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Indonesia Pharmacy Retail Consumer Experience Sample Report Ken Research
October
2025
Indonesia Pharmacy Retail
Market Outlook To 2025
By Market Structure (Organized &
Unorganized); By Region (West Java ,
East Java , Central Java , Jakarta ,
North Sumatra & Others); By
Product Categories (Prescribed, OTC,
Non- Pharmaceutical Products &
Medical Equipment); By Therapeutic
Areas; and By Product Type
(Patented & Generic Drugs)
Author: Madhur Chopra | Vertical: Healthcare |
Region: Asia
Shaped by Rising Healthcare Expenditure, Expanding Insurance Coverage, Aging Population &
Chronic Disease Burden.
Table of
Contents
1 1. Executive
Summary
1.1 Executive Summary of Indonesia Pharmacy Retail
Market
2 2. Market Size
Overview
1. Market Volume
2. Market Revenue
3. Historical Data (2015–2020)
4. Forecast (2020–2025) and 5-Year
CAGR
3 3. Market Segmentation of Indonesia Pharmacy Retail,
2025
1. Segmentation by Product Type: (Prescription Drugs, OTC Drugs, Health & Wellness)
2. Segmentation by Distribution Channel: (Traditional Pharmacies, Modern Pharmacies, E-commerce
Pharmacies)
3. Segmentation by Geographic Region: (Java, Sumatra, Kalimantan, Sulawesi)
4. Segmentation by Therapeutic Area: (Oncology, Neurology, Gastroenterology, Cardiology)
5. Segmentation by Consumer Demographics: (Age Groups, Income Tiers, Gender, Education Level)
4 4. Industry
Analysis
1. Growth & Value Drivers
1. Rising Healthcare Expenditure
2. Expanding Insurance Coverage
3. Aging Population & Chronic Disease
Burden
4. Urbanization & Retail Penetration
2. Industry Challenges
1. Regulatory Complexity & Compliance
Costs
2. Price Controls & Reimbursement
Pressures
3. Supply Chain Disruptions
4. Intense Competition & Margin Erosion
3. Opportunities
1. Digital Transformation & Telepharmacy
2. Specialty Pharmacy Services
3. Rural Market Expansion
4. Private-Label & Retail Brand
Development
4. Emerging Trends
1. Omni-Channel Retailing
2. Data-Driven Customer
Engagement
3. Health & Wellness Integration
4. Consolidation & M&A Activity
5 5. Value Chain & Industry
Taxonomy
1. Pharmacy Retail Value
Chain
1. Sourcing & Procurement
2. Distribution & Logistics
3. Retail Operations
4. Marketing & Sales
5. After-Sales Services
2. Industry Taxonomy
1. Upstream Suppliers
(API, Finished
Dosage)
2. Distributors &
Wholesalers
3. Retail Outlets &
Formats
6 6. Regulatory
Frame4w.ork End-Customer
Segments
1. Key Regulatory Bodies (BPOM, Ministry of
Health)
2. Licensing & Accreditation Requirements
3. Pricing & Reimbursement Policies
4. Quality Standards & Good Pharmacy Practice
(GPP)
5. Import/Export Controls & Tariffs
7 7. Competitive Landscape of the Indonesia Pharmacy
Retail
1. Major Companies Covered: (PT Kimia Farma Tbk, PT Guardian Health & Beauty, PT Watsons Indonesia,
PT Century Healthcare Tbk, Apotek K-24, and Others)
2.Operational Parameters: (Company, Headquarter, Market Share (%), Total Revenue (USD Mn), Revenue
Growth Rate (%), EBITDA Margin (%), and Others)
3. Financial Parameters: Market Shares, Revenues, and Profit Margins
8 8. Future Market Segmentation of Indonesia Pharmacy Retail,
2030
1. Segmentation by Product Type: (Prescription Drugs, OTC Drugs, Health & Wellness)
2. Segmentation by Distribution Channel: (Traditional Pharmacies, Modern Pharmacies, E-commerce
Pharmacies)
3. Segmentation by Geographic Region: (Java, Sumatra, Kalimantan, Sulawesi)
4. Segmentation by Therapeutic Area: (Oncology, Neurology, Gastroenterology, Cardiology)
5. Segmentation by Consumer Demographics: (Age Groups, Income Tiers, Gender, Education Level)
9 9. Analyst
Recommendations
1. TAM/SAM/SOM Analysis
2. Go-to-Market Strategies
3. Partnership & M&A Opportunities
4. Digital & Omnichannel Roadmap
5. Risk Mitigation & Regulatory
Compliance
1 10. Research
Methodology
0
1. Data Sources & Validation
2. Primary Research Approach
3. Secondary Research
Framework
4. Forecasting Model &
Assumptions
5. Limitations & Data Gaps
1 11.
Disclaimer
1
12. Contact
Us
1
2
0
1
Executive
Summary
Executive Summary
Exhibit 1.1
Taxonomy & Market Size of Indonesia Pharmacy Retail
Market
Indonesia Pharmacy Retail
Market (USD XX Bn)
By Product Type By Distribution Channel
Prescription Drugs OTC Drugs Health & Wellness Traditional Modern E-
XX% XX% XX% Pharmacie Pharmacie commerce
Pharmacies
Medicines Non- Supplements, s XX% s XX%
XX%
requiring a prescription herbal &
doctor’s medicines for beauty
prescription minor ailments. products. Single-outlet Branded Online
. or small group chains, platforms,
stores. supermarkets mobile apps.
with pharmacy
Analgesics Dietary
counters.
Cardiovascula & Supplement
r (XX%) Antipyretics s (XX%) Pure-Play
(XX%) Online
Independen Pharmacie
t National/ s (XX%)
Herbal & Pharmacies Regional
Cough &
Anti- Traditiona (XX%) Pharmac
Cold
infectives l (XX%) y Chains Omnichann
Preparations
(XX%) Hospital- (XX%) el Players
(XX%) Based (XX%)
Pharmacie
Sports s (XX%) Supermarket
Respirator Gastrointestin Nutritio / Marketplac
y (XX%) al (XX%) n (XX%) Hypermarket e
Kiosk- Pharmacy Pharmacies
Style Counters (XX%)
Outlets (XX%)
(XX%)
Convenienc
e Store
Pharmacies
(XX%)
By Geographic Java Kalimanta Sulawesi
Region Sumatra n
By Therapeutic Oncology Neurology Gastroenterology
Area Cardiology
By Consumer Age Income Gende Education
Demographics Groups Tiers r Level
Source: Ken Research Analysis
Note 1: Exhibits are illustrative; detailed numbers appear in the full
report.
Note 2: XX% denotes CAGR.
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RESERVED
02
Indonesia Pharmacy
Retail Market
Outlook
Indonesia Pharmacy Retail Market Outlook
Indonesia Pharmacy Retail Market Scenario
The Indonesia pharmacy retail market is rapidly evolving, driven by rising health awareness, expanded
insurance coverage and digitalization. Traditional brick-and-mortar chains are integrating e-commerce
platforms, leveraging mobile apps and telepharmacy services to enhance customer reach. Key value drivers
include demographic shifts, growing chronic disease prevalence and government initiatives to bolster
universal healthcare access. Tailwinds such as rising middle- class incomes, regulatory support for online
drug distribution and seamless fintech payments catalyze growth. In the next five years, consolidation
among local players, increased private equity investment and advanced data analytics implementation
reshape market dynamics, yielding omnichannel expansion and innovation.
Exhibit 2.1
Illustrative Indonesia Pharmacy Retail Market Overview
CAGR: XX%
XX% XX%
XX% XX%
XX% XX%
XX% XX%
XX% XX%
XX% XX%
2025 2030
By Product Type Prescription Drugs OTC Health &
Drugs Wellness
By Distribution Channel Traditional Modern E-commerce
Pharmacies Pharmacies Pharmacies
Source: Ken Research Analysis
Note 1: The exhibit serves as an illustration, with numbers currently masked. The detailed statistics will be included in the final
report.
Note 2: All revenue and financial numbers are for current year and financial year, i.e., 2025 & 2030.
Note 3: XX% in the above exhibit denotes market size.
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RESERVED
03
Market Segmentation
of Indonesia Pharmacy
Retail Market
Market Segmentation of Indonesia Pharmacy Retail Market
Indonesia Pharmacy Retail Market Segmentation
Indonesia Pharmacy Retail Market to 2025 is segmented by: By Product Type – Prescription Drugs (XX%) and OTC
Drugs (XX%), with Prescription Drugs driving value growth via antidiabetics and cardiovascular therapies. By
Distribution Channel – National/ Regional Pharmacy Chains (XX%) and Pure-Play Online Pharmacies (XX%), as chains
expand footprints and e-commerce adoption surges. By Geographic Region – Java (XX%) and Sumatra (XX%), led by
urban demand in Java. Top segments performance is anchored by chronic-care prescriptions and digital OTC sales.
Growth opportunities include telepharmacy services and expansion into Sulawesi. Recent developments involve
retailer–logistics partnerships and omnichannel platform launches.
Exhibit 3.1
Illustrative Market Segmentation of Indonesia Pharmacy Retail Market
Sulawes Cardiolog Education
E- Convenience
Health & Respirator i XX% y XX% Level
commerce Store XX%
Wellness y (XX
Pharmacies Pharmacies
XX% %)
XX% (XX%)
Gende
r XX
Kalimanta Gastroenterolog %
n XX% y XX%
Supermarket
Modern /
Anti- Income
Pharmacie Hypermarket
OTC infectives Tiers s XX% Pharmacy
Drugs (XX%) XX%Counters
XX% (XX%) Sumatr Neurolog
a XX% y XX
%
Age
Prescription Groups
Drugs XX XX%
% Traditional
Pharmacie National/Regiona Java
Cardiovascula s XX% l Pharmacy XX Oncolog
r (XX%) Chains (XX%) % y XX
%
By Product Prescription By Modern By By Therapeutic
Type Drugs Distributio Pharmacie Geographi By Consumer
n Channel s c Region Area Demographics
Key Takeaways:
Prescription Drugs are driving value
growth. E-commerce adoption is
surging.
Urban demand in Java is leading growth.
Opportunities include telepharmacy
seSrovuricee: sKe.n Research Analysis
Note 1: This exhibit serves as a visual representation. The final chart will include additional segments along with detailed
statistics in the final report.
Note 2: All revenue and financial numbers are for the current year.
Note 3: "XX%" in the above exhibit denotes market shares.
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RESERVED
04
Overview And Genesis
Of The Indonesia
Pharmacy Retail Market
Overview And Genesis Of The Indonesia Pharmacy Retail Market
Indonesia Pharmacy Retail Market Ecosystem
Indonesia’s pharmacy retail ecosystem comprises large, medium and small enterprises. Large chains
(Kimia Farma, Century, K24) leverage omnichannel distribution and loyalty programs to serve urban mass
markets, relying on manufacturer partnerships and CRM systems to drive product sales and health
services at scale. Medium players (regional networks like Apotek Surya) target local demographics with
hybrid online–offline channels, mid-sized inventories, third-party logistics and niche healthcare partnerships.
Small independent pharmacies prioritize personalized service for neighborhood customers, lean cost
structures and direct supplier agreements, offering quick dispensing and basic consultations. Each
segment’s business model canvas balances value propositions, customer segments, channels, key
partnerships, cost structures and revenue streams.
Exhibit 4.1
Illustrative Ecosystem of Indonesia Pharmacy Retail Market
Entity type Revenue Streams Players
PT Kimia Farma Tbk
▶ Prescription (Rx) medicines
(Apotek Kimia
Community Pharmacy ▶ Over-the-counter (OTC) Farma) Apotek K-24
Chains (Apotek Ritel) drugs Century
▶ Health supplements & Healthcare
vitamins (Apotek Century)
Apotek Melawai
▶ Personal care & beauty Guardian Indonesia
▶pr o OduTCct smedicines & fi rst-aid items Watsons Indonesia
Drugstores / Health & ▶ Nutraceuticals & dietary The Body Shop
Beauty Retailers supplements (selected outlets)
▶ Skincare & cosmetics The Medicine
Shoppe
▶ Personal care & hygiene products
International
Siloam
Hospitals
▶ Inpatient & outpatient Rx dispensing
Group
▶ Compounding & IV admixtures Mitra
Hospital Pharmacies
▶ Specialized therapies (oncology, biologics) Keluarga
Hospitals
▶ Clinical pharmacy services & medication
RSUD Dr.
counseling
Soetomo
(Surabaya)
▶ Digital Rx fulfilment (teleconsult + e- RHSa lPoodnodco k
prescription) Alodokter
Online Pharmacies / Indah Group
E- commerce ▶ OTC & wellness product e-sales
GoApotik
(Gojek)
Platforms ▶ Home/offi ce delivery & subscription models K24Klik (Apotek K-
▶ Mobile-app consultations & booking 24 digital)
▶ Limited OTC & fi rst-aid items Indomare
Convenience Stores ▶ Vitamins & basic supplements
t
Alfamart
& Hypermarkets ▶ Personal care & hygiene merchandise Circle K Indonesia
▶ Impulse-buy health products (e.g., pain Hypermart
relief) (Health & Beauty
aisle)
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05
Competitive
Landscape
Competitive Landscape (1/3)
Competitive Landscape Overview
Indonesia’s pharmacy retail market is led by state-owned Kimia Farma, Century, Guardian and K24. Kimia Farma
leverages integrated manufacturing and hospital partnerships (key resources), offering affordable generics
via outlets and e- commerce (channels) with government partnerships, funded by sales. Century’s multi-
channel network (key activities) targets urban professionals with branded medicines, leveraging supplier
alliances and membership programs (customer relationships). Guardian focuses on health and wellness in
premium malls, backed by Dairy Farm’s buying scale and loyalty rewards. K24 operates a 24-hour franchise
model, emphasizing convenience, teleconsultation services and digital ordering. All incur inventory and
staffi ng costs, competing on location, assortment and pricing.
Exhibit 5.1
Illustrative Market Shares of Key Players in Indonesia Pharmacy Retail Market
Note: These are illustrative representations and do not reflect actual data or real-world figures
Source: Ken Research Analysis
Note 1: The XX% in the exhibit represents the market share of each
company. Note 2: The exhibit serves as an illustration, with numbers
currently masked. Note 3: All revenue and financial numbers are for the
current year.
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RESERVED
Competitive Landscape (2/3)
Exhibit 5.2
Illustrative Competition Matrix of Indonesia Pharmacy Retail Market
Major Players in Indonesia Pharmacy Retail Market
Figure represents cumulative market share for only the product
segment.:
Indonesia Pharmacy Retail
Market: USD XX Bn
Note: These are illustrative representations and do not reflect
actual data or real-world figures
Large Medium Small
Players Players Players
Source: Ken Research Analysis
Note 1: The XX% in the exhibit shows the market share of each company, which represents the company’s contribution to the total
market.
Note 2: The exhibit serves as an illustration, with numbers currently masked.
Note 3: All revenue and financial numbers are for the current year.
Note 4: Enterprise size categories based on annual revenue in US€—Large > 1Bn; Medium 100Mn–1Bn; Small < 100Mn
COPYRIGHT KEN RESEARCH. ALL RIGHTS
RESERVED
Competitive Landscape (3/3)
Exhibit 5.3
Illustrative Cross Comparison of Key Players in Indonesia Pharmacy Retail
Market
Total Store E- Inventory
Market Revenue EBITDA
Revenue Network commerce Turnover
Company Headquarter Share Growth Margin
(USD Size Penetration (Times/
(%) Rate (%)
Mn) (Outlets) (%) year)
(%)
PT Kimia Jakarta,
XX% XX XX% XX% XX XX% XX
Farma Indonesi
Tbk a
PT
Guardian Jakarta, XX% XX XX% XX% XX XX% XX
Health & Indonesia
Beauty
PT
Jakarta,
Watsons XX% XX XX% XX% XX XX% XX
Indonesi
Indonesi
a
a
PT
Jakarta,
Century XX% XX XX% XX% XX XX% XX
Indonesi
Healthcar
a
e Tbk
Apote Yogyakarta,
XX% XX XX% XX% XX XX% XX
k K-24 Indonesia
Jakarta,
GoApotik XX% XX XX% XX% XX XX% XX
Indonesi
a
Apotek Jakarta,
XX% XX XX% XX% XX XX% XX
Melaw Indonesi
ai a
Jakarta,
Prosehat XX% XX XX% XX% XX XX% XX
Indonesi
a
Jakarta,
Alodokter XX% XX XX% XX% XX XX% XX
Indonesi
a
Jakarta,
Farmaku XX% XX XX% XX% XX XX% XX
Indonesi
a
Source: Ken Research Analysis
Note 1: The XX% and XX values in the exhibit represent placeholder data and will be replaced with actual figures in the final
report.
Note 2: All revenue and financial numbers are for the current year.
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RESERVED
06
Analyst
Recommendation
Analyst Recommendation
TAM/SAM & SOM Analysis
Exhibit
6.1
Target Addressable Indonesia Pharmacy Retail Market Outlook
To 2025
TAM = USD XX Bn (Total national
pharmacy revenue, estimated via
population multiplied by forecasted per
capita medicine spend.)
SAM = USD XX Bn (Serviceable retail
subset: urban population share
multiplied by per capita pharmacy
spend and channel penetration.)
SOM = USD XX Bn (Serviceable
obtainable share: chain
retailers’ expected portion of
SAM based on network reach
and competition.)
Source: Ken Research Analysis
Note 1: The exhibit serves as an illustration, with numbers currently masked. The detailed statistics will be included in
the final report.
Note 2: All revenue and financial numbers are for the current year.
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0
7
Ken Research
Offerings
How can we add value
?
Ken Research
Strategy & Transformation
▶ Digital transformation ▶ Portfolio & Growth
strategy
Growth and Scale-Up Cost and Performance Excellence Customer Loyalty and Experience Investment Advisory
Expanding service offerings Reduction in operational Patient engagement ▶ Commercial due diligence
and treatment costs and retention ▶ Target screening
▶ Expansion of clinics and
service locations ▶ Cost optimization in ▶ Digital engagement
administrative with patients
▶ Specialization in niche processes
health services ▶ Telemedicine and
▶ Streamlining online consultation
▶ Strategic partnerships patient
with healthcare ▶ Personalization of management patient care
networks systems
▶ Optimizing scheduling
and resource
management
Enablement and Implementation
▶ Post-merger integration ▶ Health service
management
▶ Integration of new technologies
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Ken Offerings
Our Solutions to Help Increase Stakeholder
Value
Patient Experience & Retention Operational Efficiency Market Expansion & Growth
> Improve NPS, HCAHPS > Optimize workflows for > Expand services to
scores with better care higher patient throughput. increase patient volume.
models.
> Enhance provider utilization > Use digital marketing to
> Reduce wait times and with smart scheduling. boost new patient
enhance follow up rates. acquisition.
> Reduce consultation time
> Expand telehealth to while maintaining quality. > Develop corporate tie ups
boost engagement and for contracted service
retention. revenue.
Cost & Revenue Optimization Quality & Compliance Technology & Digital
Integration
> Lower operating costs per > Ensure HIPAA, JCI, NABH
visit with better resource compliance. > Use AI to enhance
use.
> Reduce medication errors and diagnostic accuracy.
> Improve billing effi ciency enhance adverse event > Improve EHR data
and reduce claim reporting. interoperability and
rejections.
> Maintain high clinical documentation.
> Maximize revenue per outcome scores. > Increase telemedicine
provider with better adoption rates.
reimbursements.
Board to Frontline KPI
Alignment
> Align cost per visit and
EBITDA margin.
> Set provider
performance
benchmarks.
> Track treatment adherence
and care continuity.
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Research Methodology
1. Desk 2. Expert Interviews 3. Sanity Check 4. Forecasting
Research Models Modeling
Conducted interviews
Sources with industry experts,
Applied a proxy model Developed a forecast
pharmacists, and retail
using the number of model using historical
Util ized industry managers to gain
pharmacies, average data, growth drivers,
reports, government insights into market
revenue per pharmacy, and economic indicators
publications, and dynamics, consumer
and market penetration to project future market
market databases to behavior, and regulatory
rates to validate market trends and opportunities.
gather data on the impacts.
size estimates.
Indonesia Pharmacy
Retail Market, including
market size, growth
trends, and competitive
landscape.
SAMPLE SIZE BY
STAKEHOLDERS
By Stakeholders Number of Respondents
C Level Executive ~
Respondents
Operational/Regional ~
Managers Respondents
Business Development / Sales ~
Manager Respondents
Other -Key opinion leaders from Associations, Warehouses, and
s Manufacturing firms.
SAMPLE SIZE BY RESPONDENT CATEGORY IN
PERCENTAGE (%)
C Level Executive - XX
%
Operational/Region
al Managers - XX%
Business
Development / Sales
Manager - XX%
Others - XX%
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AND WAREHOUSING AND INSURANCE
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▶ Animal Care ▶ Automotive and Automotive ▶ Banking
Components
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▶ Legal Services ▶ Clean Technology ▶ Diagnostics
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CATEGORIE
S
EDUCATION AND RECRUITMENT FOOD, BEVERAGE AND TOBACCO MEDIA AND ENTERTAINMENT
▶ Education ▶ Alcoholic Beverages ▶ Advertising
▶ Recruitment ▶ Dairy Products ▶ Films and Animation
▶ Food Services ▶ Gaming and
▶ General Food Gambling
Information Services, Newspaper
▶ Non Alcoholic Beverages ▶ Magazines
and
▶ Tobacco Products ▶ Tourism
▶ TV, Radio and
Broadcasting
See More > See More > See More
>
MANUFACTURING AND CONSTRUCTION CONSUMER PRODUCTS AND
RETAIL MARKET
▶ Construction Materials
▶ Industrial Engineering ▶ Baby Care
▶ Infrastructure ▶ Consumer Electronics
▶ Machinery and Parts ▶ Consumer Services
▶ Other Manufacturing Activities ▶ Cosmetics and Personal Care
▶ Real Estate ▶ Home and Office Furnishings
▶ Luxury Goods
▶ Sports Equipment
▶ Textile, Apparel and Footwear
▶ Wholesale and Retail
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