2023-24, making a 4.04% year on year growth from INR 21,282 crores in FY 2022-23.
In FY 2023-24, the Northern region emerged as the topmost region in overall gross sales of direct selling products, accounting for 29.8% of the total share. This region, comprising Uttar Pradesh, Rajasthan, Punjab, Haryana, Uttarakhand, Delhi, Himachal Pradesh, Jammu & Kashmir, and Chandigarh, led the market.
The Eastern region ranked second with a 24.2% share, driven by West Bengal, which alone contributed 11.3% to the national turnover. Other key states in this region include Bihar, Jharkhand and Odisha.
The Western region, covering Maharashtra, Madhya Pradesh, Goa, Gujarat, Chhattisgarh and the Union Territories of Dadra & Nagar Haveli and Daman & Diu, accounted for 22.4% of the market.
The Southern region contributed 15.3% to the total gross sales, with representation from Tamil Nadu, Karnataka, Andhra Pradesh, Telangana, Kerala and the Union Territories of Andaman & Nicobar, Puducherry and Lakshadweep.
Lastly, the Northeastern region, consisting of 8 states namely Assam, Arunachal Pradesh, Manipur, Meghalaya, Mizoram, Nagaland, Sikkim and Tripura collectively accounted for 8.3% of the total sales.
Indian Direct Selling Sales: Product categories (FY 2023-24)
The Wellness segment led the Indian Direct Selling market in FY 2023-24, contributing 64.15% of total sales, followed by Cosmetics & Personal Care at 23.75%. Together, these two categories accounted for 87.9% of the industry’s total sales. Household goods ranked third with a 3.71% share, bringing the combined contribution of the top three categories to 91.61%, underscoring their market dominance.
(Source: Official Annual Survey Report Website of Indian Direct Selling Association – 2023-24 available at www.idsa.co.in)
Our Services
Our team at Yogi and Partners have been deeply involved in the Direct Selling Industry and to our credit the majority of the top direct selling companies operating in India are our clients. All the direct selling companies who have entered India since 2015 (establishment of Yogi and Partners), were either advised for their India-entry strategy by Yogi and Partners or those who did not come through us have since engaged our services as their preferred legal partner.
We have assisted our clients in setting up their businesses and expanding and conducting the already established business in compliance with Indian laws. We provide end to end tailor-made solutions to our clients and particularly: -
- Provide a comprehensive understanding of the legal framework
- A comprehensive review of the business plan and other corporate documents to check and bring them in compliance with the Indian law
- Provide strategic inputs to the clients for entry into the Indian market
- Guidance on capital structuring, product portfolio, location identification, human resource management and business partner analysis
- Company incorporation and compliances
- Product import and manufacturing support
- Registration and licences as required for operating the Direct Selling business in India
AT YOGI AND PARTNERS, WE TAKE A PROACTIVE APPROACH TO SAFEGUARD YOUR BUSINESS INTERESTS, WE PROVIDE EXPERT LEGAL SUPPORT TO HELP YOU THRIVE IN THE DYNAMIC WORLD OF DIRECT SELLING.