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The critical success factor to finding United States distributors for machining, goods and industrial machinery, and engineering is to demonstrate the determination to invest in the United States for the long term.

The distribution of machining and industrial machinery, engineering, industrial engines and generally the machining sector all over the United States cannot be left entirely to the representatives; a commitment and a more structured investment by the company is needed.

Organizing U.S. distribution of industrial products in the machining sector also means structuring the design, installation, training and maintenance of machinery as well as distribution of spare parts throughout the United States.

With the U.S. distributor/representative of industrial or plant machinery, a relationship of trust must be created that allows them to believe in the product, but especially
in the producer. Beyond any consideration of price, quality, delivery terms etc., gaining the trust of the distributor is the keystone to exporting/selling machinery and industrial goods in the United States.

Also in the United States, the machining sector is distinctive: those who buy an industrial product do not invest only in the item itself but also in the supplier.

Installation and maintenance of machinery/equipment and continuity in the supply of spare parts and technical support throughout the U.S. territory are crucial elements for success in the United States.

Here at ExportUSA, from our office in New York, we conduct regular market and product research to seek distributors in the U.S.We find distributors in the United States for the most diverse products in different fields.
For some time now, we have established relationships with distributors in various parts of the U.S. in the field of machine tools, industrial machining, plant engineering, electric motors, industrial pumps and equipment of various types,
from machinery to extruding machines, bottling machines and equipment for bending metal and plastic to the metal and plastic products obtained with die-casting. 

To successfully sell industrial goods in the U.S., a trusting relationship must be established with the Distributor.
The risk is that the company that the distributor represents is not sufficiently
determined to invest on the market in the United States and may withdraw after
a couple of years on the U.S. market.
The risk is not trivial because in the case of machining, the distributor invests time and effort to develop the market and customer relationships to sell the product.

In the case of machining, these products need installation, training and maintenance/technical assistance and spare parts always available.
The problem then, precisely because of the special characteristics of industrial machining sector, is to prove a commitment to enter the U.S. market, to invest in the United States and remain in the United States for the long term.

Some suggestions that emerged from our research in the field of machinery and industrial plants in the United States:

  • Incorporate a company in the United States;
  • Open a current account with a U.S. bank to accept payment in the U.S.;
  • Have a sales manager in the United States or a person who can support the distributors’ sales actions;
  • Have a warehouse in the United States at least for spare parts [sometimes the distributors of machining and industrial goods have a warehouse available for machining manufacturers they represent but this is not always the case];
  • Participate continuously in the main trade fairs for your machine.

These are actions that, taken as a whole, bear witness to the determination of the Italian manufacturer to invest in the United States to develop the US market and stay in the U.S. in the long run.
Distributors of industrial machinery for the U.S. did not seem particularly impressed when we cited the favorable euro/dollar exchange factor and the ability to earn commissions two or three percentage points higher than the average prevailing in the machining sector in the United States.

The critical factor to sell industrial machines in the United States and to succeed in the U.S. remains to be able to demonstrate the determination to invest in the U.S. market and the desire to remain in the long term. In other words, demonstrate considering a United States market strategy.

Gain the trust of distributors by showing determination to invest in the United States in the long term.

Here is what some U.S. distributors of industrial machinery had to say when we spoke with them recently during a market survey on the sector of electrical motors in the United States: 

"Who can assure me that in 10 years this Italian company will still be active
in the U.S. and will not back out, leaving me exposed after I have invested
time and money to develop the US market?" 

Or another U.S. distributor of die-cast metal and plastic products: 

"We cannot work on commissions alone when the producer has no customer base to work with. We would be investing time and money without having the certainty that the manufacturer has in turn invested and is committed to developing and remaining in the United States for the long term."

Or there is this remark, from a distributor of industrial machinery, clear in its brevity: 
"How much has the Italian manufacturer invested in the U.S.?"