🏭 Project Background
Customer Type: European Marine Hardware Manufacturer
Industry: Shipbuilding & Offshore Equipment
End Use: Precision-machined components for seawater valve systems
The customer was sourcing C46400 Naval Brass rods for long-term production of corrosion-resistant parts used in marine and offshore environments.
Original Inquiry (RFQ Snapshot)
"We are looking for a qualified supplier of C46400 (Naval Brass) rods and would like to request a quotation and technical proposal from your company.
We are planning long-term procurement, so we are interested not only in competitive pricing but also in stable quality, traceability and strong QMS."
Customer Technical Requirements
🔹 Material Specification
Alloy: C46400 Naval Brass (UNS C46400)
Standard: ASTM B21 / ASTM B453 (or equivalent)
Temper: Half-hard (H02 or equivalent)
Product Form: Drawn / Extruded Round Rods
Dimensions Required
Customer requested multi-size procurement:
Ø6 mm
Ø8 mm
Ø10 mm
Ø12 mm
Ø16 mm
Ø18 mm
Detailed Technical Expectations
For each size, the customer required:
Dimensional tolerance (e.g. h9 or equivalent)
Standard bar length (3m / 4m)
Cut-to-length capability
Surface condition:
Drawn / peeled / polished
Surface roughness data (if available)
Initial Order Plan
| Item | Requirement |
|---|---|
| Trial Quantity | Small samples (a few pieces per size) |
| Bulk Quantity | 500 kg per size |
| MOQ Request | Flexible MOQ per size |
| Procurement Strategy | Long-term sourcing |
👉 Key signal:
This is a typical B2B "test → qualification → mass order" buyer
Customer Pain Points
From communication, the customer highlighted:
❌ Previous suppliers had inconsistent mechanical properties
❌ Poor traceability (heat number confusion)
❌ Surface defects affecting CNC machining
❌ Lack of proper EN 10204 3.1 certification
Our Technical Proposal
✔ Material Compliance
Fully compliant with:
ASTM B21 / ASTM B453
Equivalent to UNS C46400 (CuZnSn)
✔ Mechanical & Chemical Control
Each batch supplied with:
Mill Test Certificate (EN 10204 3.1) including:
Heat number
Chemical composition
Yield strength / Tensile strength
Elongation
Hardness
Temper designation
✔ Dimensional Capability
| Diameter | Tolerance |
|---|---|
| 6–18 mm | h9 (drawn condition) |
Standard length: 3m / 4m
Cut-to-length: Available (±1 mm tolerance)
✔ Surface Quality
Surface condition: Cold drawn / polished
Roughness: Ra ≤ 3.2 μm
100% visual inspection before shipment
✔ Quality System
ISO 9001 certified
Full heat traceability system
Batch tracking from melting → extrusion → drawing → shipping
Negotiation Process
🔹 Stage 1 – Technical Qualification
Customer requested:
"Please confirm equivalence if not using ASTM standard."
👉 We provided:
Full chemical comparison (ASTM vs GB/T equivalent)
Previous export records to EU
🔹 Stage 2 – Sample Approval
Customer requirement:
"We need test samples before placing bulk order."
👉 Solution:
Supplied free samples (6 sizes)
Delivered within 7 days via DHL
🔹 Stage 3 – Commercial Negotiation
Customer focus:
MOQ flexibility
Price per kg
Delivery stability
Final agreement:
MOQ: 300 kg per size (reduced from standard 500 kg)
Pricing: Tiered based on total volume
Lead time: 25–30 days
Order Execution
First batch: 3.2 tons total (6 sizes combined)
Production time: 28 days
Packaging:
Bundles + anti-corrosion film
Wooden cases
Max 1.5 tons per package
Customer Feedback (After 6 Months)
Performance Results:
✅ Excellent machinability (no tool abnormal wear)
✅ Stable mechanical properties
✅ No surface cracking or defects
✅ Full traceability accepted by QA team
Business Outcome:
Repeat order placed within 3 months
Annual contract under negotiation
Why C46400 Was Selected:
Excellent seawater corrosion resistance
Good strength + machinability balance
Reliable for marine valve and hardware components
