Promote brand image by network and shows
Ms. Huang Shenyan, Sales of Haiyan Qiancheng Fastener Co., Ltd.

Our nuts are mainly sold to Western Europe. We mostly develop markets by network and shows. The period of unstable material price would pass and we will enhance our image promotion with the hope of getting more orders in 2009.


Confident in 09 gains
Mr. Wang, Sales Manager of Hangzhou Dingyuan Metal Washers Co., Ltd.

Hangzhou Dingyuan Metal Washers Co., Ltd. is a professional manufacturer specializing in spring washers, plain washers and stampings. The products are exported to markets in Europe, America and Southeast Asia. It’s a company of reputation with solid quality and excellent service. Take the year 2008 for example, the annual production value of the company broke through 100 million yuan, including 95 million yuan for foreign sales and 15 million yuan for domestic sales.

Affected by global financial crisis, Dingyuan is under double pressure of fluctuation of steel price and decrease of export volume. First of all, the steel price kept up high in the first half of 2008, so Dingyuan purchased a large quantity of raw materials in case the steel price would continue to go up.

Unfortunately, the steel price began to plummet due to the global financial crisis. So the prices of standard products their clients needed went down along with the tumbling price of steel, even in a wide price range up to 50%. This huge pressure should have been unbearable, but thanks to the help of regular clients who had already established a good relationship with Dingyuan in the long-term cooperation, Dingyuan could fulfill the contacts with the original prices, which gave hope to the company and made us profoundly aware of the importance of end-users.

However, on the one hand, the global financial crisis and fluctuation of steel price have not disappeared; on the other hand, there came the EU’s anti-dumping duties against fasteners from China, which is also a heavy blow to the company because 30% of our products are exported to EU. Facing such pressures, we don’t shrink back but go forward. Under careful consideration, we set America as our target market.

As we don’t have many clients from American market, we can take this opportunity to focus on this market. Therefore, Mr. Chen, general manager of our company attended National Industrial Fastener Show / West in Las Vegas of the U.S. in November 2008. Our company benefited a lot from this show, not only by visiting the regular clients, but also developing the prospective ones.

In spite of the severe economic environment, our company sticks to the original plan to attend large fastener fairs from home and abroad. At the same time, we carry on the promotion on the Internet. What’s more, we will continue to improve the image of our company and products, enhance the product quality, develop high-strength and non-standard fasteners and strengthen technical ability to meet clients’ requirements for special surface treatment. I believe that as long as we pull together, our company will go forward forever!


We don’t have to export only to big countries
Miss Cao, Manager of Haining Manufactory United Trade Co., Ltd.

Our main products are strip nails and coil nails which are mostly exported to Japan, South Korea, Australia, Europe, United States, and other markets. The antidumping case has little influence on us, and we have a regular shipment of 4 or 5 containers now. In the aspect of developing client resources, we always visit the shows to increase our database while keeping the regular clients. We are ready to develop new products next year like bulk nails, O nails, pneumatic gun, etc. I think companies should not fasten exports only on big countries. As fewer companies develop markets in small countries and the price is comparatively lower, this part will have bigger potential. As for foreign trade risk prevention, we use FOB which means the goods will be delivered only when we receive the payment. We also use the safer L/C.


Gain more choices by more contacts, domestic market is full of hope
Mr. Lang Haizhou, General Manager of Haiyan Chengzhou Hardware Plastic Factory

Our expansion bolts are mainly exported to Middle East and only two countries in Europe -- Spain and Italy, so the antidumping case has little impact on us. However, we are still influenced by the whole economic climate. At present, we actively contact more clients more than getting orders through friends, foreign trade companies and professional media. The situation in domestic market is much better and we will enlarge our investment in this section this year.

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