Selling to the US: How Indian Manufacturers Win, Keep, and Grow American OEM Customers (Paperback) (ISBN-13: 9798996821105)

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 price
• Why capable manufacturers lose accounts they should have kept
• How to build the communication habits, transparency, and reliability that turn a vendor into a strategic partner
• What to expect when US customers visit your facility - and how to prepare
• How to navigate the cultural and business gaps that quietly erode even the strongest supplier relationships
• Respond effectively to concerns involving price, quality, delivery, and risk
• Move beyond transactional selling and create durable strategic partnerships
• Protect existing business while identifying opportunities for long-term growth

This 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.