Farm Operations Seek Specialized Compact Machinery
POL, a large-scale agricultural enterprise in Georgia, faced a significant operational bottleneck in its day-to-day farm management. The need was for a fleet of 10 micro excavators to perform a variety of tasks including digging irrigation channels up to 1.5 meters deep, clearing tree roots across 50+ hectare plots, cleaning livestock pens, and performing light landscaping. The key requirements were compact size for maneuvering between tight vineyard rows (under 1 meter wide), a weight limit allowing transport on a standard 3.5-ton trailer, and exceptional fuel efficiency for 8-10 hour daily operation. However, after evaluating over 15 different models from European and local dealers for 6 months, POL could not find a unit that balanced durability, serviceability, and total cost of ownership within their initial total budget allocation of approximately $65,000 for the fleet. Many models either used untested proprietary engines, lacked sufficient dealer support in the Caucasus region, or were too heavy for their existing logistics setup.
Addressing Concerns Over Durability and Import Logistics
Two primary, interlinked concerns prevented POL from moving forward with a Chinese manufacturer. First was the profound skepticism regarding long-term durability and quality consistency. Past experiences in the local market suggested some machinery suffered from hydraulic failures within 500-800 operating hours, structural cracks in the boom after 12-18 months, and rapid depreciation due to poor reliability. POL estimated that unscheduled downtime could cost over $300 per day per machine in delayed projects. The second major hurdle was the complex import process into Georgia. Uncertainty surrounded the necessary documentation for customs clearance at the Port of Poti or Batumi, compliance with Georgian Technical Regulations (GTRs), and whether the machinery would require costly on-arrival modifications. The risk of shipment detention due to incorrect paperwork, leading to demurrage fees of $80-$120 daily, added a significant hidden cost risk to the procurement.
Proposing a Proven Powertrain in a Compact Package
Shandong Yuxuan Import & Export Co., Ltd. presented a targeted solution centered on a reliable, globally recognized engine housed in a purpose-built agricultural micro excavator. We recommended our 1-ton class micro excavator model, specifically configured for agricultural use.
- Kubota Powered Reliability: The core of our proposal was the integration of the Kubota D722-E3B, a 3-cylinder, 35 horsepower diesel engine. This engine is globally renowned in agricultural and construction equipment for its fuel efficiency (approximately 1.8 liters per hour at average load), low emissions, and exceptional parts availability worldwide. We provided certified engine specification sheets and data showing a mean time between failures (MTBF) of over 8,000 hours in similar applications.
- Farm Optimized Design: The excavator itself was designed with a width of only 980mm and an operating weight of 1,150 kg. It featured a quick coupler system compatible with over 15 different attachments (augers, grapples, hydraulic breakers) we offered. The undercarriage was fitted with 200mm wide rubber tracks to minimize ground pressure (approx. 0.22 kg/cm²), crucial for preventing soil compaction in fields.
- End to End Export Facilitation: We detailed a full-service export package. This included preparing all documents aligned with Georgian customs requirements: Commercial Invoice, Packing List, Bill of Lading, Certificate of Origin (Form A), and a detailed Technical Specification Sheet. We also committed to pre-shipping a complete digital dossier to POL's nominated customs broker in Tbilisi for pre-clearance checks.
Demonstrating Capability Through Live Testing and Transparency
To substantiate our claims and build trust, we invited POL's decision-makers and head mechanic to a comprehensive virtual and data-driven engagement session centered on a live demonstration.
- Live Performance Demonstration at Test Site: We conducted a scheduled 3-hour live video broadcast from our dedicated testing facility. The demonstration included:
- A 30-minute continuous digging cycle in a mixed soil pit, showing bucket penetration force and swing stability.
- Precision tasks like digging a 1.2-meter deep, 300mm wide trench to simulate irrigation work.
- Lifting capacity tests, safely hoisting 250kg pallets to demonstrate stability.
- Real-time monitoring of the engine dashboard, showing coolant temperature (stable at 85°C) and hydraulic oil temperature (stable at 65°C).
- Factory Tour and Quality Audit Presentation: Following the demo, we provided a virtual tour of our 20,000 square meter assembly facility. We showcased:
- The robotic welding stations for the boom and arm, ensuring consistent weld penetration depth of 5-6mm.
- The hydraulic assembly clean room, where all lines are flushed to an ISO 17/15/12 cleanliness standard.
- The final testing bay where every unit undergoes a 2-hour pre-delivery inspection (PDI) with a 25-point checklist.
- Material and Component Traceability: We presented mill certificates for the high-tensile steel (Grade Q345B) used in the main frame and boom. We also showed supply chain documentation for major components like Kawasaki hydraulic pumps and motors and Nabtesco swing drives, all from Tier-1 suppliers.
Securing Initial Order and Establishing a Partnership
The transparent, data-rich demonstration directly addressed POL's core concerns and led to a concrete business decision. The head mechanic was particularly impressed by the smooth operation of the Kubota engine and the lack of hydraulic lag during simultaneous movements. The management team gained confidence from seeing the modern production facilities and traceable quality controls. While POL's original plan was for 10 units, the decision was made to proceed with a strategic initial batch of 5 micro excavators, representing a $32,500 commitment. This allowed them to validate performance in their specific Georgian farm conditions over a 6-month period before scaling the fleet. The order was secured with a formal contract that included a 12-month or 1,000-hour warranty and the provision of an initial spare parts kit. The successful, transparent process has established Shandong Yuxuan as a credible partner, with a clear pathway for the remaining 5 units and potential future orders for other agricultural machinery, turning a $65,000 prospect into a tangible, trust-based commercial relationship.
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