Amazon sees 2x growth in online two-wheeler sales from smaller towns

MUMBAI: The road to India’s next two-wheeler boom is no longer running through the metros, it’s revving up in the country’s smaller towns. Amazon India has reported a twofold year-on-year increase in sales through its two-wheeler marketplace, with Tier 2 and Tier 3 cities emerging as the primary engines of growth as more consumers turn to online platforms to purchase motorcycles and scooters.

According to the company, nearly two out of every three two-wheeler buyers on Amazon.in now come from non-metro markets. The shift is even more pronounced in the electric vehicle segment, where seven in ten customers are located outside major urban centres.

The trend signals a broader transformation in consumer behaviour. What began as online shopping for everyday essentials is increasingly extending to high-value purchases, with customers becoming more comfortable buying vehicles digitally.

Amazon’s marketplace currently features offerings from more than 20 brands, including Triumph, KTM, Royal Enfield, Bajaj Auto, Ather Energy and Hero MotoCorp. The platform is supported by over 3,000 OEM-authorised dealers, providing customers access to manufacturer-backed warranties and verified inventory.

Importantly, buyers are not merely purchasing more vehicles; they are opting for pricier ones. The average transaction value on the platform has crossed Rs 1 lakh, reflecting growing demand for premium and feature-rich models.

Premium motorcycles emerged as the fastest-growing category, registering nearly fivefold growth year-on-year. Commuter motorcycles more than doubled, while internal combustion engine (ICE) scooters recorded 1.5x growth during the same period.

The electric mobility segment is also moving upmarket. More than half of EV sales on the platform now come from the Rs 1 lakh to Rs 1.5 lakh price bracket, suggesting buyers are increasingly willing to spend more for enhanced performance, range and features.

The strongest momentum has come from emerging cities. Kakinada, Tirupati and Nellore recorded booking growth of up to 12x, while Nagaur, Jind, Rajkot and Bilaspur witnessed increases of up to 6x. In eastern India, Purnia and Samastipur posted growth of as much as 7x year-on-year.

Perhaps the clearest indication of the shift is that customers from more than 2,300 Tier 3 towns purchased a two-wheeler online for the first time over the past year, highlighting how digital commerce is reaching deeper into Bharat.

Amazon attributes the growth to a streamlined buying journey that allows customers to compare models, check local pricing and complete transactions using multiple payment options, including UPI and credit cards.

The company is also deploying AI-powered tools such as Rufus, LensAI and Review Summaries to help buyers navigate high-consideration purchases by comparing specifications, analysing reviews and evaluating options more efficiently.

As internet adoption deepens and consumer confidence in online purchases grows, India’s next wave of two-wheeler demand appears increasingly likely to arrive not from crowded metropolitan roads, but from the highways and bylanes of smaller towns.