Mr Sanjaya Mariwala
Executive Chairman and Managing Director, OmniActive Health Technologies and President, Association of Herbal and Nutraceutical Manufacturers of India

Known for his astute vision and thought leadership, Mr. Sanjaya Mariwala has been instrumental in positioning India’s nutraceutical industry on the global map along with developing the domestic market. He is the Executive Chairman and Managing Director of OmniActive Health Technologies Ltd, a company founded by him in 2005. OmniActive specialises in branded Natural APIs and PFIs for nutrition, health, and wellness products.

Mr. Mariwala currently serves as the President of the Association of Herbal and Nutraceuticals Manufacturers of India (AHNMI) and is on the panel of the task force created by the Indian Government to bring strategic transformation in the nutraceutical industry, with the approval of a competent authority. He also holds the position of Vice President at the IMC Chamber of Commerce and Industry and has previously served as the Chairman of the nutraceutical sub-committee of FICCI.

He is a seasoned industrialist with over 30 years of experience in multiple industries, while the nutraceuticals space is his favourite. He has built sustainable and superior brands across sectors, unlocked multi-million dollars in value, and exited after accomplishing them to greater heights. Additionally, he serves as an Independent Director on the boards of Cravatex brands, a platform for lifestyle, sports & wellness products; Auto Hangar, the largest Mercedes dealership in India; and VKL Spices, India’s largest seasonings & flavors Solutions.

Before setting up OmniActive, he was the Managing Director of Kancor Ingredients, a company that he successfully ran and grew for two decades before selling his stake in 2014.

While voicing the industry opinion, he has presented several papers at different forums and institutions. He also served as an active member of the organizing committee for the Nutraceuticals Summit held in India annually. His other key industry affiliations include the India Pepper & Spice Trade Association, All India Spices Exporters Forum, Confederation of Indian Industry, Indian Merchant’s Chamber, and TIE-The Indus Entrepreneurs.

An alumnus of IIM Ahmedabad and Stanford University, he is a connoisseur of food and wine. He has an eye for art and enjoys playing golf when not building business strategies. He loves travelling and capturing his experience through majestic pictures.

1. With a background in various industries and over three decades of experience, what makes the nutraceuticals sector your favourite? How do you predict its future growth and the challenges it might face?

The world of nutraceuticals holds a special place in my heart. It’s a fascinating blend of innovation, health, and sustainable progress that captured my interest. Over my thirty years of experience across different industries, the nutraceuticals sector stands out for its potential to profoundly impact human well-being. It’s been an inspiring journey discovering the power of natural products in preventive healthcare.

What truly sets the nutraceuticals industry apart is its dynamic nature and the opportunity it presents for innovation. Consumer preferences are shifting towards natural and holistic solutions, making this sector a bridge between traditional wisdom and modern science. This fusion has given rise to products addressing diverse health concerns while embracing sustainability.

The nutraceuticals industry is poised for remarkable expansion. As the global population continues to grow and health awareness rises, the demand for products promoting overall well-being will skyrocket. However, as we chase growth, we’ll also face challenges. Varying regulatory frameworks across regions can impact product development, distribution, and market access. Maintaining quality, safety, and efficacy while keeping up with evolving regulations is crucial. Moreover, educating consumers about nutraceutical benefits will be vital to foster trust and adoption.

2. What policy changes are crucial for nutraceutical industry growth?
We engage in routine activities involving sending our expectations to different departments. However, our industry requires fundamental policy interventions for global growth.
• HSN Code:
There’s a critical need for distinct HSN codes that accurately differentiate our products. Presently, products are grouped generically, making it hard to discern specifics.
• Bio-Diversity Act:
Government policies sometimes contradict industry growth. For instance, the Diversity Act imposes charges for using agricultural crops. This seems unreasonable considering the volume and farming nature for nutraceuticals. Interestingly, these taxes don’t apply to China-imported crops, raising questions about this discrepancy. The government’s argument revolves around inadequate farmer benefits, which seems illogical given our utilisation of India’s resources and labour.
• Integrated Approach for PLI Scheme:
India is a significant supplier of nutraceutical raw materials. There’s potential for value-added product manufacturing and export, but an integrated PLI scheme is necessary for this sector’s growth. This will boost agriculture and the nutraceutical value chain.
• Competitive Taxation Policy:
Nutraceuticals face higher taxes compared to pharmaceuticals. With a growing preference for preventive healthcare, implementing a competitive taxation policy aligned with pharmaceuticals is crucial. Rationalizing GST for nutraceuticals within the 5-10% range (currently 18%) would be beneficial.
• Research & Development (R&D):
Focusing on R&D is important. The government should establish a PPP model to financially support R&D and innovation across research, technology, and manufacturing. Funding support for MSMEs and tax incentives for R&D investments will empower the sector.
• Inclusion in NMPB Scheme:
The NMPB, AYUSH, and herbal industry bodies collaborate to promote medicinal plant cultivation. Including nutraceutical companies in this scheme will encourage backward integration, driving medicinal plant cultivation and facilitating clinical research.


3. How can preventive healthcare and nutraceuticals seamlessly integrate into the education curriculum?
Incorporating preventive healthcare and nutraceuticals into the education curriculum has immense potential for fostering holistic well-being from an early stage. By integrating these subjects into medical education, we can empower future healthcare professionals with the knowledge and tools necessary to champion preventive measures and implement nutritional interventions effectively.

The successful integration of preventive healthcare and nutraceuticals can be achieved through a thoughtfully crafted approach encompassing the following strategies:
Curriculum Enhancement: Creating a six-month course that doctors should undertake as part of their MBBS and MD programs. If possible, making this course mandatory in the curriculum.

Research and Innovation: Encouraging students to engage in research endeavors within the realm of preventive healthcare and nutraceuticals not only contributes to the growth of knowledge within the field but also nurtures a culture of innovation and continuous learning. Students can explore uncharted territories by actively participating in research projects, leading to novel insights and advancements.

4. How does OmniActive’s multi-faceted approach to research and development contribute to India’s nutraceutical industry growth and empower farmers while ensuring sustainability and product quality?
OmniActive’s comprehensive approach to research and development (R&D) significantly contributes to the company’s growth while benefiting farmers in terms of income and yield. The company allocates approximately 10% of its revenue to R&D, demonstrating the company’s commitment to innovation and excellence.
The company has a team of highly qualified scientists working at its advanced research facilities, which are duly recognized by the Department of Scientific and Industrial Research of the Government of India. This commitment to scientific excellence underscores the company’s dedication to maintaining the highest standards in product quality, efficacy, and safety.

At the heart of OmniActive’s R&D initiatives is the transformative “Make in India” seed program. The OmniGold hybrid marigold seed is one such example that aligns with national goals, contributing to self-sufficiency and reduced import reliance. This empowers farmers economically, with some of them earning over Rs 1 lakh per season, due to the company’s technical support promoting innovative and sustainable agricultural practices.
Sustainability is paramount to OmniActive. Collaborating with over 15,000 farmers, the company promotes responsible farming practices, water efficiency, and renewable energy like solar power. The company’s commitment extends to waste management and resource conservation, minimizing environmental impact.

5. In light of the success and preference for branded ingredients, could you elaborate on how OmniActive ensures the accountability and quality assurance associated with these branded products, especially when it comes to the complex technologies involved in their development?
Branded ingredients are central to OmniActive’s strategy, distinguishing them within the nutraceutical industry, especially in the realm of natural products. Their primary focus is on ingredient stability throughout the product’s shelf life and precise delivery, particularly for products targeting specific intestinal regions.
To achieve these goals, OmniActive has dedicated significant efforts to research and development, leveraging cutting-edge technologies. Notably, the company extends branding not only to its ingredients but also to the underlying technologies. When engaging with customers, OmniActive offers these branded ingredients, supported by state-of-the-art technologies. This approach has found substantial success, particularly in the US market, where research indicates that about 80% of OmniActive’s US customers opt for branded ingredients due to their recognized quality and reliability. Branded ingredients revolve around accountability, instilling consumer confidence when encountering well-established and trusted OmniActive brands.

6. What strategies and factors contribute to OmniActive’s success?
Several key strategies and factors have contributed to OmniActive’s success. One of the primary strengths is the company brand. Beyond labelling, OmniActive emphasizes the unique technologies behind the company’s products, fostering trust and assurance among the customers. In fact, 80% of the company’s US clientele prefer the company’s branded ingredients due to their consistent quality and reliability.

OmniActive’s approach to competition focuses on achieving dominance in select product categories and markets, rather than fixating solely on the scale of the competitors. The company is committed to sustaining its current growth rate of 15%-16% and anticipates substantial expansion over the next five years. This expansion will be driven by ongoing research and development initiatives and an ambitious product portfolio expansion strategy.
OmniActive’s strategic vision centers on identifying distinct products and market segments where the company can solidify its leadership position. As a privately-owned enterprise, the performance of the company is robust, thanks to its dedicated workforce of approximately 680 to 700 individuals. In various product categories, the company consistently secures a spot within the top three market share positions, with the majority of its revenue coming from international markets. OmniActive’s competitive advantages, including patented technologies and cost-efficiency, further reinforce its success.