Those who do not know the lay of the land cannot manoeuvre their forces. Those who do not use local guides cannot take advantage of the ground.
Sun Tzu, The Art Of War
Doing Business in India International Enterprise Singapore iAdvisory Workshop
17 May 2016
© Orissa Interna,onal 2
ABOUT ORISSA INTERNATIONAL
OUR BUSINESS IS HELPING COMPANIES ENTER NEW MARKETS
• Established in 1997
• Over 15 export promo,on agencies from around the world refer their companies to us for trade advisory services
• Headquartered in Singapore, with in-‐country trade consultants in Singapore, Malaysia, Indonesia, Vietnam, Thailand and the Philippines
• A strong track record in guiding companies with their ini,al entry into a new market
• Prac,cal recommenda,ons grounded in actual opera,ng experience
• Enter new markets much faster than if you aMempt it on your own
© Orissa Interna,onal 3
ABOUT ORISSA INTERNATIONAL
OUR KEY SERVICES
Iden9fy poten9al agents, distributors, partners or customers in new markets
Arranging pre-‐screened business matching mee9ngs
& in-‐market visits
On-‐going marke9ng support to help clients grow their
exis9ng market
Gathering export market research specific to your
business and target markets
Establishing a direct presence in the market & related market entry services
© Orissa Interna,onal 4
OUR UNIQUE SELLING PROPOSITION
INCREASE THE EFFICIENCY OF YOUR BUSINESS EXPANSION
Business solu9ons that are customized to your specific needs
In-‐country trade specialists to work hand-‐in-‐hand with you at every stage
Direct presence in key markets across Southeast Asia
Come to market only aWer we iden9fy and qualify
prospec9ve partners or customers
Con9nued follow-‐up with your prospects
even aWer you leave the country
© Orissa Interna,onal 5
OUR UNIQUE SELLING PROPOSITION
MULTI COUNTRY – MULTI SECTOR
ICT Energy
FMCG
Medical
Environment
Manufacturing
Infrastructure
Aerospace
• Our dis,nc,ve proposi,on stems from our experience working with a diverse set of clients in a variety of industry ver,cals.
• This has allowed us to acquire
knowledge on various sectors and geographies over the past 18 years, while becoming familiarized with their unique characteris,cs
© Orissa Interna,onal 6
OUR CLIENTS
TRADE PROMOTION AGENCIES
OUR CREDENTIALS U.S. Europe
We have been iden,fied by a US state government export as one of their best export consultants globally based on feedback they received from companies they referred to us
We have received the highest level accredita,on by Swiss Global Enterprise for the quality of our work helping Swiss exporters seeking to enter the Southeast Asian markets
© Orissa Interna,onal
INDIA – AN OVERVIEW
SINGAPORE-‐INDIA TRADE OVERVIEW
KEY REGIONS, KEY CITIES, KEY SECTORS
E-‐COMMERCE IN INDIA
TRYING TO MAKE SENSE OF THE MARKET
WHY INDIA AND WHY NOW?
MARKET ENTRY
© Orissa Interna,onal 8
• Economy growing at 7% and is expected to grow over 8% shortly
• Infla,on is manageable (around 5%) and fiscal deficit under control
• Domes,c demand is seeing an up,ck a]er a 2-‐year lull
• Infrastructure spend is growing by 20% over previous year
• There is a strong intent and push by the government to ra,onalize tax structure
• Key growth sectors are aMrac,ng interna,onal interest
OVERVIEW OF INDIA
SOME MACRO HIGHLIGHTS
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OVERVIEW OF INDIA
SOME MACRO HIGHLIGHTS
Source: IMF WEO database (October 2014) for 2014 es;mates, PwC projec;ons for 2030 and 2050
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OVERVIEW OF INDIA
INDIA’S MIDDLE CLASS
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KEY REGIONS, KEY CITIES, KEY SECTORS
ONE COUNTRY, 29 STATES, 18 LANGUAGES, MANY DIALECTS
• There is no ‘single’ Indian market, but many different markets.
• Market segmenta,on by: o State o City o Race o Geography o Income Bracket o Industry
© Orissa Interna,onal 12
Maharashtra is India’s leading industrial state contribu,ng 15% of na,onal industrial output and over 40% of India’s revenue
Key industries – petrochemicals; oil and gas; automo,ve; pharmaceu,cals; biotechnology; financial services; commercial services; electronics; media and entertainment; IT and ITeS and tex,le industries.
Major ci9es
• Mumbai: the capital of Maharashtra and the financial capital of India, housing the headquarters of major banks, financial ins,tu,ons, insurance companies and leading corporate houses
• Pune: the 2nd biggest city – the leading automo,ve, engineering, educa,on and IT hubs
KEY REGIONS, KEY CITIES, KEY SECTORS
MAHARASHTRA OVERVIEW
Maharashtra
Area: 307,731 km2
Popula9on: 112.37 million
State GDP: US$ 265 billion
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Distribution of Population by Age-‐group (Per Cent) (2011)
Urban Age Group Rural
Below 1010–1920–3940–5960–79
80 and above
18.9
19.4
31.5
19.7
9.4
1
16.60
17.10
37.30
21.00
7.20
0.60
KEY REGIONS, KEY CITIES, KEY SECTORS
MAHARASHTRA ADDRESSABLE MARKET
Sources: Census of India, 2001; 2011 | ibef.org Industrial Development & Economic Growth | Top FDI Des;na;ons – EY’s AVrac;veness Survey
14.8% Mumbai’s % share
in number of projects 2007-‐12
FDI
© Orissa Interna,onal 14
KEY REGIONS, KEY CITIES, KEY SECTORS
MAHARASHTRA OPPORTUNITIES
Major Industry Opportuni9es Complement exis9ng industries • Ex. Components manufacturing to serve the automo,ve
industries and Industrial sector. • IT (hardware & so]ware) and office products • Solu,ons services to manufacturing (e.g. IT solu,on services,
Health care) Growing consumer base with the rise of middle income popula9on • Middle income sectors are growing that will surely drive the
demand for F&B, FMCG, and consumer retail products Service Sector • An excellent place for R&D, engineering, financial, and IT
services due to the presence of skilled labor force • A financial and commercial hub with enough supply of skilled
workforce. • Ex. Outsourcing, shared services, IT Services, and Consul,ng. Other poten9al opportuni9es • Educa,on, training and skill development • Research: collabora,on and commercializa,on • Infrastructure; Township developments, ports and water
front development • Water, waste water and waste management
Leader in Industrial Sector in
the country
Gateway for imports into Western India
Accounts for over 30% of India’s so]ware exports
Maharashtra Financial
and Commercial Hub of India
Home to R&D
ins,tutes and
centres of excellence
Among the top 2
des,na,ons for FDI in India
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Delhi is one of the largest ci,es of India and shares borders with its neighboring states of UMar Pradesh and Haryana. Delhi has been the center of economic, poli,cal, and cultural ac,vi,es in the county. Due to its loca,on, connec,vity, and cultural heritage the city has been the primary tourist spot and posses an aMrac,ve market.
Key industries – Banking, Financial Services, & Insurance (BFSI), Agricultural & processed food, Construc,on and Real Estate, IT & ITeS, and Tourism
Major ci9es
• New Delhi: the capital of India and the seat of the execu,ve, legisla,ve and judiciary branches of the Government of India, and also one of India’s largest commercial and financial centres.
• Gurgaon: one of Delhi's major satellite ci,es and part of the NCR. It is also the IT hub & centre of various BPO companies, and home to the local offices of 250 Fortune 500 companies
KEY REGIONS, KEY CITIES, KEY SECTORS
DELHI OVERVIEW
Delhi
Area: 1,483 km2
Popula9on: 16.7 million
GDP: US$ 75 billion
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Distribution of Population by Age-‐group (Per Cent) (2011)
Urban Age Group Rural
Below 1010–1920–3940–5960–79
80 and above
20.7
20.7
37.3
15.7
4.9
0.5
17.90
19.10
38.30
18.70
5.50
0.50
KEY REGIONS, KEY CITIES, KEY SECTORS
DELHI ADDRESSABLE MARKET
Sources: Census of India, 2001; 2011 | ibef.org Industrial Development & Economic Growth | Top FDI Des;na;ons – EY’s AVrac;veness Survey
16.1% New Delhi/NCR’s % share
in number of projects 2007-‐12 FDI
© Orissa Interna,onal 17
KEY REGIONS, KEY CITIES, KEY SECTORS
DELHI OPPORTUNITIES
Major Industry Opportuni9es Electronics • Semiconductors and Electronic component Supplier for emerging
consumer electronics segment • IT (hardware & so]ware) and office products Huge Consumer base • E-‐commerce (i.e., online store, app development) • Food & Beverage, FMCG, and other consumer retail products Service Sector • Around 30% of the workforce sector is qualified for engineering,
medicine, law, and consultancy professions. • Highly qualified workforce and a major hub for IT enabled services
and E-‐commerce • Ex. Outsourcing, Shared Services, IT Services, and Consul,ng Hospitality and Tourism • Hotels, Restaurants, Travel agencies, leisure ac,vi,es, recrea,onal,
historical and cultural places to serve business and leisure tourist Other poten9al opportuni9es • Real Estate, Property, and Construc,on • Research partnerships with industry and educa,onal ins,tu,ons • Agriculture commodi,es, hor,culture, dairy and agribusiness (e.g.
milk market is huge in NCR) • Water management and treatment • Educa,on, training and skill development
A tourist
des,na,on and also the tourist gateway to North India
Fast growing economy and a huge consumer market
Home to major Indian
and Interna,onal Companies
Delhi Poli,cal Center of India
Largest property & property
development market
Major hub for IT
enabled services and e-‐commerce
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Tamil Nadu is the 3rd largest state contribu9ng to India’s GDP and is a manufacturing powerhouse of India
Key industries – manufacturing; heavy commercial vehicles; automo,ve and auto components; electronics; tex,les; healthcare; IT & ITeS; leather; chemicals; petrochemicals; cement; paper; steel; agro; pharmaceu,cals; tourism.
Major ci9es
• Chennai: the capital of Tamil Nadu, with major automo,ve manufacturing and has been dubbed as the “Detroit of India”.
• Coimbatore: the hub for tex,le, engineering, foundry and motor sports
KEY REGIONS, KEY CITIES, KEY SECTORS
TAMIL NADU OVERVIEW
Tamil Nadu
Area: 103,791 km2
Popula9on: 72.14 million
State GDP: US$ 161.20 billion
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Distribution of Population by Age-‐group (Per Cent) (2011)
Urban Age Group Rural
Below 1010–1920–3940–5960–79
80 and above
15.7
16.4
33.9
23
10
1
14.80
15.20
36.10
23.90
9.20
0.90
KEY REGIONS, KEY CITIES, KEY SECTORS
TAMIL NADU ADDRESSABLE MARKET
Sources: Census of India, 2001; 2011 | ibef.org Industrial Development & Economic Growth | Top FDI Des;na;ons – EY’s AVrac;veness Survey
10.1% Chennai’s % share
in number of projects 2007-‐12 FDI
© Orissa Interna,onal 20
TAMIL NADU OPPORTUNITIES
Major Industry Opportuni9es Complement exis9ng industries • Components supply to manufacturing sector • IT (hardware & so]ware) and office products • Solu,ons services to manufacturing (e.g. IT solu,on
services, Health care) Growing consumer base with the increase of working class and tourists • Food & Beverage, FMCG, and other consumer retail
products Product Distribu9on/Trading • Tex,le exporta,on and distribu,on Logis9cs and Transporta9on • Logis,cs and Transporta,on Services to serve/transport/
distribute products from manufacturing, electronic, and agricultural sector.
Other poten9al opportuni9es • Water and waste water management • Educa,on, training and skills development, research
partnerships
Largest number of registered factories in
India
Excellent transporta,on Infrastructure
Produces 18% of India’s
electronic output
Tamil Nadu
home to 50% of India’s machine tools
industry
Produces 19% of India’s tex,le output
One of the leading states in domes,c and foreign tourist arrivals
KEY REGIONS, KEY CITIES, KEY SECTORS
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Gujarat is the 5th largest economy in India and accounts for 26% of India’s foreign direct investment. The state is one of the leading industrialized states and considered as the petroleum capital of India because of its large refining capacity. Key industries – engineering and automo,ve manufacturing; food and agribusiness; tex,les; gems and jewellery; minerals and mining; port and shipbuilding; chemicals; petrochemicals; oil and gas; IT; Power; pharmaceu,cals. Major ci9es
• Ahmedabad: the largest city and the commercial hub of the state. Ahmedabad has a diversified industry base spanning educa,on, IT and research industries.
• Surat: Gujarat’s 2nd largest city, Surat’s industry strengths are in tex,les, chemicals and diamond polishing.
GUJARAT OVERVIEW
Gujarat
Area: 196,791 km2
Popula9on: 60.03 million
State GDP: US$ 142.38 billion
KEY REGIONS, KEY CITIES, KEY SECTORS
© Orissa Interna,onal 22
Distribution of Population by Age-‐group (Per Cent) (2011)
Urban Age Group Rural
Below 1010–1920–3940–5960–79
80 and above
18.8
20.3
32.7
19.6
8
0.7
16.80
17.50
36.90
21.00
7.10
0.70
GUJARAT ADDRESSABLE MARKET KEY REGIONS, KEY CITIES, KEY SECTORS
Sources: Census of India, 2001; 2011 | ibef.org Industrial Development & Economic Growth | Top FDI Des;na;ons – EY’s AVrac;veness Survey
$12.12B AMracted cumula,ve FDI
2000-‐2015, 2nd next to Maharashtra
FDI
© Orissa Interna,onal 23
GUJARAT OPPORTUNITIES
Major Industry Opportuni9es Agro and Food Processing • Agri commodi,es, Agri business technology and
services, dairy technology, hor,culture, etc. • Food Processing Technology Product Distribu9on/Trading • Diamond exporta,on and distribu,on • Agro and Dairy products exporta,on and distribu,on Logis9cs and Transporta9on • Logis,cs and Transporta,on services to serve/transport/
distribute products from the agriculture, food processing, and mineral sectors.
Other poten9al opportuni9es • Key entry point for LNG imports • Manufacturing, as the state has affordable economic
zones, good infrastructure, and stable power supply • Educa,on, training and skill development • Waste water treatment and water technologies • Renewable energy, bioenergy (waste to energy, landfill
gas, etc.)
the largest producer of milk and
dairy products in
India
The gateway to the land-‐locked North
India
Business-‐Friendly State in India
Gujarat
World’s largest
producer of processed diamonds
The 'Petroleum Capital' of
India
A mineral rich state
KEY REGIONS, KEY CITIES, KEY SECTORS
© Orissa Interna,onal 24
Karnataka is the 6th largest economy in India and is the IT powerhouse of India. The state boast a vibrant atmosphere in automobile, agro, aerospace, tex,le, and garment, biotech, and heavy engineering indus,ries.
Key industries – IT & ITeS, biotechnology, aerospace, engineering, telecommunica,ons, space r e sea r ch , r enewab l e ene rgy , hea l t h & pharmaceu,cal, and so]ware development
Major ci9es
• Bangalore: the IT capital of India, Bangalore is home to the 4th largest technology cluster and the largest bio-‐cluster in the world
KARNATAKA OVERVIEW
Karnataka
Area: 191,791 km2
Popula9on: 62 million
State GDP: US$ 115.86 billion
KEY REGIONS, KEY CITIES, KEY SECTORS
© Orissa Interna,onal 25
Distribution of Population by Age-‐group (Per Cent) (2011)
Urban Age Group Rural
Below 1010–1920–3940–5960–79
80 and above
17
19.1
34.3
20.8
8.1
0.7
16.30
17.40
37.50
21.40
6.90
0.60
KARNATAKA ADDRESSABLE MARKET KEY REGIONS, KEY CITIES, KEY SECTORS
Sources: Census of India, 2001; 2011 | ibef.org Industrial Development & Economic Growth | Top FDI Des;na;ons – EY’s AVrac;veness Survey
15.0% Bangalore's % share
in number of projects 2007-‐12
FDI
© Orissa Interna,onal 26
KARNATAKA OPPORTUNITIES
Major Industry Opportuni9es Product Distribu9on/Trading • IT and electronic exporta,on and distribu,on Growing consumer base driven by increasing middle income popula9on • Food & Beverage, FMCG, and other consumer retail
products Services Sector • An excellent place for IT, Electronic, Engineer, Medicine
and Allied Health services, due to the availability of talent pool plus strong IT, knowledge, and telecommunica,on infrastructure.
Other poten9al opportuni9es • Clean/Renewable energy – solar, mini-‐hydel, wind, river
rejuvena,on, waste management, waste-‐to-‐energy, etc • Educa,on, training and skills development • Infrastructure – green buildings, roads, airports • Aerospace and defense – surveillance systems, MRO,
airport infrastructure and security
Largest number of doctors, engineers, medical
technicians
Strong knowledge
Infrastructure
IT Hub of India Karnataka
Availability of talent pool
Good Telecomm-‐unica,on Services
Home to aerospace & defense R&D ins,tutes
KEY REGIONS, KEY CITIES, KEY SECTORS
© Orissa Interna,onal 27
• A government program of India which aims to put emphasis on e-‐governance and transform India into a digitally empowered society and knowledge Economy
• Launched in 2015, by Prime Minister Narendra Modi
Vision Areas of Digital Ini9a9ve: • Digital Infrastructure as a Core U,lity to
Every Ci,zen • Governance and Services on Demand • Digital Empowerment of Ci,zens
DIGITAL INDIA
DIGITAL INDIA PROGRAMME
© Orissa Interna,onal 28
Programme Pillars 1. Broadband Highways 2. Universal Access to Mobile Connec,vity 3. Public Internet Access Programme 4. e-‐Governance – Reforming
Government through Technology 5. eKran, -‐ Electronic delivery of services 6. Informa,on for All 7. Electronics Manufacturing 8. IT for Jobs 9. Early Harvest Programmes
DIGITAL INDIA
DIGITAL INDIA PROGRAMME
© Orissa Interna,onal 29
DIGITAL INDIA
E-‐COMMERCE TRENDS IN INDIA IN 2016
• India has: • More Internet users than the U.S. • 980 million mobile subscribers • Majority below 25 years, many being
English-‐speaking • E-‐commerce market in India is growing at an
average of 37% per year, over 2013-‐15 • Key players include Flipkart Ltd and Snapdeal
Quick look at www.storeking.in -‐ transforming rural markets www.urbanclap.com -‐ transforming services in India
© Orissa Interna,onal 32
• Mr Modi’s Smart Ci,es program aims to rejuvenate Indian ci,es with augmented urban services like potable drinking water in taps, traffic management, water and waste management, and health facili,es.
• The smart ci,es’ purpose is to provide a sustainable landscape, drive economic growth, and improve the quality of life of residents by leveraging on technologies.
• ICT will be the primary infrastructure of a smart city and fundamental in providing essen,al services to people.
• In January 2016, India iden,fied the list of 20 smart ci,es for the “Smart Ci,es Mission” who are going to receive funds as they begin working to turn their city into a smart city.
• Singapore is one of the key partners in this ini,a,ve. Singapore's SMES can contribute their experiences, for example, in so] applica,ons that they have tried and tested in Singapore, or even in area of training.
DIGITAL INDIA
SMART CITIES
© Orissa Interna,onal 33
DIGITAL INDIA
LIST OF FIRST 20 CITIES UNDER ‘SMART CITIES MISSION’
Source: TheHindu.com, “Govt. announces list of first 20 smart ci;es under ‘Smart Ci;es Mission’”
© Orissa Interna,onal 34
Significant opportuni,es for Singapore companies in India:
• Consumer Sector: India is one of the largest consumer markets in the world, presen,ng opportuni,es for consumer-‐focused companies. Eg. Singapore food companies can take advantage of the demand for higher food quality.
• Digital India: As India digitalises, there are loads of opportuni,es in the tech and e-‐commerce space, especially as the government is inves,ng heavily in Internet access
• Smart Ci9es: Singapore is already working with the government of Andhra Pradesh to develop its new capital city Amarava,. The Indian government is looking to develop 100 smart ci,es, and has also set its sights on Singapore as a partner.
• Skill Development: Singapore also established the World Class Skill Development Centre in New Delhi. Considering India’s huge requirement for skill development, the centre could act as a model for seung up of similar centres in the rest of India especially the North-‐East.
• Manufacturing: Within the manufacturing space, these are 3 main areas Singapore companies can find opportuni,es – automo,ve components, electrical machinery/ electronic systems, and food processing.
WHY INDIA AND WHY NOW
A LAND OF OPPORTUNITY FOR SINGAPORE
© Orissa Interna,onal 35
MARKET ENTRY
• Start with trade through distributors – this is the fastest route into the market
• Find the right distributor that has experience selling your type of product, an established customer base and a good reputa>on
Start
• Define the scope of your business and create a business plan
• Selec>vely expand trade • Set up legal en>ty
Establish • Decide on manufacturing • Decide on JV or 100% • Get advice on markets, legal issues, taxa>on
• Ensure that you have compelling and binding agreements
Consolidate
HAVE A CLEAR STRATEGY AND A LONG TERM VIEW
• Start with direct export from Singapore
• Selling online & Working with partners/agents/distributors
• Work towards establishing a direct presence in the market
© Orissa Interna,onal 36
MARKET ENTRY
• No expecta>on visit – establish strategy
• Assistance from the right trade advisory partners
• Rules of engagement with trading partner
• Review regularly & stay connected to market
• Establish need for asset crea>on -‐ manufacturing
• Choose the right loca>on and partner, if needed
• Legally secure the business – seek legal and taxa>on advice
• Finalisa>on of long-‐term plans
SETTING UP A BUSINESS -‐ START CAUTIOUSLY CONSOLIDATE SLOWLY
Trust… but verify • Due diligence is key, so is pa,ence and perseverance
• Engage qualified consultants, tax advisors, legal counsel, accountants
• Draw from the experiences of other companies
• Ensure that your partner is trustworthy
Secure your business • Contracts require protec,ve clauses
• Secure a ‘forward waiver’ – Indian JV partners to provide an ‘NOC’
• Tax exposures – Indemni,es need to be dealt with differently
• Restric,ve covenants – Pre-‐approvals should be condi,on precedents
• Clear exit mechanisms / earn-‐out mechanisms
• Veto rights & Rights to appoint CFO and audit firm
© Orissa Interna,onal 37
MARKET ENTRY
OPERATING IN INDIA AS AN INDIAN COMPANY
A foreign company can commence opera,ons in India by incorpora,ng a company under the Companies Act, 1956 through a JV or a wholly owned subsidiary A Joint Venture • Forge a strategic alliance with an Indian partner • Established distribu,on/ marke,ng set up of the Indian partner • Available financial resource of the Indian partners • Established contacts of the Indian partners which help smoothen the process of seung up
of opera,ons
A Wholly Owned Subsidiary • Foreign companies can also set up wholly owned subsidiary in sectors where 100% foreign
direct investment is permiMed under the FDI policy
© Orissa Interna,onal 38
MARKET ENTRY
OPERATING IN INDIA AS A FOREIGN COMPANY
A foreign company can set up their opera,ons in India through a Liaison/Rep Office or a Branch Office
A Liaison/Representa9ve Office • Not permiMed to carry on any income
earning ac,vity in India • Expenses of liaison offices are to be met
en,rely through inward remiMances of foreign exchange from the headquarters outside India
• Not liable to income tax • PermiMed ac,vi,es:
• Represen,ng parent company in India
• Ac,ng as a communica,on channel between the parent company and Indian companies
• Promo,ng export/import from/to India
• Promo,ng technical/financial collabora,ons between the parent company and companies in India
A Branch Office • Can earn income in India • Liable to all taxes in India • Income tax at 40% plus surcharges (effec,vely
42.23%) • Transfer pricing provisions applicable • PermiMed ac,vi,es:
• Represent their parent company in India • Undertake export/import of goods • Rendering professional/consultancy
services, research work • Promote technical/financial
collabora,ons between Indian companies and parent
• Represent the parent company as a buying/selling agent in India
• Render IT/so]ware development services in India, or render technical support to the products supplied by parent companies.
© Orissa Interna,onal 39
MARKET ENTRY
HOW TO GET IT RIGHT IN INDIA
• Do your homework before visi,ng the country – Market research, understand the business • Send your most experienced manager • Have an open approach – Agency agreement, technology transfer, joint venture, strategic
alliance, etc. • Regula,ons and Taxes – Complex get local advice • Indian business people are sharp and crea,ve – Well aware of what’s going on in the world in
their par;cular sector • Be commiMed – No low hanging fruit • Regional approach – India is a large country • People is everything – it’s all about rela;onships
THOSE WHO GOT IT RIGHT
• Developed an India Strategy – Market research • Appointed strong local partners – In different regions • Appointed a local manager – In India • Supported their partners – Sales literature, samples and at exhibi;ons • Developed a strong offering – Clearly ar;culated USPs • Market visits – Frequently and close follow up • Visited new poten,al and exis,ng clients on every trip to India
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