Customer demand: Purchase 10 aerial work vehicles (vehicle-mounted aerial work platforms) for the construction of a new commercial complex project.
Equipment requirements
Working height: above 28 meters, complex building structures must be covered.
Load capacity: ≥250 kg
Adaptability: high temperature resistance (summer temperature in Saudi Arabia reaches 50°C), anti-dust design.
Our response plan
Recommended model: SL-280H (working height 28 meters, double load arm design, load 300 kg).
Targeted improvements: add high-temperature cooling system, anti-sand filter element, and provide SASO certification documents.
Transaction results
Contract amount: 10 SL-280H, a total of US$1.02 million
Subsequent cooperation: The customer added 5 purchase intentions and signed an annual maintenance agreement.
Experience summary of Saudi market characteristics
Emphasis on long-term relationships: Build trust by visiting customer headquarters and inviting customers to visit Chinese factories.
Religious and cultural sensitivity: Avoid the Ramadan negotiation period for more efficient communication.