Salloni Ghodawat states that the company is witnessing healthy signs of recovery in urban consumption, especially in metro markets
Noting that the company is doubling down on expanding its distribution reach and strengthening its rural and international footprint, Salloni Ghodawat, the Chief Executive Officer (CEO) of Ghodawat Consumer, stated that the company is eyeing to clock Rs 2,500 crore in revenue by the fiscal year 2027 (FY27).
“We are targeting Rs 2,500 crore in revenue by FY27, with strong double-digit growth expected year-on-year. This growth is anchored in product innovation and premiumisation, be it low-calorie variants under Coolberg, Garden Chips and Lunch Bites from TBH, or new premium atta offerings under Star,” Ghodawat highlighted.
In an interview with BW Businessworld, Salloni Ghodawat shared insights into the company’s new product offerings, leveraging distribution channels, tapping the non-metros as well as the update on the urban consumption recovery and shift towards premiumisation.
Recovery In Urban Consumption
As the prolonged slowdown in the urban consumption impacted the business of the FMCG players in the previous quarters, Ghodawat noted that the metro markets are now leading the revival.
“We are seeing encouraging signs of recovery in urban consumption, particularly in metro markets. While the sentiment had been muted for a while, there is now a visible shift toward value-driven and preimmunised choices,” she explained.
Visible Shift Towards Premiumisation
Explaining that consumers today are choosing brands that reflect their values and lifestyle, Ghodawat pointed out that there is a clear tilt towards the premium choices, mainly in categories where buyers are okay with paying more for quality.
“There is a clear and steady shift toward premiumisation, especially in categories where consumers are willing to pay more for quality, health benefits, or experience. We have seen this firsthand with Coolberg and TBH… Our responsibility is to make premium more accessible and purposeful, without compromising quality or relevance,” she noted.
The CEO added that consumers are increasingly leaning towards trusted brands and purposeful purchases, especially in staples and beverages. The purchase journey is also more digital-first today, she noted. “Our own traction in metros mirrors this change, and we see it as a strong base for sustainable growth in the premium segment,” the CEO remarked.
“I have seen a growing tilt towards health-forward choices, regional authenticity, and convenience-led formats. That is why we have focused on products like unpolished dal, khapli atta, and snack options made from real vegetables,” Ghodawat commented.
New Product Offerings This Year
Sharing insights on the company’s new offerings this year, Ghodawat told BW Businessworld that for Star products, they are introducing Kachhi Ghani mustard oil, pulses, and flavoured atta staples that reflect a growing consumer preference for both tradition and nutrition.
Ghodawat further mentioned, “Coolberg is also set to introduce a new set of non-alcoholic beverages designed to enhance modern social occasions. And under TBH, we are developing a new Garden Green snacks range that brings a cleaner, more conscious snacking experience to our consumers.”
Leveraging Alternative Distribution Channels
Ghodawat stressed that the distribution strategy has always been focused on making the products accessible, affordable, and timely for every type of consumer. With its portfolio available in over 2,50,000 outlets across 120 cities, she added that the company’s products are present on all major ecommerce and quick commerce platforms in India.
“I see a lot of value in how quick commerce complements our strategy, it allows us to reach time-starved urban consumers who want instant access to healthier, premium products. It’s an important lever for growth, especially for brands like TBH and Coolberg that appeal to younger, digitally native audiences,” Ghodawat explained.
Tapping The Non-metros
“I have always believed that real India lies beyond the metros, and our strategy reflects that belief. With Star Products, we are focused on staple categories that cater directly to rural and semi-urban households, especially women who are the decision-makers for everyday essentials,” Ghodawat emphasised.
She added that the company has paid close attention to regional preferences and is seeing strong traction for products like khapli atta and unpolished dal. Beyond just product-market fit, the company is also expanding distribution in these pockets with the right price points, pack sizes, and retail partnerships to deepen its reach.
FY25 and Healthy Margins
Emphasising that FY25 proved to be an eventful and rewarding year for the company, with 100 per cent AOP achievement, strong market traction, Ghodawat stated that they strengthened their brand equity by revamping the Star logo, unveiling fresh packaging, and onboarding Raveena Tandon as its celebrity ambassador.
These moves, along with a 30 per cent increase in retailer presence and the rollout of new staples like Suji, Besan, and Maida under the Star brand, have expanded the company’s footprint. She noted that Coolberg has reinforced its leadership in its niche, and TBH has entered the United Kingdom (UK) market.
“Margins have remained healthy, and as we step into the next fiscal year, we are building stronger fundamentals with an even sharper focus on efficiency, innovation, and brand building,” she noted.
