In FY25, JLR India reported its highest-ever annual sales in the country, logging 40% year-on-year growth, while the luxury market posted 4% growth. In this interview, Rajan Amba, managing director, JLR India, talks to Alokananda Chakraborty about the shifts taking place in the luxury car market and in the category consumer’s buying behaviour. Excerpts:
Jaguar Land Rover logged its best sales numbers in India in FY25, when the luxury segment grew at 4% and overall car market saw its slowest growth in four years. What are the factors that worked for you?
The new product launches resonated strongly with our clients. We kicked off FY25 with great launches, including the locally manufactured Range Rover and Range Rover Sport, which received an unprecedented response, more than doubling our business. This was followed by the launch of Range Rover SV Ranthambore Edition, the first ever limited edition crafted for India, that was sold out within a week.
The year culminated with the launch of Defender OCTA, the toughest, most powerful and most capable Defender ever, that bolstered the portfolio, generating surging demand.
In FY25, JLR India reported its highest-ever annual sales, with 6,183 retail sales, representing a 40% year-on-year growth, while the luxury market grew by only 4%. Our best-selling models included Defender, which grew 90%, and the locally manufactured Range Rover and Range Rover Sport, which saw growth of 72% and 42%, respectively.
Has that growth come solely on the back of new product launches?
We maintained a customer-centric approach, offering a seamless ownership experience, prioritising both product quality and exceptional after-sales support. The company’s House of Brands strategy solidified our position in the high-net-worth segment. JLR India also undertook initiatives such as monsoon and holiday service clinic, customer-friendly service plans, extended warranty etc. Additionally, JLR India announced the third edition of Defender Journeys, a unique luxury experiential programme. In essence, being “always on”, our focus on the customer and working with our partners have worked very well for us.
JLR is set to launch six new electric vehicles (EVs) in India by 2030. What would be your selling pitch?
We have the full EV line-up starting with the Range Rover early next year, followed by the Range Rover Sport, also an EV, and then the first new Jaguar, which will come in the second half of this year. By 2030 we will have nine full EVs, and six of them will come in the next four years or so. We are on the path to carbon neutrality.
Our raison d’être centres around modern luxury, sustainability, and future-proof technology. The pitch would emphasise the elegance and performance of JLR vehicles. This aligns with our “Reimagine” strategy, which aims to make us a net-zero-carbon business by 2039.
In general, what are the deliverables for a ‘luxury’ carmaker? Is it about giving a loaded offering at a certain price? Is it about offering sustainable travel?
When a carmaker focuses on technology, the deliverables are multifaceted. While price is an important consideration, it’s not the only factor. As India’s luxury market matures, consumers are increasingly embracing global trends in sustainability, technology, personalisation, and overall luxury expectations. Our goal is to make every interaction, from sales to service, feel bespoke and luxurious.
The traditional automotive infrastructure centered on elements such as powertrains, interiors, safety systems. Now, an information technology focus is table stakes. What is the brand doing to stay on top of such trends?
We’ve observed a shift in consumer trends, where the focus has evolved from technology to delivering exceptional driving and backseat experiences. This is where we excel in the way we manifest luxury in our vehicles. It’s about a lifestyle and luxe comfort. We also offer a high level of personalisation through our bespoke offerings, catering to individual tastes and preferences. This includes introducing limited-edition exclusive models.
We’ve carefully curated a range of innovative features that bring the driving experience to life. Our cars are equipped with connected car technologies, ensuring you stay seamlessly connected on the go. From the immersive Body and Soul Seat audio technology to the thrilling 6D Dynamics suspension, every detail is designed to delight your senses.
We’ve promoted tailored experiences for our clients, such as Defender Journeys and the Range Rover Modern Luxury Culinary Experience, providing memorable interactions with our brands.
What are the key privacy concerns carmakers must address in a connected market?
The implementation of the Digital Personal Data Protection Act is a positive step towards protecting individual privacy in the evolving automotive landscape. By promoting a privacy-by-design approach, this regulation will help ensure that personal data is collected, stored, and shared in a transparent and secure manner, ultimately fostering trust between consumers and industry stakeholders.
High-end car brands also talk a lot about offering the perfect retail experience. What does this “experience” entail?
We have designed a seamless digital experience which is not only highly responsive and versatile but also enables our customers to curate and reserve their dream vehicle in just five easy steps – an industry first. Clients can also customise their vehicle, choose a suitable finance option and share their curated vehicle configuration with their friends, family and an authorised JLR retailer, who then picks this process up until the vehicle is delivered to the customer. The entire journey from order to delivery ensures the best amalgamation of digital and physical worlds.
Can you talk about that one key trend that will reshape the buyer/owner relationship with cars over the next few years?
The relationship between the car and the owner is evolving rapidly, thanks to technological advancements, changing consumer preferences, and broader societal shifts. Today, customers crave unique experiences and bespoke products, fueling demand for personalized vehicles. We’re adapting to this shift through our Special Vehicle Operations (SV) division, crafting exclusive vehicles like the limited-edition Range Rover SV Ranthambore Edition. With its instant sell-out success, we’re confident that demand for bespoke vehicles will surge in the next two years.
