Selling to the US

Every year, capable Indian manufacturers win contracts with American OEM companies - only to lose them within a short period of time.Not because of price. Not because of capability. But because they misunderstood what US buyers truly value.Selling to the US is a practical guide for Indian contract manufacturers who want to do more than win American business - they want to keep it and grow it into long-term, profitable partnerships.Written by John White, a Manufacturing and Supply Chain Executive with nearly 30 years on the American side of the table, this book reveals what OEM buyers are actually looking for - and why the suppliers who figure it out become the ones who get the Tuesday morning phone call when new opportunities arise.Inside, you’ll learn:How American OEM buyers evaluate and select suppliers - and what matters far beyond your quoted priceWhy capable manufacturers lose accounts they should have keptHow to build the communication habits, transparency, and reliability that turn a vendor into a strategic partnerWhat to expect when US customers visit your facility - and how to prepareHow to navigate the cultural and business gaps that quietly erode even the strongest supplier relationshipsRespond effectively to concerns involving price, quality, delivery, and riskMove beyond transactional selling and create durable strategic partnershipsProtect existing business while identifying opportunities for long-term growthThis is not a book about cold calling or sales tactics. It is a guide to what happens after you get the opportunity - and how to turn that opportunity into lasting growth.Whether you are a factory owner, an export manager, or a business development leader at an Indian manufacturing company, this book gives you the insider perspective you need to compete and win in the US OEM market.