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Story 2 Needs create value

In China, technical staff has professional titles. If you want to get into a higher level title, you must have achievements in academics with articles published on professional periodicals. And it is not an easy job.

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*** Turbine Works is a big company with more that 6000 employees. Mr. A acted as processing engineer of technical department. He planed to promote to Senior Engineer (correspondent to associate professor), but did not has any paper published. He was so troubled by this.

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This company is one of our existent customer, but with small share. For round inserts which they consume a lot in manufacturing turbine blades, they keep purchasing inserts from our competitor. We have tried many times, but failed to change the fact.

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Our technical staff got information when chatting with Mr. A that he planed to apply for Senior Engineer. So we designed a trading scheme:

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• We recently launched new products with excellent performance.

• We plan to start an application program in Mr. A’s company.

Achievements paper would be published

in ** Technical Magazine afterwards.• The paper shall be completed by Mr. A together with our technical

staff. The first undersigned shall be Mr. A and we shall be

responsible for publishing the paper.

If the test result is superior to our competitor, Mr. A has no choice

but to choose SECO.