Morbi Ceramic Exports 2026: How to Find Overseas Buyers and Use the FLOW Scheme to Increase Sales

India's ceramic exporters have a new opportunity to serve overseas buyers faster. The Government's FLOW Scheme supports overseas warehouses and display centres, while Morbi's strong manufacturing base gives Indian businesses the capacity to supply international markets.

But which buyers should ceramic manufacturers approach? Which countries are worth exploring? And when does an overseas warehouse make business sense?

Quick Answer: How Can Morbi Ceramic Exporters Increase Overseas Sales in 2026?

Morbi ceramic manufacturers can increase their export sales by targeting the right overseas markets, finding suitable importers and distributors, and improving delivery to buyers.

The Government of India's FLOW Scheme supports eligible overseas warehouses and display centres with financial assistance of up to 30% of approved project costs, subject to scheme limits.

Here is where exporters should focus:

• Products: Ceramic tiles, vitrified tiles, porcelain tiles and sanitaryware.

• Markets to explore: Kazakhstan, Uzbekistan, Brazil, Chile and Peru, subject to product-specific demand and trade conditions.

• Potential buyers: Importers, building material distributors, tile showroom chains and construction companies.

• Government support: FLOW-assisted shared overseas display centres and warehouses.

• Next step: Identify suitable buyers, understand their requirements and prepare competitive quotations before investing in overseas facilities.

The opportunity is clear: Morbi has strong manufacturing capabilities. The next step is to turn that strength into more overseas buyer conversations, quotations and export orders.

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1. How big is India's ceramic export industry?

India is one of the world's largest ceramic tile producers and exporters.

According to the India Brand Equity Foundation (IBEF), the Indian ceramic tile industry recorded exports of approximately ₹20,000 crore in FY 2023–24, covering around 590 million square metres.

CAPEXIL reported exports of US$3.988 billion in FY 2024–25 for the broader category of ceramic products and glassware. This figure includes more products than ceramic tiles alone.

Morbi, Gujarat, is at the centre of this industry.

At a FIEO programme held on 25 July 2026, Mr Nilesh Jetpariya, Chairman of CAPEXIL's Ceramic Division, stated that Morbi contributes approximately 80–90% of India's ceramic production and exports.

The region benefits from raw materials such as clay, feldspar and quartz available in Gujarat and Rajasthan.

Morbi has manufacturing strength. The next opportunity is to use that strength to build more overseas buyer relationships and repeat business.

2. What has changed for ceramic exports in 2026?

Export demand and costs are changing. Manufacturers need to select markets carefully and protect their margins.

A September 2026 analysis of Indian ceramic tile exports, using DGCI&S trade data, reported the following:

During April–July 2026, export value was approximately 33.8% lower than the same four months a year earlier.

These figures are for ceramic tiles under HS 6907. They do not include all ceramic and sanitaryware products.

What does this mean for exporters?

The answer is practical: study demand, selling price, freight charges and buyer requirements before choosing a new overseas market.

Increasing export sales requires more than increasing production.

3. Which countries should Morbi ceramic exporters target?

Start with countries where buyers already import the ceramic product you manufacture. Then check whether your price, design, quality and delivery terms can compete.

At the July 2026 FIEO programme, Mr Rohit Soni, Joint DGFT, Rajkot, encouraged exporters to explore CIS countries and South American markets.

These regions deserve attention, but every country requires separate research.

For example:

These are markets to investigate, not a verified ranking of profitable destinations. The actual import volumes, competing countries, duties and buyer demand for each product specification must be checked.

An exporter manufacturing polished vitrified tiles may have a different market opportunity from one manufacturing outdoor anti-skid tiles.

Therefore, select the product first and then compare countries.

4. Who buys ceramic tiles from India?

Ceramic manufacturers can sell through importers, distributors, retailers and project suppliers.

Each buyer has different needs.

Consider two buyers.

A distributor may want 20 designs in smaller quantities because it supplies several showrooms.

A construction contractor may want one approved tile design in a large quantity for a particular project.

Both may buy from Morbi. But they require different quotations, samples and delivery plans.

The correct buyer is the one whose actual requirements match the manufacturer's supply capability.

5. How can Morbi ceramic exporters find genuine overseas buyers?

Finding a company name is only the first step.

The real task is identifying businesses that already purchase, distribute or use the specific type of ceramic product being offered.

A practical approach:

1. Choose the product. For example, 600 × 1200 mm glazed vitrified tiles.

2. Choose the country. Study actual imports of that product category.

3. Identify suitable companies. Look for importers, distributors and established tile showroom businesses.

4. Check the product match. Review their website, catalogue and existing brands.

5. Find the purchasing person. Identify the person responsible for buying or supplier selection.

6. Start a relevant conversation. Introduce the product with useful specifications, images and supply details.

7. Follow up with a purpose. Discuss samples, buyer requirements, pricing or the next purchasing cycle.

Suppose an overseas distributor already sells 600 × 1200 mm polished tiles.

A Morbi manufacturer offering that specification has a relevant reason to approach the company.

The conversation can focus on design preferences, price range, quantities and supply terms rather than sending a general catalogue.

This is the principle behind Consult Kriba's Reverse Sourcing Method: complete the important preparation before connecting with buyers, so the connection can be used for selling.

6. What is the FLOW Scheme, and how can ceramic exporters benefit?

FLOW stands for Facilitating Logistics, Overseas Warehousing and Fulfilment.

It is a Government of India initiative under the Export Promotion Mission.

The Directorate General of Foreign Trade issued the FLOW guidelines through Trade Notice No. 28/2025-26 on 20 February 2026.

The scheme supports eligible projects involving overseas warehouses, order fulfilment and product display facilities

How much financial assistance does FLOW provide?

Assistance is subject to approval, eligible expenses and a maximum support period of three years.

The scheme covers eligible rental, common facility and operational expenses. Capital expenditure is excluded under the published guidelines.

Eligible project organisations include Export Promotion Councils, Commodity Boards, industry associations and qualifying logistics and warehousing service providers.

Important: A manufacturer should not assume that 30% of its own warehouse investment will automatically be reimbursed. The project must satisfy the official eligibility and approval conditions.

Official source: DGFT Trade Notice 28/2025-26 — FLOW Guidelines

7. How would an overseas warehouse help a Morbi ceramic manufacturer?

Imagine a Morbi manufacturer supplying tiles to a distributor in Kazakhstan.

The distributor receives an order for tiles needed at a construction project.

If the tiles are already available in a local warehouse, the distributor can arrange delivery without waiting for a fresh international shipment.

This is where overseas warehousing can improve the buying experience.

An overseas warehouse can also help distributors order smaller quantities from ready stock.

However, local stock adds costs. The decision must improve the exporter's overall business, rather than simply increase expenses.

8. Is an overseas warehouse profitable for ceramic exporters?

A warehouse makes financial sense when the extra sales or cost savings are greater than the additional expenses.

Here is a simple example.

A group of Morbi ceramic manufacturers plans to maintain stock in one overseas market.

These are example figures, not actual market quotations.

Suppose the exporters earn an additional contribution of ₹40 per square metre sold from warehouse stock, after variable costs.

They must generate sales of approximately 10,000 square metres per month to cover the ₹4 lakh operating cost.

This calculation excludes some important expenses, including the initial stock investment, financing costs and applicable taxes. Actual warehouse feasibility will depend on the complete landed cost and local business requirements.

The example shows why exporters must calculate expected sales before committing to a warehouse.

What about a shared display centre?

A display centre serves a different purpose.

It allows buyers to see tile designs, finishes, sizes and product quality.

For manufacturers developing a new market, a shared display centre may be worth studying before investing in overseas stock.

The choice should follow the buyer's actual purchasing process.

9. What product details should ceramic exporters prepare before contacting buyers?

A ceramic tile exporter should be ready to answer specific technical and commercial questions.

For example, an outdoor flooring buyer may need tiles with suitable slip resistance.

A showroom distributor may focus more on design choices, surface finishes, product consistency and availability.

Relevant technical references can include ISO 13006 and the ISO 10545 test series. The actual requirements must be checked for the destination country and intended application.

10. What mistakes should ceramic exporters avoid when choosing overseas markets?

Three decisions deserve particular attention.

First: Choosing countries only because they import large quantities.

Import value shows market activity. It does not show whether a specific Indian manufacturer can compete profitably.

Second: Sending every product to every buyer.

A distributor specialising in large-format porcelain tiles may have little interest in a catalogue dominated by basic wall tiles.

Third: Investing in overseas stock before understanding demand.

A warehouse should support an existing or realistic sales opportunity.

Ceramic exports also face changes in freight charges, trade duties and manufacturing costs.

For example, the United States conducted anti-dumping and countervailing duty investigations into ceramic tiles from India, with final decisions announced in 2025. This shows why exporters must check the latest product-specific import measures before fixing prices.

The practical lesson is straightforward: select the buyer, confirm the requirements and understand the complete selling cost before committing to a market.

11. What should Morbi ceramic manufacturers do in the next 30 days?

A manufacturer can begin improving its export sales process without waiting to establish an overseas warehouse.

Alongside this work, manufacturers interested in shared overseas facilities can contact CAPEXIL, FIEO or relevant industry associations to explore eligible FLOW projects.

A manufacturer's first goal should be to understand which buyers want its product, under what conditions and at what price.

The warehouse decision can then follow the evidence.

Frequently asked questions

Which country is best for ceramic tile exports from India?

There is no single best country for every exporter. The choice depends on the tile specification, import demand, competition, duties, selling price and delivery costs.

How can I find international buyers for ceramic tiles from Morbi?

Identify countries importing your specific ceramic product. Find importers and distributors already selling similar tiles. Approach the relevant purchasing people with product specifications, samples and clear supply terms.

What is the FLOW Scheme for exporters?

FLOW is a Government of India initiative that supports eligible overseas warehousing, fulfilment and product display facilities under the Export Promotion Mission.

Does the Government provide a 30% subsidy for overseas warehouses?

FLOW provides assistance of up to 30% of approved eligible project costs, subject to scheme conditions and category-specific limits. It is not an automatic payment to every individual exporter.

Can small ceramic manufacturers benefit from FLOW?

Potentially, yes. MSMEs can benefit from eligible shared projects operated by approved organisations. The official guidelines also require approved projects to provide at least 20% of annual merchandise volumes to Indian MSMEs.

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Is an overseas warehouse necessary to increase ceramic exports?

No. A manufacturer can increase sales by developing suitable buyer relationships, improving quotations, providing reliable supply and following up consistently. Warehousing becomes useful when faster local delivery or ready stock meets a clear buyer need.

The Next Growth Opportunity for Morbi Ceramic Exporters

Morbi has the manufacturing capacity, product range and industry network to serve international markets.

The FLOW Scheme gives eligible organisations a way to strengthen overseas product display and distribution.

For individual manufacturers, the immediate opportunity is to improve how they select markets, identify suitable buyers, understand requirements and convert enquiries into export orders.

Manufacturing capacity creates products. Buyer understanding, competitive quotations and reliable delivery create export sales.

At Consult Kriba, we help Indian manufacturers and exporters improve their export sales process using the Reverse Sourcing Method — from finding the right overseas buyers to closing export sales.

Want to build a stronger export sales process for your manufacturing business?

Join Consult Kriba's Export Sales Process Workshop

Sources and references

1. FIEO News, September 2026, pages 35–36, Morbi Expands Global Reach — supplied source article covering the July 25, 2026 outreach programme.

2. IBEF — India's Ceramic Tile Industry

3. CAPEXIL — Export Performance 2024–25

4. CeramicPost — Ceramic Tile Export Data through July 2026, compiled from DGCI&S

5. DGFT — FLOW Scheme Guidelines, February 2026

6. US Department of Commerce — Ceramic Tile Trade Investigation

Research note: Industry and government figures are dated to their reporting periods. Country examples are research leads, not verified sales forecasts. The warehouse cost calculation is illustrative.