As eyewear moves from need to informed choice, Carl Zeiss is targeting trust and access. “We're entering new markets with trained experts, not discounts,” says Rohan Paul of ZEISS India.
Rohan Paul, Business Head, India and Neighbouring Markets- Vision Care, ZEISS India (Source: prhandout)
There was a time when buying spectacles in India was a matter of convenience—walk into a local optician, get a basic prescription, pick a frame, and move on. But that model doesn’t quite hold anymore.
As screen fatigue becomes a daily reality and conversations around digital eye strain, UV protection, and myopia management grow louder, eyewear is slowly shifting categories—from necessity to healthcare, from commodity to considered choice.
The interesting part? This shift isn’t just happening in metros. Smaller cities are catching up, not necessarily by chasing trends, but by asking better questions—about quality, longevity, and personalisation.
Amid this changing landscape, global optical major Carl Zeiss has seen its India business gain momentum. The company, which operates in the premium vision care space, has benefited from rising awareness around eye health and the growing demand for customised lenses. According to regulatory filings accessed by Tofler, Carl Zeiss India reported revenue from operations of Rs 2,041 crore in FY24, up from Rs 1,628 crore in FY23. Net profit stood at Rs 149.26 crore, while foreign exchange earnings were Rs 542.67 crore, and outflows were at Rs 1,007.71 crore.
In a conversation with BrandWagon Online, Rohan Paul, Business Head, India and Neighbouring Markets- Vision Care, ZEISS India, breaks down how the company is navigating this shift: not by chasing mass volumes or undercutting prices, but by doubling down on awareness, access, and long-term trust—especially in markets that weren’t even on the map a few years ago. (Edited Excerpts)
What are the key growth drivers for ZEISS Vision Care in India: premiumisation, awareness, or distribution expansion?
At ZEISS, innovation is our core DNA, enabling us to meet the demand for quality eye health solutions. The eyewear industry has been on the rise, given the increased screen time across all generations, necessitating vision correction that addresses digital eye strain and personalised lifestyle needs.
In India, people are becoming more conscious of their visual health, and as a result, they are willing to invest in their long-term well-being. This creates a strong demand for quality products and solutions, perfectly aligning with ZEISS Vision Care’s offerings. As awareness continues to grow, so does the need for advanced solutions, fueling market premiumization.
While distribution is foundational, ZEISS Vision Care’s presence in over 7,000 outlets creates accessibility and awareness amongst consumers to invest in better vision when they genuinely understand the value. Awareness ultimately drives demand.
How do you balance ZEISS's premium brand positioning with the reality of India's price-sensitive consumer base?
I strongly believe that premium does not mean inaccessible. Rather, it means uncompromising on quality, trust and innovation. While India is a price-sensitive market, it is also deeply value-conscious. Consumers are willing to invest in solutions that enhance their quality of life, and vision is fundamental to that.
At ZEISS Vision Care, our approach is to educate and empower consumers to make informed choices about their visual health, while offering a range of technologically advanced products at varied price points - without compromising the ZEISS promise. We don’t compete on price; we compete on value, precision, and the long-term benefits we deliver. That’s how we strike the balance - by ensuring that every ZEISS lens justifies the investment with tangible, superior outcomes.
Are Indian consumers today more conscious of lens quality than they were five years ago?
In recent years, we have seen a clear and encouraging shift in the mindset of Indian consumers - from treating eyewear as a basic necessity to recognising it as a vital component of overall health and well-being. Eye health is no longer just about seeing clearly—it is about seeing comfortably, safely, and with long-term clarity.
This growing awareness is translating into an increased demand for high-quality lenses that offer more than just vision correction. Consumers are now asking the right questions—about blue light and UV protection, lens durability, and personalisation. They are making informed choices and are far more open to investing in advanced solutions like ZEISS’s individualised lenses, which are tailored to their lifestyle, habits, and specific vision needs.
What we are currently witnessing is a maturing market - one where quality, precision, and long-term eye health are becoming non-negotiable. This is a promising shift, and one that validates our continued focus on innovation, education, and creating differentiated value for every consumer.
In a market crowded with local players and heavy price competition, what sets ZEISS apart? What's the edge beyond just product quality?
What truly sets us apart is our unwavering commitment to precision, innovation, and trust - values that have been embedded in our DNA for over 175 years. Our core is not just crafting lenses but deeply understanding evolving human behaviour and lifestyle needs. We recognise that eye care and eyewear are integral to how people move, express themselves, and engage with digital screens, even how they experience the world.
Backed by cutting-edge engineering and continuous R&D, ZEISS lenses are crafted with a level of precision that translates into best-in-class visual comfort, clarity, and protection.
Further, the holistic understanding of consumer needs, preferences, and behaviour fuels our innovations, such as advanced anti-reflective coatings for hassle-free vision and excellent durability and scratch resistance, as well as specialised lenses helping with digital eye strain or slowing myopia progression. Our relentless focus on personalisation is a key differentiator.
So how exactly is ZEISS bringing tech into the mix—like AI or digital eye testing—when it comes to the actual customer experience here in India?
Our strategic commitment to integrating advanced technology, including AI and digital eye testing, is fundamental to evolving the consumer journey across India. The deep emphasis on personalisation crucially leverages data analytics and AI to achieve precision for individualised lens solutions.
Advanced and new-age solutions from ZEISS Vision Care are available for shoppers at ZEISS VISION CENTERS nationwide. I strongly believe that technology is at the core of any consumer journey. In India, we are leveraging innovations like ZEISS VISUFIT 1000 and ZEISS VISUCORE 500 to elevate both the eye-screening accuracy and overall shopping experience. From precise 3D centration to individualised lens fitting and digital refraction tools, we are creating a data-backed ecosystem that delivers truly personalised solutions.
Are there any India-specific innovations or product tweaks tailored to local needs?
ZEISS strategically highlights universal features that profoundly resonate with the evolving value proposition of holistic eye care in India. Benefits like the full UV protection embedded in all ZEISS lenses, no matter if tinted or clear, often dubbed the "invisible sunscreen for your eyes," are emphasised. This directly addresses key local priorities such as long-term eye health, longevity, and overall well-being.
The commitment extends to addressing specific visual needs prevalent across the country. For instance, myopia management lenses, like ZEISS MyoCare, are designed to slow the progression of myopia, offering a crucial intervention for growing families, protecting and improving the vision of children. Furthermore, with India's bright conditions, advanced ZEISS Sun Lenses provide not just superior UV protection and glare reduction, but also diverse styles, ensuring both safety and aesthetic appeal. This proactive and tailored approach underscores ZEISS's dedication to strategically aligning its world-class features to effectively meet distinct Indian consumer preferences and demands.
What's the current focus on Tier 2 and Tier 3 cities? How is ZEISS making inroads there?
Our current focus in Tier 2 and Tier 3 cities is fundamentally democratising access to quality eye care and premium solutions. Significant inroads are being made by raising consumer awareness regarding the importance of quality vision as a primary requirement for daily life.
Are you exploring partnerships (retail chains, hospitals, startups) to expand access and visibility across regions?
We work with opticians, independent eye care professionals, and healthcare institutions to expand access across regions. ZEISS Vision Centres have been launched by partners in cities such as Jalandhar, Nashik, Guwahati, and Mumbai. Lens accessories are available on e-commerce platforms like Amazon, Blinkit, and Zepto.
We recently introduced Specslounge.com, a lead generation platform that helps opticians serve customers both online and offline. Through "Paathshaala by ZEISS," we support optometry students with practical training. We’ve also partnered with the Karnataka government for the Aloka Vision Programme, which will screen 5.3 lakh school children and 6 lakh adults in rural areas and provide glasses where needed.
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