Q/A with PolySto
Summary
TLDRこのビデオは、持続可能性とコスト効率を重視した新製品クリーンロックの導入に関する議論を取り上げています。プレゼンテーションは、従来の製品との違い、設置の簡便さ、製品のライフサイクル、地域ごとの持続可能性の要件について説明します。また、製品の価格設定、マーケティング戦略、顧客の反応、特許保護に関する質問にも答えています。新製品がどのようにして市場に影響を与え、顧客の需要に応えるかについての実践的な洞察が提供されています。
Takeaways
- 🌟 新製品「クリーンロック」は、従来の製品よりも約20%安価に生産されると発表された。
- 📏 新しいクリーンロックは、従来のカーブ製品と形状が異なるため、相互に交換することはできない。
- 🔄 従来のカーブは再利用可能で、小さな部品に分解して新たにカーブを作成することができる。
- 🏭 新しいクリーンロックの原料は、風力タービンのbladesから回収された材料が使用されている。
- 📉 顧客からのフィードバックに基づいて、価格が製品選択の主な障害となっていることが示された。
- ♻️ クリーンロックの開発は、持続可能性と顧客からのリサイクル可能性への関心に応えるものである。
- 🛠️ 新しい製品は、従来のものと同じインストール技術を必要とし、重量は軽くなり、インストールが容易になる。
- 💡 開発者は、製品を改善し、新しい素材や技術を研究することに興味を持ち、顧客のニーズに応え続けている。
- 🌐 製品の輸送コストは地域により異なり、6%から15%の範囲で増加する可能性がある。
- 📊 顧客からの具体的な課題や問題についての言及はなかったが、価格に関する懸念が唯一の主要な問題であることが示された。
- 📈 企業は成長しており、新しい製品の開発は、市場でのリーダーシップを維持するための戦略的なステップである。
Q & A
クリーンロックの新しい製品の主な特徴は何ですか?
-クリーンロックの新しい製品は、軽量でコストが低く、持続可能性の他の次元に加えて、緑色のストーリーに関連する価値があります。例えば、労働コストの削減や人員流動性の低下などが挙げられます。
クリーンロックの製品が持続可能性に関連する価値をどのように測定しますか?
-持続可能性の次元を特定し、それに基づいて、各地域でのコンプライアンスの要求やインセンティブを分析することで、持続可能性に関連する価値を測定します。
クリーンロックの製品はどのようにして市場での需要を高めるつもりですか?
-市場での需要を高めるために、クリーンロックは製品の持続可能性とそれに関連する価値を強調し、B2B市場でのコミュニケーションのベストプラクティスを適用する予定です。
クリーンロックの製品はどのような分野で最も高い支払意欲を引き出す可能性がありますか?
-クリーンロックの製品は、持続可能性とそれに関連する価値、例えば環境保護や労働コストの削減など、これらの次元が最も高い支払意欲を引き出す可能性がある分野です。
クリーンロックはどのようにして製品の持続可能性を市場に伝える予定ですか?
-持続可能性を市場に伝えるために、クリーンロックはコミュニケーションのベストプラクティスを研究し、同様のダイナミクスを持つ他の産業の方法を模索する予定です。
クリーンロックの製品はどのような顧客層をターゲットとしていますか?
-クリーンロックの製品は、主に食品工場向けの建設材料として、最終顧客や建築家の間で販売されていますが、実際の販売はインストール業者によって行われます。
クリーンロックの製品はどのような競合他社や代替製品がありますか?
-代替製品としては、通常のコンクリートの使用や、特に食品産業ではサンドイッチパネルの使用があります。クリーンロックはこれらの代替製品と比較して、重量やコスト、持続可能性の次元で競争しています。
クリーンロックの製品の製造に使用される材料は持続可能性が高いですか?
-はい、クリーンロックの製品は再利用された風力タービンのブレードから得られた材料を使用しており、これにより製品の持続可能性が高まっています。
クリーンロックの製品はどのようにして食品安全性を確保していますか?
-クリーンロックの製品は食品安全性のために設計されており、適切な認証を受けています。また、化学抵抗性もテストされており、食品工場での使用に適しています。
クリーンロックの製品はどのようにしてグローバルに展開される予定ですか?
-クリーンロックは現在ベルギーに本社を置いており、製品を全世界に輸送しています。将来的にはアメリカやその他の地域で生産拠点を設立する計画があります。
クリーンロックの製品はどのようにして顧客のニーズに応えていますか?
-クリーンロックの製品は顧客のニーズに応えるために、軽量で安価であり、持続可能性の次元を提供しています。また、顧客からのフィードバックに基づいて製品を改良し続けています。
Outlines
🌱 グリーンな製品に対する価値の次元
この段落では、クリーンロックという新しい製品のグリーンストーリーについて議論されています。製品の価値は単なる低コストだけでなく、持続可能性に関する複数の次元にわたることが強調されています。講演者は、持続可能性の次元を特定し、それがどのように消費者やバイヤーの意思決定に影響を与えるかについて説明します。また、地域別にグリーン製品の要件とインセンティブについて触れ、特定の地域では政府からのインセンティブがあることが示されています。
📈 持続可能性の価値のコミュニケーション
第二段落では、持続可能性の価値をB2B市場でコミュニケーションするためのベストプラクティスが探求されています。講演者は、類似の業界の動向を研究し、価値を効果的に伝える方法を見つけることの重要性を強調しています。また、クリーンロックのデュアルポジショニングに関する質問も提起されており、旧製品との比較や市場への移行方法について議論されています。
🛠️ 製品の改良と市場への対応
この段落では、クリーンロックの開発者であるヤセルが、新製品の改良点と市場への対応について説明しています。ヤセルは、新製品の耐久性や化学耐性、そしてリサイクルの可能性について語り、さらに新製品が旧製品と比べて20%安価になることが期待されていることについて触れています。また、新製品の開発がどのように顧客の要求と開発者の意欲から生まれたかについても議論されています。
🔄 リサイクル素材の利用と課題
第四段落では、風力タービンのブレードを再利用する素材の利用について説明されています。開発者は、これらの素材の品質管理と、それが製品の改良にどのように寄与しているかについて話しています。さらに、リサイクル素材の利用が持続可能性にどのように貢献しているか、そしてそれが競合他社とどう異なるかについても議論されています。
🏗️ 建設材料の代替と顧客の選択
この段落では、クリーンロックの代替製品と顧客の選択について議論されています。開発者は、顧客が代替製品を選ぶ理由が価格であることを認めています。また、代替製品として濡れコンクリートの使用や、特に食品工場での壁の保護がない場合のリスクについても説明しています。
📊 価格設定と市場への影響
第六段落では、価格設定とそれが市場に与える影響について議論されています。開発者は、原材料の価格上昇に対応するため製品価格を引き上げたと語ります。さらに、顧客が価格上昇にどのように反応し、市場がどのように対応しているかについても触れています。
🛡️ 新製品の耐久性とインストール
この段落では、新製品の耐久性とインストールに関する質問に答えています。開発者は、新製品が旧製品よりも10倍強力であり、インストールが容易であることを強調しています。また、新製品のインストールが旧製品よりも25%高速になる可能性があることも示唆されています。
💹 価格とコストの管理
第八段落では、価格とコストの管理について説明されています。開発者は、原材料のコストとそれに伴う運送コスト、さらにインストールコストについて話しています。また、異なる製品のコスト構造と、顧客が製品を選ぶ際の価格との関係についても議論されています。
🌐 グローバルな市場での展開
第九段落では、グローバルな市場での展開計画について説明されています。開発者は、アメリカ市場での生産開始計画や、他の地域での販売戦略について語ります。さらに、製品の持続可能性と顧客の要求に応える方法についても議論されています。
🔄 リサイクルの可能性と課題
最後の段落では、製品のリサイクルの可能性とそれに伴う課題について議論されています。開発者は、旧製品のリサイクルが可能であることと、新製品のリサイクルが地域別にどのように扱われるかについて説明しています。また、リサイクルの課題と、それが製品の持続可能性に与える影響についても触れています。
Mindmap
Keywords
💡持続可能性
💡グリーンロック
💡価値の次元
💡地域の規制
💡意欲的な支払い
💡競争製品
💡インセンティブ
💡フードセーフティ
💡ライセンス
💡再生可能エネルギー
Highlights
Understanding the dimensions of value for clean products is essential, beyond just lower costs, encompassing aspects like sustainability and user preference.
Sustainability dimensions can lead to lower labor costs, reduced turnover, and a preference for working with green companies.
Different regions have varying compliance requirements and incentives for using sustainable products, influencing market strategies.
Objective and subjective values must be identified to gauge willingness to pay for clean products in different regions.
Best practices in communicating sustainability value in B2B markets can significantly enhance product positioning.
The strategic decision on whether to maintain dual product lines or transition entirely to the new product requires careful consideration of market positioning.
Technical considerations, like the availability of raw materials for sustainable products, are crucial for long-term planning.
Food safety and chemical resistance are critical factors in product evaluation, especially for construction materials used in food factories.
The new product, Clean Rock, offers benefits like being lighter, more sustainable, and potentially easier to install.
Customer reactions to price increases and the overall market response are key indicators of product acceptance.
Maintaining patents and defending them is vital to protecting product innovations from copycats.
Installation expertise and ease of installation are important considerations for customer satisfaction and product adoption.
The transition to Clean Rock involves considering the compatibility with existing installations and whether to maintain old product lines for renovations.
Calculating the carbon footprint and sustainability impact of new products can enhance their market appeal.
Customer demands for recyclability and sustainability are increasing, driven by major global accounts like Nestle and PepsiCo.
Transcripts
two weeks there's no way that of course
you're going to get the willingness to
pay for the greenness per se because
that would require that you actually use
some interview skills that I will get
across uh today or or maybe tomorrow
morning for this non-measurable stuff
the measurable yasper talked about and I
will therefore now explain what are the
requirements how can we help yasper with
the intermediate questions that will
helping out him out okay and then you're
allowed when once you see this then I
will leave the floor open uh for
questions so you can you can actually if
PR it's okay I'm going to record now
what what the questions are uh if that's
okay with you the discussion right now
yes so I'll I'll do that I'm going to
share my screen and I'll go to the and
this of course you will you will get
just like the presentation of yasper you
will get on the course web page um so
let's see uh I have
this I'm going to close
yeah I have uh I'm going to close a few
things so the questions that I have that
we agreed upon between Yas and I is what
are the key dimensions of value from
clean Rock uh what key diens of value
from clean should poto assess so we you
can see there's elements of value that
yasper mentioned of course it's lighter
weight than than the original one uh it
has also uh the there's the other
element it's also lower cost and a
number of dimensions are being mentioned
but in
sustainability as I explained to you
yesterday or touched upon the green
story dimensions are broader than just
necessarily lower cost it could be that
there is a willingness to pay for it
being green per se either from the buyer
or from the buyer of the buyer and the
buyer there could be elements that
people prefer to work with poo because
of its green nature which reduces for
example the labor cost reduces turnover
and hence lower cost of Labor and a
number of things I don't want to expand
on it because I want it to come from you
to do the research in that area okay I
have worked with a framework that I
briefly uh that I briefly talked to Yas
for about but I think it's better that
this comes from you that you sort of
assess the various Dimensions not just
willingness to pay not just lower cost
but other dimensions related to
sustainability value okay that's the
first question that we're going to have
we're not to put numbers on it we're
going to identify the dimensions yes as
I as I told you I showed the uh
willingness the the uh value pricing uh
mock template about the uh the uh FRP
panels you'll get this of the uhp panel
so where we have FP plus the sandwich
panels and we we went through that
yesterday so there's and and we had two
Dimensions less use of foam and it lasts
longer and now of course with
sustainability there's more Di
Dimensions what are these Dimensions
that could be already useful the second
thing is what are the
requirements of sustainability and
incentives to use sustainable products
in the various regions in other words in
some regions the compliance requirements
are higher than elsewhere and the
incentives to actually work with green
materials are bigger than somewhere else
for example in Belgium there used to be
I me I don't know what the situation is
now if you use solar panels you get
money from the government
okay because you're using green energy
and and and this varies of course from
region to region so what we will do is
to actually sort of you guys we'll
assign you to a number of regions you
can select the region and I'll explain
the detail uh the regions of interest uh
basically if I recall it correctly was
uh uh uh uh North America Europe um
Middle East not in that order uh Asia
southeast Asia and Latin America okay so
we will have groups of about three so
that makes it about 12 groups Max for
you to dig into one of the regions and
the details are I spare because you want
to waste yper time on that then again
which objective or subjective values
identified in question one are likely to
translate into the highest willings to
pay for cre clean Rock in the region so
in other words you know where is the
what are you what is now the thing that
really translate of th these Dimensions
into willingness to pay you will not be
able to measure it but a little bit on
the objective side you have information
from the asper okay how does that
translate into willingness to pay is
there a willingness to pay for for
example it being green uh and for being
for example that a McDonald's or
whatever uh is actually trans selling it
to their customers and is that Dimension
that higher price is that a big one can
they charge significantly higher prices
because for example in these facilities
they use green products okay we can come
back to the the details here of but
that's of course a very interesting and
I want we don't do the total measurement
of course we would like to get a
framework to a way of thinking and
already identifi the biggest areas of
willingness to pay willingness to pay
due to lower cost Yas talked about uh
due to it being you know the willing to
pay because it's lighter weight yeah
that's that's of course also interesting
that that you can imagine you could
possibly imagine that but what are the
other elements of willingness to pay
related to the dimensions identified
here then again here what are be best
practices in communicating
sustainability value in B2B markets that
could be translated and tailored to
Advanced destruction products we we have
best practice in communication value you
can actually do search you can research
that and actually find you know
Industries with similar Dynamics and see
how they communicate that value I think
that's very important because if the
value is there you cannot communicate it
then there's no value okay so getting a
summary of that best practice I think
could be very interesting for yasper and
again the last the fifth and last
question is basically should poo keep a
dual positioning of both these scurs
okay the original ones and clean Rock
and if so how okay or should it
translate or transition from the old
curbs to the new clean Rock and if so
how should it position clean Rock
understand we can keep both products or
we can actually transition from the old
to the new products what should we do
and how does that and how does that
affect positioning and the last one I'm
sure some of you have worked in
sustainability okay and therefore if you
have experience and there's a number
recommendation you get can give to
Gasper you know of course do pass it on
right do pass it on uh because maybe
there's a number of things that we
overlooked and that could be of his
interest to him that's a bit the summary
we back to that later on I hope uh
that's clear uh I have a description
thereof but what I think we should do is
now to ask yaser uh what I will put to
ask yasper uh the the questions uh you
know the I'm going to stop sharing here
and basically uh uh basically ask yasper
what uh What uh the questions that you
have I think yes before we do that maybe
you may want to highlight a little bit
you have the end customers but you sell
to the installers I think that's a
little bit that that value chain is
important most of the time is that
correct that's yeah go ahead that's
that's indeed correct so so uh it's it's
the installers who install the product
who mostly uh buy from us but of course
uh since we are in in a construction
material for a very specific um
application being food factories it is
most of the time the end customers that
we need to convince or the uh Architects
and engineering companies so they decide
the material that the installer need to
use so if we keep it open to the
installer then yeah it might be that
other materials will be used during the
construction so if we want the Poo
products being used It's The End
customer that needs to be convinced but
we sell through uh installers
contractors main contractors and so on
that that that is that is how we do this
yeah
right and here when we're looking at
Value we're primarily looking at value
towards this end customers and of course
also to the installers because if it's
easier to install of course that will
also make it make a difference okay do
you have any questions about
understanding the business or about
understanding the
[Music]
questions I don't know um hello uh how
confident are you in your ability to
Source enough wind blade draw material
for the next 10 years and that the
pricing will not change if other uh like
you know ideas come up that also rely on
this kind of raw material for their
products okay thanks a lot for your
question it's already a quite te
technical question but it's it's a very
very good question well when when it
comes to availability of this raw
material uh to be honest uh this will
this will not be an issue for the moment
uh there there will be for 20 30 40
years more than enough of this material
and um so I don't see I don't see a
problem in that besides that uh we are
in a startup phase also in Europe trying
to recycle these uh windmill blades so
the the the one of the most important
things is the is the quality of the
material we get into our Factory to
produce is the grain size is the the the
size of the material the size of the
glass fiber the amount of yeah dust that
is inside so these are all things that
we measure and that's we cannot solve
that problem alone so that's why we we
made a Consortium in Europe with a lot
of other companies that can use this
waste and can use other side streams of
uh the windmill blade uh waste industry
uh but um to be honest we don't see a
problem in that for the the next decades
um so yeah this is this this is basic
basically uh how we think but the the
constant quality of the product is one
of the major uh issues and that's what
we are working on uh for the moment also
the second thing is that indeed uh there
always need to be a plan B and it means
yeah a plan B we cannot go back to the
to the previous curbs that's that's that
will be impossible it will be a
different model it will be a different
so we can never go back to the old curb
model and therefore we had a plan B to
make also the new curbs without recycled
material but with uh virgin glass fiber
and with Virgin material in the case we
don't have recycled material we can at
least make a curb that has the same
strength and the same weight and the
same mechanical properties as the
material with the recycled material so
as as the cleaner with the recycled
material so that's that's actually plan
B but but to to be honest
um in my in my opinion as as an
entrepreneur in 20 years the curb that
we are de developing now will in 20
years will be again something completely
different and and so so it will be
constant Evolution so to be honest I
don't worry what will happen in 20 years
we will develop for sure another type of
curb that is even better or
whatever uh what is in our industry
extremely important is um food safety so
you don't want construction materials to
be used in your factory that are not
food safe and not approved uh by the
correct authorities so and the
authorities in Europe are different than
in Asia are different than in us but you
have certain certification programs for
that to get your material approved for
the food industry we know that very well
so that is that is for sure not uh not
the issue but thanks a lot for for the
very technical uh question I hope I
answered it a little
bit thank you okay in just I have a
question yaser in terms of food safety
with the new the new material with a new
curb is there any evidence that it is
better than the old one in terms of food
safety per se or is it the same because
you talked about quality price weight
and so on and and I don't
know there there is no difference in
food safety all the testing that we have
done it's it's it's all okay um when it
comes to uh yeah we did also some some
some chemical resistance testing of the
surface and so on because sometimes as
the picture I showed you in the
beginning it's a it's a company that
makes herbs like kurkuma and peppers and
all this kind of stuff so if it touches
some of the the walls or the or the
ceilings or the curbs than the the the
kurkuma or the or the red pepper sauce
and so on it really gets penetrated into
the construction materials so the
chemical resistance of the construction
material we use is extremely important
and with this new uh clean Ro curb uh we
see that the chemical resistance is is
very very good um even better than the
curb we had before but not extremely
significant iFly better so in my opinion
it's
not it's not a real
argument okay all right yes thank you
Ravi uh hi I'm Ravi and thank you you
have really created a very good product
I have couple of questions one is like
have you patented this product as of now
and secondly is is the market where you
are planning to launch this or you are
planning to sell uh is related to the
production units uh how the costing
effects uh across the globe means where
is the production taking place and where
is the market in the globe where you are
planning to sell them and then the last
question is like what is the difference
in the life of this new material as
compared to the previous
one can you repeat the last one please
how how much is the life of this new
material material which you have created
the product you have cleaned rock as
compared to the previous
one does it last longer is a lifetime
longer than the previous one yeah yeah
maybe I start with the last one so
indeed uh so you you have seen there one
of the of the problems uh we had with
the curbs is when there is really heavy
impact of sharp objects then the surface
got destroyed
sometimes uh and this is indeed a
problem that we solved with a new curb
so we don't have that
anymore uh so that's that's that's
really really good
um okay uh second thing uh about the
patent so we also use a different
production technology or an adapted
production technology to produce it and
it is indeed uh also
patented okay it's it will we have
already three patents on on the old
curve production because we had already
two versions now there's a new version
coming and this is also indeed uh
patented yeah which is important it it
it really protects our product because
we have uh around the globe already a
lot of copycats uh doing or trying to do
the same as we do uh and we could each
time uh defend our position because of
the patent so the p patent in my opinion
we invest yearly quite a lot of money in
it to to to maintain our patent and to
to be sure that we defend also the
patent because a patent is only useful
when you defend it otherwise yeah you
only gave you I gave my formula of my
product you can find it in the patent
but if you don't defend the patent it's
worthless it's better you keep it as a
secret
then
okay and and then we had the last or or
the second question about about the
production so indeed for the moment the
production is located in uh Belgium and
we we
transport around the globe right
together so we transport the curbs
around the globe together with panels
with all the accessories and all the
profiles everything that is needed to
construct the complete
project and um one one of the major uh
challenges is indeed to to to find a
balance between where do you produce and
where do you transport to now for the
moment uh 70% of our business is uh yeah
the big bigger Europe let's call it like
this where we transport with trucks
around 30% for the moment is transported
with
containers uh to mainly
us uh but also soueast Asia Australia
New Zealand uh South America uh Chile uh
Peru uh Argentina and so on Mexico also
uh so um and for the moment we are uh
yeah making plans uh to start up a
production unit in uh us to serve the
Canadian the US and the South uh
American and South Central American
markets super but this is this is
something for the for the for the next
two years that we would like to set up
because we see the volume they're
growing uh and I think in the American
Market one of the major things in in in
the American markets that I see is uh
made in America is extremely important
and uh first of all and secondly in
construction materials we need to
produce uh in inches and in feet and not
in centimeters and meters and that's
also a drawback of our European
production of course as you might know
great so by the way so yes and they are
a growth company as you know I mean I
think the the growth was 25% last year
was it 25% last year I guess so you see
and that's the it's a growth company and
that's of course part of that growth
plan that that Yas has in mind for poo
by the way I made the the document and
the scq available so the questions are
there
or Caleb did that so the questions that
I gave are there so the the purpose of
course here is you know hey of this
meeting and we'll have a second meeting
on the 24th uh is really to understand
uh and the questions are very good you
know can I what questions do I need to
ask to yaser to be able to answer these
questions that's what we're going for so
you know give it a a minute or if you
have questions just raise your hand this
is the opportunity that's why yasper
takes his time so take that opportunity
uh Yesa um I want to know speak up oh
I'm sorry I I would like to ask you what
is the best uh best alter ative in the
market present for both um clean Rock
and the previous
product what do you mean the the best
alternative best yeah next best
alternative to clean rock is there a
product that exists or what what do your
customers otherwise go for who are your
competitors like the next alternative
yeah I I understand your question so
there there are of course several uh
alternatives to our system so we make
preap system so we make the curbs like
in in pieces of one and a half meter we
make preap inside corners for the room
we make preap outside corners we Meep we
make pre preap end pieces for the left
and the right side of a door or a gate
and so on so we all make this preap so
you can install it in a dry way uh
whenever you like to be uh but the
alternative is most of the time to pour
concrete in C2 so wet
concrete during the construction of the
of the of the inside of the building so
they make wet concrete they have to use
um how you call it they have to to to um
to use wood boards and so on to make
like uh to make like a small wall to to
to to pour to be able to pour the the
the the wet concrete inside let it dry
and then they they make the liquid floor
uh they put the liquid floor on the
floor and they put it over the concrete
that has been uh poured uh during
construction that's that's the next best
alternative uh and another one that we
see a lot is using no
curb don't don't just don't use a curb
and let the walls getting damaged and
yeah replace the walls if they are
damaged but of course
yeah damages of a forklift is not uh is
not that easy is sometimes we see
complete buildings destroyed because of
Damages and then they need to be
renovated so this is typical one of the
things if you don't protect your typical
sandwich panels because in the food
industry they use a lot sandwich panels
with is which is an insulating material
most of the time P so uh so foam
insulation with both sides a metallized
sheets with with a coating but these
metallized sheets if they get damaged
and they get cleaned like every day day
they start to corrode and they start to
rust and when there's an inspection from
the from the food inspection and they
see rusted walls and corroded walls of
course they need to repair it and then
they need to use our FR FRP we have
several renovation panels to renovate
factories but of course the the the main
uh objective should be not to have
damaged walls because you have protected
them with the curb system and the thing
is to convince of course the customer to
protect their walls from Impact and from
damage but still a lot of customers
because of price issues they still
sometimes decide to use no wall
protection whatsoever because they think
they don't need it but I can tell you uh
the amount of square meters of panels
that we sell to renovate buildings is
it's massive so 80% of our business in
the panels is renovation of existing
factories H um
so these are the two Alternatives inc2
Port wet concrete which is a complicated
process H while we can do this dry and
it's with a preap system it's easy to
repair it's easy to renovate uh or the
other alternative is putting nothing and
having damaged panels after a few years
that are the two
Alternatives one uh maybe maybe maybe
also to explain the disadvantage or the
drawback of using the concrete curb is
that concrete absorbs water if you have
a damage in the concrete curb that is
being coated with with the floor it
starts to suck up water and after a few
years all the concrete uh gets damaged
and all the the liquid the the the
coating material that was put over the
the curb is completely destroyed and
this is one of the the big drawbacks of
the first system
and it's not it's not easy to renovate
uh that's also a big drawback of course
because it's it's a hugely
massively uh concrete wall that you have
been pouring there so it's it's not that
easy to work
with s thank you s have you received any
requests to license these pattern from
any
competitor no not directly from a
competitor but there are several
companies that are interested in uh in
producing our curb system and Licensing
it so in America we will start up now
with a company that will distribute our
products and once we hit a certain uh
sales level we will start producing
together with them in us we also had
several proposals from uh from India
from Vietnam from and from Australia but
you are correct this is an immediate uh
question you could ask to to try to
produce locally uh to avoid this
Transportation cost but then you need to
have the volume of course but we have
this we had these questions before
yes thank you yes
sir thank you for the presentation I
just want to uh I have two questions one
of them is you mentioned that the that
the price increase in the last the per
the last three years actually right yes
um so do you have a diversified
portfolio of suppliers or do you just
work with the same suppliers all the
time and and it's related to that
question I I also like to know um how
have your customers has responded to the
recent price increase um how is a market
respond into it one third one last
question if it's okay um related to the
to to the license um do you work only
with your own pattern or are you willing
to uh maybe do some search in the market
and maybe get third party pents let's
say a binding exclusivity contract for
10 years because you also mentioned that
in 10 years this is going to change
right I mean like the whole system and
you will need like some other tools to
support the growth so you only need 10
years and say operations equipment um
have you considered third parties in the
market that might have something that
you need or you only willing to work
with whatever you have right now or
whatever you develop when your
own yeah okay thanks thanks for the good
questions indeed yeah so we do de the
development we do everything inhouse and
of course we we constantly scan the
markets on on other type of Production
Technologies other binders and so on for
the moment we stay with the unsaturated
polyester resin which is the the basic
resin that we use for the for the moment
there are for the moment no real um yeah
valuable or or good uh Alternatives in
the market uh for us but this might
change so also the big the big chemical
uh companies they are of course working
on more sustainable resins uh different
types of resins they are also trying to
to recycle the thermo harders because
the polyester is a thermo harder so you
cannot melt the resin when one once it
is cured this is one of the problems of
a thermo harder but these chemical
companies they're really in in in in
progress of of chemical cycling these
these these cured uh Thermo harders and
maybe in the future it might come that
there are alternative binders available
that we can use for our curbs but we do
the development uh 100% inhouse And if
we need to um need to um form an
alliance with with another company or or
get together on on on a patent or
whatever we we might do so it's not it's
not the issue so so that's no that's no
problem to do so
okay and we are we are already making
Alternatives with other resins and so on
so we have really looked into a lot of
Alternatives and we are constantly
making prototypes
yeah okay um when it comes to the price
increase uh question uh indeed we we
have several suppliers of the resin and
we scan the market for for the price so
we really look very closely what what
the market prices are in Asia in China
in America in in in Europe in the Middle
East and so on so we definitely uh look
that we are not uh that we are not uh
paying too much and that we have always
the best supplier but our process uh and
we have a good price to be honest we
take a quite big volume of polyester
every week so we are a quite big uh big
customer of of of our supplier uh but
but it is extremely dangerous of course
to to start with other polyesters and
other chemicals because this could
jeopardize our production we have now a
very good uh production uh facility that
that runs well with the materials the
raw materials that we use for the moment
if you change that uh yeah you might be
able not to produce anymore so we don't
want to take that risk uh but on the
other hand we know we pay a fair price
price for the polyester and the
polyester is also 70% of the cost price
of the curb is the
polyester so it's really the cost driver
of the product is the
polyester okay thank you yper what I
want to make sure if we have any more
questions make sure the question is
related to being able to help yper at
answering the questions because we have
nice questions interesting and the aser
of course in as an engineer in
operations youd love these questions but
we of course have to make sure
that we that we after this meeting we
say okay now I have all the information
to be able to start answering the
questions that we ask which are more on
the yeah what can I what's the value
that I bring towards the end customer
what's the value that I bring towards my
immediate uh client so that that that's
where that's why we have a Q&A out here
and and hence I would like you to make
sure that your questions henceforth for
the next couple of minutes are really
related to that that we don't have oh
gee I wish I could have asked that to
asper because now I'm stuck and the next
time we talk to asper is on the 21st to
24th of January to have the Q&A all
right yes
Adam yeah maybe maybe I can elaborate a
little bit more on the on the last
question about how did the customer
react on the price increase and so on so
yeah you know there was a general price
increase worldwide on construction
materials especially on construction
materials that are made with chemicals
like silicone glue uh even even uh MDF
and O OSB boards and so on that are made
also with with with chemicals so all the
Construction Products heavily suffered
price increases due to energy and raw
material price increases eh now we are
back again a little bit so the the real
high prices are are going down again a
little bit and the markets are are
stabilized but we didn't see uh our
market share or our projects going down
in volume on the contrary and that is
mainly because these uh big key accounts
that I showed you in the beginning of my
presentation these big companies that
they have hygienic design leaders
appointed in their company and they want
to know how for example a PepsiCo they
want to tell to all their plant managers
in their plant how to make a good
hygienic design of their Factory and
they all face the same problem say they
have more than 180 factories in the
world but in every Factory they have the
same problems and if we can solve in one
Factory that problem that they have with
the corroded walls with the impact on
the curbs with the with all all the the
the the issues that they have and we can
solve it with our construction material
they see this and they try to spread it
around in their uh other factories of
course also and this is something that
we see the
the word goes around especially in these
customers that has that have a worldwide
operation so that's also where we focus
on and that's also where our uh growth
for the moment comes
from okay thank you okay one more one
question and then a follow up after that
depending on what you say you said that
the the new product clean rock is not
compatible with the old one what does
that mean exactly it means it has a it
has a different
shape so I said the product itself is 10
times stronger and that is also the
opportunity to make the curb a little
bit thinner now they are extremely thick
uh because we need that strength but
with a new product it's much much
stronger so we can reduce the thickness
a little bit and by that save weight by
that save uh
resin okay so my followup would be if I
have if I have a food Factory of some
sort I'm actually a client of yours and
I need to replace a couple of
panels that means I wouldn't be able to
transfer those into clean Rock I would
to transfer to clean Rock I'd
essentially have to tear down the whole
thing and build it from
scratch yeah that's uh that's question
number five in the
scq how should we yeah that's that's
basically it will we will we keep will
we keep a dual positioning of the
product and and and do something with
the pricing or do do we really make the
the the the hard switch but to be honest
we had curb types uh 15 years ago that
we still sometimes produce for a
renovation of a factory yeah you are
correct some customers ask yeah I did
your curbs 20 years ago I need to have
renovate the two walls can you foresee
some material yes we do that but only as
a service not it's the product is not in
our catalog anymore we don't actively
sell it anymore but we try to serve the
customer and that that's what we try to
do so uh it will at the moment always be
possible to make still the old product
that's no that's not an
issue okay all right um I guess that's
about it uh yeah you have still a minute
or you have to run y it's a no no no
problem all right I see that's f has
another question yes go ahead I just
wanted to know a little bit more about
the costs um that you have incur that
you have with each of the project
project that you make so I I understand
that there's raw materials the
transportation how how does that look
like and how much is how much of the
pricing currently is the cost I just
want to know a little bit more about the
like the cost that yeah okay about about
the cost the the curb itself it's like
70% is the resin
10% is filler material and then you have
20% is uh is direct cost so labor
Factory uh depreciation of Machinery
stuff like that so this is
roughly uh the the the cost buildup of
the product and yeah once we have to uh
export put in containers and so on you
you might add yeah between six seven and
15% of Transportation cost depend on the
region where we transport
to okay thank you all right any
more okay great so you have all the
information to get going on the project
that would be great if you uh have any
more then if not oh there's one more yes
um hello sir thank you very much just to
question um so what's percentage
difference in price that you looking at
between these new products and the old
products because uh your presentation
says the new product will be cheaper
than the old one so to influence
customers willingness to switch what's
the likely margin or difference in price
between the two products no so so the
the new the new product will be
approximately yeah I put in my slide
around 20% cheaper to
produce thank
you okay oh yeah one more yes yeah last
one does this initiative arise because
you are looking to innovate or is
something that your clients um and your
customers have asked to
you wow as it's it's actually both I'm
I'm I'm from origin I'm I'm an engineer
I'm interested in in new stuff in
developing new machines new products and
so on so I'm constantly looking how can
I make the product better but you but
you are correct that um
that questions that customers start
asking questions about recyclability and
recycled content in the construction
materials um so we get more and more
these questions and again these
questions they do not come from the
small butcher shop around the corner
they come from the big accounts like a
Nestle a PepsiCo McDonald's these kinds
of customers they start asking these
questions uh and therefore
was one of the the paths that we that we
followed is to start using recycled
material that is compatible with our
current uh curb and with our current
resin that we use and that's how we came
up with the IDE of the windmills that is
also made of the same
polyester but we had to draw back there
is glass fiber inside but the the the
glass fiber seem to be an advantage now
when we start prototyping so we see that
it's not a disadvantage the glass fiber
but it's an advantage because it makes
the curb 10 times
stronger so uh it came a little bit so
from from both sides we have questions
from customers big customers but it's
also an intrinsic uh yeah something from
me I'm a product guy I'm I'm I'm I'm an
engineer I like to invent new stuff so
when I could can put windmill blades in
my product that that's a challenge for
me too yeah thank you yes are the old
curbs recyclable like can you recycle
the materials of the old curbs to make
the clean Rock yes very good question uh
yes you can so we could break down the
old curbs and in also in small parts and
use it as a filler material again to
make new curbs yes that's perfectly uh
possible uh but until now we never
promoted it that way because
yeah if it costs like 15% of your money
to to export products to a project in
Peru probably end of life 20 30 years
later uh yeah they will probably not
bring back the curbs to our Factory so
yeah you you can say it's recyclable but
in in practice uh only internal
recycling so the recycling of our own
internal waste and maybe some so our own
internal production waste and some local
uh uh Products that come back that is
something we could do but on an
international uh worldwide level it's uh
in my opinion almost
impossible yes sir go I wanted to know
is for this company is there in the past
any previous product that it was
developed and by any reason it didn't
succeed and if that's so which was the
impact you mean by them or other comp or
other companies it's very similar
product
itself so I you know which was a
financial impact or if it take years and
they start doing again like the same
product or is this the first time that
if they are trying to do this like new
thing like roliz like yeah what can you
learn from
failure from others
or I I think I think a lot of uh there
are some research papers that you can
find on putting recycled material in
polymer concrete and so on you can for
sure find some PE papers from a lot of
material universities that are focused
on on on materials you can find it for
sure and it they use it they do this but
most of the time it is in in lowend
products like uh like products that need
to be a little bit better than pre-cast
concrete products like uh a sewitch pipe
for example you could make that with
recycled material and um and they do
they do that in my I think they do that
already but the problem that we had that
it is uh a problem a product that is uh
not under the ground or not it's not
like a basic product it's really a
product that gets in in contact with
with food and that is inside the food
factory and in my
opinion the product that we make will
will be the first one uh visible product
that is visible inside a factory that
gets in contact with food that will be
made with this recycled material
yes so lowend products have been made
with recycled material low end products
but not products like
ours first timer great thank you yes Dan
yeah thank you again uh just to confirm
the extent of expertise required to
install this product will customers need
you to send your technical people to fit
the products in your facility the new
product because the previous one
required um some level of technical
expertise to install so would this be
easier to install and how how what's it
what's the reach of your um your experts
who can ex who can install they sell to
installers that's why I asked that
question so installers do that yeah okay
so they they have their own but I they
have their own installers but that's out
of scope but actually they have these
installers now the question is maybe
whether you will need you know uh
technical support for these installers
for doing it the first
time well there when it comes to
installation there will be no change so
you will be able to install it exactly
the same way as you installed the old
curbs that will be the same only it will
be easier because they will be lighter
and that is one of the advantages of the
of the new fill is that the the product
will be lighter so the the same curb
will be like 30% lighter so it makes the
work a little bit easier but in the for
all the rest installation technique is
exactly the same and how we work is with
the master installers these are trained
people around the world that know how to
do this if we uh go to a project where
there are no master installers we go
ourselves with the supervisor to train
local installation
teams but that system will uh remain in
place as it is today
thank you yes sir okay I wanted to check
um how easy is it to say maybe to
relocate if I it has been
in uh from point A to be maybe due to
expansion can I still use the panels
that I have been used on point a to the
new site how is is it or I have to get
some new pel all together I don't get it
if there installed right now they're
installed in in a factory yes so they
are on the wall they you you don't take
them off that's where they are right so
I don't know exactly what you mean okay
so I'm saying maybe at Point a this the
place is has become small and I want a
new place yeah I say can you reuse it is
that can yes can you reuse it existing
curves to different locations to
different things no that's not
possible okay that that was your
question question yeah yeah great okay
um Adam one last question for me uh
twofold
though uh have you calculated any
numbers pertaining to the carbon
footprint change from
between the savings that you would save
whatever uh municipality or government
from burning um or like an incineration
to the production uh process in and of
itself compared to the old
like from clean Rock to to the
old have you calculated any metrics of
sustainability how much the parment
footprint has changed for both you and
your
customers no so this is work in progress
so we know we would like to do that
what's the what you save in CO2 emission
when you use our new curbs compared to
the old ones we we we are in progress of
calculating that but we don't have the
the figures for the
moment and on a customer level you
mentioned that it while the material is
recyclable you you're you don't have the
capacity to kind of collect it once it's
damaged from all over the world can
there be anything done with that
material on a local
level yeah now um yeah uh for the moment
the material is recycled like you would
recycle
bricks and concrete so you just put it
in small pieces and then they use it for
road construction and stuff like
that maybe yasper what you could say is
maybe just to explain the incineration
it's not like there's waste but you
reuse the gases you can explain that as
you explained to me just in a few
seconds because we think here we're
burning and just letting it evaporate
incineration is is uh burning in a
controlled environment of course uh
where all the the smoke and the gases is
is is taken uh is taken away and
filtered out of course so it's really
incineration for energy so they produce
energy with burning this kind of stuff
and uh all uh toxic gases and so on they
are they are taken out of the air with
filters so it's not that we just uh that
we just incinerate it in open air or
something like that no no okay great all
right uh
thanks I just have one last question for
now um those are about so I I understand
that um some of the features of the new
product is the weight the cost and the
quality which is uh which are solving
some of the problems that we had with
the previous product but other than
those what uh other features does it add
uh in the new product and what other
challenges uh to the customer if they
have any others could it potentially are
there are there any other additional
features
benefits additional benefits addition
benefits yeah exactly or drawbacks
actually
also no I don't I don't see anything I
think I touched the the the main ones
maybe there might arise other advantages
or maybe disadvantages but we didn't uh
detected for the moment
no just just a followup question on that
um have the
customers have your customers come to
you with any other challenges like minor
challenges that they just now you
figured out how to deal with them uh any
any other than the quality issues in 10
years no no no B basically yeah we don't
have uh we don't have real complaints on
on the product the only thing is to to
bring the product each time in each
project uh and why customers don't
choose for our Pro product is basically
it's it's prise it's not because the
customer don't believe in our product
because everybody's convinced and we can
demonstrate it in hundreds of factories
around the world that it does the job
and it's extremely good product but
customers don't choose it because of
price that's that's basically the only
reason and that's why we're actually
that's why we actually do this work
together yes or not is on this pricing
and how to identify and measure and
communicate value you know that that
that's what we just chose to or worked
on just to rephrase 's question probably
based on your reviews from the last
product are there complaints in the uh
previous product that you think that
this uh new product can fix other than
what you have already told us probably
you don't have the answer now but this
is the same question is
it I think I think I touched all the
advantages or all the drawbacks I think
I touched them all for the moment
yeah okay great I think unless you see
any other hands yes
sir I just want to know that installment
F so uh can the new product to make you
install
shorten the time uh compared to the
previous product and
I didn't understand that
100% can it be installed I mean can it
be installed a very relevant question
can it be installed quicker than the old
product I think because of the weight I
guess you have that's correlated to that
weight but do you have any measure on
that why would be it's thinner it's
lighter weight many things and then of
course what I can I can hear the
question because I hear is basically
what time is that require with this time
Savings of doing so well we see now also
with our current curbs that the lighter
curbs so the smaller models are indeed
installed faster than the more heavy
models so that's for sure so I think uh
yeah if the if the weight is around 30%
less then you will gain for sure 20 25%
in installation time and in installation
money also then that's correct y yeah
very good one very good okay uh yes uh
AR uh hi es could you please talk about
the pricing like how much does it
actually cost the companies to install
this and like you know that's why like
would if it's too expensive that's why
they consider like you already said it's
expensive product but if you could talk
a bit about the pricing like how much is
it yeah okay but that that's uh that
depends a lot on the type of product of
course you have the the the very small
models and then you have the very very
big uh models and of course uh like if
you have a model of 20 cm high and only
like three CM thck uh if you compare
that to a model of 50 cm that is 10 cm
dick the amount of material that goes in
there is multiplied by six or by seven
so the that's so that's that's 70% of
the cost you need to uh multiply by
seven or eight to with the heavy curve
but of course you can canot ask for a
little bit or for a bigger curve you
cannot ask seven times the price that's
just impossible so that's the reason why
we don't use uh uh we don't use just a
markup based on the cost price but we we
try to make like a linear meter price
that goes up with the with the the
bigger the curb the more expensive but
it's not in relation with a real
material cost so the bigger the curb the
lower our margin so the smaller the curb
the bigger our margin
thank you and and if it comes to
installation you need to calculate it's
it's it's European American cost it's
around 30 EUR per linear meter for
installation and the the curb itself is
around 70 80 euro per linear meter on
average you have the small ones and the
big ones again the big ones are double
the price as the small one so yeah
IDE one one one and of course they don't
do the installation for what we have
here yes sir um do you have like any
bundling prices for your other products
like related to the curbs or you just
sell it like apart for each of the
projects yeah we Mak yeah some sometimes
we really make project calculations with
really all the material that we need
that we need and sometimes we make uh
like uh complete project price it
depends a little bit on on how the
customer would like to see that some
would like to have a linear meter price
some want to have like a total price
some want to know really which pieces we
will send and want to split offer with
all the materials separately it depends
a little bit on the on the on the
customer but we do more and more
projects total projects we do projects
only the curbs but we also do project
the curbs and the walls and the ceilings
and the doors and the windows and the
drain and
everything uh while in the past we did
more projects alone with alone
curbs a factory and we only do the curbs
and all the rest is done by somebody
else but now more and more we do the
complete
project okay all right I think that's it
uh thank you very much jper for This
brilliant uh uh presentation and uh
excellent uh Q&A so uh we thank you and
and uh uh we will get going or the teams
will get going on uh answering the
questions and then we'll see each other
again on uh uh on June 24th and you and
I will touch base during the course all
right thank you so much okay have a nice
day everybody thanks a lot
byebye all right thank you very much for
this you can see that uh in meetings
like this what was going on is that it's
an engineer right and if you ask
questions about product he go will go on
and on and on and we our question is and
many of the questions were related to
the to the price to you know the
ultimate question is what are we going
to what are going to what's the value of
that so and I think it's a very good
case in that sense because the real
world cases are just like that they are
just like that there's a lot of
information much of it is maybe relevant
he's thinking still very Cost Plus you
see linear meter we're working on the
value pricing but then his mind is still
in this Cost Plus type of mode and I got
to get him out of I mean in the project
not in this case but I've got to get him
out of that mode and get him into this
value pricing mode and with the curbs
and the questions that I mean I like
many of the questions related to that
your question was really brilliant uh is
basically you know it's the Delta
relative it's not the cost it's the
Delta value the Delta for the installer
that matters because you you're thinking
how can I I share some of that value
with my installer and that's of course
relevant for the installer to want to
work with them but you see how difficult
it is sometimes and you can you can see
also that you know you could steer a CEO
who's very engineering driven to really
to really the real question about the
sustainability but it's an exciting
project super exciting they're the first
one in nenic construction to do this so
I thought I hope you felt this was
interesting that you find the project
interesting okay any questions or
anything any observations about the
meeting
no okay then uh so what we will do we'll
take a break of course but what we will
do we will have I have posted the the
the the
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