FCX Systems of Morgantown, West Virginia, is no stranger to the opportunities or challenges that the Indian market holds. FCX has sold units to four airports across India through a relationship with Indian Airlines that started three years ago. According to Don Gallion, President & CEO of FCX Systems, "The Indian market is huge. It is larger than China in potential size and holds many rewards for those willing to face the challenges."
U.S. suppliers dominate the Indian market for GSE imports. At an estimated USD 250 million, the sector holds a wealth of opportunity for U.S. suppliers like FCX. These opportunities are only expected to increase with the liberalization of the Indian civil aviation market.
Navigational aids, communications equipment, baggage handling and information systems, security equipment and airfield lighting systems offer the best sales prospects for U.S. suppliers, according to the U.S. Commercial Service in New Delhi. Additional sectors that offer opportunity are weather equipment, signs, aerobridges, utilities & power equipment, radar systems, management information systems and flight information systems.
U.S. suppliers hold a strong competitive advantage with quality in the Indian market and should supplement that advantage with aggressive marketing. One way of doing this is to offer competitive financing to your buyers.
According to Joe Ringer, Senior Business Development Officer at the Export-Import Bank, "Ex-Im has created programs to offer enhanced financing support for U.S. exports, particularly those that are related to international transportation security such as explosives detection equipment and vehicles designed for the secure transport of cargo."
Major buyers of GSE in India include the Airport Authority of India (AAI), Indian Airlines, Air India and various ground handling agencies. Procurement by AAI, Indian Airlines and Air India is generally based on an open tender system for which it is beneficial for any U.S. supplier to have a local partner.
FCX's Gallion adds that, "Just like China, the Indian market holds a lot of potholes that can destroy the non-experienced exporter. The U.S. Commercial Service is the right tool to use to make the most of this opportunity and identify the right partners. They will make this work for you as they have my company."
U.S. manufacturers can tap into the Indian market through their local U.S. Commercial Service International Trade Specialist or experience the Indian market first-hand this November when Franklin L. Lavin, the Under Secretary for International Trade, will lead a business development mission to India. The U.S. Commercial Service Aerospace Team, with members in India and across the United States, can provide the information and support you need to break into the Indian market.
Participants in the trade mission will have access to high-level business, industry and government representatives during the India Business Summit in Mumbai, followed by a week of tailored business briefings, networking receptions and one-on-one business appointments with prospective agents, distributors, partners and end-users.
For more information on India, details on the upcoming trade mission or to identify your local International Trade Specialist, visit www.buyusa.gov/eme/ame.html or contact Team Leader Diane Mooney at ; phone: 206-553-5615.
