Published on August 07, 2025
EDGE webinars crossed a significant milestone with the 500th session in the series held on August 13, 2025. The Leadership Series webinar titled ‘The Making of an FMCG Giant’, featured Sunil D’Souza, Managing Director & CEO, Tata Consumer Products Limited (TCPL), who shared insights into the company’s transformation journey over the last five years. TCPL has evolved from a tea-and-salt business into a diversified food and beverage player with a growing presence across categories, geographies, and channels. With an emphasis on scale, brand building, and operational efficiency, Sunil outlined the strategies that have positioned the company among the top five FMCG players in India.
From Tea and Salt to a Diversified Portfolio
Tracing TCPL’s origins, Sunil explained that the company was formed when Tata Global Beverages merged with the consumer products business of Tata Chemicals, bringing together Tata Tea and Tata Salt. At the time, both businesses were commodity-focused, with limited market reach. Over the years, TCPL expanded its portfolio to include pantry staples under Tata Sampann, Desi Chinese products through the acquisition of Capital Foods (Ching’s Secret and Smith & Jones), premium natural mineral water under Himalayan, ready-to-drink beverages, herbal supplements, and organic packaged foods with the acquisition of Organic India. Internationally, the company strengthened its brands including Tetley, Good Earth, Teapigs, and Eight O’Clock Coffee, and expanded into markets such as the UK, US, and Canada. “Today, we reach one in every two kirana stores in India and are present in 275 million households,” Sunil said.
Driving Growth through Strategic Platforms
The company’s portfolio is anchored around roughly four platforms – core (tea, coffee, and salt), pantry (Tata Sampann, Capital Foods, Organic India), liquids (Himalayan, Tata Copper Plus, Tata Gluco Plus), and mini-meals/snacking (Tata Soulfull and others). Future growth opportunities include protein-based products under Tata GoFit. Sunil detailed how TCPL has built scale and efficiency through an integrated supply chain, automated sales and distribution systems, and a disciplined approach to acquisitions. Notably, the company has committed to integrating acquired businesses within 100 days, a capability demonstrated with Organic India and Capital Foods.
Sharpening Brand Architecture
Sunil highlighted the company’s brand-building strategy, using Tata Sampann, Tata Tea, and Tata Salt as examples of category-specific problem-solving. For Tata Sampann, the approach involved mapping the pantry category, identifying adjacencies, and focusing on high-margin, high-growth segments where the Tata brand’s trust advantage could be leveraged. Tata Tea underwent portfolio simplification, bringing all variants under clearly defined pillars to improve advertising efficiency. Tata Salt expanded from a price-led proposition to a benefits-based platform, with innovations such as iron-fortified salt, lower-sodium variants, and rock salt. “We’ve doubled the top line for salt, increased premium salt contribution, and retained our leadership position,” Sunil shared.
Performance and Market Leadership
In FY25, TCPL reported revenues of around Rs.18,000 crore and a market capitalisation of approximately Rs.1 lakh crore. The company has doubled its business since FY20, grown at nearly twice the industry rate, and improved EBITDA margins despite commodity price volatility. India now contributes roughly 75% of revenue, up from 60% five years ago, with growth businesses accounting for 30% of the portfolio. TCPL leads in branded salt in India, is the second-largest branded tea player domestically, and holds over 50% market share for black tea in Canada. Starbucks India, a 50:50 joint venture, has tripled its business since COVID-19, crossing Rs.1,300 crore in revenue with nearly 500 outlets.
Future Roadmap
Looking ahead, TCPL aims to double its business again in the next few years, both organically and inorganically. The company’s strategic pillars include strengthening its core, accelerating growth in newer categories, creating a future-ready organisation, embedding sustainability, leveraging digital, and driving innovation. Sunil noted that e-commerce and modern trade together now account for nearly 30% of domestic sales, with quick commerce emerging as a rapidly growing channel. Investments in brand building, innovation (targeting 6% of revenue), and geographic expansion beyond the US, UK, and Canada are also planned. “We want to be among the top three FMCG companies, the number one listed food and beverage company in India, and a house of power brands,” he said.
Key Takeaways
The TCPL transformation story underscores the importance of scale, disciplined execution, and brand-led growth in the FMCG sector. Sunil’s account illustrated how strategic acquisitions, portfolio diversification, and operational streamlining can position a company for sustained market leadership. By focusing on high-growth platforms, leveraging the Tata brand’s trust, and maintaining execution discipline, TCPL has set the stage for its next phase of growth.
The 500th Leadership Series EDGE webinar gave participants valuable insights into how a focused strategy, backed by operational agility and brand strength, can deliver industry-leading performance. The session concluded with a Q&A, where Sunil addressed questions on consumer trends, global expansion, and the role of digital and AI in shaping the company’s future, followed by Sanjeev Singh, Head, Tata Business Excellence Group (TBExG), joining to thank him and close the milestone event.