Pankaj Sajnani, Commercial Head- GCC Grocery Food & Frozen, Choithrams, one of the UAE’s most respected retail groups, shares how the company is navigating a fast-evolving food market. He also discusses Choithrams’ growth strategy for 2026, key consumer trends shaping retail decisions, high-potential product categories, and what Indian suppliers need to succeed in the GCC retail ecosystem.
IBT: Choithrams has been an iconic name in UAE retail case, how would you describe your current expansion focus and what’s driving your growth strategy for 2026
Pankaj Sajnani: Choithrams continues to strengthen its presence across key communities, with a clear focus on neighbourhood convenience and an enhanced customer experience. Our growth strategy for 2026 is anchored in data-led assortment planning, deeper digital integration, and a robust omnichannel approach. We are also expanding our fresh and health-focused offerings to align with evolving consumer preferences and lifestyles.
IBT: With UAE being one of the world’s most dynamic food markets. What do you feel are the most influential customer trends driving your decisions as a retailer?
Pankaj Sajnani: Indeed, the UAE food market is evolving rapidly, with consumers increasingly seeking healthier, more convenient, and premium food choices. Alongside this, a growing interest in global flavours—especially within the “better-for-you” segment—is strongly shaping our assortment and buying decisions today.
IBT: Which product categories would you define as very high potential areas for you in the coming year?
Pankaj Sajnani: Based on our data insights, health and wellness stands out as a high-potential category, driven by the rise of better-for-you snacking and premium, gourmet offerings. Sustainability-led household products and clean-label ranges are also showing strong promise. In addition, world food specialties are emerging as important growth drivers for the coming year.
IBT: India, of course, is a strong sourcing destination for Choithrams. So, what do you see as the biggest untapped opportunities for Indian suppliers in the UAE market.
Pankaj Sajnani: India remains a strong sourcing destination for Choithrams, with significant untapped opportunities in staples, authentic and region-specific specialties, and innovative, health-oriented products. For Indian suppliers, consistent quality and reliability, supported by a robust supply chain, will be critical to unlocking sustainable growth in the UAE market.
IBT: When you engage with new companies in Indian brands or manufacturing companies, how do you assess whether the supplier is ready for global retail operations.
Pankaj Sajnani: We assess global readiness through robust quality standards, strong compliance certifications, and reliable supply chain capabilities. Clear branding, consistent product quality, well-developed packaging, and preparedness with international documentation are also key indicators of a supplier’s readiness for global retail operations.
IBT: What will be your key priorities at Indusfood 2026?
Pankaj Sajnani: At Indusfood 2026, our priority will be to discover innovative products and engage with high-potential brands that can strengthen and diversify our future assortments. We will also actively explore private-label opportunities and build strong, long-term partnerships with suppliers.
Private labels are increasingly important for us as we develop competitive “fighter brands” alongside national brands. Given our dual capabilities across retail and distribution in the GCC, we will evaluate opportunities from both perspectives, assessing products that can scale across multiple markets and channels.
IBT: For exhibitors meeting you, what should they come equipped with so that the conversation is impactful and constructive?
Pankaj Sajnani: Exhibitors should come well prepared with accurate and complete product details, including barcodes, packaging specifications, competitive pricing, and the required certifications in line with UAE compliance norms. Product samples, where possible, are highly recommended.
They should also be ready to discuss supply capacity, consistency, and their ability to build a long-term partnership. Having these elements in place ensures the discussion is focused, constructive, and truly productive.
IBT: Any message you would like to offer to Indian exporters who want to export to the GCC region?
Pankaj Sajnani: For Indian exporters looking at the GCC, the fundamentals remain clear: uncompromising quality, consistency, and a reliable supply chain are critical to success in the region’s retail markets. A strong understanding of local regulations and compliance requirements is equally important.
Exporters should also be prepared with innovative offerings that reflect evolving retailer expectations and regional consumer preferences. Sustainability is becoming increasingly relevant, but above all, consistency in supply and performance is what builds trust and enables long-term growth in the GCC.
