AMANDA has 24 years of water treatment industry experience and 11 years of export experience.,it is a production and distribution company of water treatment products, production:UV sterilizer/Ozone generator/Industry and Household purification system;distribution:FRP tank/RUNXIN valve/ Water distributor/RO membrane/Industry RO membrane housing/Filter cartridge /Filter housing .
AMANDA Team’s Moscow Trip
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AMANDA Team’s Moscow Trip

Views: 0     Author: Site Editor     Publish Time: 2024-10-23      Origin: Site

The Russian Federation, with its capital in Moscow, spans the Eurasian continent, with a total area of 17,098,200 square kilometers and borders 14 countries. The national boundary is 60,933 kilometers long, of which the coastline is 38,807 kilometers long and the land border is 14,509 kilometers long. The total population is about 146 million people, most of whom believe in Orthodox Christianity. The official language is Russian. It is a European country with a per capita GDP of 898,000 rubles.(66721RMB), Russia is one of the major economic powers, with strong basic scientific research strength, especially in the research of cutting-edge technologies such as aerospace, nuclear energy, and military industry, and has abundant energy and mineral resources. Most parts of Russia have long and cold winters, short and warm summers, and very short spring and autumn. The average temperature in January is -37℃ to ~1℃, the average temperature in July is 11℃ to 27℃, and the relative humidity is 30%~80%.


On September 6, 2024, we took an Eastern Airlines flight and arrived at SVO Sheremetyevo International Airport in Moscow, the capital of Russia, after more than 8 hours of flight. There were guide signs in Chinese throughout the airport. The road signs were very clear, giving us a full sense of security, which also shows that Russia is very friendly to us Chinese.

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Following the guidance of the road signs, we began to queue up for customs clearance. Although there were many windows, the efficiency was very low. There were about 10 people in front of us and we waited in line for nearly an hour and a half. There were no security personnel on site to maintain order, and it seemed a bit chaotic. The customs clearance was divided into domestic and foreign citizens. We saw tour groups and Chinese/Indian students entering the customs. It is understood that many Chinese students choose to study in Russia, mainly because of the high-quality educational resources and the much lower economic costs compared to European and American countries.

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We were on a business trip this time. Although Russia is friendly to China, we also prepared information, invitation letters, hotel orders, itinerary, etc., but no questions were asked. After verification, we were given an entry card (the same size as a passport), which we need to carry with us, as it will be confiscated by customs when we leave the country (we asked the flight attendants and international students on the plane whether we needed to apply for the entry card. They all said they didn't know and it probably wasn't necessary. Finally, we asked a tour guide, who said it would be given when we enter the country. If you don't know when you are away from home, you must ask more questions).


After more than an hour of waiting, we finally passed through customs smoothly. At this moment, the client couple was already waiting at the door. In order to ensure that we could communicate smoothly, they also brought their colleague who could speak English. This client was developed by us in 2002 and we have been cooperating smoothly for more than a year. This was the first time we met, and both parties were very excited, as if they were meeting each other in person.


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In order to relieve our fatigue, the customer drove us to the hotel first. It was rush hour, and the 40-minute drive took us nearly 1 and a half hours. Most of the cars here are Chinese brands, such as Great Wall and Chery. Due to sanctions, Chinese brands have also grabbed a wave of dividends. The hotel we stayed in was booked by the customer. The overall environment is very good, and the price is not expensive, about 350 yuan a day, including breakfast. Because the front desk English is limited, the customer helped to communicate and handle the check-in procedures, and reminded us to get the landing visa the next morning (some hotels cannot handle it, and need to be verified in advance). In this way, we started our 20-day trip to Russia.

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On Sunday night, the client's family entertained us at a Georgian restaurant. The translator said that the meal would cost about 1,000 RMB, which was still quite expensive compared to local prices. Common fruits and vegetables were around 10 RMB. The Russian-Ukrainian war had a great impact on local life. According to customer feedback, prices had risen by nearly 2-3 times.

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After 2 days of adjustment, we started to prepare for the exhibition. On the morning of the 9th, the customer drove us to the venue. The direction of Moscow city is relatively straight. We are in the northeast, and the exhibition is in the northwest corner, which is equivalent to crossing the city. It takes about 1 hour to drive. On this day, we set up the exhibition and prepared exhibits with the customer. This year's booth was organized by us and the customer. All the layout of the venue and exhibits were prepared by the customer. During the layout, we saw that all products were labeled, product information, sequence table, packaging order, etc. were made, and all the materials on site can be reused, which saves a lot of costs for next year's exhibition. The customer's intentions can be seen in every place, which is very worth learning from.

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Ecwa is one of the important local water treatment exhibitions. We started to participate in 2023. This year is the second year. Many well-known companies will come. Because of sanctions, Russia's important partner is China, so this year there are a lot of Chinese exhibitors, nearly 200, which shows that the Russian market still has great potential. In addition, because we are a combined exhibition, the main task is to assist our customers, while another person will go to the booth to understand the exhibitors and get more customer and market information. Due to language problems, we hired 2 translators to assist.

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After three days of communication at the exhibition, we got some information:


Exhibition:

1) Traffic, the overall customer traffic is less than last year. Some customers are worried about the war, and some feedback that the exhibition party’s publicity is not in place;

2) Exhibitors are half from China and Russia, with a total of 440 suppliers. The main exhibits in the 8 venues we are in are pumps, sewage pumps, and pipeline pumps. The most relevant to us is CNP pumps. The booth is very large. This brand is also well-known in Russia. Many customers know about it, but feedback is that the price is a bit expensive; reverse osmosis membranes, the main venue has Vontron reverse osmosis membranes, Origin water reverse osmosis membranes, Haina reverse osmosis membranes, and some local brands; there are very few wholesalers, and most of our counterparts are engineering companies. Many of last year’s major customers did not participate in the exhibition;

3) Local fiberglass tank brands are slowly rising, and the market may change in the next three years

4) The problem faced by all customers is payment. Currently, most of them are through third-party countries, or modify PI HS code, pay rubles to the agent, the first method is the most, the handling fee is between 4-13%


Customer: We have in-depth communication with 1 wholesaler and 4 engineering companies:


1) Customer 1, wholesaler, local fiberglass tank manufacturer. According to feedback from other customers, this supplier has a good reputation in the local area and many customers know it, but the price is high. The disadvantage is that large models cannot be made, so they also import. The matching water distributor, Runxin control valve, salt box, etc. are also purchased from China. At present, there are agents in China and stable procurement channels. They are interested in our one-stop supply. We showed the value-added documents on site and the customers recognized it very much;

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2) Customer 2, an engineering company, mainly engaged in sewage projects and membrane nanotechnology, has more than 40 years of industry experience. It does not make conventional reverse osmosis equipment, but is interested in special anion resins. Because they are very professional, they specially asked our suppliers to attend the meeting and communicate together. Finally, they gave the customer the type of resin they wanted, and arranged samples as soon as possible. At the same time, we also saw some other products at the booth, such as: precision filter - Pentair brand, which contains a 40-inch large-flow microporous folded filter element; conventional UPVC filter, judging from the workmanship, it should be made in China, like Hengxin;

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3) Customer 3, an engineering company, only does projects. Only pictures of the projects were displayed at the booth. We visited them twice and met the person in charge. After value transmission, they were also interested in our company. The company is located in Moscow, so we decided to visit them after the exhibition for in-depth communication. The simple model of the reverse osmosis equipment was displayed at the booth, showing the main unit, the pretreatment UPVC precision + CNP pump + multi-stage fiberglass membrane shell combination;

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4) Customer 4, an engineering company, participated in the Shanghai exhibition in 2004. This year was the first time for the company to participate in the exhibition. The company mainly focused on reverse osmosis equipment and reverse osmosis membranes. We also visited the company three times. The company provided the desired reverse osmosis membrane model for the first time and made a quotation on the same day. We communicated with the customer for two consecutive days on the second and third days. The feedback was that the price was acceptable, but there were other products that the customer was interested in. Because the exhibition time was limited, we agreed to visit the customer after arriving in St. Petersburg and communicate with the purchasing manager on site.

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5) Customer 5, an engineering company and agent of China X Membrane, was interested in our supporting products, FRP membrane shell, stainless steel membrane shell, and EDI system. At the same time, we learned at the exhibition that the customer was bidding for a project recently, which was a 60-ton municipal tap water residential project. We hoped that we would quote. That night, we contacted the domestic company, prepared product information, and communicated with the customer on site the next day. The customer was very satisfied with our efficient work.

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After the exhibition, we started the ground promotion mode and visited 4 customers:

1) On the 16th, we communicated with the agent about this year's cooperation, current problems, future marketing plans, etc.

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2) On the 17th, I visited a large local wholesaler, which mainly deals in projects and wholesales. It has cooperated with many Chinese factories, such as Canature, Vontron, Chengda, CNP, Createc, Wonder, Firstline, etc. It has more than 20 years of import experience. It has 2 warehouses with a total area of 6,000 square meters. There are also goods piled up in the yard. There are 2 warehouses and a production workshop, which produces water treatment equipment, with an area of about 1,000 square meters. The two warehouses are full of Chinese brand products, including Vontron reverse osmosis membrane, Canature FRP tank, Chengda FRP membrane shell, FRP tank, CNP high-pressure pump, raw water pump, Wonder UV, Philip Tubes, Pure ion exchange resins, Createc meters, Firstline fiberglass membrane shells, Evoline series. We currently have a lot of inventory, and there is also an equipment assembly workshop to make some simple reverse osmosis equipment. After visiting the warehouse, we held a meeting with the purchasing technicians and learned that the customer is one of the top 5 local wholesalers. The current cooperation is very stable. The main products are the same as ours. They are interested in our one-stop supply, but there is no plan to change suppliers. However, there may be opportunities in the future. At this stage, I would like to know more about the payment situation and whether we have a better channel. I don’t want to pay through a third party because the handling fee is very high. I hope that the Chinese government can introduce policies to help the development of Sino-Russian trade. Currently, payment and transportation are the main reasons affecting them;

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3) On the 18th, I visited a cooperative customer, a wholesaler, who has 4 warehouses and 2 branches in Moscow. He focuses on industrial/domestic reverse osmosis equipment and wholesales accessories. The main products are industrial (industrial reverse osmosis membrane Vontron, Suez reverse osmosis membrane, LG reverse osmosis membrane, Firstline fiberglass membrane shell, ROPV fiberglass membrane shell, Fervid fiberglass membrane shell, Bona stainless steel membrane shell, Pass stainless steel clamp), and the secondary products are household (Lifu household reverse osmosis pump, Jintai flow meter, pressure gauge). The industrial products account for about 60%, most of which are imported from China, and a small part is imported from Turkey. He has great trust in Chinese products.

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5) We visited the customers during the exhibition. We visited the warehouse of the customers, which is about 4,000 square meters. They mainly manufacture, supply, install, adjust and provide maintenance of reverse osmosis equipment. They are mainly in the fields of medical water treatment equipment, energy, industry and municipal administration. The technologies used are: reverse osmosis, nanofiltration, ultrafiltration, microfiltration, membrane degassing, ion exchange, pressure filtration, electrode ionization, reagent dosing, etc. They are very professional engineering companies with 23 technologies and more than 80 employees. The bidding projects are spread across various industries. The company is very professional and will provide a warranty period according to the requirements of Party A. It has very high quality requirements and is positioned as high-end. The products must not only be certified, but more importantly, stability. In the workshop, we saw more than 10 pallets of Toray reverse osmosis membranes. There are also several pallets of Suez reverse osmosis membranes and Southern pumps. Two equipments are being assembled, 4 tons and 8 tons of municipal water equipment;

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On Thursday, September 19, 2024, we ended our customer visits in Moscow and flew to St. Petersburg on Russian Airlines. After more than ten days of exhibitions and customer visits, we have a better understanding of the local market, hot-selling products, and current problems, laying the foundation for the future development of the Russian market.


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