Sumvaad

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.

“Jo bana, woh bikega” is not a strategy — unless what you make it consistently good. In today’s competitive B2B market, buyers expect standardised, reliable products. A single bad batch can cause you to lose a client or get blacklisted on a marketplace. This post covers: • How to set up quality control processes • Small improvements that reduce rework and waste • Lean manufacturing basics for Indian MSMEs • Why improving efficiency isn’t just for big factories 1. Set Up a Simple But Effective Quality Control (QC) System Even if you're a small unit, establish a basic 3-stage QC process: ✅ Maintain a QC register: Item, date, checked by, issues found, corrective action taken. 📌 Assign one person per shift who is not part of production to conduct QC. 2. Track Your Rejection Rate — and Reduce It Every rejected item = wasted money. Maintain a defect sheet by category: • Shrinkage • Scratches • Cracks • Incorrect fitting • Contamination Look for patterns: Is it the same worker? Same machine? Same shift? 3. Reduce Wastage — It’s Hidden Profit ♻️ Common causes of material waste: • Cutting errors • Poor machine maintenance • Inaccurate mixing (for paints, chemicals, etc.) • Storage damage ✅ Counter these with: • Regular machine calibration • Worker training every 60–90 days • Organised raw material storage (label + FIFO) • Recording daily scrap & reuse potential 📦 Track which raw materials result in the most scrap — it might be worth switching suppliers. 4. Improve Production Efficiency (Even Without a Plant Manager) ⚙️ Start with simple metrics: • Output per hour • Downtime per shift • Material used per unit • Labour productivity This helps you spot where to focus improvements — often, small fixes give big gains. 5. Introduce Lean Thinking & Kaizen (Continuous Improvement) You don’t need a Japanese consultant. Here's how Indian MSMEs can implement basic Lean principles - ✅ Try a weekly 30-min review with your team to discuss one improvement idea. 6. Should You Go for ISO or Other Certifications? If you’re planning to: • Export • Work with MNCs • Join government tenders • List on B2B platforms like IndiaMART or GlobalSources Then certifications like: • ISO 9001 (Quality Management) • ISO 14001 (Environmental Management) • GMP (for pharma, food) …can help build trust and improve process discipline. 📝 Cost of certification: ₹50,000–₹1.5 lakh depending on your size & consultant. 7. Common Mistakes to Avoid 📌 Build a culture where everyone is responsible for quality — not just QC staff. Key Takeaways • A clear QC process and log is a must, even for small manufacturers • Track rejection, downtime, and output weekly • Reducing scrap directly increases margins • Small, regular improvements beat one-time overhauls • Quality is not an expense — it’s your entry ticket to serious B2B clients Let’s Talk How are you currently managing quality in your factory? Do you track scrap, downtime, or worker output? Share your thoughts in the comments or start a thread at Manthan.

Raw material is the backbone of your manufacturing business and yet, many MSMEs lose money, time and reputation due to: • Poor quality or inconsistent supply • Price volatility and missed negotiation opportunities • Overstocking or running out of key materials • Weak vendor relationships This post will help you build a smarter, more reliable sourcing and inventory system — without needing fancy ERP tools. 1. Finding the Right Vendors: Don’t Just Google and Buy Where to look: • Local wholesale markets (Bhiwandi, Sadar, Nehru Place, etc.) • Manufacturer directories (IndiaMART, TradeIndia, MSME Mart) • LinkedIn, industry WhatsApp groups • Supplier booths at trade expos or raw material fairs ✅ Always ask for: • Product specification sheet • GST registration copy • Samples before bulk order • Delivery terms and lead time Pro tip: Ask existing MSMEs in your industry for referrals — this gives you vetted suppliers faster. 2. Negotiating Price and Credit Terms with Suppliers Don’t just negotiate price per unit — negotiate the full deal: 📌 Put your terms in writing — even if on WhatsApp — to avoid disputes. 3. How to Plan Your Inventory: JIT vs Stock Buffer Avoiding stockouts is critical, but so is avoiding cash stuck in overstock. 🧮 Do this simple calculation Avg. consumption per month × Lead time (in months) = Minimum inventory to maintain Example: You consume 1,000 units/month, supplier takes 2 weeks to deliver → Keep 500–700 units minimum in hand always ✅ Use FIFO (First-In-First-Out) method to avoid raw material expiry or damage. 4. Inventory Management Tips for Small Manufacturers Always log: • Batch number • Date of arrival • Supplier name • Quality status 5. Common Mistakes MSMEs Make in Sourcing & Inventory Tip: Review your top 5 raw materials quarterly for price trends and alternatives. 6. Build Long-Term Vendor Relationships, Not Just Transactions Strong suppliers = smoother production. Here’s how to keep your vendors happy: • Pay on time (even before due date if possible) • Give feedback on batch quality, not just complaints • Offer consistent orders or visibility on future demand • Send Diwali greetings, small appreciation notes — it matters! 🤝 Treat vendors like partners. They’re as crucial as your machines. 7. Quality Checks You Must Do When Raw Material Arrives Don’t skip this step — even if the vendor is trusted. Check for: • Visual defects (color, breakage, moisture) • Compatibility with your machine • Smell, contamination (especially in food/cosmetic) • Weight and quantity match invoice 🧪 Maintain a QC register for raw materials with supplier-wise rating. Key Takeaways • Choose vendors smartly: Check samples, documents, delivery history • Always negotiate beyond just price: include delivery, credit, returns • Use simple tools to track what’s coming in and what’s left • Audit stock monthly and review supplier performance quarterly • Don’t wait for a stock-out to discover your vendor isn’t available Let’s Talk Where are you currently sourcing your raw materials from — local markets or online suppliers? What’s one sourcing or inventory mistake you made and what did you learn from it? Share your thoughts in the comments or start a thread at Manthan.