Indian Manufacturing Scene 

Since I posted about a few different countries where I visit often, I think it's only fair that I talk about the country of my birth. And honestly, I have a lot of conversations about the staggering changes in economics that I have seen in India during my lifetime.

Finally, the hardware sector is getting its time in the sun after being in the shadows of the huge software driven economy of the country. India’s R&D sector is booming, with significant investments in pharma, biotech, IT, renewable energy and most recently in the SEMICONDUCTOR space. But with this growth comes the challenge of balancing cutting-edge technology with the country’s price sensitivity.

Here are some pointers that are true especially in India:

1. Tap into World-Class Talent: India is home to a rich engineering talent pool and world-class institutes like IITs and IIMs. The alumni from these institutions now lead some of the biggest companies worldwide. Partnering with these institutions or hiring local talent can add immense value to your R&D operations.

2. Tailor Your Offering: Indian companies value ROI. Showing how your equipment can reduce time-to-market or enhance productivity is key. Not only the product themselves, but pricing and payment structure needs to be tailored to a very different customer base.

3. Local Partnerships: Collaborating with local distributors can help you navigate regulatory hurdles and provide on-ground support. India is a country of variety in every sense of the word and its very important to be aware of this. What might be a great pitch in Bangalore, might be ahuge faux pas in Mumbai!

4. Support Matters: Offering strong after-sales support and training can be a game-changer. It’s not just about selling—it's about ensuring smooth operation. For a high value technical equipment, both training and support over a long time is expected.

5. Align with Make in India: If you have local manufacturing or assembly capabilities, highlight them. It resonates well with the market’s current initiatives and government policies.

The Indian market has its unique challenges, but with the right approach, it’s full of opportunities. I left India 18 years ago and everytime I go back, there are enormous changes happening.