Case study
1.5 years, three product lines: how a sample order turned into a repeat buyer
A Spanish air-systems company started with a single modified extraction arm as a sample. Eighteen months later they were ordering filter consumables, downdraft tables and welding-fume arms on a rolling basis.
- Country
- Spain
- Industry
- Air systems and industrial ventilation
- Equipment
- Modified extraction arm; welding-fume extraction arms; downdraft grinding tables; filter bag consumables
A Spanish air-systems company first came to us with a narrow request: one modified extraction arm, built as a sample so their own team could test the quality before committing to anything bigger. That sample order did what samples are supposed to do — it removed the risk.
Why it worked
- Sample first, equipment later — one low-value unit, built to their modification, opened the conversation
- Three product lines quoted by one supplier: bag-filter media, downdraft grinding tables and welding-fume arms
- Eighteen months of unbroken contact, with short technical answers on small, frequent orders
- Every shipment documented under FOB terms — packing list, customs release and commercial invoice
Scope of supply
| Modified extraction arm | sample unit, built to drawing |
| Welding-fume extraction arms | complete units |
| Filter bags and spares | for pulse-jet bag filters |
| Downdraft tables | grinding dust extraction |
What we learned
On a multi-line buyer, the consumable cycle is the business: win the sample, then make sure the first replacement bag or arm is quoted before the buyer looks elsewhere. Frequent small orders are a signal, not a nuisance — they mean the relationship is live and the next complete unit is already in the pipeline. And not every quotation converts: when a project is lost, the technical dialogue is still worth keeping, because the same buyer comes back with other lines.