Woda first connected with E., a distributor from Mexico, two years ago. At that time, he already had stable suppliers in China and a mature purchasing system, making it difficult for a new supplier to enter his sourcing network.
For a long period, E. mainly contacted Woda for quotations but did not place orders. Even so, Woda treated every inquiry seriously, responded promptly, and provided clear explanations about product specifications, pricing structure, and quality differences.
Although short-term cooperation seemed unlikely, Woda continued to maintain the relationship through professional service, patient follow-up, and consistent communication.
The key breakthrough came last year when Woda visited Mexico for business. During the trip, the team arranged three in-person visits with E. Instead of pushing for an immediate order, Woda focused on understanding his real needs, the pain points of his current suppliers, and the competitive situation in his local market.
Through sincere face-to-face communication, E. gradually recognized Woda’s professionalism and commitment. He saw that Woda was not simply trying to win an order, but genuinely looking for ways to help him solve problems and optimize his supply chain.
After the third visit, E. decided to place a trial order, with the first order reaching RMB 1 million. This marked a major turning point from two years of “quotation only” to the beginning of real cooperation.
