Voice of Customer: Buying Behavior for Light-Duty Commercial Vehicles, India, 2025

This Frost & Sullivan analysis presents the findings of a comprehensive survey conducted to understand consumer behavior in the procurement and usage of light-duty commercial vehicles (LCVs) in India. With the Indian logistics and transportation sector undergoing rapid transformation, LCVs play a critical role in last-mile connectivity, intra-city logistics, and rural-urban goods movement. Understanding customer behavior, motivations, and preferences in this segment is essential for manufacturers, policymakers, and fleet operators. This analysis draws insights from a diverse pool of vehicle owners, fleet operators, and driver-owners across major Indian states. It captures customer expectations, key decision-making criteria, and post-purchase satisfaction related to LCVs. Core parameters assessed include total cost of ownership (TCO), vehicle reliability, brand perception, fuel efficiency, after-sales service, financing options, and payload capacity. Qualitative insights into operational challenges, evolving needs in light of eCommerce and urban logistics, and views on electric LCV adoption have also been offered. Additionally, the survey highlights regional variations in consumer preferences as well as the impact of digital financing tools and app-based fleet management on younger, tech-savvy buyers. The study also offers actionable recommendations for original equipment manufacturers (OEMs), financiers, and policymakers to cater to a dynamic and value-conscious customer base in the Indian LCV segment.

Author: Mugundhan Deenadayalan