The Start of Long-Term Docking: Building Trust Through In-Depth Communication

The cooperation began with the customer’s urgent need to update methyl tert-butyl ether suppliers. As a key raw material for their gasoline blending production, the product’s supply stability directly affected their production scheduling and market delivery. We first initiated systematic communication: over three months, we conducted 12 rounds of in-person and online discussions, covering not only basic requirements such as product specification consistency and batch stability but also diving into details like packaging standards for long-distance transportation, customs clearance efficiency for imported raw material supplements, and emergency response plans for supply fluctuations.

During the docking process, we learned that the customer had previously faced issues with delayed deliveries and unclear batch information, which led to production line shutdown risks twice. To address these concerns, we provided a complete record of our past two years of delivery timeliness (maintaining a 99.2% on-time rate) and shared a third-party audit report on our inventory management system. We also adjusted our communication mechanism to assign a dedicated account manager to respond to their inquiries within 4 hours and submit weekly supply status updates, including raw material inventory, production progress, and logistics tracking information. This persistent and detailed communication gradually dispelled their doubts.

Timeliness Guarantee: Overcoming Challenges to Meet Urgent Needs

The turning point in the cooperation came from a sudden production adjustment by the customer. Due to a surge in market demand for high-octane gasoline, they needed to increase their monthly purchase volume of methyl tert-butyl ether by 30% and required the first batch of goods to be delivered within 10 days—half the usual lead time.

Facing this urgent request, we immediately activated our emergency supply mechanism. The account manager coordinated with the supply chain team overnight to check inventory: the existing stock could only meet 40% of the increased demand. We then contacted our contracted logistics partners to confirm that special transport vehicles could be dispatched within 24 hours, and negotiated with upstream raw material suppliers to prioritize our order allocation. During this period, we sent real-time updates to the customer every 12 hours, including the progress of raw material replenishment, production line scheduling, and vehicle dispatching. On the 9th day, the full batch of methyl tert-butyl ether arrived at their warehouse, 24 hours ahead of the agreed time. This timely response made the customer recognize our supply chain resilience.

Sustained High-Standard Service: Laying the Foundation for Long-Term Cooperation

After the first successful delivery, we continued to maintain our service standards to consolidate the cooperative relationship. We established a quarterly on-site visit mechanism: each visit included checking the product storage conditions at the customer’s warehouse, collecting feedback on product usage, and discussing future demand forecasts. Once, during a visit, we noticed that their warehouse staff had difficulty distinguishing between different batches of products, so we quickly upgraded our packaging—adding scannable QR codes that could display batch numbers, production dates, and storage precautions with a single scan, significantly improving their inventory management efficiency.

We also paid close attention to external factors affecting their procurement. When international raw material prices fluctuated sharply last year, we took the initiative to provide a one-month price lock-up service, helping them avoid cost increases caused by price volatility. In addition, we shared industry information such as policy updates on gasoline additive standards and changes in regional supply and demand every month, assisting them in optimizing procurement plans in advance.

These sustained services have made the cooperation increasingly stable. From the initial monthly fixed-quantity purchase to the current annual framework agreement, the customer’s purchase volume has increased by 150% in two years. They have also abandoned the plan to develop alternative suppliers, and took the initiative to extend the cooperation term for another three years, becoming our core long-term partner.