Case study
From “our dust filtration is not that good” to a 100% TT prepayment first order
A Czech woodworking shop replaced an undersized extraction system after we quoted two engineered options against their actual duct layout. They paid in full, in advance, on a first order with no platform escrow.
- Country
- Europe — Czech Republic
- Industry
- Woodworking / panel processing
- Equipment
- 1 × 7.5 kW collector + 3 spare cartridges
- Order value
- 100% TT prepayment (first order, no escrow)
- Lead time
- Revised quotations in under 30 minutes across three trade-term changes
The challenge
The shop ran two woodworking machines with two existing dust collectors, and the customer was direct about the result: the dust filtration was not good. Their 3 kW fan was serving a 300 mm main inlet feeding one 200 mm and two 150 mm branches — undersized for that duct layout — and extraction performance had declined year after year.
The sticking point
The sticking point was trust on payment: a first order with no platform escrow, and a request to pay 100% TT in advance. A voltage difference (400V/50Hz spec against an earlier 380V quote) also had to be handled honestly rather than hidden.
How we solved it
Rather than pushing a standard product, we quoted two engineered options against the same duct layout: a cyclone-cartridge unit for higher filtration precision, and a bag-type central system for higher volume. Each came with a PDF quotation and three videos of the equipment running. We explained why the recommended motor was 7.5 kW or 5.5 kW against their existing 3 kW — their old system had lower duct resistance, which is why a small fan had been adequate before. Everything was quoted to 400V/50Hz with CE certification and EPR Germany packaging compliance.
The outcome
The customer ordered one 7.5 kW unit with three spare cartridges on FOB terms and paid 100% TT in advance, with no platform escrow. Trade terms were changed three times at their request — EXW to FOB to FCA — with a revised quotation issued within 30 minutes each time. A production video was sent for confirmation before shipment, and when a part was found damaged during loading we disclosed it and shipped a replacement rather than waiting for them to discover it. The full document set — bill of lading, labels, consignee paperwork — was handled end to end.
The shop ran two woodworking machines with two existing dust collectors, and the customer was direct about the result: the dust filtration was not good. Their 3 kW fan was serving a 300 mm main inlet feeding one 200 mm and two 150 mm branches — undersized for that duct layout — and extraction performance had declined year after year.
Why it worked
- 100% TT prepayment on a first order, with no escrow
- Two engineered options quoted against one duct layout
- Quotation revised in under 30 minutes across three trade-term changes
- Production video sent for confirmation before shipment
- Damaged part disclosed and replaced proactively during loading
Key specifications
| Main inlet | 300 mm |
| Branches | 1 × 200 mm + 2 × 150 mm |
| Previous fan | 3 kW |
| Recommended motor | 7.5 kW / 5.5 kW |
| Power standard | 400V / 50Hz (CE) |
| Cartridge life | 8–12 months |
What we learned
European end-users respond to engineering reasoning and honesty, not to the lowest price. We told this customer our equipment cost more than what they were running and explained exactly why it would perform better — and that is what earned a full prepayment.