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Keep the Customer, Don't Chase the Number: Honda’s Tsutsumu Otani

As Indian two-wheeler buyers move beyond commuter products and entry scooters, HMSI chief Tsutsumu Otani is reshaping Honda’s India play around premium scooters, electric scooters and mid-capacity motorcycles, leaning on global products, local development and a more aggressive retention strategy.

By Ketan Thakkar & Kiran Murali

13 Jul 2026

38156 Views

Keep the Customer, Don't Chase the Number: Honda’s Tsutsumu Otani

Honda's next battle in India is not about overtaking Hero MotoCorp or defending the Activa's dominance. It is about ensuring a Honda customer never has a reason to leave the brand.

That philosophy increasingly sits at the centre of President and CEO Tsutsumu Otani's strategy. Rather than chasing market share at any cost, Honda Motorcycle & Scooter India (HMSI) is looking to build a portfolio that allows buyers to move from commuter motorcycles and family scooters into premium bikes, larger scooters and electric mobility without stepping out of the Honda fold.

In FY26, HMSI sold over 63.6 lakh ...

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