who is our customer

Who are our customers?

Five typical customer profiles

Oil/gas companies

Roles: Purchasing Manager, Project Engineer Requirements: Reliable quality, uninterrupted supply, compliance with API standards

Power plant/boiler plant

Role: Technical Lead, Supply Chain Director; Requirements: High-temperature and high-pressure resistant materials, with P91/P92 alloy pipes in stock.

EPC general contractor

Roles: Project Manager, Procurement Specialist Requirements: Strict deadlines, complete documentation, and ability to pass client audits

Large industrial distributors/traders

Role: Boss, Purchasing Manager Requirements: Competitive pricing, stable inventory, regional market protection

Engineering maintenance/repair service provider

Roles: Field Engineer, Purchasing Specialist; Requirements: Support for rapid replenishment of small batches and emergency replacement solutions.

Map of Six Typical Scenarios and Pain Points

01. Emergency Replenishment / Project Overhaul

Client Characteristics: Projects suddenly face shortages, unable to wait for steel mills to schedule production.

Core Pain Points: Fear of supply disruptions, work stoppages, and hefty penalties for breach of contract.

Conversion Goal: Quick transaction, acceptance of high premiums, and securing short-term cooperation.

02. New Project Bidding / Preliminary Design Stage

Client Characteristics: Participants in bidding for or designing major projects, requiring early identification of qualified suppliers.

Core Pain Points: Incompatible technical parameters, incomplete qualifications, inability to pass client review.

Conversion Goal: To enter the shortlist and become a candidate/finalist supplier.

03. Routine Procurement / Annual Framework Cooperation

Client Characteristics: Stable production-oriented procurement, seeking long-term supplier cooperation

Core Pain Points: Concerns about price fluctuation risks, unstable supply, and poor after-sales cooperation

Conversion Goal: Secure annual supply agreements and steadily increase supply share

04. Existing Supplier Experiencing Serious Problems

Customer Characteristics: Forced to urgently switch suppliers due to quality incidents, delivery delays, or service deterioration

Core Pain Points: Fear of repeating past mistakes, fear of high integration costs, fear of unreliable new suppliers

Conversion Goal: To become an alternative supplier and quickly establish trust through the first order.

05. Price-Driven Pure Price Comparison Model

Customer Characteristics: No brand preference, only looks at price, doesn't care about quality or service details

Core Pain Points: Fear of overpaying, fear of low-price traps, fear of being ripped off

Conversion Goal: Value creation conversion, or proactively abandoning low-quality customers

06. Initial Small-Batch Trial Order

Customer Characteristics: Unfamiliar with our products and services, placing a small order to verify our capabilities.

Core Pain Points: Fear of inconsistent quality, inadequate service, and problems with bulk orders.

Conversion Goal: Build confidence through perfect delivery and strive for large-volume repeat purchases in the future.

Post time: Jun-01-2026