The large
diameter steel pipes are ready to be exported.(Provided by Dai
Ying)
“In 2015, our efforts to increase our shares in the
international market paid off. We received a big order covering over 16000 tons
of LSAW pipes from Saudi Arabia.” Hu Bin, Manager of International Sales
department of Steel Pipe Works, Sinopec Oilfield Equipment Corporation,(hereafter referred to Steel
Pipe Works), a subsidiary of Sinopec Oilfield
Service Corporation, said happily and showcased his thrilled
emotions.
Being certificated
into the market of Middle East
A passport was
needed to get into the international market, and a certificate of quality from
Aramco, whose standard is regarded as the top benchmark of the industry around
the world, is the best passport. As long as a steel pipe manufacturer gets the
certificate of quality from Aramco, the producer’s products are free of check by
some oil companies in the Middle East. It means that the certificate will
greatly facilitate the manufacturer entering into the pipe market of the Middle
East.
Therefore, Steel
Pipe Works set up a panel to apply for the certificate from Aramco. Their work
included keeping all the operation and manufacturing systems and every control
unit up to Aramco standard. Finally, they passed the test and got the
certificate. Steel Pipe Works’ two types of products, LSAW pipe and SSAW pipe,
were listed into Aramco’s procurement memorandum in Chinese market.
Braving the market competitions
At the beginning of
2015, a piece of news hopped into Hu Bin’s attention after he had spent days
surfing on the international bidding and tendering web, reading: an EPC gas
pressure boost project valued 1.3 billion USD is inviting tenders.
After reading
through the news, Hu Bin decided to call the owner party for further information
and to demonstrate his initiatives for the project. Upon receiving the call, the
owner party was very surprised. As they had never expected that a Chinese
manufacturer would be willing to bid for this job. They had no knowledge of the
applicator from such a distant country. Additionally, Hu Bin also faced fierce
competition from hundreds of rivals, some were even the long term partners of
the owner party.
Firstly, Hu Bin
tried to convince the owner party that Steel Pipe Works was a Aramco
certificated bidder with a proven record that it had exported 500 tons of steel
pipes to Saudi Arabia in 2014. Therefore, Steel Pipe Works was up to the basic
standard for the bidders. Finally, Steel Pipe Works was allowed to offer a
price.
Then, in order to be
kept updated to the bidding and tendering process, Hu Bin and his mates paid
great efforts to analyze the market, polish the bidding documents, visit the
client to negotiate the contract details, thereby wining the trust of the owner
party with their top quality of the products and the favorable price.
The better thing was
that after signing a contract of 14000 tons of steel pipes, the owner party
offered another contract covering over 2000 tons of steel pipes to Steel Pipe
Works.
“ What a big
surprise.” Hu Bin was very thrilled hearing the news. 管材展-鋼管展-2017廣州國際管材展－中國展出效果最好的管材展-巨浪展覽-The 18th China(Guangzhou)Int''l Tube&Pipe Expo
