I think there are two big challenges. I think from a product side and a market side, the biggest challenge is getting the first installations, the first proofs of concept in those markets and having an installation in the market where potential customers can go and see it and feel it. There's also the matter of building up a reputation. Word of mouth is pretty strong in most industries. One customer wants to talk to one or two other customers who have already bought your product. I think that was key.
The second piece was that they wanted to understand how you were going to service those customers. We're a Canadian company over in Vancouver. If they have a problem with our product, how are we going to make sure that we can look after that effectively and get it fixed for them? That was probably the second thing. In Europe, we manage that by working with integrators. We work with large electrical integrators such as Siemens and ABB. We partner with them to deploy our product into the market.
In China we've done it slightly differently. We have what we call value-added resellers, skilled agents who can provide service and maintenance work to our customers so they feel comfortable that their product risk is managed. From a product side, that's been the biggest thing.
I think I've already talked a couple of times about the financial side. Before people sign a contract with you and put down the deposit, they want to know that it's guaranteed or that our company is guaranteed to deliver and that if we don't deliver our product then their money is secure and safe. They want the LCs and so on and so forth from first-tier commercial banks to back that up.