A company who had never purchased any products from Vortex called to inquire about the iris valve they saw advertised. They had used iris valves from two different manufacturers and had not been comfortable with either company’s pricing or valve mechanics. The company was looking to convey abrasive glass powder from beneath a tote system. Vortex’s challenge was to convince the customer that not all iris valves are manufactured similarly. The application for the valve was an installation beneath a tote handling powdered glass. The customer had experimented with different sleeve materials and found that a urethane-coated sleeve gave them longer wear with their abrasive powder. They also liked Vortex’s infinite position design, since the flow rate of powder was frequently changed as it was discharged from the bin. As the company was not acquainted with Vortex, the sales engineer handling the inquiry suggested they purchase a single 30cm iris valve with the infinite position lever and a special urethane-coated sleeve. The Vortex sales engineer gave the company an extended 60 day billing terms to give them an opportunity to become more familiar with the valve before ordering additional valves for their application. The customer liked the valve so well that 14 more were immediately ordered. They have standardized on the Vortex valve design for future purchases.