Press and articles

Search for United States distributors in the mechanics industry: industrial machinery, machinery, industrial installations, motors, pumps, and industrial goods in America

The United States now represents an opportunity to export and sell industrial machines, machinery, industrial installations, motors, pumps and industrial goods The United States is in full economic recovery and is rebuilding and expanding the productive base after years of crisis. It's the perfect time to export machinery and industrial goods and specialized machinery to America

Mechanics imports/sales from Italy are growing in the United States, specialized machinery: from industrial machines for the printing and publishing industries, textile processing machinery, industrial machinery, machinery for metalworking, extrusion, metal and plastic molding machines, plant engineering and industrial goods in general.

Considerations on the development of exports of machinery, industrial machinery, pumps, motors and industrial goods in the United States

The main items of export from Italy to the United States consist of machinery and industrial goods, motors, pumps, iron and steel products.
Contrary to what one thinks, these items make up the backbone of Italian exports to the United States rather than fashion, shoes, food, furniture or items of design, although important and prestigious.

Exports of machinery, industrial machinery, pumps, motors and industrial goods from Italy to the United States still have a lot of room for growth.

Italy-America's relative export share is low; only 1.8% of the total. If Korean sales of machinery, industrial machines, pumps, motors and industrial goods to the United States, can reach 12 billion dollars, Italy also can sell the same amount.
A more focused analysis to sell industrial machines specializing in the United States If we restrict the sales analysis to the types of industrial machinery listed below, the results are encouraging.

January-September 2014 - Export/Sales in the United States of:
  • industrial machines for printing and publishing
  • textile processing machinery
  • metalworking machinery
  • food processing machinery
  • machine tools
  • extrusion machines
  • machines for metal stamping and plastic injection molding
  • machines for processing hard materials
  • packaging machinery
  • Special purpose machinery
  • metal bending machinery

In this time, Italy was able to sell such specialized machinery for 1.964 billion dollars. The sale gives to Italy a share of 6.54% from the total export of this industrial machinery in the United States. Over the same period in 2013, Italy was able to sell 4.12% more, finishing in sixth place.

Japan, always in first place, saw sales reduced by 4.15%; Germany has remained stable in second place with an increase in its share of 0.89%; Mexico fifth [+18%]; China third [+16%]

ExportUSA services to export and sell industrial machines, machinery, industrial installations, motors, pumps and industrial goods in the United States

The US now has major sales opportunities for producers of industrial machinery. Over the years, ExportUSA has refined an entry strategy to help businesses to import and sell in the US based on direct contact with interested parties. Here are the steps we follow in our entry strategy:

  • Briefing with the Italian manufacturer 
  • This is a crucial time to fully understand the product, its applications, and the strengths of both the product and the company. The goal is to understand who potential customers are and the best methods to find them and contact them. 
  • Market research 

Sometimes it is necessary to understand the American market for a certain type of machinery or industrial product, who the competitors are, and how to structure distribution.
Market research conducted in the field is the fastest way to collect the information needed to design an effective market entry strategy.

Research and identification of potential customers based on the briefing and market research:

  • Direct contact with the prospective customer
  • The purpose of this step is of course to verify the client company’s interest in machinery or industrial product. During these contacts, valuable information always comes out on elements such as pricing, competitors and operating modes used to optimize the work of searching for potential customers.
  • All that emerges at this stage is always discussed with the Italian manufacturer to refine the product supply, the research work on potential customers, and the product/service communication.
  • Making appointments between potential customer and producer.
  • The ultimate goal of the contact activity is to arrange a phone appointment or in-person meeting between the Italian company and the American client. We often organize contact work during fairs specific to the industrial product being searched for. In this way, we can combine multiple appointments at the trade fair, saving time for everyone.
  • Information material. Prior to all the activities described here is the need to review the Italian manufacturer’s materials: catalogs, websites, and brochures. This is an activity that we perform as part of the preliminary strategy for entry in the American market.

Tips for selling industrial machines, machinery, industrial installations, motors, pumps and industrial goods in the United States Every market has its specificity and the mechanical sector in the United States also has its own.

  • Organize timing of all activities.
  • Scheduling is essential for being able to engage with potential customers. There are many commitments; coming into direct contact with those who work is not easy. It is necessary to leave time to plan everything for the necessary time.
  • Communications and marketing.
  • In the United States, the field of mechanics, industrial goods, machinery, equipment and general industrial goods typically requires communication and marketing: well done photos, functional websites in accordance with the criteria expected by the American client, careful language [American English and not translated Italian ...], a clear description of the product’s competitive advantages are essential. In the United States, numerical analysis is greatly appreciated when it demonstrates the long term savings/economic advantages linked to the selection and use of one machine over another. The United States also requires good familiarity with professional and social marketing tools, not to mention the greatest familiarity with e-mail and search engines.
  • Website.
  • For the United States, the company website deserves special notice. It is essential to have a well done website, easy to navigate, clear explanations, packed with all the information you need in the case of your product [which are different when selling industrial goods rather than plants or packaging machinery], a site you can navigate well using mobile devices [must be mobile friendly and developed using "responsive design" technology] and, finally, a site that is designed taking into account the expectations of the American client.
  • Investment perspectives.
  • Entering the US market is an investment operation. The most important factor for success in the United States is the mentality. As we have seen, opportunities abound, but to seize them, we must approach the U.S. market with the perspective of the investor. Unlike "expense", investment involves having goals, a plan to achieve them, a time frame within which to achieve the objectives, and the resources to be allocated for execution of the plan.  
  • The term "resources" refers to human resources, attention to devote to the market entry project, and the financial resources to be allocated to the investment. The project to sell in the United States must have a manager who coordinates it, with the responsibility for deciding with quick answers and even financial delegation to allocate the resources and that were decided to allocate.

In 2014 in the United States, importation of industrial machinery, pumps, motors and industrial goods reached $331 billion in addition to imports of electronic components for $320 billion with an increase of almost 25% compared to 2010.

The United States is the world's number one market for product imports, with a value of imports amounting to 2.41 trillion dollars in 2014.

Exports from Italy to the United States in 2014 were $43.3 billion dollars representing a market share of 1.8% of the total exports to the United States.

The main items of Italian exportation to the U.S. are mechanics, machines, industrial machinery, pumps, motors and industrial goods with a value of 9.4 billion dollars to 3.6 billion dollars in 2014 in addition to exports of vehicles and parts spare parts for vehicles [second item of export United States Italy] and $1.7 billion for exports of electronic components and electronics. In tenth place among export items from Italy to the U.S. are iron and steel products [1.1 billion] and ninth in exports are planes and spare parts for airplanes with $1.4 billion.

If we exclude China, Japan, Germany [in addition to Canada and Mexico that are part of the NAFTA Treaty with the United States] no country on earth has a significant share of exports to the United States. Germany's exports to the United States, in particular, amounted to $125.5 billion in 2014, with an export quota equal to 5.2% of the total United States imports. Germany is the top European exporter to America.

A useful comparison for Italian producers of industrial machinery can be made with South Korea, a country which, like Italy, has no particular economic resources and which, like Italy, came out of a ruinous war in 1953. The main items of exports Korea America are: vehicles and parts $20 billion; electronic products $15.6 billion; machines, industrial machinery, pumps, motors and industrial goods $11.9 billion; billion; iron and steel products $3.6 billion.

Total revenue from exports from Korea to the U.S. was $71.8 in 2014 with an import share equal to 3% of the total United States. At the same time, the main items imported into the United States from around the world are within the same type of key merchandise categories imported from Italy to the United States

United States mechanical sector: Sales of machinery, industrial machines, pumps, motors and industrial goods in the United States are rising sharply [+25% 2014 on 2010]

The demand for industrial machinery and equipment in America is driven by the rebuilding of the American industrial base. After years of crisis, the United States is expanding its manufacturing and industrial base, replacing outdated machines and equipment.

The reconstruction of the manufacturing base in America is driven by the phenomenon of "re-shoring" or the return to America of many products that in the past had been taken to China. Rising labor costs in China and a realignment of exchange rates [albeit marginal], have made it convenient to bring industrial production activities to the U.S. that were entrusted to China.