Hello Everyone,

We are a manufacturer of process control Instrumnets (Indicator, controller, annuciator, isolator, converter, scanner, electrical transducers, rtd, t/c, etc). I am trying to export our items in the country (USA). However, we do not have a office here.

1) Can anyone recommed me what as to what my approach should be? How should I try to set up distributors?

2) How is the process control market? Is it saturated with no new industry, expansion? Currently, we cater to cement, power, sugar, textile, paper and fertilizer industry. we are NOT into Oil & Gas.

Thanks for your help...
AT

 

There are many distributors that would be happy to represent you in the US. However, you will want to be very selective. Many will take on your line and make no effort on your behalf. You should make a list of what you want in your ideal distributor, size, financing, number sales people, expertise, compatible lines... etc. I would especially target distributors that are successful with your competitors and attempt to get them to switch to your product. In general my comment is that there will be no lack of distribution but you will be much more successful by choosing a few very good distributors in the right geographical area with the right expertise and compatible product lines.

John Rinaldi
http://www.get-devicenet-enabled.com/

 

From what Country?

Thanks Bob Hogg
[email protected]

 

Hello, AT,

Ragarding selling your control components in the US market. You should know that the market is VERY overcrowded and very, very competitive! It's often the dream of foreign manufacturers to sell in the vast US market, but most fail. I have been involved with at least two. I ask you, can you compete with A-B or Siemens (foreign) or Snieder (foreign) or etc., etc., etc.???

Further, remember that many manufacturing operations have been OFFSHORED! So, maybe it might be better to try selling into India, China, Taiwan, and Indonesia... There's no such thing as a free lunch.

 

> We are a manufacturer of process control Instrumnets (Indicator, controller,
annuciator, isolator, converter, scanner, electrical transducers, rtd, t/c,
etc). I am trying to export our items in the country (USA). However, we do not
have a office here.
These are pretty much commodity items. Unless there is some big price
advantage, it will be hard for you to compete against established venders. Your
products will need to meet US standards. The redesign and testing may well cost
you hundreds of thousands of dollars.
>
> 1) Can anyone recommed me what as to what my approach should be? How should I
try to set up distributors? <

Distributors are often an effective and inexpensive way to set up a business here. You will still need some staff here and a fair amount of stock. people will not wait a month for a $50 item to come here on a boat. Another approach might be to team up with an existing US company and let them sell your stuff under their name.

Keep in mind that you want to limit your distributors to those who will really push your product. If they just sit back and wait for the orders to come in, you are not well served. Better 10 distributors out there hustling, than 100 sitting back waiting for the phone to ring.

> 2) How is the process control market? Is it saturated with no new industry,
expansion? Currently, we cater to cement, power, sugar, textile, paper and
fertilizer industry. we are NOT into Oil & Gas. <

I would not worry about what industry you are currently involved in. sell to whomever is willing to buy from you. You might be surprised.

Bob Peterson

 

You might study those few who have been fairly succesful. Fronting your products through a company like automation direct, who has sold a high volume of "me too" products in the automation market by focusing on value and skipping a lot of links in the supply chain to undercut the heavyweights. I'm impressed by their business model and their ability to choose products. Price is the glaring vulnerability in this crowded market as junk often sells at the same price point as obsessive quality. A strong brand seems to be a necessity.

Regards
cww

 

Dear All,
Thanks for the valuable input. I am trying as per your suggestions.. We'll keep you posted as and when things develop.

 

Dear AT,

I was just made aware of your search. I may be able to assist you and suggest that you view two web sites that I have put together. The RF Associates web site contains a lot of information and checklists that you may find useful as preparation for the US market.

http://www.rf-associates.com
http://www.rusatechnologies.com

I have been involved with the sensor and related automation industries in the US for over 16 years. I have started US operations for European manufacturers and have also been involved with several US and European manufacturers to either create or optimize their distribution systems. I was also Publisher of Sensors Magazine for 2 years and have considerable contacts in the Automation industries both in the US and Europe.

Please contact me if you wish to discuss the types of options available for an offshore manufacturer to make their products available in North America. As pointed out in this discussion forum, there are many pitfalls in this market, but you can be very successful if you are both prepared and have the ability to support sales efforts here.

Best regards,

Rob Frais
[email protected]

 

We have very nice set up here in Chicago (Physical Warehouse) with IBM Mainframe based AS400 System which can be accessible from India. We have call center and sales people in India. they can sell your product also and our system will be accessible directly to U, does not matter where R U in the world.

Let me know if U R still interested.

Anil
[email protected]