RFI Technology Solutions (RFI) designs and manufactures radio communications equipment in Melbourne and exports to customers across India. Products include antennas, multi-couplers, combiners, duplexing filters and amplifier systems. RFI’s customers include police forces, mine sites and Indian Railways.
To grow in India, RFI has evolved a partnering strategy. RFI works with global original equipment manufacturers (OEMs) and their local channel partners to manage bids, contracts, installation and integration. This frees RFI to focus on making world-leading hardware using its own intellectual property.
‘Partnering with an integrator is a great go-to-market model for India,’ says Chris Hemani, Regional Manager for APAC, RFI. ‘Public safety, transport and mining are key priorities, and our equipment delivers real impact. India is now a major part of our global growth strategy.’
From outback two-way radio to global supplier
Founded in 1979, RFI has manufacturing sites in Victoria and South Australia. This includes Australia’s largest antenna-manufacturing facility and its only frequency translating repeater production factory. RFI makes antennas and multi-coupling systems for domestic and international markets.
The company owns the IP behind its technology and works closely with channel partners. RFI collaborates with global tech companies to supply its equipment as part of a complete communications solution.
Infrastructure upgrades in India
RFI first exported to India in the 2010s, but contracts were small-scale. The company supplied antennas for police networks, metro stations and track-side railway systems. It also supplied ancillary items, such as multi-couplers and duplexers.
In 2018, RFI realigned its subcontinent strategy to navigate the fast-evolving infrastructure sector. This shift improved adaptability and responsiveness. Hemani had experience working in India. His onboarding further strengthened the approach, adding valuable regional insights.
‘India is a fast-evolving market,’ says Hemani. ‘There are huge infrastructure upgrade projects underway. There is also an appetite for improvement and technology.’
RFI supplies its Australian-made equipment to mine sites, police forces and Indian Railways.
A channel-partner export model
RFI’s strategy is to partner with OEMs and their tier 1 partners. These currently include Motorola, JVC Kenwood, Tait Radio and Damm.
‘We don’t sell direct to end users,’ says Hemani. ‘Our approach in this market is about sharing our expertise with public safety organisations and network operators. Our partners join a tender; we design the back end; then we are part of the bid. Our representatives are our local integrators. The collaboration model enables RFI to focus on what we do best.’
‘Working with a system integrator or a distributor can be a great model for growing in India,’ says Denise Eaton, Trade and Investment Commissioner, Austrade. ‘By partnering with a large OEM or a local distributor, exporters can shield themselves from initial market complexities. It means you can simplify an India export strategy.’
Improving mine site safety
RFI has now supplied equipment to most police networks and rail and metro projects in India.
One of the company’s most notable projects has been a communications upgrade at the vast Malanjkhand Copper Mine, in Madhya Pradesh. The modernisation delivers high-speed data in what used to be a purely analogue mine.
‘We’ve upgraded the mine’s voice communication system with a unique, single-cable data communications network,’ says Hemani. ‘We helped design the solution and it handles everything from wi-fi to traffic management to mine-site VHF communications.
‘The Malanjkhand mine has been a heart-warming project to work on, and our proudest moment so far in India. We have seen a real impact. Fast, reliable networks improve mine-site efficiency and safety. That really means something.’
Austrade: a dependable ally
Hemani makes annual visits to India. On each visit, Austrade advisers deliver practical, one-on-one support.
‘Austrade guides me through the complexities of corporate India,’ he says. ‘Austrade advisers provide key connections and invaluable guidance as we explore new partnerships and contracts.
‘For example, when we wanted to start working with Indian Railways, Austrade was instrumental in finding an opening. They are a trusted ally, guiding us through challenges and helping us expand in India.’
Austrade also pointed out that RFI and its integrators can benefit from customs clearance certificates. These are available under the Australia-India Economic Cooperation and Trade Agreement.
‘These certificates mean smoother clearances at customs,’ says Hemani.
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