VisionPlus India

bags. Our aim is to create meaningful change without adding extra costs for consumers. It’s been a rewarding journey and we’re proud of our progress. VP: How does Marchon Eyewear balance physical retail, e-commerce, and digital touchpoints in its omnichannel strategy? TB: Digital is evolving quickly, especially in how consumers engage with eyewear. However, most of our sales still come from physical stores. Before COVID, about 95% of sales were in-store, with just 5% from digital. Now, the industry average is around 10% e-commerce and 90% brick-and-mortar. While e-commerce is growing, physical stores remain crucial as consumers still prefer to see and feel frames in person. E-commerce technology is also improving—virtual trials are now more accurate, helping consumers find the right frames, leading to fewer returns and better conversion rates. VP: Mr Ketan Parikh, could you please share your views on this as well? KP: I agree with Thomas— while digitalisation is crucial, brick-and-mortar stores, including chain and mom- and-pop shops, will continue to thrive. In eyewear, the in-person experience of trying on frames and ensuring the right fit is irreplaceable. Even with the rise of online options, physical stores will still account for at least 85–90% of the business for the foreseeable future. VP: What are the peculiarities of the eyewear markets in India? KP: India is still developing, and mid-tier brands have huge potential as the population moves up the socioeconomic ladder. There's room for mid- tier fashion brands like Tommy Hilfiger or French Connection, while the I WANT TO THANK ALL THE OPTICIANS AND PARTNERS, ESPECIALLY IN INDIA, FOR THEIR SUPPORT. ONE OF THE MOST REWARDING ASPECTS OF THIS INDUSTRY IS NOT JUST HELPING PEOPLE LOOK GOOD, BUT ALSO CONTRIBUTING TO THEIR WELL-BEING. A SUCCESSFUL, HEALTHIER LIFE BEGINS WITH VISION AND OPTICIANS ARE KEY TO THIS. IT’S A PRIVILEGE TO BE A PART OF THIS JOURNEY. growing affluent middle class is also purchasing luxury products. At Marchon, we have a strong presence in the mid- tier but are also seeing growth with luxury brands like Linda Farrow. Our partnership covers about 75% of the Indian eyewear market, which is truly exciting. VP: What global changes do you foresee in the eyewear industry? TB: The eyewear industry will continue to consolidate. It’s a fragmented industry and as companies achieve scale, they can offer better value, improve cost efficiency and drive innovation, leading to superior products and more market advancement. This consolidation is already underway, and Marchon is committed to shaping that transformation. “ ” 28 VISION PLUS INDIA EDITION