Client Type: Distributor Group
Country: Philippines
Shipping Details: 5 x 20GP Containers
Products Supplied: BV Wire, BVR Wire, RV Wire, RVV Cable, RVVP Cable, KVV Cable in various AWG sizes (2×16, 2×18, 2×22, 2×10, 2×12, 2×14).
Order Confirmation Date: May 18, 2021
Delivery Date: November 30, 2021
Project Details
Market Overview: The Philippines
The Philippines, an archipelagic nation in Southeast Asia, has a land area of approximately 300,000 square kilometers and a population nearing 200 million. Its economy relies heavily on exports, supported by industry, agriculture, tourism, and a rapidly growing financial sector. In recent years, the country has attracted over $4.6 billion in foreign investment. This growth fuels urban development, leading to significant transformations in construction—from residential homes and hotels to entertainment venues—all driving substantial demand for building materials, especially household wiring like electrical wires and cables.
Receiving the Inquiry & Initial Hurdles
In May, we received a substantial inquiry for a wide range of wires and cables: BV, BVR, RV, RVV, RVVP, and KVV cables in various AWG sizes. Through communication, we learned the client was a stakeholder in an eight-partner distributor group in the Philippines, established to meet the country’s booming demand for cables, particularly BVR and RVVP types for residential renovations. Despite several negotiation rounds, the client hesitated due to the complexities of international trade and a lack of familiarity with our company. They invested considerable time and money obtaining samples from numerous suppliers for comparison. This process lasted about two months, during which our sales team lost contact with them.
Reconnecting & Winning Through Quality Verification
In mid-July, the client re-emerged, requesting our samples to complete their testing lineup. We promptly shipped 20-meter samples of each product type. After several weeks of silence, they finally responded in late August. They had sent all samples to a national inspection authority. The results showed only a small portion met the standards, and JZD Cable’s samples were among the qualified few. The client expressed satisfaction, marking a turning point.
Negotiation, Assurance & Securing the Order
The client then revisited pricing. While interested, they pointed out that our prices for BV, BVR, and KVV cables were not the lowest. Our sales representative faced challenges addressing these concerns until our CEO, Mr. Lin, with his extensive experience in international business negotiations, provided crucial guidance. Empowered with this knowledge, our salesperson re-engaged the client just as they were preparing to place an order with another supplier. We managed to regain their attention by sharing factory production videos, demonstrating our manufacturing strength, and offering a revised, more competitive FOB price. We also assured them of reliable delivery times, leveraging our proximity to Shenzhen port. This finally alleviated their concerns.
Order Execution & Production
After meticulous verification of all product specifications, quantities, and prices, the client sent a sales contract in mid-September with a production lead time of over three months. A 30% deposit was received shortly after. Our procurement team immediately sourced materials, and production commenced. Throughout the three-month manufacturing period, maintained close communication with the client, fostering a stronger relationship. Our workshop team worked diligently to complete the order on schedule.
Shipping & Building Trust
Upon completion, we requested the balance payment. However, the client was unexpectedly unresponsive. After a week, we learned they were on a family vacation in Dubai. Through persistent follow-up, we obtained contacts for their secretary and accountant. Communicating the shipping details (loading lists, photos) was challenging, as the staff lacked full context. Frustrated by the delay—as their own customers were waiting—the client cut their trip short and returned to the Philippines. Only after personally verifying all shipping documents did they release the final payment. We then supervised the loading of the goods into five 20GP containers for shipment from Shenzhen port.
Successful Outcome & Long-term Partnership
Two weeks after delivery, the client provided positive feedback: their end-users were highly satisfied with the product quality, leading to robust sales for their business. JZD Cable earned high praise, and the distributor group subsequently offered us a long-term supply contract.
About JZD Cable
JZD Cable adheres to a “quality-first” philosophy, holding certifications including ISO9001, China’s Compulsory Product Certification (CCC), and the National Industrial Product Production License. With a skilled technical team, modern production facilities, and precise testing instruments, we enforce strict quality control from raw materials to finished products, in full compliance with national standards. As a professional manufacturer in Guangdong integrating R&D, production, and sales, we are committed to providing high-quality cables and services to our global partners.
