The client, Mr. Khalid, is the head of an ambitious grape cultivation project in the UAE. Successfully growing grapes in a desert climate like the UAE is a highly technical challenge, and effective crop protection is paramount.

Due to the extremely intense local sunlight and the significant threat of bird damage to the ripening high-value grapes, a netting system with both high shade-rate and anti-bird functions became key to the project’s success.

Mr. Khalid’s procurement represented a large, two-phase project totaling 45,000 square meters. He was assisted in the specific business and logistics matters by a friend with resources in China.

The Challenge

The challenges of this partnership stemmed not from the product itself, but from tests of business and production flexibility.

• Client’s Product Misconception: The client initially sent a picture of a wide-mesh net and requested a 50% shade rate and insect-proofing. Based on our professional knowledge, we immediately determined this was nearly impossible—such a large mesh could neither effectively block insects nor achieve a 50% shade rate. Professionally correcting the client’s understanding and guiding him to the right solution was the first step in building trust.
• The “Trial” Order Below Minimum Order Quantity (MOQ): The client’s Phase 1 project required only 5,000 square meters. For a factory that needs to run large machinery and complex setups, this quantity was far below the standard MOQ. Simply rejecting it meant potentially losing the 40,000-square-meter Phase 2 project; accepting it meant bearing higher unit production costs and the risk of disrupting the normal production schedule.
• A Complicated Communication Chain: All key business decisions needed to be communicated and negotiated through the client’s “friend.” This placed higher demands on the efficiency and accuracy of communication, especially during negotiations on price and production details.

EyouAgro’s Solution

We deeply understood that winning this “Phase 1” project meant winning the future of the entire project. Therefore, we adopted a strategy centered on building long-term trust.

• Step 1: “Reshaping” the Client’s Needs with Professional Knowledge:
  Faced with the client’s initial incorrect product choice, Nicole did not quote a price but first raised professional questions. She clearly explained why the sample he provided could not meet his needs and guided the client to reassess his core pain points. Through communication, a consensus was reached: the client’s true core needs were sun protection and bird protection, not small insect prevention. Based on this, we successfully guided the client to the more professional and appropriate “vineyard side netting.”
• Step 2: A Strategic Approach to the MOQ Challenge:
  When the client’s friend presented the 5,000-square-meter requirement, we were transparent about the MOQ limitations and the higher costs associated with a small batch run. But we didn’t stop there; we showed significant goodwill for the partnership:
  • Active Internal Coordination: We proactively communicated with the factory to check if there were any similar production orders that could be “batched” together to reduce costs.
  • Providing Strategic Support: After confirming that batching was not possible and costs would inevitably increase, we applied for special support from management to facilitate this crucial first cooperation, ultimately providing the client with a price that reflected our sincere interest.
• Step 3: Demonstrating Flexibility to Remove Barriers:
  Throughout the entire process, we fully accommodated the procurement habits of the client’s friend. Whether it was accepting a quote in RMB, processing payment via Alipay, or finalizing the EXW (Ex-Works) pickup method, we offered maximum flexibility to ensure a smooth and seamless transaction.

The Result & Value

In this partnership, we gained something far more valuable than a profitable order.

• Won a Critical “Beachhead”: With a strategy of prioritizing the relationship, we successfully secured the critical Phase 1 order, paving the most solid path to winning the subsequent 40,000-square-meter Phase 2 order.
• Established an “Expert + Partner” Image in the Client’s Mind: Through our pre-sales professional guidance and subsequent flexible support, we made the client keenly aware that EyouAgro is not just a factory that provides products, but a professional partner who thinks on his behalf and solves problems.
• Successfully Entered a High-Potential Middle Eastern Market: By servicing what is considered to be one of the “largest grape projects in the UAE,” EyouAgro successfully established a high-quality showcase project in the Middle Eastern market, creating excellent conditions for future market expansion.

Conclusion

For EyouAgro, no order is isolated; we focus on building sustainable, long-term relationships with our clients.

When faced with a “foot-in-the-door” order that is below our MOQ, we are willing to invest in a potential future with a strategic vision and production flexibility.

We believe that every “exception” we make for a client is a prime opportunity to build deep trust and demonstrate our commitment to the partnership.