Mr. Fu, a private business owner in Nanjing, Jiangsu Province, had previously partnered on a project with a long-time Cat? user. Through that customer’s referral, he became a new Cat? customer.

After securing a resettlement housing project, the customer initially rented two domestically produced competitor machines for hammering work. One unit failed to deliver satisfactory impact performance, prompting the customer to consider switching to Cat?. Although Cat? rental pricing offered no clear advantage, our sales representative made multiple on-site visits and, based on the project schedule, patiently worked through fuel-consumption calculations with the customer. Compared with competing machines, Cat? equipment could commit to—and deliver—higher operating efficiency, with the resulting fuel savings sufficient to cover the operator’s wages. The availability of a 13% VAT invoice for the rental fee was also attractive, and the equipment insurance provided during the rental term gave the customer added peace of mind. For this first collaboration, the customer selected a Cat? 355 fitted with a 210 hammer, creating a strong start to our partnership. The customer stated that if additional equipment is required for future projects, Cat? will remain the preferred choice.

Case Takeaways

By highlighting the advantages of Cat? rentals—equipment performance, fuel-efficiency assurance, VAT invoicing for rental payments, and rental-term insurance—we successfully converted the customer