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A Rajkot-based iron and aluminium casting manufacturer had one EU customer in Italy worth EUR 800,000 per year. They wanted to scale EU revenue to EUR 10M+ within 5 years but lacked the European network, certifications, and sales presence to approach new buyers systematically.
AJG developed a multi-country EU casting mandate strategy. Starting from the Italian relationship, AJG identified the manufacturer' competitive positioning: ductile iron castings at 28% cost advantage versus EU foundries, with dimensional accuracy to IT8 tolerance and surface finish Ra 3.2. Target buyer profile: European OEMs in industrial machinery, pumps, compressors, and valves with 100-500 tonne annual requirements. AJG facilitated introductions in Germany (5 prospects), Netherlands (3), France (3), and Sweden (2). ISO 9001 upgraded to EN ISO 9001 with aerospace supplement. Hannover Messe 2024 participation through EEPC India Pavilion.
EUR 12.4M annual EU casting revenue achieved by year 4 across 7 buyer relationships in 6 countries. Buyer mix: Germany 40%, Italy 25%, Netherlands 20%, France 10%, Sweden 5%. ECGC cover in place for all buyers. One confirmed LC buyer (Sweden) for high-value orders. AJG commission on all 6 new buyer relationships over 4 years.
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