jp product features - advantages & benefits
TRANSCRIPT
24.04.2002 Eastern European Conference 2002 in Budapest
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Product Features, Advantages & Benefits
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Characteristics of the product - what it does !
Product Features
What are Product Features, Advantages & Benefits ?
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Characteristics of the product - what it does !
What those features do!
Product Features
Advantages
What are Product Features, Advantages & Benefits ?
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Characteristics of the product - what it does !
What those features do!
Gains that a customer will derive from having his needs satisfied.
Product Features
Benefits
Advantages
What are Product Features, Advantages & Benefits ?
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Customers buy Benefits
Sales men shouldn‘t sell a tin of paint, they should sell the …
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Customers buy Benefits
Sales men shouldn‘t sell a tin of paint, they should sell the …
DPC - OEM DPC - OEM CompetenceCompetence
Technical SupportTechnical SupportEconomyEconomy
Color AccuracyColor Accuracy
CoverageCoverage
COB - SolidsCOB - Solids
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Product Features
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Product Features
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Product Features
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STANDOX Standocryl2K-MS-Xtra-Klarlack2K MS Xtra Clear
For Overall Respray
Mix 2:1/3:1 withSTANDOX2K Hardeners MS X / HS
Add 5-10% STANDOX2K Thinner
16 - 18 s/DIN 4mm/20°C
1.3 - 1.4 mm2 Coats = 50-60 µm
5-10 min inter flash offand final flash off
Air dry overnight/20°Cor 20-25 min /60°Cpanel temperature
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STANDOX Standocryl2K-MS-Xtra-Klarlack2K MS Xtra Clear
High quality high performance 2K clearMulti-application properties for all types of refinishingVery productive for volume customersVery versatile application = suitable for all countriesExtremely good through-dryingVery good polishabilityOptimal performance with Standocryl 2K MS X Hardeners20 mins @ 60°C drying time.
! VOC value > 420 g/Ltr.
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Product Features
The features (and some general advantages) are provided by Standox by launching a product.
How about advantages in comparison to competition
and to existing Standox products in your country ?
How about the benefits for your existing and potential customers ?
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STANDOX Standocryl2K-MS-Xtra-Klarlack2K MS Xtra Clear
For Overall Respray
Mix 2:1/3:1 withSTANDOX2K Hardeners MS X / HS
Add 5-10% STANDOX2K Thinner
16 - 18 s/DIN 4mm/20°C
1.3 - 1.4 mm2 Coats = 50-60 µm
5-10 min inter flash offand final flash off
Air dry overnight/20°Cor 20-25 min /60°Cpanel temperature
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STANDOX Standocryl2K-MS-Xtra-Klarlack2K MS Xtra Clear
High quality high performance 2K clearMulti-application properties for all types of refinishingVery productive for volume customersVery versatile application = suitable for all countriesExtremely good through-dryingVery good polishabilityOptimal performance with Standocryl 2K MS X Hardeners20 mins @ 60°C drying time.
! VOC value > 420 g/Ltr.
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Advantages
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Advantages
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Advantages
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Advantages
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Advantages
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Advantages
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Advantages
Advantages may differ from country to country, from region to region (distribution situation, product positioning, competitors, target customers, customer requirements, shop conditions, climate,...)
= Some individual tests (eventually plus customer tests) can clarify features and advantages.
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Product Features & Advantages
PM & Technical & Sales PM & Technical & Sales ......
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Product Features & Advantages
Benefits
PM & Technical & Sales PM & Technical & Sales ......
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Product Features & Advantages
Benefits
PM & Technical & Sales PM & Technical & Sales ......
...together create :...together create :
•Product Positioning •Product Sales Guideline for internal use with - Product Features
- Advantages (vs competition and previous Standox products)- Benefits
•Product Leaflets
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Product Features, Advantages & Benefits
Example: 2K Clear coats
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STANDOX 2K MS Express Clear
+ Universal MS Clear coat
= Versatile use
Features Benefits
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STANDOX 2K MS Express Clear
+ Universal MS Clear coat
= Versatile use
Features Benefits
+ Durable high quality finish
= High quality finish (approved by OEMs)
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STANDOX 2K MS Express Clear
+ Universal MS Clear coat
= Versatile use
Features Benefits
+ Wide application window
= User friendly
+ Durable high quality finish
= High quality finish (approved by OEMs)
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STANDOX 2K MS Express Clear
+ Universal MS Clear coat
= Versatile use
Features Benefits
+ Wide application window
= User friendly
+ Durable high quality finish
= High quality finish (approved by OEMs)
+ High gloss = Customer satisfaction
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STANDOX 2K MS Express Clear
+ Universal MS Clear coat
= Versatile use
Features Benefits
+ Wide application window
= User friendly
+ Durable high quality finish
= High quality finish (approved by OEMs)
+ High gloss = Customer satisfaction
+ Excellent flow = User friendly
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STANDOX 2K Easy Clear
+ Easy to use = Less labour time (Training, application)
Features Benefits
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STANDOX 2K Easy Clear
+ Easy to use = Less labour time (Training, application)
Features Benefits
+ Wide application window
= User friendly
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STANDOX 2K Easy Clear
+ Easy to use = Less labour time (Training, application)
Features Benefits
+ Wide application window
= User friendly
+ Use with all STANDOX Hardeners MS and Thinners 2K
= Less products needed
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STANDOX 2K Easy Clear
+ Easy to use = Less labour time (Training, application)
Features Benefits
+ Wide application window
= User friendly
+ Use with all STANDOX Hardeners MS and Thinners 2K
= Less products needed
+ Suitable for air-drying = User friendly
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STANDOX 2K Easy Clear
+ Easy to use = Less labour time (Training, application)
Features Benefits
+ Wide application window
= User friendly
+ Use with all STANDOX Hardeners MS and Thinners 2K
= Less products needed
+ Suitable for air-drying = User friendly
+ Easy to polish = Less labour time
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STANDOX 2K Easy Clear
+ Easy to use = Less labour time (Training, application)
Features Benefits
+ Wide application window
= User friendly
+ Use with all STANDOX Hardeners MS and Thinners 2K
= Less products needed
+ Suitable for air-drying = User friendly
+ Good price - quality balance
= Increase profitability (in respect to targeted customer)
+ Easy to polish = Less labour time
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Q I Q II Q III Quality
low
mediu
m
h
igh
Price
2K Clear coat positioning (Example 1)
Easy Clear
Economy Mainstream Premium
MS Express Clear
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STANDOX 2K MS Xtra Clear
+ 3 Clear coats in 1 tin = Versatile use - Less products needed
Features Benefits
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STANDOX 2K MS Xtra Clear
+ 3 Clear coats in 1 tin = Versatile use - Less products needed
Features Benefits
+ Use with all STANDOX Hardeners
= Less products needed
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STANDOX 2K MS Xtra Clear
+ 3 Clear coats in 1 tin = Versatile use - Less products needed
Features Benefits
+ Variant with one visit application
= Less booth time
+ Use with all STANDOX Hardeners
= Less products needed
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STANDOX 2K MS Xtra Clear
+ 3 Clear coats in 1 tin = Versatile use - Less products needed
Features Benefits
+ Variant with one visit application
= Less booth time
+ Use with all STANDOX Hardeners
= Less products needed
+ Fast and extremely good through-drying
= High productivity
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STANDOX 2K MS Xtra Clear
+ 3 Clear coats in 1 tin = Versatile use - Less products needed
Features Benefits
+ Variant with one visit application
= Less booth time
+ Use with all STANDOX Hardeners
= Less products needed
+ Fast and extremely good through-drying
= High productivity
+ High gloss = Customer satisfaction
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STANDOX 2K MS Xtra Clear
+ 3 Clear coats in 1 tin = Versatile use - Less products needed
Features Benefits
+ Variant with one visit application
= Less booth time
+ Use with all STANDOX Hardeners
= Less products needed
+ Fast and extremely good through-drying
= High productivity
+ Very productive for volume customers
= Increase profitability (in respect to targeted customer)
+ High gloss = Customer satisfaction
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Q I Q II Q III Quality
low
mediu
m
h
igh
Price
2K Clear coat positioning (Example 2)
Easy Clear
Economy Mainstream Premium
MS Express Clear
MS Xtra Clear
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STANDOX 2K HS Clear
Features Benefits
+ Durable high quality finish (approvals)
= High quality finish
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STANDOX 2K HS Clear
Features Benefits
+ Durable high quality finish (approvals)
= High quality finish
+ High gloss = Customer satisfaction
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STANDOX 2K HS Clear
Features Benefits
+ One visit application = Less booth time
+ Durable high quality finish (approvals)
= High quality finish
+ High gloss = Customer satisfaction
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STANDOX 2K HS Clear
Features Benefits
+ One visit application = Less booth time
+ VOC 372 g/ltr. = VOC - compliant
+ Durable high quality finish (approvals)
= High quality finish
+ High gloss = Customer satisfaction
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STANDOX 2K HS Clear
Features Benefits
+ One visit application = Less booth time
+ High Solid product = Increased profitability (in respect to targeted customer)
+ VOC 372 g/ltr. = VOC - compliant
+ Durable high quality finish (approvals)
= High quality finish
+ High gloss = Customer satisfaction
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Q I Q II Q III Quality
low
mediu
m
h
igh
Price
2K Clear coat positioning (Example 3)
Easy Clear
Economy Mainstream Premium
MS Express Clear
MS Xtra Clear
HS Clear
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Product Features, Advantages & Benefits
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