In early 2020, we received an email from Indonesia. The customer was a local medium‑sized lubricant blending plant, mainly producing automotive and industrial lubricants. They were facing a tricky problem: the testing requirements for lubricant pour point, cloud point, and low‑temperature cranking viscosity (CCS) in the Indonesian market deviated slightly from ASTM standards. Standard instruments on the market always gave results that did not match those of third‑party laboratories.
They approached European and American brands and were told: "We can customize, but delivery will take six months and the price will double." With nothing to lose, they came to Dalian Analytical Instruments Factory.
Attached to the email was a handwritten technical data sheet with several corrections. After careful study, our technical team found that the core need was actually only a special match of temperature control accuracy and cooling rate—no fundamental redesign was required. So we proactively proposed: without altering the main structure of the instrument, we would adjust the capillary match and temperature control algorithm of the refrigeration system to develop a dedicated customized pour point tester.
The customer was half convinced, half doubtful. We completed the design in just two weeks, built a prototype in another four weeks, and sent them a complete test video. In the video, our instrument tested the same oil sample three times in a row; each time the pour point result was –12°C, with zero deviation.
The customer decided on the spot and placed an initial order for two units.
After the instruments arrived in Jakarta, we provided remote video installation guidance. The customer's technical manager was initially concerned about operational complexity, but after our engineer demonstrated step by step, he completed his first test independently within half an hour. He immediately sent a voice message via an instant messaging app, his tone full of surprise:
"Your operating interface is much simpler than the previous instrument we used, and the first test already matched our reference value perfectly."
What truly elevated this partnership happened three months later. The customer was using our instrument for batch sampling when they discovered that a batch of base oil had an abnormal pour point (2°C higher than normal). They stopped the non‑conforming raw material in time, avoiding tens of thousands of dollars in production losses. That technical manager sent us a letter of thanks, in which he wrote:
"You didn't just sell me an instrument—you sold me a safety gate for quality control."
Since then, that customer has replaced all of their lubricant physical property testing instruments—kinematic viscosity, flash point, copper strip corrosion, foam characteristics, etc.—with our products. To date, they have purchased a total of 17 units of different petroleum analysis instruments from us. Moreover, they have referred two other local lubricant plants and one biodiesel laboratory to cooperate with us.
Last year, that customer's technical manager was promoted to technical director. He sent us a traditional souvenir from his region, along with a note:
"The equipment from Dalian Analytical Instruments Factory is as reliable as a long‑time employee in our laboratory. Five years, and not a single failure."
This experience gave us great confidence. It confirmed what we have always believed: solid technical strength combined with flexible customization capability is the real foundation for winning the trust of overseas customers.
We produce more than just the hundred‑plus instruments in our standard catalog. We are willing to go the extra mile for every customer's special needs. That extra mile often takes us straight into the customer's heart.
— Dalian Analytical Instruments Factory: forty years of focus on petroleum analysis instruments. We hope the next success story will come from your trust.
