Member: Mr. Huang
Company: Fujian Quanzhou Wanlong Diamond Tools & Stone Co., Ltd.
Country: China
Products: Diamond blade, diamond wheel, stone machinery

Three years ago, Fujian Quanzhou Wanlong Diamond Tools Co., Ltd., founded its export department and was attempting to find ways to develop its foreign trade service. That's when general manager Huang Ying Hua met Alibaba.

"We decided to give Alibaba a try," he says. "We heard about it on CNBC, so we thought it might be a suitable platform."

Situated in Quanzhou Qingmeng Hi-Tech Industrial Area, Wanlong is a private shareholder enterprise with a physical plant covering an area of 26,000 square meters. It has sought to establish itself as a leader in diamond tool design, research, development and production. The Internet was sure to be a vital component, company leaders felt.

After identifying the promotional strength of Internet, Huang recruited a staff for his export department and built up a foreign trade team of ten people to utilize Alibaba's vast trade resources. He set a goal for every staff member to develop at least one new client per month.

"I think there are three steps for the supplier to start business with foreign buyers," Huang says. "First, the buyer learns about the supplier from the Internet and both establish a sense of elementary contact. Second, the buyer and the supplier communicate face-to-face, either at a trade show or at the factory. Then there will be earnest discussion of further cooperation.

"Exhibitions and shows only take several days in a year, but we can use Internet everyday," Huang continues. "Our foreign trade business has increased every year since we've used the Internet in conjunction with more traditional channels like trade shows. As a result, the rate of foreign trade business in our company has increased from ten to 60 percent."

Huang's company has invested in an Alibaba Gold Supplier membership through October of 2007. "We have also bought the keyword list," he adds. "We devote a lot of money to e-business because we believe that it will have extended effects and bring positive development. We also appreciate the value-added services that Alibaba brings. The supplier CD-ROMs at trade shows are a big help. And the service team of Alibaba gives valuable assistance to our sale representatives by e-mail, phone and even personal visits. We get way more than we pay for, and it's an investment well worth it!"

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