1、Initial coordination: Precise quotation, laying the foundation for cooperation

In the early stage of cooperation, after Vinut obtained our company's information through the website, they actively sent inquires and clearly stated their need for glass bottle filling machines, 304+316 material easy-open cans filling machines, PET filling machines, and unloading machines, etc. They also attached the initial production capacity requirements, filling material characteristics and other basic parameters. Considering the differences in industry standards and working conditions between China and Vietnam, our company did not directly provide a standard quote. Instead, we first formed a special liaison team and conducted multiple rounds of online communication with Vinut's purchasing and technical teams.

During the communication, our side focused on verifying the key details: Firstly, regarding the material characteristics, the juice produced by Vinut contains fruit pulp particles, and the functional beverages in cans require extremely high anti-corrosion standards; Secondly, regarding capacity matching, their plan to add new production lines needs to reach a capacity of 12,000 BPH (290ML) glass bottle filling, 15,000 BPH (320ML) can filling, and 10,000 BPH (1500ML) PET bottle filling per hour; Thirdly, regarding site limitations, the equipment layout needs to be coordinated with the existing space planning of their factory.Based on these precise information, our company has formulated a customized solution. In the quotation sheet, we have detailedly listed the core configurations of each equipment, along with the equipment technical parameters, energy consumption analysis and the estimated cost for subsequent operation and maintenance. The precise demand control and transparent quotation structure have enabled Vinut to initially recognize our company's professionalism, laying a solid foundation for the subsequent communication.

2.On-site visit: Deepen trust and advance the negotiation process

After multiple rounds of online communication, in order to further clarify the cooperation details and eliminate potential concerns, we voluntarily proposed that Vinut come to our company for a site visit. During the visit, we not only provided a detailed demonstration of the working principle and core advantages of the equipment to the management and technical team of Vinut.

The key negotiation session focused on three core issues: Firstly, the payment method; secondly, the delivery time, taking into account the complexity of equipment customization and production schedule, we promised to complete the production of all equipment within 120 days, which was 30 days shorter than Vinut's expected 150 days, significantly enhancing the other party's willingness to cooperate; thirdly, the machine details, modifying the machine details according to the customer's requirements to meet the customer's demands.This on-site visit enabled Vinut to directly experience our company's technical capabilities and commitment to cooperation. The two parties reached a preliminary cooperation agreement and clearly entered the stage of optimizing the project design drawings.

3.Scheme optimization: Make adjustments as needed, finalize cooperation details

After detailed communication, our company promptly carried out the modification of the design drawings based on the negotiation results: upgrading the manual cleaning module of the can filling machine to a CIP online automatic cleaning system, optimizing the layout of the filling head of the glass bottle filling machine to adapt to the special bottle type of Vinut, and improving the grasping mechanism of the unloading machine to enhance its compatibility with different specifications of PET bottles. The modified drawings and optimization explanations were promptly provided to Vinut, and its technical team proposed further adjustment suggestions for the details of the plan. Through three rounds of online technical seminars, both parties finally determined the technical plan for the complete set of equipment.

In order to enable Vinut to have a comprehensive understanding of the production capacity and quality control process of the equipment, we invited its core purchasing and technical personnel to visit and inspect the domestic factory. At the factory site, we demonstrated the refined manufacturing process of the equipment production workshop, the quality inspection report of the stainless steel raw materials, and the test run demonstration after equipment assembly - by simulating the actual production materials of Vinut, we completed multi-specification filling tests for glass bottles, cans, and PET bottles on-site, and all indicators met the requirements of the other party.During the inspection period, our side also arranged for the Vinut team to directly communicate with the production and after-sales teams to answer their questions regarding the production cycle, quality control, and post-sale maintenance of the equipment. This factory inspection completely removed Vinut's concerns, and the two sides officially finalized the order, clearly specifying the purchase of one glass bottle filling machine, one 304+316 material easy-open can filling machine, one PET filling machine, and one accompanying unloading machine from our company, and signed a preliminary order agreement.

4.Contract signing and production: Strictly control quality and ensure the progress of contract fulfillment

After the order was finalized, our side drafted a formal contract based on the ultimately determined technical plan. The contract clearly stipulated the equipment specifications, material standards, payment milestones, delivery date, quality guarantee terms, and after-sales service contents. After being reviewed and confirmed by both teams, the contract was successfully signed.

During the production process, we established a special progress communication mechanism. Every week, we sent production progress reports and on-site photos to Vinut, enabling them to have real-time access to the production dynamics of the equipment. For new requirements proposed by Vinut during the production process, our technical team evaluated the feasibility immediately. Without affecting the delivery date, we completed the adjustments and provided the feedback on the adjusted effects in the form of videos to confirm with them. We conducted multiple rounds of debugging on the key components of the equipment to ensure that the product quality met the contract requirements.

5.Acceptance and delivery: Precise fit, ensuring smooth shipment

After the equipment was completed, our side invited the representative of the Vinut customer to visit the factory for final inspection. At the inspection site, the customer team conducted a comprehensive test according to the contractual indicators. During the trial operation, they raised three adjustment requirements: First, the control accuracy of the particle content in juice filling needs to be improved to avoid uneven sedimentation; second, the liquid level of the PET bottle filling machine; third, some equipment components need to be replaced with their designated international brands to enhance compatibility. In response to these requirements, we immediately organized technical personnel to carry out optimization: by adjusting the opening curve of the filling valve to improve the control accuracy of the particle content, replacing the high-precision liquid level sensor to optimize the liquid level control, and contacting the designated brand supplier to urgently dispatch and complete the replacement of the accessories.

After the optimization was completed, we conducted a full-process test run of the equipment and shot high-definition videos including the equipment's operating parameters, filling effect, and particle distribution detection, which were sent to Vinut's headquarters for review. After the review was approved, Vinut paid the shipping payment as per the agreement. We arranged a professional logistics team to be responsible for the packaging， customs declaration， and transportation of the equipment. To address the potential vibration risks during international transportation， we used customized cushioning packaging for the key components of the equipment to ensure its safe arrival in Vietnam.

6.On-site service: Full guarantee, achieving win-win cooperation

After the equipment was delivered to the Vinut factory, our side dispatched three senior engineers to form a on-site service team and go to Vietnam to carry out installation and commissioning work. The engineering team, based on the factory's on-site layout, formulated a detailed installation plan. They completed the assembly of all equipment, pipeline connection, and circuit debugging in just 7 days, ensuring the stable operation of the equipment.

After the installation was completed, the engineering team conducted a five-day specialized training for the operators of Vinut. The training covered equipment operation procedures, daily maintenance techniques, and troubleshooting of common faults. Through a combination of theoretical explanations and practical demonstrations, the engineers ensured that the workers could operate the equipment independently. After the training, the engineers accompanied the workers on-site for batch production tests. They promptly adjusted the equipment to address any issues that arose during the tests until it fully met the production requirements.

The successful completion of this cooperation not only provided Vinut with high-quality filling equipment that met its production needs, enhancing its production efficiency and product quality, but also helped our company establish a good brand image in the Vietnamese food and beverage equipment market. Subsequently, Vinut has expressed a long-term cooperation intention with us and plans to continue purchasing our equipment in future capacity expansion, achieving a continuous win-win situation for both parties.