Case study
Six orders in six months: from a repair-parts trial to complete machines
A Caribbean distributor started with a small order of replacement filter bags. Six months later they were buying complete machines and asking for samples to win their own new customers.
- Country
- Caribbean — Dominican Republic
- Industry
- Woodworking, panel & cement, via local distributor
- Equipment
- Filter bags, solenoid valves, controllers + 2 × YT-01MC36
- Order value
- 6 orders — parts trial to complete machines
- Lead time
- Same-day quotations on parts enquiries
The challenge
A distributor servicing local woodworking and cement plants was dealing with ageing bag filter installations — failed pulse solenoid valves and badly worn filter bags. With no specialist supplier on the island, OEM spares carried long lead times and high prices, and every repair cycle stretched out.
The sticking point
The distributor had to be sure replacement parts would match machines that were not ours — bag dimensions, valve coil voltage, controller compatibility. A wrong guess means a dead machine for their customer, so every spec had to be confirmed against photos and measurements before ordering.
How we solved it
We started where their risk was lowest: repair parts. Anti-static polyester bags at 125 × 2000 mm, 1" solenoid diaphragm valves with 220V coils, and pulse cleaning controllers, supplied in flexible batches rather than forcing a minimum. As the relationship developed we supplied two complete YT-01MC36 woodworking dust collectors by LCL sea freight to Santo Domingo, prepared the commercial invoices and original bills of lading their customs required, and sent free filter bag samples with a multi-material sample card when they began prospecting new accounts.
The outcome
Six orders accumulated in six months, escalating from a few hundred dollars of spares to complete machines and repeat consumable orders. The sequence ran: parts trial, fast repeat order, complete machines, additional consumables, then a request for samples to support their own prospecting. That last request is the clearest signal a distributor gives that the supply relationship is working.
A distributor servicing local woodworking and cement plants was dealing with ageing bag filter installations — failed pulse solenoid valves and badly worn filter bags. With no specialist supplier on the island, OEM spares carried long lead times and high prices, and every repair cycle stretched out.
Why it worked
- Six orders in six months, from spares to complete machines
- Same-day quotations on parts enquiries
- Air freight for urgent spares, LCL sea freight for machines
- Commercial invoice and original BL issued for customs clearance
- Free sample bags and multi-material sample cards for their own prospecting
Key specifications
| Filter bags | 125 × 2000 mm, anti-static polyester |
| Bags per unit | 52 |
| Solenoid valve | 1″ diaphragm, 220V coil |
| Machines supplied | 2 × YT-01MC36 |
| Shipping | LCL to Santo Domingo + air for spares |
What we learned
Repair parts are the lowest-risk way for a distributor to test a new supplier. Quote them quickly and handle the shipping documents properly, and the machine orders follow on their own.