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Selling to the US: How Indian Manufacturers Win, Keep, and Grow American OEM Customers
Paperback
Publisher Price: $24.99
Publisher: John White International Publishing
Published: Jul 16 2026
Pages: 284
Weight: 1.13
Height: 0.77 Width: 6.00 Depth: 9.00
Language: English
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.
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