Академический Документы
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Культура Документы
OF POLYMER PRODUCTS
songsakchai@gmail.com
Attitude about sales activities
and sales job . . .
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Sales activity is more of day-to-day in
nature.
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Sales activity is more of day-to-day in
nature.
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Sales activity is more of day-to-day in
nature.
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Sales activity is more of day-to-day in
nature.
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Sales activity is more of day-to-day in
nature.
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Definition of marketing by
American Marketing Association:
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Marketing is . . .
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Marketing is . . .
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Basic situation in modern
world market : needs are more
and more specific.
...niche
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Specific needs (niche) can be
predicted.
. . .Requires vision
& imaginati
on
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What needs to be clear in marketing:
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Mandatory Activities of Marketing:
- steps of approaches
- collection of facts and “weave” them
in an organized manner to achieve
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Sources of facts to be collected:
- first hand
- second hand
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Technical marketing is a marketing by
which relevant technical knowledge is
indispensable in the application.
- processing
- applications
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Common situation in the marketing
of highly technical products:
- Much higher cost/price compared to the
common products of similar application.
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Two categories of products of
polymers that require technical
marketing:
A) Raw materials
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Category A : raw materials
- material properties
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E.g. 1 An extra-high modulus fiber
for
structural composite
application.
- material properties
- where the prospects lies
- material processing conditions and limitation
- investment and its return for each application
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E.g. 2 A difunctional molecule to
react
with diamine for epoxy
- material properties
modification.
- where the prospects lies
- material processing conditions and limitation
- investment and its return for each application
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E.g. 3 A crosslinkable processing aid
for
rubber compounding.
- material properties
- where the prospects lies
- material processing conditions and limitation
- investment and its return for each application
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Category B : semi-finished &
finished
products
- why should it works for the application
- material properties, compound properties
- material selection, selections of sizes and
forms
- realistic application conditions
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E.g. 1 FFKM parts (o-rings, gaskets,
valve-
stem packings) for severe
process
- why should it works for the application
conditions.
- material properties, compound properties
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E.g. 1 FFKM parts (o-rings, gaskets,
valve-
stem packings) for severe
process
- why should it works for the application
conditions.
- material properties, compound properties
- material selection, selections of sizes and forms
- realistic application conditions
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27
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E.g. 1 FFKM parts (o-rings, gaskets,
valve-
stem packings) for severe
process
- why should it works for the application
conditions.
- material properties, compound properties
- material selection, selections of sizes and forms
- realistic application conditions
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Price & Initial Cost vs Overall
Cost
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Price & Initial Cost vs
Overall Cost (contd.)
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Key Components of
Down-Time Cost
Power factor
Man-hours
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Price & Initial Cost vs
Overall Cost (contd.)
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Price & Initial Cost vs
Overall Cost (contd.)
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E.g. 1 FFKM parts (o-rings, gaskets,
valve-
stem packings) for severe
process
- why should it works for the application
conditions.
- material properties, compound properties
- material selection, selections of sizes and forms
- realistic application conditions
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E.g. 2 Gloves of Kevlar® for protection
against
- why shouldcut and
it works for theslash.
application
- material properties, compound properties
- material selection, selections of sizes and forms
- realistic application conditions
- evaluation – quantitative return on investment
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E.g. 2 Gloves of Kevlar® for protection
against
- why should it cut and
works for slash.
the application
- material properties, compound properties
- material selection, selections of sizes and forms
- realistic application conditions
- evaluation – quantitative return on investment
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E.g. 3 Flue duct expansion joints of
Viton®
for services under acidic,
high
temperature atmosphere.
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E.g. 3 Flue duct expansion joints of
Viton®
for services under acidic,
high
- why should it works for the application
temperature
- material properties, atmosphere.
compound properties
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Compounds of Viton® May Include
One or more elastomers of different classes.
Fillers (reinforcing or non-reinforcing)
– Carbon black
– Non-black
– Others for special characteristics
• Metal oxides Stabilizers
• Curatives/accelerators Extending oils
• Pigments Plasticizers
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E.g. 3 Flue duct expansion joints of
Viton®
for services under acidic,
high
- why should it works for the application
temperature
- material properties, atmosphere.
compound properties
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Six Major External Environments
to Consider
- Technological
- Economic
- Social / Cultural / Practices (Customer)
- Political / Legal
- Natural / Climatic
- Competition
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Strategic Focus Grid
High
Follower Interact
Customer
Focus
Isolate Shaper
Low
various applications,
One finished product or even various
is required to beindustries.
marketed
for various industries.
2) One market may have more than one product
to serve.
⇒ Need to operate with market (segment)
leader and product leader
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Examples of market “segments”
Raw materials:
Adhesive, automotive, coating, construction,
footwear, military, wire & cable, general plastics,
general rubber, trading.
Finished products:
Automotive, cement, ceramic, consumer products,
electrical appliance, electronic, food, glass, metal
processing, military, OEM, oil & gas exploration,
plastic, packaging, petrochemical, power
generation, rubber, etc.
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Two Essential Industrial
Leading Staff in Marketing
- product leaders
- segment leaders
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roduct Leader’s Role
) pricing
- currency fluctuation
) delivery
) inventory planning
- literatures
- from supplier
- academics
- consult supplier
- customer experience
- lab test 53
- trial with customer
egment Leader’s Role
) applicability
- process barrier
- market conditions
- niche search
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) competitive situation update
How much/how deep
technical consideration is
Factors:
- stage
required?
- level of common sense
- values and practices
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Emphasis required for technical marketing:
V a l u e
- Focus on customer needs rather than the
product or its technologies.
- Be able to point out the difference between
investment and cost.
- Tangible and intangible values.
- Base the selling price on value first; not on
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Side-benefit to the organization from hard
works involved in technical marketing:
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ut each product has its life-cycle.
Answers: How to
sustain the business??
- services
- core value of the business as a whole, to effect
some kind of quality that leads to mouth-to-
mouth form of publicity:
⇒ consistency
⇒ purity, cleanliness
⇒ superior appreciation from customers
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songsak@elastomer-polymer.com 59
Necessary Points in First-Hand
Information Findings