June 2026

Why India’s industrial machinery market is a priority right now India’s manufacturing sector is undergoing structural transformation. The government’s PLI (Production Linked Incentive) scheme has committed over $26 billion in incentives across 14 manufacturing sectors. ‘Make in India’ has catalysed greenfield industrial investment across automotive, electronics, defence, pharmaceuticals, and food processing. All of this manufacturing activity requires machinery — and European manufacturers, particularly German, Italian, Austrian, and Swiss companies, are among the most competitive suppliers globally in precision equipment, automation, and specialised industrial tools. How the Indian industrial machinery buying process works Understanding the Indian buying process is essential before investing in market development. It differs from European norms in several important ways: Decisions are relationship-driven: Indian industrial buyers prefer to buy from people they know and trust. Cold approaches — whether by email or at trade fairs — have low conversion rates compared to warm introductions. Price sensitivity is real but not absolute: Indian buyers will pay a premium for provenance and quality, but only if the value case is clearly made. European manufacturers who present their price without context lose deals to Chinese or domestic competitors. Trials matter: Offering a machine trial, a demonstration unit, or a reference visit to an existing Indian customer dramatically increases conversion rates. After-sales is a buying criterion: Indian industrial buyers are highly sensitive to parts availability, service response times, and technical support. Your service model is part of your value proposition. Building your India sales network: three models Exclusive distributor / agent The fastest route to market. An established Indian distributor with relationships in your target sector can generate leads immediately. The risk: finding a genuinely capable and committed partner, and ensuring they prioritise your brand over their portfolio of other products. RAW’s Sales Agency Platform RAW operates a dedicated sales agency platform for industrial machinery companies. We maintain a team of trained salespeople, manage the full sales cycle, and provide quarterly performance reporting. This model combines the speed of distribution with the control and transparency of a direct operation. Wholly Owned Subsidiary with Direct Sales Team The highest-control model, appropriate once commercial potential has been validated. Typically year 2–3 of an India market development programme. Sectors with highest near-term demand Based on RAW’s current client activity and market intelligence, the highest near-term demand for European industrial machinery in India is concentrated in: food processing and packaging, automotive component manufacturing, pharmaceuticals and medical devices, textiles and apparel, and ceramics and building materials. Contact RAW India Advisory at info@relationsatwork.com to discuss your company’s specific machinery category and the most effective entry route for your target Indian sectors.

The Made in Italy advantage in India Italy and India have a commercial relationship that is older, deeper, and more strategically aligned than most Italian business leaders realise. India is among Italy’s top 15 trading partners globally, and bilateral trade has grown consistently over the past decade. What makes Italian companies particularly well-positioned in India is not just product quality — it is provenance. ‘Made in Italy’ carries premium perception across multiple Indian consumer and industrial segments: a signal of quality, craftsmanship, and design heritage that Indian buyers actively seek and are willing to pay for. High-opportunity sectors for Italian companies Industrial Machinery and Equipment India is in the middle of a manufacturing boom. The PLI scheme, ‘Make in India’ incentives, and the China+1 supply chain shift have created massive demand for industrial machinery, automation equipment, and precision tools. Italian machinery manufacturers — particularly in food processing, packaging, ceramics, and textiles — are regularly sought by Indian industrial buyers. RAW has direct experience in this sector, managing sales and business development for Italian industrial machinery companies across multiple Indian states. Fashion, Luxury, and Lifestyle India’s luxury and premium consumer segment is the fastest-growing in the world. Italian fashion, leather goods, accessories, and home décor brands are in high demand among affluent Indian consumers. The combination of growing high-net-worth households and a cultural association between Italian design and aspiration creates a genuine premium pricing opportunity. Food and Beverage Italian food is India’s most popular European cuisine. Pasta, olive oil, specialty cheeses, wine, and premium packaged Italian products are establishing distribution in modern trade, online, and HoReCa channels. Italy’s geographic indications (DOP, IGP) are increasingly recognised among India’s premium consumer segment. Cosmetics and Personal Care India’s cosmetics market is growing at 18% annually. Italian cosmetics brands — particularly in skincare, haircare, and professional salon products — are finding strong demand across organised retail, eCommerce, and the rapidly expanding beauty service sector. Ceramics and Building Materials India’s construction boom has created massive demand for premium ceramics and building materials. Italian ceramic brands, already known globally for design leadership, have significant opportunities in India’s premium residential and commercial construction segments. Why an Italian-led advisor matters RAW India Advisory is led by Italian managers who understand Italian business culture from the inside — the emphasis on personal relationships, the importance of design and quality, the family business decision-making model — and who have spent 15+ years building the India expertise to translate that culture into commercial success. This is not a generic market entry service. It is a specifically calibrated bridge between Italian companies and the Indian market. Contact us at info@relationsatwork.com.

India’s eCommerce market: the size of the opportunity India’s eCommerce sector is growing at 27% annually and is expected to reach $350 billion by 2030. Amazon India, Flipkart, Nykaa, Myntra, and a growing number of sector-specific marketplaces have created distribution infrastructure that European brands can access without building their own. For European companies evaluating India, eCommerce offers something uniquely valuable: commercial validation before significant investment. You can test whether Indian consumers want your product, at what price point, and in which categories — before committing to a local subsidiary, a warehouse, or a permanent team. The regulatory framework for foreign brands selling online in India Foreign brands cannot sell directly on Indian marketplaces without a local entity. India’s Foreign Direct Investment (FDI) policy prohibits foreign companies from engaging in B2C retail — including online — without a licensed local entity. There are two compliant structures for foreign brands to sell on Indian marketplaces: Through an Indian subsidiary: The Pvt Ltd company imports the goods, maintains inventory, and sells on the marketplace. Full control, full compliance, higher setup cost. Through a licensed Indian trading partner: The trading partner imports, warehouses, and sells the goods on the foreign brand’s behalf. Faster market entry, lower capital requirement, less control. RAW India Trading: the fastest compliant route RAW India Trading is the trading arm of the RAW Group, designed specifically for this purpose. Foreign brands appoint RAW India Trading as their exclusive online distributor, and RAW handles importation, customs clearance, warehousing, marketplace listing, customer service, and returns management. RAW India Trading has operated pan-India with five warehouses and one bonded warehouse, with established accounts on all major Indian marketplaces. For European brands looking to test India with minimal investment, this model eliminates 6–12 months of setup time and allows commercial operations to begin in 8–12 weeks from agreement. What European brands need to prepare Before onboarding with RAW India Trading, brands need to ensure their products comply with Indian labelling regulations (country of origin, importer name, MRP labelling in English), applicable BIS or FSSAI certifications for regulated product categories, and correct HS code classification for import duty calculation. RAW’s compliance team supports brands through all of these requirements as part of the onboarding process. To explore whether the RAW India Trading model is right for your brand, contact info@relationsatwork.com.

India has rapidly emerged as one of the most attractive markets globally for the food processing industry. Driven by strong domestic consumption, export growth, and increasing industrialization, the country is undergoing a major transformation in how food is processed, packaged, and distributed. For European Food Processing Machinery manufacturers, this represents a significant commercial opportunity. However, while the market potential is undeniable, executing successfully in India is far from straightforward — especially without a local presence and structured commercial approach. At RelationsAtWork, we have developed a proven commercial agent model that enables European companies to build, manage, and scale their sales in India efficiently and with limited risk. Why India is a strategic market for Food Processing Machinery Several structural trends are driving demand for modern food processing machinery in India: 📈 Strong industry growth India’s food processing sector is expected to grow steadily in the coming years, supported by both domestic consumption and export-oriented production. 🏭 Industrial modernization Food manufacturers are upgrading their facilities to improve efficiency, automation, and quality standards. 📦 Rise of packaged food The growth of organized retail and changing consumer habits are increasing demand for processed and packaged products. 🌍 Export opportunities India is strengthening its position as a global supplier of processed food, requiring better infrastructure and compliance with international standards. 👉 All these factors are pushing Indian companies to invest in high-quality, reliable machinery — a space where European manufacturers have a strong competitive advantage. The challenge: turning market potential into actual sales Despite strong demand, many European companies struggle to convert opportunities into concrete business. Typical challenges include: Limited access to decision-makers in food processing companies Difficulty building trust without a local presence Long and fragmented sales cycles Lack of continuous follow-up with prospects Challenges in identifying the right distributors or partners In many cases, companies attempt to manage India remotely — which significantly reduces their chances of success. 👉 In India, sales is a field-driven, relationship-based process that requires consistent local engagement. Our solution: a dedicated commercial agent in India To address these challenges, RelationsAtWork acts as your local commercial team, fully dedicated to your brand. Instead of building your own subsidiary from day one, you can rely on our commercial agent model to establish a strong presence quickly and efficiently. 👉 We effectively become your sales office in India, managing your business development on the ground. What we do: full sales cycle execution Our service goes far beyond lead generation. We manage the entire sales cycle, ensuring continuity and performance at every stage. 🔹 Field sales & business development Active prospecting across India (North, South, East, West) Identification of target customers across food industry segments Client meetings and product presentations Demonstrations and sample coordination Participation in trade shows and industry events Identification and onboarding of distributors or channel partners 🔹 Negotiation & deal closure Commercial discussions with clients Alignment with your HQ on pricing and terms Handling objections and closing deals Order confirmation under your company’s terms 🔹 Key account management Ongoing relationship management with strategic clients Follow-up on opportunities and repeat business Development of long-term partnerships 🔹 HQ alignment & reporting Monthly pipeline and performance reporting Market intelligence (competitors, pricing trends, regulations) Feedback from the field to refine your strategy Coordination on commercial decisions 👉 You maintain full control and visibility, while we handle execution locally. A proven model with real results Our approach is not theoretical — it is built on years of hands-on experience in the Indian food industry. We have successfully supported European companies in: Building a strong customer base across India Engaging with leading food processing players Generating sustained sales growth over time This model has enabled companies to: Multiply their client base Accelerate revenue growth Expand into new regions and segments A strong network in the Indian food ecosystem Over the years, we have built a solid network across key segments of the food industry: Snack and packaged food manufacturers Seafood processors and exporters Dairy and beverage companies Cold chain and storage operators Industrial and diversified food-related players 👉 These relationships are the result of continuous field presence and active engagement, not just database access. How our commercial agent model works Our process is structured and transparent: 1️⃣ Onboarding Product training, positioning, and alignment with your HQ 2️⃣ Market mapping & prospecting Identification of qualified leads and opportunities 3️⃣ Client engagement Meetings, demos, and relationship building 4️⃣ Closing Negotiation and order confirmation 5️⃣ Reporting & optimization Performance tracking and strategy adjustment A flexible, performance-driven model One of the key advantages of our approach is its low-risk structure. A dedicated full-time sales manager Based in India, working exclusively for your brand A cost structure aligned with performance 👉 The fixed retainer is offset against commissions, meaning your investment is directly linked to results. This allows you to: Enter the market without heavy upfront costs Test and validate your commercial potential Scale progressively based on performance Why partner with RelationsAtWork? Companies choose us because we combine: ✔ Proven experience in the Food Processing Machinery sector ✔ Dedicated resources (no shared sales teams) ✔ Pan-India coverage ✔ Strong understanding of European business practices ✔ A structured and transparent approach We act as a true extension of your team, bridging the gap between Europe and India. Ready to grow your sales in India? India represents a major opportunity for Food Processing Machinery companies — but success depends on local execution, consistency, and relationships. At RelationsAtWork, we help you: Build your sales pipeline Access the right clients Close deals efficiently Develop long-term growth in India 📩 Contact us today to explore how our commercial agent model can support your expansion in India.

The question European boards are asking in 2025 For two decades, China was the default answer for European companies looking to manufacture or source in Asia. Low costs, massive scale, and a rapidly improving infrastructure made the decision almost automatic. That calculus has shifted. Geopolitical risk, rising Chinese labour costs, post-COVID supply chain fragility, and the strategic desire to reduce single-country dependency have opened a serious conversation about India as an alternative — or complement — to China. Where India genuinely competes with China Labour costs: India’s manufacturing labour costs are 30–40% lower than China’s coastal provinces and still falling relative to Chinese wage inflation. English language capability: India produces more English-speaking engineers and managers than any country in the world, reducing the communication friction that plagues China operations. Demographic dividend: India’s median age is 28 versus China’s 38. India’s working-age population will grow for the next 30 years while China’s shrinks. Government incentives: The Production Linked Incentive (PLI) scheme offers direct cash incentives for manufacturing in 14 sectors including electronics, pharmaceuticals, automotive, textiles, and food processing. Geopolitical alignment: India’s non-aligned position and growing strategic partnership with Europe reduces the political risk premium that now attaches to China operations. Where China still leads — and India is closing the gap Honesty matters here. China still outperforms India in several dimensions that matter to European manufacturers: infrastructure quality (ports, roads, logistics), ecosystem depth (supplier clusters for specific components), speed of execution, and scale of manufacturing capacity. India is closing these gaps faster than most European executives realise. The National Infrastructure Pipeline has committed $1.4 trillion to infrastructure development through 2025. Major industrial corridors are operational or under construction. And for many categories of goods, India’s supplier ecosystem is now genuinely competitive. The China+1 strategy in practice Most sophisticated European companies are not replacing China with India — they are adding India as a second node in their Asia strategy. This ‘China+1’ approach reduces single-country risk, provides a hedge against further US-China trade escalation, and opens access to India’s domestic market at the same time. The companies getting this right are those who enter India with a clear thesis: which product lines, which supplier relationships, which customer segments justify an India presence, and what is the realistic 3-year investment required to make it work. RAW India Advisory helps European companies build and execute their India component of a China+1 strategy. Contact us at info@relationsatwork.com to discuss your specific sector and objectives.