If it was conventional of our cooperation with other customer, then it was just dramatic of the cooperation with this America customer.

He is the person in charge of the American company, which has been specialized in construction applied fireproof material for 10 years. At the early time, I was impressed with his first inquiry which only asked me for my contact information and asked my English capability. He hoped that we could talk by phone directly. Although I was a little confused about this, I dared not neglect and reply his email immediately.

The next day, the customer called from America. After learned that he intended to develop new application of ceramic fiber products, I explained the characteristics of our ceramic fiber products to him. The customer was very satisfied and told me that he had contacted almost 10 Chinese ceramic fiber suppliers in the past three weeks. He was surprised that most of them cannot understand his requirements on products and technical data, let alone to communicate with him smoothly. He also said, if he hadn’t had the smooth and pleasant conversation with me this morning, he would have doubted that there might be something wrong with his expression. After the call with me, he felt that he had finally found an ideal and suitable partner. At the same time I was so happy that he appreciated my fluent English and accurate professional reply.

After further conversation, We knew that our American customer was planning to order our CCEWOOL ceramic fiber paper to be used in a new field——roof’s fireproof , and he told us that the products must passed a strict test first before developing in America. When I learned this, I did a detailed analysis for him that ceramic fiber paper of 2mm or 3mm thickness was not appropriate for the actual application. Because during the production of ceramic fiber paper, some binders were added to fix the ceramic fiber, so in roof’s fireproof, when it reached 1000 ℃, the binder would be totally burned and the fire would penetrate the ceramic fiber paper. After doing further analysis, I recommended our America customer our 6mm ceramic fiber blanket and sent the related sample for his testing. Glad to say that we passed the test successfully in small scale.

With some further communication, I got to know that besides our customer’s own test, he would also have to spend about US$ 20,000.00 for the related industry test to develop the new application. So in order to avoid the extra cost of repeated test, I recommended the 10mm ceramic fiber blanket which we had more confidence in. What’s more, the price for 10mm ceramic fiber blanket was lower than the 6mm ceramic fiber blanket; it could save cost for our customer. Meanwhile, we explained the reason of this change to our customer, because ceramic fiber blanket’s density was much smaller than ceramic fiber paper, so there might be some problem during the testing due to the uneven ceramic fiber distribution of blanket. During the communication, I tried my best to lower the cost for our customers and calculate the most accurate loading quantity for him, so as to let our customer feel rest assured of our products finally. Meanwhile, considering that our customer was in urgent of the sample, we didn’t care more about the express cost but sent the samples immediately to make sure that our customer could receive it as early as possible. Now, according to our efforts above, the customer was moved and accepted my advice. We had full confidence that we would have a long term trade relationship with each other when the sample passed the test, and we would keep supporting him and helping him to develop the new market of ceramic fiber products applied in fireproof of constructions in America.