The customer’s raw material is cat litter, with an initial water content of about 30% and a requirement of about 12% after drying. Due to the case of drying cat litter in the early stage of the factory, the product technology of cat litter is effortless.
As the customer’s requirement is to make a small experimental machine,10KW equipment is used as the experimental machine, and the 10KW machine is unnecessary for water cooling because of its low power. Therefore, we recommended to the customer the new air cooling equipment being produced in our workshop.
This is a new type of air cooling equipment with external power supply. Ordinary air cooling equipment places the power supply above the magnetron, which costs less. This new type of air cooler is powered externally and can work for up to eight hours without the use of closed cooling towers. But ordinary air-cooled equipment needs to be rotated between three and four hours of operation.
In the process of negotiation, customers still prefer more cheap equipment. In the consultation process,we told the customer that the quality requirements are different, and suggested that the customer visit the factory several times to check the factory’s strength and scale. There are five or six kinds of microwave power accessories, with a significant price gap. Like other small factories to give you a bid of more than 30,000, meaningless, that means the equipment does not work. At the same time, we clearly told the customer that we could not achieve the lowest price in the market, and there was no point in the price war. Small factories rely on price wars for orders, so we could not lower the standard of the whole equipment to get orders.
We do air cooling equipment with external power supply. After our design, the air cooling equipment can work for more than 8 hours, which other factories cannot do. Five of our microwave technicians have more than 20 years’ experience.
At the same time, for example, there are at least seven or eight microwave defrosting equipment manufacturers in Shandong, and no more than two of them can produce microwave defrosting equipment. We are one of them.
The customer, a group of three people, came to the factory and experimented with cat litter drying on site. Meanwhile, we showed the customer the large cat litter drying equipment that we were installing in Qingdao. The experiment was very successful. What remained was to explain the different standards of accessories to the customer on the spot, and to tell the customer honestly where other factories would give some ambiguous solutions to reduce the cost. Finally, the customer chose to sign the order on site. We promised to deliver the goods to the customer in 7 days. Customers can choose us. Although small equipment is about 5000 more expensive than peers, customers still want us. Every link is crucial, such as effective communication, thinking from the customer’s perspective. At the same time, the experiment’s effect, including the timing of the transaction, is significant.