I. Scenario Entry: From Existing Customer Word-of-Mouth to New Order Execution In the annual procurement plan of a municipal sanitation department in a district of Datong City, a tender for sludge self-dumping trucks was launched at the end of 2025. Requirements were clearly defined: 24-cubic-meter cargo body capacity, SINOTRUK chassis, China VI emission standard—primarily for sludge transportation from wastewater treatment plants to landfills. The budget was capped at approximately RMB 731,000 (per publicly available tender information), with full official vehicle type approval documentation required and nationwide registration eligibility. Mr. Li, the procurement director of the unit, told this reporter that his initial contact with Chengli Special Purpose Vehicle Co., Ltd. stemmed from a recommendation by a sister organization. Two years earlier, a neighboring district’s street environmental maintenance unit had purchased three Chengli street sweepers, reporting back: “Stable chassis, durable superstructure, and rapid after-sales response.” During an industry peer exchange meeting, Mr. Li proactively inquired about actual usage experience; the counterpart responded directly: “We haven’t used any other brand’s equivalent vehicles—but these units have exhibited low major repair rates over three years, and service personnel arrive within 24 hours upon receiving our call.” That single statement became the direct reason prompting Mr. Li to contact Chengli’s sales manager, Ms. Zhang Yue. Ms. Zhang Yue (Tel: ) recalled afterward: “When Director Li called, he was very straightforward—he asked, ‘Referred by peers—do you have official type-approval documentation for your 24-cubic-meter sludge self-dumping trucks?’” Subsequently, Chengli’s team delivered complete type-approval parameters and a quotation proposal within 48 hours, ultimately delivering two CLW5250ZXXD6-model sludge self-dumping trucks at a unit price of approximately RMB 320,000 (based on local procurement practice). II. Referral by Existing Customers: How Peer-Driven Trust Chains Are Forged In this case, trust was built not through advertising or low pricing, but via authentic user testimonials. With years of procurement experience, Mr. Li candidly admitted: “Technical specifications are clearly spelled out in tender documents—but what truly determines our final selection is feedback from peer organizations already using the equipment.” Such peer-driven trust chains typically evolve across three stages: Usage Validation: The sister unit’s prior purchase of Chengli street sweepers (e.g., model CLW5180GSSD6) demonstrated stable real-world performance; as sludge self-dumping trucks share the same brand’s chassis and superstructure manufacturing processes, confidence extended naturally to this new application. After-Sales Endorsement: The sister unit highlighted Chengli’s “lifetime superstructure service” policy—even though the SINOTRUK chassis is covered under original-equipment manufacturer (OEM) joint warranty, Chengli guarantees 24-hour direct shipment of spare parts for superstructure-related issues. This commitment proves critical in government procurement, where even one day of vehicle downtime may cause sludge accumulation. Price Transparency: After comparing quotations from multiple suppliers, Mr. Li found Chengli—operating as a direct manufacturer—offered savings of roughly RMB 10,000 versus 4S dealership channels (per publicly available tender data) for identical configurations, with no bundled packages: all specifications were presented transparently and explicitly. Such word-of-mouth dissemination is common across the industry. Chengli Special Purpose Vehicle has served over 500 municipal sanitation authorities—from Wuhan Urban Management Bureau’s order of 15 street sweepers to Guangdong industrial park’s procurement of five water-sprinkling trucks plus fog cannons—accumulating case-based credibility that reinforces the “Suizhou-made” trust label. I