Industrial valve maker: a US pipeline without hiring a US team
An Ahmedabad-based manufacturer of gate, globe and ball valves certified to API 600 and API 6D, aiming to win US business as distributors looked for alternatives to Chinese supply. The client's name and logo are published only with written permission — until then, this case is kept descriptive rather than named.
- Industry
- Industrial Valves (API 600 / API 6D)
- Target market
- United States
- Duration
- 12 months
$2.1M
Qualified US pipeline built without a US sales hire
Where the export effort was stuck
Tariffs on Chinese valves were pushing US distributors to find new suppliers, but the client had no US sales presence.
A US sales hire at USD 150K+ a year could not be justified before traction was proven.
Quotes were lost on unclear lead times and Incoterms, not on price.
How we ran the engagement
3 stages of the ExportGTM method, each built on the evidence from the last.
Services used
- Export Market Selection
- International Sales Execution
Select
Focused on the Gulf Coast (Texas and Louisiana) and two buyer segments — MRO and industrial distributors, and mid-size EPC contractors.
Design
Set FOB and DDP price logic, a standard quote format with committed lead times, and a stock-holding option through a Houston 3PL.
Execute
Ran outreach, qualified opportunities, managed follow-up and negotiation support, and sent leadership a weekly pipeline report.
What changed
Within 12 months of engagement
Clear pricing, committed lead times and an outsourced sales function gave the client a USD 2.1M qualified US pipeline and four purchase orders worth about USD 520,000 in its first year — without building a US team.
140
accounts engaged
$2.1M
qualified pipeline from 31 opportunities
4
purchase orders worth ~USD 520,000
1
distributor stocking programme in discussion
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