Direct-to-Retail will increasingly complement traditional pharma distribution

Aqualab has crossed Rs 100 crore in just three years, what have been the key drivers behind this growth, and how does the brand plan to achieve the Rs 250 crore target by FY25-26?Aqualab's journey to Rs 100 crore within three years reflects the strength of a simple yet powerful principle, accessibility through proximity. Our growth has been anchored in three areas: a high-velocity retail network that prioritises last-mile availability, a well-diversified therapeutic portfolio spanning acute and chronic segments, and a strong focus on brand trust built through consistent product quality.

- Viveka Roychowdhury

We see Rs 250 crore not merely as a sales target but as a validation of our scalable model. The next phase of growth will be driven by deeper penetration into Tier II and III markets, category expansion in lifestyle and chronic care, and technological investments that bring agility to inventory management and retailer engagement.

What inspired Laborate to create a dedicated Direct-to-Retail division, and how does this model differ from traditional distributor-led pharma sales in India?
The Direct-to-Retail (D2R) model emerged from a simple observation, traditional multilayered distribution systems often dilute efficiency and delay patient access. By creating a dedicated retail-first division, we bridged that gap. Aqualab enables direct partnerships with pharmacies and medical stores, ensuring consistent product availability, transparent pricing, and better margins for retailers.

Unlike the conventional distributor-led structure, our D2R model facilitates real-time demand feedback, quicker product rotation, and more personal engagement with retail partners helping us respond faster to changing market needs.

How have non-metro and Tier II-III markets shaped Aqualab’s growth story so far? What unique trends or consumer behaviours are emerging from these regions?

Non-metro India has been the real engine of our success. Pharmacies in Tier II and III cities are no longer peripheral; they are now the primary growth centres for affordable and reliable healthcare solutions. We have observed strong demand in therapeutic categories like pain management, antibiotics, and chronic lifestyle diseases.

Retailers in these regions value trust, supply consistency, and relationship-driven service. Our on-ground engagement teams and credit-support mechanisms have helped us build long-term partnerships in these markets.