Clara Susset: “Some 86% of travellers who currently visit only retail say they would be more likely to also visit F&B if the two were better connected or more visible.”

India is one of the few bright spots for the global travel retail channel in terms of the country’s increasing passenger traffic (5-7% in FY206, year-on-year). At the APTRA India conference last week, both travel retail research agency m1nd-set and global drinks analyst IWSR offered further specific examples of the duty-free opportunities.

M1nd-set’s passenger survey of Indian travellers indicated that travel retailers were missing out on revenue by not merging their retail and dining offers more. Only 26% of those travellers visit both retail and F&B during the same airport journey, yet these travellers – who spend nearly two hours airside and feel no time pressure – “are a highly convertible audience”, said Clara Susset, m1nd-set’s COO.

Indians have a preference for mixed retail.

The agency argues that better layouts and proximity are the key drivers of dual visits – and the primary barrier when absent. Susset said: “Some 86% of travellers who currently visit only retail say they would be more likely to also visit F&B if the two were better connected or more visible. Many travellers stay close to the gate or follow the most direct route, engaging only with what appears in their path.”

M1nd-set noted that Indian travellers show a particularly strong preference for mixed layouts, making integrated commercial design a strategic priority. Hybrid concepts are therefore a potential bridge to higher revenue, with chocolate, fashion or local products likely to appeal the most. “Integrating F&B into the retail environment (and vice-versa) creates a seamless reason to engage with both categories in one place,” suggested Susset.

The alcohol effect

While alcohol has been on a generally downward trajectory in domestic and duty-free channels, India is a major market exception. In her presentation at the APTRA Conference, IWSR’s Charlotte Reid said that “India was rewriting the global beverage alcohol story”.

Segment performance in the Indian spirits market.

Data from the analyst showed the market to be a stand-out performer for absolute volume growth in international spirits, well ahead of the number two country, the Philippines, in 2025. “The global travel retail (GTR) channel delivered exceptional growth to the category,” said Reid, referring to last year.

Moreover, compared to key drinks markets globally, India is seeing the best growth in the premium and super-premium-and-above segments, well above the average and just the segments that duty-free operators prefer to focus on. And while Indians are well known for their love of whisky, consumers are also opting for rum, vodka, brandy and wine, particularly younger generations like Millennials and Gen Z, creating an opportunity to diversify the offer in the future.

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