How IndoCount built a procurement team in China despite the barriers to direct entry

About

Indo Count Industries Ltd. is a leading global home textile manufacturer specialising in the "top of the bed" segment. With over 25 years of experience, the company maintains complete control over its entire supply chain, encompassing product design, development, sourcing, manufacturing, branding, and marketing.

They create a wide range of premium products, including fine bed sheets, fashion bedding, institutional linens, and utility bedding, positioning themselves as a trusted partner and complete comfort provider for major global retailers and brands.

The Challenge

BSE-listed. China sourcing. No direct entry path.

IndoCount, listed on the Bombay Stock Exchange, wanted to take their China sourcing operations in-house, placing procurement specialists directly inside the Chinese manufacturing sector rather than working through intermediaries. The business case was clear. The path in was not.

India-China geopolitical conditions make direct market entry difficult for Indian companies. A BSE-listed entity entering China without the right legal and operational structure carries regulatory and reputational risk on both sides. And finding the right procurement candidates in China people with manufacturing relationships, language access, and in-market knowledge is not something you can run from a Mumbai office.

IndoCount needed a partner on the ground who could identify candidates, run the hiring process, and manage the operational infrastructure required to build a team in a market this complex.

The Solution

Candidate search, hiring, and full operational support.

Gloroots took on the full scope: identifying candidates, running the hiring process, and providing the legal and operational infrastructure to employ and manage the team in China.

As the team grew from the initial hire to 8 procurement personnel, Gloroots scaled with it, building out the team structure and managing employment compliance associated with operating in China.

Procurement work generates a high volume of bonuses and reimbursements. Gloroots took on the scrutiny and processing of all of it, verifying, managing, and disbursing each cycle without any additional administrative load on IndoCount's side, and at no extra cost.

The Results

8-person procurement team. In China. Zero additional overhead.

• Procurement team scaled to 8 personnel in China from a standing start
• Candidate identification and hiring managed end-to-end by Gloroots
• High-volume bonuses and reimbursements scrutinised and processed by Gloroots every cycle
• No additional cost or administrative burden on IndoCount at any point