May. 29, 2025
Hello everyone, I am Kong Wei from the Offshore Engineering Division. Today I want to share with you how we used our sincerity and professionalism to find the most suitable solution for BM Company through countless product recommendations, and also opened up a new direction for Weite in the overseas market. This process is like cultivating a flower, which finally blooms brilliantly after a long wait and careful care.
Over the years, my colleagues and I have been adhering to the concept of being close to our customers, and our footprints have spread all over China and some corners of the world. If the annual sales volume of Xiangpiaopiao milk tea circles the earth, I think the roads that Weite people have walked over the years are enough to measure the earth. This is not only the romance that belongs to us Weite people, but also the data that Weite people should be proud of.
The story begins at the exhibition in Singapore in March 2024. The exhibition site was busy, but everything was going smoothly. What surprised me was that BM, which I had been looking forward to seeing, appeared at the exhibition site. We found a quiet place to sit down, and I once again introduced our products in all aspects. This time, BM showed great interest in our offshore crane anti-collision system. Later I learned that it was because of a crane collision accident on their customer platform that they began to pay attention to this type of product.
In fact, my fate with BM Company started as early as the beginning of 2021. At that time, I received their inquiry for marine crane load moment indicator. I called them to communicate with them immediately, and then carefully prepared technical solutions and quotations, and shared relevant cases. However, the follow-up was like a stone sinking into the sea, and there has been no feedback. In the following two years, our contact was lukewarm.
It was not until 2023 that I finally successfully received the sales staff of BM Company at the exhibition and gave them a formal introduction and product recommendations. Since then, I have mainly recommended marine crane load moment indicator systems and wire rope detection systems to them, and held several video conferences on marine crane LMI systems. After each meeting, I would carefully make plans and quotations, and keep in touch with them at least two days a week.However, it was too difficult to convince the management of BM to change the product. They had been using the torque system of their competitors, and the feedback was good. The company staff had long been familiar with the other party's products. At the end of 2023, the people of BM told me sincerely that this road was not feasible. It would be a lie to say that I was not upset to hear such news. After all, after so much effort, I still couldn't find the so-called "door".
But the spirit of Weite engraved in my heart, "keep your feet on the ground and cultivate your mind and soul at work", is my motivation to continue. In 2024, I will work hard again and continue to contact BM.
This is back to the beginning of our story. BM has a strong interest in the anti-collision system for offshore cranes. This is the beginning of the opportunity, and we need to seize it firmly. With our endorsement of the installation case for CNOOC, BM gradually dispelled its doubts about our capabilities. After many video conferences, I sorted out a more suitable solution based on their needs. Hard work pays off. In June, BM finally agreed to try the first set of anti-collision systems and planned to install them on the crane in their yard for demonstration, so as to facilitate recommendation to different customers.
During the production of the first set of orders, we witnessed the high standards and strict requirements of major foreign customers. Not only did I have to provide timely feedback to BM on the production progress, but I also had to prepare a detailed production process inspection list, recording the inspection process of each accessory of the anti-collision system, so that they could inspect the goods. I communicated and modified this list with BM repeatedly before I finally met their requirements.Later, BM arranged for engineers to come and inspect the products and receive installation training. I implemented their suggestions one by one, and only completed the delivery after they confirmed that everything was correct. It was almost the end of October when the system was officially installed on BM's crane. During this period, Weite also sent engineers to Singapore to assist in the installation and made subsequent rectifications based on BM's suggestions. Although the whole process took a long time, everyone was very satisfied with the result.
What's even more gratifying is that the second set of orders for the drilling platform also came. But the trouble is that the delivery time is very tight. There were many problems in the order coordination process, and various accidents followed one after another. I was once surrounded by negative emotions. But with the full cooperation and support of Mr. Shi and all the partners, we still completed the hardware delivery as planned and the software was sent to them by email on time. Product rectification is naturally an indispensable link, but seeing that BM Company and its customers are very satisfied with the product installation, I finally let go of my hanging heart and became more confident. This experience makes us understand that only by constantly learning from experience can we make products more standardized and provide more comprehensive services.
Today, Weite and BM have reached a further cooperation intention. This journey is like sowing a seed, watering it with persistence and professionalism, and finally waiting for the flower to bloom. And this flower will not wither easily. I will continue to guard it with my heart, so that the flower of trust and cooperation will always bloom in the future, blooming with more brilliant brilliance, and illuminating the road for us to move forward hand in hand!
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