Henan Superior Abrasives (HSA) Corporation, a leading producer of silicon carbide abrasives, recently secured a new customer in the Russian market thanks to their responsive customer service and high-quality product samples.

The Initial Inquiry

Jack, a Senior Purchasing Manager at a Russian chemical distribution company, reached out to HSA about potentially distributing our silicon carbide products in Russia and the CIS region. His company had been supplying raw materials for over 20 years and was looking to expand into the construction sector.

Jack’s initial inquiry asked for detailed product information like material safety data sheets (MSDS), technical data sheets (TDS), and certificates of analysis (COA). He also requested catalogs showcasing HSA’s full product range to evaluate their suitability as a long-term supplier.

Clarifying Product Requirements

Kevin, an HSA Sales Manager, promptly responded requesting more specifics on Jack’s silicon carbide requirements:

• Grade: Black or green?
• Particle size: Macro grits or powder?
• Application: Chemical or for construction?

He also inquired about payment terms, particularly whether the Russian distributor had a bank account outside of Russia, as international payments were increasingly challenging due to sanctions.

Jack clarified that he needed black silicon carbide in an F14 grit size (approx. 1180-1700 microns) intended for use as an abrasive in the construction industry. While able to pay in Chinese yuan, Russian banks were having difficulties sending USD payments due to sanctions.

Kevin explained the key differences between black and green silicon carbide grades, confirming the black F14 would be suitable for construction abrasives. He also attached the requested documentation and inquired whether a full 20ft container (24MT) of just the F14 grade was needed, or if a broader grit range from F14-F220 would be preferable from a pricing perspective.

Providing Test Samples

To move forward, Jack requested a small 2-3kg sample of the black F14 silicon carbide to pass along to his customer for evaluation. Kevin agreed to provide this free of charge, asking only that Jack cover the express shipping fees.

After reviewing the samples and finding them satisfactory, Jack’s customer greenlighted an initial trial order for a full 20ft container (24MT) of the black F14 grit packed in 1000kg bags.

Kevin provided a formal quote breaking down the key terms:

• Product: Black Silicon Carbide F14
• Price: $xxx/MT FOB Xingang
• Payment Terms: 50% advance, 50% against bill of lading
• Validity: 10 days
• Lead Time: 20 days for production and loading
• Package: 1000kg bags
• Volume: 24MT per 20″ container

He also reiterated the need to pay via a third-country bank account if Russian banks could not process payments to HSA’s Chinese accounts.

Based on the quality samples and competitive pricing, Jack’s company decided to move forward with this initial 24MT trial order, working through the banking challenges to facilitate payment to HSA.

Conclusion

By addressing the customer’s specific needs and payment challenges, Henan Superior Abrasives was able to secure a significant order for black silicon carbide, laying the foundation for further business in the Russian and CIS markets. With the trial order completed successfully, Henan Superior Abrasives (HSA) is well-positioned for future collaborations with this customer.