Q/A with PolySto

Summary

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

00:00

🌱 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。

05:00

📈 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。

10:01

🛠️ 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。

15:03

🔄 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。

20:05

🏗️ 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。

25:07

📊 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。

30:09

🛡️ 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。

35:11

💹 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。

40:13

🌐 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。

45:15

🔄 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。

Keywords

💡持続可能性

持続可能性とは、環境保護や資源の効率的な使用など、未来の世代に負担をかけずに現在のニーズを満たすことです。このビデオでは、持続可能性が主なテーマとなっており、新しい製品がどのように持続可能性を実現するかについて詳しく説明されています。例えば、グリーンロック製品の導入により、環境への影響を最小限に抑える努力が強調されています。

💡グリーンロック

グリーンロックは、持続可能な材料を使用して作られた新しい製品です。このビデオでは、従来の製品よりも軽量で低コストであることが説明されており、特に環境への配慮がされています。具体的には、風力発電ブレードのリサイクル材料を使用している点が強調されています。

💡価値の次元

価値の次元とは、製品やサービスが提供する様々な価値の側面を指します。このビデオでは、クリーンロックの価値の次元として、軽量性、低コスト、環境への配慮などが挙げられています。これらの次元が消費者やビジネスパートナーにとってどのような意味を持つかが議論されています。

💡地域の規制

地域の規制とは、特定の地域で適用される環境や持続可能性に関する法律や規制を指します。このビデオでは、地域ごとに異なる持続可能性の要件とインセンティブについて説明されています。例えば、ベルギーでは太陽光パネルの使用に対して政府から補助金が出ることが例示されています。

💡意欲的な支払い

意欲的な支払いとは、消費者が環境に配慮した製品やサービスに対して追加で支払う意欲を指します。このビデオでは、消費者やビジネスパートナーがグリーンロックに対してどの程度意欲的な支払いをするかが議論されています。例えば、環境に優しいという理由で高い価格を支払うことができるかどうかが問われています。

💡競争製品

競争製品とは、市場で同じニーズを満たす他の製品やサービスを指します。このビデオでは、クリーンロックの競争製品として、現場で注入されるコンクリートやカーブなしの設置が挙げられています。これらの代替製品がどのように市場で評価されているかについても説明されています。

💡インセンティブ

インセンティブとは、特定の行動や選択を促すための報酬や動機付けを指します。このビデオでは、持続可能な製品の使用を促進するためのインセンティブについて議論されています。地域ごとの規制や補助金制度などが具体例として挙げられています。

💡フードセーフティ

フードセーフティとは、食品と接触する製品が安全であることを保証する基準や規制を指します。このビデオでは、新しいクリーンロック製品が従来の製品と同様に食品安全基準を満たしていることが強調されています。例えば、新しい素材がより化学的に耐性があり、食品加工環境での使用に適していると説明されています。

💡ライセンス

ライセンスとは、他の企業が特定の技術や製品を使用する権利を与える契約を指します。このビデオでは、クリーンロック製品の特許ライセンスについて言及されており、他の企業がこの技術を使用するための関心が高まっていることが示されています。

💡再生可能エネルギー

再生可能エネルギーとは、自然環境から得られるエネルギー源で、枯渇しないものを指します。このビデオでは、風力発電ブレードのリサイクルがクリーンロックの材料として利用されている点が強調されています。これにより、製品がより持続可能で環境に優しいものとなっています。

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