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IKEA has opened its first store in the national capital, a 15,000 sq ft space in west Delhi’s Pacific Mall, as the Swedish home-furnishings giant accelerates its push into high-footfall urban locations. The move follows the company’s online launch in the Delhi-NCR region in March and is part of a wider omnichannel strategy combining e-commerce, large-format outlets, smaller city stores, and dedicated planning points. In a conversation with Sugandha Mukherjee, Adosh Sharma, country commercial manager, IKEA India, discusses store formats, omnichannel strategy, consumer trends, and why India’s homes, and habits are shaping the brand’s next phase of expansion. Edited excerpts:
How do you adapt IKEA’s Swedish identity for India?
While IKEA is Swedish, we also operate in over 80 countries in the world. Our model is very clear that while we bring a Swedish net with a lot of pride, we also consider what the local market is looking for. Our annual Life at Home report helps us see how Indians use their homes, so we can present global products in an Indian way. And we develop India-specific products, like pressure cookers and our Aromatis decor line, so it’s “IKEA for India” and “India for IKEA”. Similarly, we still serve our iconic meatballs with lingonberry jam, but we’ve added local favourites like dal, paneer sabzi, parathas, biryani as well. It’s a mix that feels right for the market.
What role does India play as a production hub?
We have been sourcing out of India for the past 40 years, ever since IKEA retail began. There are a lot of exports that happen, especially textiles, metal, glass. Currently, roughly just under 30% of what we sell is sourced out of India. And our ambition is that in the next four to five years, we would like to increase it to 50% by working closely with our sourcing partners.
What consumer shifts are shaping your approach?
I think affordability and sustainability go hand in hand. Indians are generally people who are quite sustainable. Our products reflect that, water-saving taps, LED bulbs, jars with multiple lids so you buy less. Homes are also becoming lifestyle statements, not just functional spaces, and that’s where IKEA’s complete solutions fit well.
Looking ahead, what excites you most about Ikea India’s growth trajectory over the next 3-5 years?
It’s been a wonderful journey for us since we opened in 2018. We opened with one store in Hyderabad, and today we have five stores. And the beauty is that now we’ve got into a high gear on expansion with multiple store formats. Our distribution network is strong, and we’re pushing sustainability, like moving towards 100% electric vehicle deliveries. The pace of growth ahead is challenging yet supremely exciting.
IKEA is exploring smaller-format stores in north India. What needs do they meet compared with large stores?
We wanted to make IKEA just 30 minutes away for most people. City stores like Delhi’s Pacific Mall are metro-connected, easy to get to and see high daily traffic. They still have room sets, product displays, same-day carry-home items and the restaurant, just in a smaller footprint. The full range is online for fast delivery.
Do smaller stores affect sales?
Not really. Interestingly, people still spend 40–60 minutes here. While the large stores create a fun day out for the whole family, these smaller stores are more about frequent visits because they’re so accessible. Whether you buy online or in-store, it’s the same market for us, the key is reaching customers where they are.
How do e-commerce and stores work together?
The most amazing part of the brand and the concept is that the store still remains the epicenter for us. It still remains one of the biggest hooks for the customers to come in and understand what IKEA is all about. In Delhi, we went online first to understand the market, then opened the store. If you see something here that’s not in the store, you can order it online and get it in a day or two. We already have Gurugram and Noida that are under construction, and will have quite a wide network of stores around the city to cater to all strata of the population.
How does India differ from Europe in home living styles?
Indians tend to keep more things, so storage and organisation are big. Decor matters, TVs are still in living rooms, often as part of a display unit with travel souvenirs and art. Dining tables double as work desks. Kitchens aren’t just for cooking, they’re social spaces. It’s a different way of living, and we design with that in mind.
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