Challenges
A European company, with no legal presence in India, set out to test the market by showcasing its products at a major Indian trade fair. What initially appeared to be a simple market-entry step quickly turned into a costly challenge due to incorrect advice from its freight forwarder.
The guidance failed to address critical aspects such as GST implications and the selection of an appropriate Free Trade and Warehousing Zone (FTWZ). More importantly, there was no import strategy aligned with the company’s commercial objectives.
Before the exhibition, the freight forwarder did not ensure that the goods were cleared under the correct customs framework. Instead of planning for flexibility, the shipment was cleared without considering potential post-exhibition sales. This reflected inadequate planning and a limited understanding of Indian import documentation, customs duties, compliance requirements, and procedural nuances.
After the exhibition, the consequences became evident. Since the goods had been cleared strictly for exhibition purposes, they could not be sold in India without restarting the export-import process. This resulted in duplicate paperwork, unnecessary GST exposure, significant delays, and operational complications.
These missteps led to avoidable costs, loss of valuable time, and damage to the company’s credibility in the Indian market. Ultimately, the European company’s initial market-entry efforts were jeopardized by insufficient expertise in supply chain planning and Indian customs regulations.
Services Provided
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Rapid intervention: Maier Vidorno Altios was engaged to resolve critical supply chain and customs challenges faced by a European company entering India.
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Expert-led assessment: Under the leadership of Shashank Verma, the situation was quickly assessed and gaps in customs clearance for post-exhibition sales were identified.
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Regulatory correction: Immediate engagement with customs authorities ensured proper import documentation, compliance, and legal alignment.
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FTWZ optimization: Strategic use of Free Trade and Warehousing Zones enabled re-export and domestic sales approvals within 20 working days.
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GST risk mitigation: Incorrect GST exposure was identified and rectified, minimizing financial impact on the client.
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End-to-end advisory: Delivered integrated supply chain, regulatory, and compliance support beyond basic logistics execution.
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Seamless coordination: Established clear communication channels with the client’s headquarters to ensure cross-border alignment and execution.
Delivered Value
Maier Vidorno Altios’ intervention came at a critical moment. Goods that had been stuck for months due to incorrect advisory were swiftly cleared and made sale-ready in India. What had taken nearly six months of delays was resolved in a fraction of the time, preventing further financial loss and operational disruption.
This experience reinforced a simple truth: entering a new market demands the right advice, strong due diligence, and strict regulatory compliance. For companies new to India, the supply chain can quickly become a barrier without the right expertise. With Maier Vidorno Altios as a partner, businesses can confidently test the Indian market, participate in trade fairs, and move forward knowing that logistics, compliance, and customs are handled seamlessly—turning complexity into a controlled and successful market entry.
