The Client Said "Import Only." I Said "Try Ours." Best Decision Ever.
One-Minute Overview
Client Background: Russian buyer, end use for maintenance engineering,
urgently needed PTFE envelope gaskets (PTFE + TOMBO No.1995 + PTFE).
Core Disagreement: The client worried that domestic alternative materials would not perform
as well as the Japanese brand TOMBO No.1995.
Solution: Recommended PTFE + domestic non-asbestos gasket + PTFE,
emphasizing comparable performance, lower cost, and faster delivery.
Key Turning Point: The client asked for the material name.
The salesperson explained that “TOMBONo.1995 is also non-asbestos, and we make our own brand,”
and suggested it could be called QS-1995 domestic alternative.
Deal Result: The client paid 4 days later, delivery on March 31 to the China branch, first order completed.
Experience Summary: Professional alternative solution + cost advantage + delivery advantage + equivalent quality = key to closing the deal.
Client Information: Russian procurement
Product Name: PTFE envelope gasket
Product Use: The client’s end user uses it for maintenance engineering
Product Name: PTFE envelope gasket
Product Use: The client’s end user uses it for maintenance engineering
1. Russian Client Inquiry
On March 4, 2026, after sending a development letter, the client sent a gasket inquiry.
On March 4, 2026, after sending a development letter, the client sent a gasket inquiry.
They wanted to purchase PTFE envelope gaskets, material: PTFE + TOMBO No.1995 + PTFE.
PTFE envelope gaskets are our main product, but our company does not sell VALQUA products (TOMBO No.1995 belongs to that brand).
My first approach was not to tell the client that we do not sell this brand, but to first quote our envelope gasket for his reference.
For the middle layer TOMBO-NO.1995, we use our brand’s non-asbestos gasket core layer,
which can basically serve as a substitute, and our product quality is also very good.
2. Client Concern: Can Domestic Alternative Materials Be Used?
March 5, 2026
The client was concerned about our alternative product and asked if I could describe the material we use to replace TOMBO NA so they could evaluate it.
The client was concerned about our alternative product and asked if I could describe the material we use to replace TOMBO NA so they could evaluate it.
I replied: PTFE + Non-Asbestos (made in China) + PTFE.
March 6, 2026
3. Material Name Dispute: TOMBO No.1995 Is Also Non-Asbestos, We Make Our Own Brand
The next day, the client asked whether this product had a name.
At the time, I misunderstood the email a little and was puzzled, thinking the middle layer was just non-asbestos material,
so where would a name come from?
So I told the client that TOMBO NA 1995 is also a non-asbestos material, but we make our own brand.
Looking back now after making this case, maybe I should have told the client that this is a QS-1995 domestic alternative material.
4. After 4 Days of Silence, the Client Paid Directly and Placed the First Order
March 11, 2026
For the next four days, the client did not give further feedback on this gasket, but sent other inquiries.
For the next four days, the client did not give further feedback on this gasket, but sent other inquiries.
On the 11th, the client directly emailed me saying he had already paid the China branch and wanted to place the order for this envelope gasket.
During this period, the client was probably evaluating and considering.
On one hand, our company has the ability to make this alternative product and ensure a similar performance level;
on the other hand, our cost is lower; third, the delivery time is much faster than imported brands.
These were the key factors that led the client to decide to close the deal.
5. Drawing Detail Confirmation: Are Bolt Holes Needed? Ask Clearly Before Production
March 12, 2026
After confirming the product, I found that the product photo the client gave me had bolt holes, but the drawing did not have bolt holes.
After confirming the product, I found that the product photo the client gave me had bolt holes, but the drawing did not have bolt holes.
All details and any questions must be clearly asked to the client before arranging production, to avoid affecting delivery and trust.
After getting the client’s reply that bolt holes were not needed, I arranged production according to the drawing.
6. Delivery on March 31, Signed by the Client’s China Branch
March 31, 2026
The goods were sent to the client’s China branch according to the delivery schedule.
The goods were sent to the client’s China branch according to the delivery schedule.
7. Order Summary: Professional + Cost + Delivery + Quality, Four Moves to Win the Russian Client
1) Professional ability: Provide the client with an alternative solution and use our product.
2) Lower cost: Alternative brand.
3) Shorter delivery: Imported products take a long time.
4) Good quality: The gasket performance level is similar to the brand.
2) Lower cost: Alternative brand.
3) Shorter delivery: Imported products take a long time.
4) Good quality: The gasket performance level is similar to the brand.
FAQ
Q1: What is TOMBO No.1995?
A: TOMBO No.1995 is a Japanese brand non-asbestos gasket material,
A: TOMBO No.1995 is a Japanese brand non-asbestos gasket material,
often used as the middle layer of PTFE envelope gaskets.
Q2: Can domestic non-asbestos material replace TOMBO No.1995?
A: Yes. Domestic non-asbestos material has a similar performance level, lower cost,
A: Yes. Domestic non-asbestos material has a similar performance level, lower cost,
and faster delivery, suitable for maintenance engineering.
Q3: What is the structure of a PTFE envelope gasket?
A: Usually PTFE + non-asbestos middle layer + PTFE, a three-layer composite,
A: Usually PTFE + non-asbestos middle layer + PTFE, a three-layer composite,
corrosion-resistant and high-temperature resistant.
Q4: What does a Russian client care about most when purchasing gaskets?
A: Material performance, cost, delivery time, and whether it can replace imported brands.
A: Material performance, cost, delivery time, and whether it can replace imported brands.
Q5: How to explain domestic alternative materials to clients?
A: It can be called “QS-1995” or “domestic NA-1995,” emphasizing equivalent performance,
A: It can be called “QS-1995” or “domestic NA-1995,” emphasizing equivalent performance,
independent brand, and high cost performance.
Q6: Why did this order close quickly?
A: Professional alternative solution + cost advantage + short delivery + equivalent quality + timely clarification of drawing questions.
A: Professional alternative solution + cost advantage + short delivery + equivalent quality + timely clarification of drawing questions.
If you are also doing PTFE gasket export, or are looking for a domestic alternative to TOMBO No.1995, welcome to contact us.
Xiamen Qishine Industry Co., Ltd.
Romance Xu | Sales Manager
P: +86 (592) 5255-951 | M: 15985833169
E: info@qishine.com | www.qishine.com
Romance Xu | Sales Manager
P: +86 (592) 5255-951 | M: 15985833169
E: info@qishine.com | www.qishine.com
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