case-16 - SONICE

In March 2026, SONICE received a new inquiry from a customer looking for OEM work gloves for aquaculture use. The customer was interested in two types of gloves: one waterproof work glove and one water-resistant work glove. They also had a clear color requirement, asking for the gloves to be close to CCFF00, a bright and eye-catching yellow-green color.

After receiving the inquiry, our sales representative Jon quickly followed up with the customer. To better understand the customer’s real needs, Jon asked for product pictures or samples so that our team could evaluate the materials, structure, and estimated cost more accurately.

02

Understanding the Customer’s Requirement

For aquaculture work, gloves need to perform well in wet environments. Workers may need protection from water, moisture, dirt, and daily handling tasks. Therefore, the difference between waterproof and water-resistant gloves is very important.

After further communication and quotation comparison, the customer confirmed that they preferred the waterproof glove option. This showed that full water protection was more important for their market and application.

The customer then asked whether the MOQ could be reduced.

03

The Challenge: MOQ and Market Testing

After Jon explained the MOQ requirement, the customer shared that they were still in the market testing stage. Since this was not yet a large-scale purchase, they could not accept a higher minimum order quantity at that time.

This is a common situation in international B2B business. Many customers want to test a new product in their local market before placing larger orders. For SONICE, the goal is not only to sell a product, but also to help customers find a practical solution that fits their real business stage.

SONICE’s Solution

Instead of ending the negotiation because of MOQ differences, Jon continued to look for a better option.

Based on the customer’s waterproof requirement, color preference, usage scenario, and MOQ limitation, Jon recommended another suitable glove style. This alternative product could better match the customer’s needs and also meet the customer’s required MOQ of 4,000 pairs.

After several rounds of communication, the customer accepted the new recommendation and finally confirmed the order.