Background:
K*** is one of the top DIY home decor brands in Europe, with its own factory in Germany and only a small portion of its products imported from China. Although we had previously made contact at a trade show, we had not yet established a working relationship. The opportunity arose when a new purchasing agent at K*** posted a request on Alibaba for a window film supplier.
Client’s Challenges:
Building Trust Quickly: As we had no prior communication with the new purchasing agent, establishing trust in a short time was both an opportunity and a challenge.
Introducing Our Products: The client had never purchased similar products before, so we needed to quickly familiarize them with the features of our window films.
Intense Competition: Given K***’s high industry reputation, many competitors were also eager to secure this partnership.
Detailed Parameter Requirements: The client required extremely detailed specifications, including product thickness, weight, packaging dimensions, outer carton specifications, pallet quantities, and pallet dimensions, all of which had to be provided accurately during the quotation stage.
High Testing Standards: The client held us to the highest EU testing standards.
Our Solutions:
Establishing Initial Trust: Upon receiving the inquiry, we promptly sent the company introduction and product catalog to give the client a quick overview of our capabilities.
Effective Communication: After discovering that the client’s spoken English was not strong, we opted to continue communication via email to ensure clarity.
Anticipating Client Needs: We tried to understand the motivations behind each of the client’s questions and proactively addressed potential follow-up inquiries.
Providing Comprehensive Solutions: We offered the client detailed comparisons of various packaging options, such as roll packaging, color boxes, and PET boxes. We highlighted the pros and cons of each option with photos and sent samples for the client to make the final selection.
Rapid and Accurate Information: We ensured that all product and packaging parameter information was provided as quickly and accurately as possible based on the client’s needs.
The Results:
After more than a year of persistent follow-up, we finally secured the window film order from K***.
Conclusion:
This case demonstrates that through professional and efficient service, meticulous demand analysis, and long-term patience, it is possible to overcome numerous challenges and ultimately gain the trust and business of high-end clients.
