Bata to focus on volume driven growth, middle class customer base

Bata India is shifting focus towards a volume-driven revenue growth strategy over the next five years, aiming to strengthen its connection with India’s middle-class consumers. Speaking during an earnings call, managing director and CEO Gunjan Shah said the company is aligning its offerings with the value-conscious preferences of this core demographic.

“We want, over the next not only two years, but also five years, to make sure that… it’s a volume-driven growth trajectory overall,” said Shah, the Press Trust of India reported. The executive added that, while fluctuations may occur quarterly, the broader goal remains consistent.

Bata is looking to reset product cost structures and ensure relevance in a price-sensitive market environment. According to Shah, “the heart of our consumer base … is basically the middle-class Indian”.

As part of its retail strategy, the company is maintaining an 80:20 split between franchise and company-owned outlets, India Retailing reported. At the end of the 2025 financial year, Bata operated 624 franchise stores.

Shah also highlighted the performance of its key brands, naming Hush Puppies and Power as the second and third largest contributors after Bata, accounting for a combined share of around 20%. Despite tight demand conditions, the company announced that it is taking a proactive approach with a value-for-money portfolio and improved in-store execution. Bata’s Floatz business has crossed Rs 100 crore in revenue and could reach Rs 200 crore this year if momentum continues.