Retail in Indonesia

March 2025
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Overview:

Understand the latest market trends and future growth opportunities for the Retail industry in Indonesia with research from Euromonitor International's team of in-country analysts – experts by industry and geographic specialisation.

Key trends are clearly and succinctly summarised alongside the most current research data available. Understand and assess competitive threats and plan corporate strategy with our qualitative analysis, insight and confident growth projections.

Data and analysis in this report provides further detailed coverage dedicated to the following key categories, where applicable:

  • Convenience Stores
  • Discounters
  • Hypermarkets
  • Supermarkets
  • Traditional Grocery Retailers
  • Apparel and Footwear Specialist Retailers
  • Electronics and Appliance Specialist Retailers
  • Health and Beauty Specialist Retailers
  • Home and Garden Specialist Retailers
  • Department Stores
  • Variety Stores
  • Warehouse Clubs
  • Direct Selling
  • Homeshopping
  • Vending

If you're in the Retail industry in Indonesia, our research will help you to make informed, intelligent decisions; to recognise and profit from opportunity, or to offer resilience amidst market uncertainty.

The Retail in Indonesia report includes:

  • Analysis of key retail trends
  • Detailed segmentation of offline and online retail sales
  • Historic channel sizes (retail value sales, outlet counts, and selling space)
  • Company and brand market shares (retail value sales and outlet counts)
  • Five year forecasts of market trends and market growth
  • Robust and transparent research methodology, conducted in-country

This report answers:

  • What is the market size of Retail in Indonesia?
  • Which are the leading retailers in Retail in Indonesia?
  • How are products distributed in Retail in Indonesia?
  • How is the rise of e-commerce and the expansion of modern grocery retail impacting traditional retail?
  • How significant are discounters and private label in Indonesia?
  • To what extent are sales shifting towards digital channels?​
  • What is the long-term outlook for bricks-and-mortar? 
  • How is macroeconomic and political uncertainty affecting the retail industry?​
  • What types of retailers are seeing the fastest growth in digital sales?​
  • What is the future of retail?

Retail in Indonesia

Retail in 2024: Resilient growth amidst a challenging operating environment
Outlet numbers stagnate in Indonesian retail
Different strategies offered by grocery retailers and non-grocery retailers
What next for retail?
Informal retail
Opening hours for physical retail
Summary 1 Standard Opening Hours by Channel Type 2024
Seasonality
Eid al-Fitr/Lebaran
School holidays
Harbolnas (national online shopping day)
Christmas
Table 1 Sales in Retail by Retail Offline vs Retail E-Commerce: Value 2019-2024
Table 2 Sales in Retail by Retail Offline vs Retail E-Commerce: % Value Growth 2019-2024
Table 3 Sales in Retail Offline by Channel: Value 2019-2024
Table 4 Sales in Retail Offline by Channel: % Value Growth 2019-2024
Table 5 Retail Offline Outlets by Channel: Units 2019-2024
Table 6 Retail Offline Outlets by Channel: % Unit Growth 2019-2024
Table 7 Sales in Retail E-Commerce by Product: Value 2019-2024
Table 8 Sales in Retail E-Commerce by Product: % Value Growth 2019-2024
Table 9 Grocery Retailers: Value Sales, Outlets and Selling Space 2019-2024
Table 10 Grocery Retailers: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 11 Sales in Grocery Retailers by Channel: Value 2019-2024
Table 12 Sales in Grocery Retailers by Channel: % Value Growth 2019-2024
Table 13 Grocery Retailers Outlets by Channel: Units 2019-2024
Table 14 Grocery Retailers Outlets by Channel: % Unit Growth 2019-2024
Table 15 Non-Grocery Retailers: Value Sales, Outlets and Selling Space 2019-2024
Table 16 Non-Grocery Retailers: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 17 Sales in Non-Grocery Retailers by Channel: Value 2019-2024
Table 18 Sales in Non-Grocery Retailers by Channel: % Value Growth 2019-2024
Table 19 Non-Grocery Retailers Outlets by Channel: Units 2019-2024
Table 20 Non-Grocery Retailers Outlets by Channel: % Unit Growth 2019-2024
Table 21 Retail GBO Company Shares: % Value 2020-2024
Table 22 Retail GBN Brand Shares: % Value 2021-2024
Table 23 Retail Offline GBO Company Shares: % Value 2020-2024
Table 24 Retail Offline GBN Brand Shares: % Value 2021-2024
Table 25 Retail Offline LBN Brand Shares: Outlets 2021-2024
Table 26 Retail E-Commerce GBO Company Shares: % Value 2020-2024
Table 27 Retail E-Commerce GBN Brand Shares: % Value 2021-2024
Table 28 Grocery Retailers GBO Company Shares: % Value 2020-2024
Table 29 Grocery Retailers GBN Brand Shares: % Value 2021-2024
Table 30 Grocery Retailers LBN Brand Shares: Outlets 2021-2024
Table 31 Non-Grocery Retailers GBO Company Shares: % Value 2020-2024
Table 32 Non-Grocery Retailers GBN Brand Shares: % Value 2021-2024
Table 33 Non-Grocery Retailers LBN Brand Shares: Outlets 2021-2024
Table 34 Forecast Sales in Retail by Retail Offline vs Retail E-Commerce: Value 2024-2029
Table 35 Forecast Sales in Retail by Retail Offline vs Retail E-Commerce: % Value Growth 2024-2029
Table 36 Forecast Sales in Retail Offline by Channel: Value 2024-2029
Table 37 Forecast Sales in Retail Offline by Channel: % Value Growth 2024-2029
Table 38 Forecast Retail Offline Outlets by Channel: Units 2024-2029
Table 39 Forecast Retail Offline Outlets by Channel: % Unit Growth 2024-2029
Table 40 Forecast Sales in Retail E-Commerce by Product: Value 2024-2029
Table 41 Forecast Sales in Retail E-Commerce by Product: % Value Growth 2024-2029
Table 42 Grocery Retailers Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 43 Grocery Retailers Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029
Table 44 Forecast Sales in Grocery Retailers by Channel: Value 2024-2029
Table 45 Forecast Sales in Grocery Retailers by Channel: % Value Growth 2024-2029
Table 46 Forecast Grocery Retailers Outlets by Channel: Units 2024-2029
Table 47 Forecast Grocery Retailers Outlets by Channel: % Unit Growth 2024-2029
Table 48 Non-Grocery Retailers Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 49 Non-Grocery Retailers Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029
Table 50 Forecast Sales in Non-Grocery Retailers by Channel: Value 2024-2029
Table 51 Forecast Sales in Non-Grocery Retailers by Channel: % Value Growth 2024-2029
Table 52 Forecast Non-Grocery Retailers Outlets by Channel: Units 2024-2029
Table 53 Forecast Non-Grocery Retailers Outlets by Channel: % Unit Growth 2024-2029

DISCLAIMER

Summary 2 Research Sources

Convenience Retailers in Indonesia

KEY DATA FINDINGS

Another year of positive outlet growth, but at a slower rate than 2023
Persistent discounts a key factor driving sales for convenience retailers
Alfamart extends lead
Outlook for convenience retailers remains cautiously optimistic
Outlet expansion still a priority for convenience retailers
Product discounts to drive sales performance in forecast period
Table 54 Convenience Retailers: Value Sales, Outlets and Selling Space 2019-2024
Table 55 Convenience Retailers: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 56 Sales in Convenience Retailers by Channel: Value 2019-2024
Table 57 Sales in Convenience Retailers by Channel: % Value Growth 2019-2024
Table 58 Convenience Retailers GBO Company Shares: % Value 2020-2024
Table 59 Convenience Retailers GBN Brand Shares: % Value 2021-2024
Table 60 Convenience Retailers LBN Brand Shares: Outlets 2021-2024
Table 61 Convenience Retailers Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 62 Convenience Retailers Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029
Table 63 Forecast Sales in Convenience Retailers by Channel: Value 2024-2029
Table 64 Forecast Sales in Convenience Retailers by Channel: % Value Growth 2024-2029

Supermarkets in Indonesia

KEY DATA FINDINGS

Value growth through opening new outlets in suburban areas
Opening new outlets near residential housing complexes and launching mobile apps become biggest drivers of Super Indo’s strong performance
Supra Boga Lestari utilises AI technology to increase outlet revenue
Further growth expected
Positive outlet growth expected over the forecast period
Players expected to offer new in-store experiences and price discounts for fresh products to grab consumers’ attention
Table 65 Supermarkets: Value Sales, Outlets and Selling Space 2019-2024
Table 66 Supermarkets: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 67 Supermarkets GBO Company Shares: % Value 2020-2024
Table 68 Supermarkets GBN Brand Shares: % Value 2021-2024
Table 69 Supermarkets LBN Brand Shares: Outlets 2021-2024
Table 70 Supermarkets Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 71 Supermarkets Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029

Hypermarkets in Indonesia

KEY DATA FINDINGS

Positive value growth but negative outlet growth
Hypermart reverses sales decline with the sale of subsidised products and refreshment of store concept
Offering product premiumisation, Grand Lucky has succeeded in getting the attention of consumers
Hypermarkets to continue to face challenges
The trend of outlet decline set to continue in the forecast period
Different promotional activities being offered to compete with convenience stores and supermarkets
Table 72 Hypermarkets: Value Sales, Outlets and Selling Space 2019-2024
Table 73 Hypermarkets: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 74 Hypermarkets GBO Company Shares: % Value 2020-2024
Table 75 Hypermarkets GBN Brand Shares: % Value 2021-2024
Table 76 Hypermarkets LBN Brand Shares: Outlets 2021-2024
Table 77 Hypermarkets Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 78 Hypermarkets Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029

Small Local Grocers in Indonesia

KEY DATA FINDINGS

Value growth but low-income consumers segment tend to trade down towards lower product quality
Warung Maduras benefit from various advantages
Food sales still the biggest contributor to value
Convenience stores’ expansion to suburban areas a key challenge
Daily food and drink commodities still the most sought after products, with sachet sizes set to make a big contribution
Stagnant outlet numbers, but stores located far from convenience stores will survive
Table 79 Small Local Grocers: Value Sales, Outlets and Selling Space 2019-2024
Table 80 Small Local Grocers: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 81 Small Local Grocers GBO Company Shares: % Value 2020-2024
Table 82 Small Local Grocers GBN Brand Shares: % Value 2021-2024
Table 83 Small Local Grocers LBN Brand Shares: Outlets 2021-2024
Table 84 Small Local Grocers Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 85 Small Local Grocers Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029

General Merchandise Stores in Indonesia

KEY DATA FINDINGS

Department stores facing challenges
Concept innovation by leading players in variety stores
Matahari Department Store retains lead, while Miniso’s share grows
Outlets with innovative in-store experience stand best chance of success
Variety stores to increase offering of products that suit the lifestyles of young people
Filing the gap by providing what retail e-commerce cannot offer
Table 86 General Merchandise Stores: Value Sales, Outlets and Selling Space 2019-2024
Table 87 General Merchandise Stores: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 88 Sales in General Merchandise Stores by Channel: Value 2019-2024
Table 89 Sales in General Merchandise Stores by Channel: % Value Growth 2019-2024
Table 90 General Merchandise Stores GBO Company Shares: % Value 2020-2024
Table 91 General Merchandise Stores GBN Brand Shares: % Value 2021-2024
Table 92 General Merchandise Stores LBN Brand Shares: Outlets 2021-2024
Table 93 General Merchandise Stores Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 94 General Merchandise Stores Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029
Table 95 Forecast Sales in General Merchandise Stores by Channel: Value 2024-2029
Table 96 Forecast Sales in General Merchandise Stores by Channel: % Value Growth 2024-2029

Apparel and Footwear Specialists in Indonesia

KEY DATA FINDINGS

Category contraction due to performance of independent players
Another strong performance by Uniqlo, but tough period for Bata
Price discounts during seasonal periods, exclusive discounts and store re-branding
Increase in purchasing power in low- and middle-income segment to boost sales
Competition with retail e-commerce will drive improvements to in-store experience
Increase in selling space to provide additional in-store experience
Table 97 Apparel and Footwear Specialists: Value Sales, Outlets and Selling Space 2019-2024
Table 98 Apparel and Footwear Specialists: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 99 Apparel and Footwear Specialists GBO Company Shares: % Value 2020-2024
Table 100 Apparel and Footwear Specialists GBN Brand Shares: % Value 2021-2024
Table 101 Apparel and Footwear Specialists LBN Brand Shares: Outlets 2021-2024
Table 102 Apparel and Footwear Specialists Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 103 Apparel and Footwear Specialists Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029

Appliances and Electronics Specialists in Indonesia

KEY DATA FINDINGS

Another year of growth, with value sales from smartphones the biggest contributor
Outstanding performance by Erajaya Swasembada Tbk PT
Massive cut price promotions in response to weakening consumer purchasing power
Smartphones to remain key, while retailers focus on outlet expansion
Appliances and electronics specialists to benefit from sticky consumer habits
Feature innovations to encourage consumers to upgrade their electronic products, while shopping festivals and roadshows to boost value sales
Table 104 Appliances and Electronics Specialists: Value Sales, Outlets and Selling Space 2019-2024
Table 105 Appliances and Electronics Specialists: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 106 Appliances and Electronics Specialists GBO Company Shares: % Value 2020-2024
Table 107 Appliances and Electronics Specialists GBN Brand Shares: % Value 2021-2024
Table 108 Appliances and Electronics Specialists LBN Brand Shares: Outlets 2021-2024
Table 109 Appliances and Electronics Specialists Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 110 Appliances and Electronics Specialists Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029

Home Products Specialists in Indonesia

KEY DATA FINDINGS

Outstanding performance by Ace Hardware
Catur Mitra Sejati Sentosa continues with significant outlet expansion
Decline in homewares and home furnishings stores
Outlet expansion to play key role in growth
Pet shops and superstores to continue to expand
Reliance on more affluent consumers
Table 111 Home Products Specialists: Value Sales, Outlets and Selling Space 2019-2024
Table 112 Home Products Specialists: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 113 Sales in Home Products Specialists by Channel: Value 2019-2024
Table 114 Sales in Home Products Specialists by Channel: % Value Growth 2019-2024
Table 115 Home Products Specialists GBO Company Shares: % Value 2020-2024
Table 116 Home Products Specialists GBN Brand Shares: % Value 2021-2024
Table 117 Home Products Specialists LBN Brand Shares: Outlets 2021-2024
Table 118 Home Products Specialists Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 119 Home Products Specialists Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029
Table 120 Forecast Sales in Home Products Specialists by Channel: Value 2024-2029
Table 121 Forecast Sales in Home Products Specialists by Channel: % Value Growth 2024-2029

Health and Beauty Specialists in Indonesia

KEY DATA FINDINGS

Growth despite competition from online
Pharmacies sees growth driven by rising outlet numbers and rising awareness of healthier lifestyles
K-24 provides strong competition for the leader
Further growth ahead
Pharmacies players need to increase service levels to maintain consumer loyalty
Optical goods stores to see growth despite facing stiffer competition from retail e-commerce
Table 122 Health and Beauty Specialists: Value Sales, Outlets and Selling Space 2019-2024
Table 123 Health and Beauty Specialists: Value Sales, Outlets and Selling Space: % Growth 2019-2024
Table 124 Sales in Health and Beauty Specialists by Channel: Value 2019-2024
Table 125 Sales in Health and Beauty Specialists by Channel: % Value Growth 2019-2024
Table 126 Health and Beauty Specialists GBO Company Shares: % Value 2020-2024
Table 127 Health and Beauty Specialists GBN Brand Shares: % Value 2021-2024
Table 128 Health and Beauty Specialists LBN Brand Shares: Outlets 2021-2024
Table 129 Health and Beauty Specialists Forecasts: Value Sales, Outlets and Selling Space 2024-2029
Table 130 Health and Beauty Specialists Forecasts: Value Sales, Outlets and Selling Space: % Growth 2024-2029
Table 131 Forecast Sales in Health and Beauty Specialists by Channel: Value 2024-2029
Table 132 Forecast Sales in Health and Beauty Specialists by Channel: % Value Growth 2024-2029

Direct Selling in Indonesia

KEY DATA FINDINGS

Ban on direct sales of products on online marketplaces undermines value sales
Herbalife provides continuous training for its members and makes effective use of social media
Continuous product innovation important in providing customer value in direct selling in Indonesia
Value sales not expected to recover in the forecast period
Health and beauty products to remain the key contributor
Players focusing more on beauty products
Table 133 Direct Selling by Product: Value 2019-2024
Table 134 Direct Selling by Product: % Value Growth 2019-2024
Table 135 Direct Selling GBO Company Shares: % Value 2020-2024
Table 136 Direct Selling GBN Brand Shares: % Value 2021-2024
Table 137 Direct Selling Forecasts by Product: Value 2024-2029
Table 138 Direct Selling Forecasts by Product: % Value Growth 2024-2029

Retail E-Commerce in Indonesia

KEY DATA FINDINGS

Continued strong growth driven by increase in internet users and accessibility
Live streaming feature and new collaborations support another strong performance from Shopee and Tokopedia
Shopee retains its lead through innovation in features, as well as improving transaction quality
Value sales to grow supported by increase in internet penetration
Higher value sales contribution from live streaming, while TikTok expands further
The use of AI technology will boost value sales in the forecast period
Table 139 Retail E-Commerce by Channel: Value 2019-2024
Table 140 Retail E-Commerce by Channel: % Value Growth 2019-2024
Table 141 Retail E-Commerce by Product: Value 2019-2024
Table 142 Retail E-Commerce by Product: % Value Growth 2019-2024
Table 143 Retail E-Commerce GBO Company Shares: % Value 2020-2024
Table 144 Retail E-Commerce GBN Brand Shares: % Value 2021-2024
Table 145 Forecast Retail E-Commerce by Channel: Value 2024-2029
Table 146 Forecast Retail E-Commerce by Channel: % Value Growth 2024-2029
Table 147 Forecast Retail E-Commerce by Product: Value 2024-2029
Table 148 Forecast Retail E-Commerce by Product: % Value Growth 2024-2029
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The following categories and subcategories are included:

Retail

      • Fashion Vending
      • Health and Beauty Vending
      • Appliances and Electronics Vending
        • Alcoholic Drinks Vending
        • Hot Drinks Vending
        • Soft Drinks Vending
        • Tobacco Products Vending
      • Foods Vending
      • Home Products Vending
      • Other Products Vending
        • Apparel and Footwear Direct Selling
        • Personal Accessories Direct Selling
        • Eyewear Direct Selling
        • Beauty and Personal Care Direct Selling
        • Consumer Health Direct Selling
        • Tissue and Hygiene Direct Selling
      • Appliances and Electronics Direct Selling
      • Drinks and Tobacco Direct Selling
      • Foods Direct Selling
      • Home Products Direct Selling
      • Other Products Direct Selling
        • Apparel and Footwear E-Commerce
        • Personal Accessories E-Commerce
        • Eyewear E-Commerce
        • Beauty and Personal Care E-Commerce
        • Consumer Health E-Commerce
        • Tissue and Hygiene E-Commerce
        • Consumer Appliances E-Commerce
        • Consumer Electronics E-Commerce
        • Toys and Games E-Commerce
      • Drinks and Tobacco E-Commerce
      • Foods E-Commerce
        • Home Care E-Commerce
        • Home and Garden E-Commerce
        • Pet Care E-Commerce
      • Other Products E-Commerce
        • First-Party (1P) Marketplace E-Commerce
        • Third-Party (3P) Marketplace E-Commerce
      • Grocery E-Commerce
      • General Merchandiser E-Commerce
      • Apparel and Footwear Specialist E-Commerce
      • Appliances and Electronics Specialist E-Commerce
      • Home Products Specialist E-Commerce
      • Health and Beauty Specialist E-Commerce
      • Leisure and Personal Goods Specialist E-Commerce
      • Other E-Commerce Retailers

Retail

Retail is the sale of new and used goods to consumers from a business for personal or household consumption from retail outlets, kiosks, market stalls, vending, direct selling and e-commerce. Retail is the aggregation of Retail Offline and Retail E-Commerce. Excludes specialist retailers of motor vehicles, motorcycles, vehicle parts. Also excludes fuel sales, foodservice sales, rental transactions, and wholesale sales (e.g. Cash and Carry). Sales value excluding or including VAT/Sales Tax. Retail also excludes the informal retail sector. Informal retailing is retail trade which is not declared to the tax authorities. Informal retailing encompasses (a) sales generated by unregistered and unlicensed retailers, i.e. retailers operating illegally, and (b) any proportion of sales generated by a registered and licensed retailer that is not declared to the tax authorities. Unregistered and unlicensed retailers operate predominantly (although not exclusively) as street hawkers or operate open market stalls, as these channels are harder for the authorities to monitor than permanent outlets. Activities in the illegal market, which is usually understood to refer to trade in illegal, counterfeit or stolen merchandise, are included within our definition of informal retailing. Activities in the “grey market”, which is usually understood to refer to trade in legal merchandise that is sold through unauthorized channels – for example cigarettes bought legally in another country, legally imported, but sold at lower prices than in authorized channels – will be included as informal retailing if no tax is paid on sale by the retailer. However if the retailer pays tax – for example on cigarettes bought legally in another country but sold at a lower price than standard – the sale is included within formal retail.

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