Manufacturing something great is only half the battle

The real challenge? Selling it — reliably, at scale, and profitably.

Most first-time MSME manufacturers think:

“Let’s make it, and buyers will come.”

But building a sales system for your product takes planning, outreach, and trust-building — especially in the Indian B2B space. This post breaks down how to:

• Build your product catalog

• Sell through B2B channels (online + offline)

• Get listed on marketplaces like IndiaMART

• Explore distribution and branding

• Decide when to start your own brand

1. Create a Proper Product Catalog (Even If It's a One-Pager) 📄

Before approaching any buyer, trader, or dealer — they’ll ask for your catalog. What to include:

• Product name, image, specifications

• MOQ (minimum order quantity)

• Packaging info (units per box)

• Price range (if not fixed)

• Your business contact and GST number

✅ Use Canva or PowerPoint to design. Convert to PDF.

🛑 Don’t send raw images and prices over WhatsApp without context — it looks unprofessional.

2. Decide Your Sales Path: Direct B2B, Distributors, or Agents?

💡 Many MSMEs begin with agents for 6–12 months, then shift to direct or distributor models as they grow.

3. Sell Online – IndiaMART, TradeIndia, Amazon B2B, and More

For manufacturing units, IndiaMART is still the biggest lead generator.

✔️ How to get the most out of IndiaMART:

• Upload clear product images with white backgrounds

• Respond to leads within 2 hours

• Mark fake/incomplete inquiries — improves future lead quality

• Use “trust badges” (Udyam cert, GST, years in biz) to boost ranking

Other platforms to explore:

• Export markets: GlobalSources, Alibaba

• Niche Indian B2B: Industry buying, Power2SME, Moglix

• Own website: Once you have repeat buyers, start directing them here

4. Finding Dealers, Wholesalers & Corporate Buyers (Offline)

Your product might need local presence. Try these methods:

• Visit major wholesale markets in Tier 1–2 cities

• Use Google Maps & JustDial to locate nearby dealers in your category

• Attend relevant B2B expos or MSME vendor meets

• Reach out to small retail chains directly via LinkedIn or cold email

Keep samples ready, and always carry your catalog.

5. Know What Buyers Expect from a New Manufacturer

6. Should You Build Your Own Brand or Stay Behind the Scenes?

Many Indian manufacturers work as OEMs — making products for others’ brands. This is great for volume, but:

• You can’t build visibility or higher margins

• You're always dependent on someone else’s brand health

✅ Start your own brand when:

• You’ve mastered quality + delivery

• You understand customer feedback and preferences

• You’re ready to invest in packaging, online presence, and marketing

💡 Even if you start small, your brand can command loyalty and better pricing.

7. Set Up a Simple Sales Funnel for Repeat Business

📊 Keep a Google Sheet or CRM app (like Zoho or LeadSquared) to manage pipeline.

🛑 Don’t let leads get cold — 70% of MSMEs lose business due to poor follow-up.

Key Takeaways

• Prepare a professional product catalog before reaching out

• Choose between direct sales, agents, and distributors based on capacity

• Use platforms like IndiaMART actively — but follow up fast

• Offline networking still matters — dealers and expos help

• Once stable, build your own brand for better pricing and control

💬 Let’s Talk

How are you currently selling your manufactured products — offline, online, or through agents?

What’s worked for you in getting repeat B2B buyers? Share your thoughts in the comments or start a thread at Manthan.