Exclusive: Rural and overseas expansion on Isha Ambani's radar to achieve ₹1 lakh crore FMCG revenue target

Isha Ambani, who oversees the FMCG business of Reliance Industries (RIL) in addition to retail, is sharpening Reliance Consumer Products Ltd.'s (RCPL) next phase of growth by deepening its presence in fast-growing rural India while accelerating its overseas expansion. "RCPL has achieved in three years what others took decades to build," said Ambani, one of the winners of Fortune India's Most Powerful Women in Business 2026.

RCPL's gross revenue doubled over the last year to ₹22,000 crore, driven by strong momentum in the Staples and Beverages segments. Campa crossed ₹4,700 crore in gross sales in FY2025-26, while Independence recorded ₹2,600 crore in sales. RCPL also emerged as India's third-largest branded water player in March 2026, powered by Campa Sure and Independence Water. The company rapidly expanded its distribution footprint to more than 3 million outlets through a network of around 5,000 distributors.

The revenue mix continues to be anchored by Staples and Beverages, while the Food and Home & Personal Care businesses are graduating from pilot projects into scalable growth platforms.

India's FMCG industry is poised for rapid expansion over the next five years, supported by favourable macroeconomic and demographic trends. Currently estimated at ₹25 lakh crore, the country's fourth-largest sector is projected to grow at a CAGR of around 17% during this period.

"We are targeting a $2-trillion market where rural growth is outpacing urban centres," said Isha. The portfolio already includes four brands that have crossed ₹1,000 crore in revenue - Campa, Campa Energy, Independence, and Good Life.

According to Isha, the next leg of expansion will be driven by innovation, manufacturing capacity, wider distribution, and talent. RCPL's innovation engine is anchored by a 1.5 lakh sq. ft. R&D hub staffed by more than 100 scientists. The company has committed ₹40,000 crore to build Asia's largest integrated food parks. "Upcoming food parks will be built with AI-led automation for cost leadership," she said.

The FMCG business also plans to further strengthen its distribution network, having reached 1.5 million outlets five times faster than its competitors, said Isha.

"Our near-term goal is to reach ₹1 lakh crore in revenue by 2030. Ultimately, we intend to become India's largest FMCG company with a global footprint, delivering global quality at Indian prices," she said.

Brands such as Independence and Avaasa deliver global quality at Indian prices, creating stronger consumer loyalty than third-party stocking, she said. "By reviving heritage brands and creating new ones, we are fulfilling the aspirations of an evolving nation," she told Fortune India.

"We already operate Hamleys globally, which has built our operational muscle for expansion. Our FMCG brand, Independence, has entered West Asia, Sri Lanka, and Nepal, with exports now beginning to West Africa," Isha said. RCPL has already expanded into 40 countries through exports of its branded products.

"Brand India shines brightest when our consumer and technology brands conquer global markets. FMCG serves as our blueprint for other categories, such as apparel and electronics. As a manufacturing-led company, we deliver world-class products at unmatched price points," said Isha.

"We are crafting a future where Indian brands are synonymous with excellence and integrity, fulfilling our vision of global leadership," she added.

She believes RCPL's ambition of joining the global top 25 consumer goods companies will also be powered by building a strong portfolio of owned brands. Developing products that resonate with local aspirations will remain central to that strategy, she added.

RCPL more than doubled its gross revenue to ₹8,600 crore in the June quarter as the company expanded its consumer brands portfolio and widened its distribution network.

Beverages clocked around ₹2,900 crore in sales (2.4x year-on-year growth driven by capacity additions, distribution gains, and cooler installations), led by Campa, said JP Morgan in a report. Daily Essentials, led by Independence, recorded around ₹3,200 crore in sales (1.7x year-on-year growth), supported by the Manna and Udhaiyam portfolios, edible oil capacity expansion, and growth in the general trade channel. Other FMCG businesses also grew 1.7x, driven by wider distribution and product innovations across Kitchen Staples (SiL), Personal Care (Velvette, Glimmer), and Biscuits (Maliban), the brokerage said.

RCPL continues to invest aggressively in manufacturing capacity and route-to-market capabilities by expanding production facilities, developing integrated food parks (with the Kurnool facility already operational), setting up an edible oil refinery, and widening its reach, with nearly 80% of revenue now coming from external channels. The company is also scaling up recent acquisitions such as Sosyo and Goodness Group, alongside international brands including Toni & Guy, Brylcreem, Badedas, and Matey, JP Morgan said.