As the plane circled over Riyadh, I looked out the window and saw the glass curtain walls of modern buildings reflecting the dazzling sunlight where the yellow sand and the skyline merged. I tightened my tie, and my colleague Zhang next to me was repeatedly checking the steel samples in the sample box – those cold-rolled plates and galvanized coils that we carefully selected were now quietly lying in special foam pads, waiting to bloom with metallic luster on the foreign exhibition stand.
The air conditioning in the exhibition hall was turned on very high, forming a wonderful contrast with the scorching heat outside. Opposite our booth was a Saudi woman wrapped in a black robe, revealing only a pair of sharp eyes. The building materials company she runs is looking for high-strength construction steel. “Can your products withstand the erosion of sandstorms?” Her English was full of the unique rhythm of Arabic. Lao Zhang immediately called up the test data on his mobile phone, and I handed over the brochure processed in Arabic. At that moment, steel was no longer a cold product, but a medium connecting two civilizations.
During the business negotiations on the second day, we encountered unexpected challenges. Mohammed, a buyer from Jeddah, insisted on using the traditional “bargaining” method to determine the price, which was very different from the fixed quotation system we were used to. During the three-hour tug-of-war, tea cups were added again and again, and three plates of date palm honey cakes were exchanged. Finally, an agreement was reached when both parties showed tired but satisfied smiles. This humane trading method allowed us to see the resilience of desert business culture.
On the last day of the exhibition, a sudden sandstorm hit Riyadh. The strong wind carried fine sand through the cracks of the exhibition hall, and we were scrambling to protect the electronic equipment and samples on the booth. At this time, a Saudi businessman from the next booth came with his team to help, covering our important equipment with heavy dustproof cloth. “In the desert, we have to take care of each other.” His simple words reminded me of the characteristics of steel – it is hard and easy to break when alone, but it has amazing toughness when combined into a structure.
On the return flight, I looked through the signed letter of intent and the newly added Arabic contact information in my business card holder. Outside the window, the sunset dyed the sea of clouds into a golden red like molten steel. This exhibition not only brought back orders, but also brought back an understanding of the business logic of this land – just as high-quality steel needs to adapt to different environments, the form of business will also change in different forms between the desert and the oasis. When the plane flew over the Persian Gulf, I suddenly realized that the best steel must not only be able to withstand physical pressure, but also be able to maintain stable performance across cultural temperature differences.