Prod uct Features,                                      Ad vantages                                       & Benefits2 4 .0...
What are Prod uct Features, Ad vantages &                    Benefits ?                    Prod uct Features              ...
What are Prod uct Features, Ad vantages &                    Benefits ?                    Prod uct Features              ...
What are Prod uct Features, Ad vantages &                    Benefits ?                    Prod uct Features              ...
C ustom ers buy Benefits                    Sal m en shoul n‘t sell a tin of paint,                       es            d ...
C ustom ers buy Benefits                        Sal m en shoul n‘t sell a tin of paint,                           es      ...
Prod uct Features2 4 .0 4 .2 0 0 2     Ea s t e r n Eu r o p e a n   7
Prod uct Features2 4 .0 4 .2 0 0 2     Ea s t e r n Eu r o p e a n   8
For O vera ll Respr ay                    Prod uct Features                                                               ...
For O vera ll Respr ay                    Prod uct Features                            S T AN D O X                       ...
Ad vantages2 4 .0 4 .2 0 0 2   Ea s t e r n Eu r o p e a n   1 1
Ad vantages2 4 .0 4 .2 0 0 2   Ea s t e r n Eu r o p e a n   1 2
Ad vantages2 4 .0 4 .2 0 0 2   Ea s t e r n Eu r o p e a n   1 3
Ad vantages2 4 .0 4 .2 0 0 2   Ea s t e r n Eu r o p e a n   1 4
Ad vantages2 4 .0 4 .2 0 0 2   Ea s t e r n Eu r o p e a n   1 5
Ad vantages2 4 .0 4 .2 0 0 2   Ea s t e r n Eu r o p e a n   1 6
Ad vantages                    Ad v a n t a g e s m a y d if f e r f r o m c o u n t r y t o                    c o u n t ...
Prod uct Features & Ad vantages                                                  PM & Technical & Sales ...2 4 .0 4 .2 0 0...
Prod uct Features & Ad vantages                               Benefits                                                  PM...
Prod uct Features & Ad vantages                                  Benefits                                                 ...
Prod uct Features,                                   Ad vantages                                    & Benefits            ...
STAND O X 2K M S Express C lear                                           Features                      Benefits          ...
STAND O X 2K M S Express C lear                                           Features                      Benefits          ...
STAND O X 2K M S Express C lear                                           Features                      Benefits          ...
STAND O X 2K M S Express C lear                                           Features                       Benefits         ...
STAND O X 2K M S Express C lear                                           Features                       Benefits         ...
STAND O X 2K Easy C lear                                           Features                     Benefits                  ...
STAND O X 2K Easy C lear                                           Features                     Benefits                  ...
STAND O X 2K Easy C lear                                           Features                      Benefits                 ...
STAND O X 2K Easy C lear                                           Features                      Benefits                 ...
STAND O X 2K Easy C lear                                           Features                      Benefits                 ...
STAND O X 2K Easy C lear                                           Features                        Benefits               ...
2K C l coat positioning (Exam pl 1 )                           ear                       e                    Price       ...
STAND O X 2K M S Xtra C lear                                           Features                     Benefits              ...
STAND O X 2K M S Xtra C lear                                           Features                      Benefits             ...
STAND O X 2K M S Xtra C lear                                           Features                      Benefits             ...
STAND O X 2K M S Xtra C lear                                           Features                         Benefits          ...
STAND O X 2K M S Xtra C lear                                           Features                          Benefits         ...
STAND O X 2K M S Xtra C lear                                           Features                          Benefits         ...
2K C l coat positioning (Exam pl 2)                           ear                       e                    Price        ...
STAND O X 2K HS C l                                      ear                                           Features           ...
STAND O X 2K HS C l                                      ear                                           Features           ...
STAND O X 2K HS C l                                      ear                                           Features           ...
STAND O X 2K HS C l                                      ear                                           Features           ...
STAND O X 2K HS C l                                      ear                                           Features           ...
2K C l coat positioning (Exam pl 3)                           ear                       e                    Price        ...
Prod uct Features,                                      Ad vantages                                       & Benefits2 4 .0...
2 4 .0 4 .2 0 0 2   Ea s t e r n Eu r o p e a n   48
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Jp product features - advantages & benefits

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  • The portfolios are a summary of the analyses of 16 countries carried out in the product core team.
  • The portfolios are a summary of the analyses of 16 countries carried out in the product core team.
  • The portfolios are a summary of the analyses of 16 countries carried out in the product core team.
  • Jp product features - advantages & benefits

    1. 1. Prod uct Features, Ad vantages & Benefits2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 1
    2. 2. What are Prod uct Features, Ad vantages & Benefits ? Prod uct Features C h a r a c t e r is t ic s o f t h e prod uct - w h a t it d o e s !2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 2
    3. 3. What are Prod uct Features, Ad vantages & Benefits ? Prod uct Features C h a r a c t e r is t ic s o f t h e prod uct - w h a t it d o e s ! Ad vantages Wh a t t h o s e f e a t u r e s d o !2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 3
    4. 4. What are Prod uct Features, Ad vantages & Benefits ? Prod uct Features C h a r a c t e r is t ic s o f t h e prod uct - w h a t it d o e s ! Ad vantages Wh a t t h o s e f e a t u r e s d o ! Benefits G a in s t h a t a c u s t o m e r w il l d e r iv e f r o m h a v in g h is n e e d s s a t is f ie d .2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 4
    5. 5. C ustom ers buy Benefits Sal m en shoul n‘t sell a tin of paint, es d they should sell the …2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 5
    6. 6. C ustom ers buy Benefits Sal m en shoul n‘t sell a tin of paint, es d they should sell the … Co v e r a g e D PC -O EM Co m p e t e n c e Ec o n o m y T e c h n ic a l S u p p o r t C O B - S o l id s C o l o r Ac c u r a c y2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 6
    7. 7. Prod uct Features2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 7
    8. 8. Prod uct Features2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 8
    9. 9. For O vera ll Respr ay Prod uct Features M ix 2 : 1 /3 :1 wi th S T AN D O X STA N DO X 2 K H ard e n e rs M S X / H S S tan d o c ryl 2 K -M S -X tra-K larlac k Ad d 5 -1 0% STAN DO X 2 K Th in n e r 2 K M S X tra C le ar 1 6 - 1 8 s/D IN 4m m /2 0 °C 1 .3 - 1 .4 m m 2 C o ats = 5 0-60 µ m 5 -1 0 m i n in te r flash o ff an d fi n al flash o ff Air d ry o ve rn ig h t/2 0 °C o r 2 0-2 5 m i n /60 °C p ane l te m p e ratu re 62 H ig h q u ality h igh p e rform an ce S T AN D O X 2K cle ar S tan d o c ryl 2 K -M S -X tra-K larlac k M u lti-ap p lication p rop ertie s for 2 K M S X tra C le ar all typ e s o f re fin ish in g Ve ry p ro d u ctive for volu m e cu stom e rs Ve ry ve rsatile ap p licati on = su itab le fo r all co u ntrie s Extrem e ly go od th ro u g h -d ryin g Ve ry go od p oli sh ab i lity O p tim al p e rform an ce with Stan d o cryl 2 K M S X H ard e ne rs 2 0 m in s @ 60 °C d ryin g tim e . 592 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 9
    10. 10. For O vera ll Respr ay Prod uct Features S T AN D O X S tan d o c ryl M ix 2 : 1 /3 :1 wi th STA N DO X 2 K H ard e n e rs M S X / H S Ad d 5 -1 0% STAN DO X 2 K -M S -X tra-K larlac k 2 K Th in n e r 2 K M S X tra C le ar 1 6 - 1 8 s/D IN 4m m /2 0°C 1 .3 - 1 .4 m m 2 C o ats = 5 0-60 µ m 5 -1 0 m i n in te r flash o ff an d fi n al flash o ff Air d ry o ve rn ig h t/2 0°C o r 2 0-2 5 m i n /60°C p ane l te m p e ratu re H ig h qu ality h igh p e rfo rm an ce 62 S T AN D O X 2K cle ar S tan d o c ryl 2 K -M S -X tra-K larlac k M u lti-ap p lication p rop ertie s for 2 K M S X tra C le ar all typ e s o f re fin ish in g Ve ry p ro d u ctive for volu m e cu stom e rs Ve ry ve rsatile ap p licati o n = su itab le fo r all co u ntrie s Extre m e ly go od th ro u g h -d ryin g Ve ry go od p o li sh ab i lity O p tim al p e rfo rm an ce with Stan d o cryl 2 K M S X H ard e ne rs 2 0 m in s @ 60 °C d ryin g tim e . 59 T h e f e a t u r e s (a n d s o m e g e n e r a l a d v a n t a g e s )a r e p r o v id e d b y S t a! n d o x VO C valu e > 42 0 g/Ltr. b y l a u n c h in g a p r o d u c t . H o w a b o u t a d v a n t a g e s in c o m p a r is o n t o c o m p e t it io n a n d t o e x is t in g S t a n d o x p r o d u c t s in your c o u n t r y ?2 4 .0 4 .2 0 0 2 H aos twr naE u r op uat t h e b e n e f it s f o r your e x is t in g E e bo e n 1 0
    11. 11. Ad vantages2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 1 1
    12. 12. Ad vantages2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 1 2
    13. 13. Ad vantages2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 1 3
    14. 14. Ad vantages2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 1 4
    15. 15. Ad vantages2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 1 5
    16. 16. Ad vantages2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 1 6
    17. 17. Ad vantages Ad v a n t a g e s m a y d if f e r f r o m c o u n t r y t o c o u n t r y , f r o m r e g io n t o r e g io n (d is t r ib u t io n s it u a t io n , p r o d u c t p o s it io n in g , c o m p e t it o r s , t a r g e t c u s t o m e r s , c u s t o m e r r e q u ir e m e n t s , s h o p c o n d it io n s , c l im a t e ,...)2 4 .0 4 .2 0 0 2 =E a St or m Ee r inp eda n id u a l t e s t s (e v e n t u a l l y p l u s s e n u o iv 1 7
    18. 18. Prod uct Features & Ad vantages PM & Technical & Sales ...2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 1 8
    19. 19. Prod uct Features & Ad vantages Benefits PM & Technical & Sales ...2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 1 9
    20. 20. Prod uct Features & Ad vantages Benefits PM & Technical & Sales ... ...together create : •P r o d u c t P o s it io n in g •P r o d u c t S a l e s G u id e l in e f o r in t e r n a l u s e w it -Pr o d u c t Fe a t u r e s - Ad v a n t a g e s (v s c o m p e t it io n a n d p r e v io u s S t a n d o x p r o d u c t s ) - B e n e f it s •P r o d u c t L e a f l e t s2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 20
    21. 21. Prod uct Features, Ad vantages & Benefits Ex a m p l e :2 K Cl e a r co ats2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 21
    22. 22. STAND O X 2K M S Express C lear Features Benefits + U n iv e r s a l M S C l e a r = V e r s a t il e u s e co at2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 22
    23. 23. STAND O X 2K M S Express C lear Features Benefits + U n iv e r s a l M S C l e a r = V e r s a t il e u s e co at + D u r a b l e h ig h = H ig h q u a l it y f in is h q u a l it y (a p p r o v e d b y O E M s ) f in is h2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 23
    24. 24. STAND O X 2K M S Express C lear Features Benefits + U n iv e r s a l M S C l e a r = V e r s a t il e u s e co at + D u r a b l e h ig h = H ig h q u a l it y f in is h q u a l it y (a p p r o v e d b y O E M s ) f in is h + W id e a p p l ic a t io n = U s e r f r ie n d l y w in d o w2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 24
    25. 25. STAND O X 2K M S Express C lear Features Benefits + U n iv e r s a l M S C l e a r = V e r s a t il e u s e co at + D u r a b l e h ig h = H ig h q u a l it y f in is h q u a l it y (a p p r o v e d b y O E M s ) f in is h + W id e a p p l ic a t io n = U s e r f r ie n d l y w in d o w + H ig h g l o s s = Cu s t o m e r s a t is f a c t io n2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 25
    26. 26. STAND O X 2K M S Express C lear Features Benefits + U n iv e r s a l M S C l e a r = V e r s a t il e u s e co at + D u r a b l e h ig h = H ig h q u a l it y f in is h q u a l it y (a p p r o v e d b y O E M s ) f in is h + W id e a p p l ic a t io n = U s e r f r ie n d l y w in d o w + H ig h g l o s s = Cu s t o m e r s a t is f a c t io n + Ex c e l l e n t f l o w = U s e r f r ie n d l y2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 26
    27. 27. STAND O X 2K Easy C lear Features Benefits + Ea s y t o u s e = L e s s l a b o u r t im e (T r a in in g , a p p l ic a t io n )2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 27
    28. 28. STAND O X 2K Easy C lear Features Benefits + Ea s y t o u s e = L e s s l a b o u r t im e (T r a in in g , + W id e a p p l ic a t io n = a p p l ic a t io n ) y U s e r f r ie n d l w in d o w2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 28
    29. 29. STAND O X 2K Easy C lear Features Benefits + Ea s y t o u s e = L e s s l a b o u r t im e (T r a in in g , + W id e a p p l ic a t io n = a p p l ic a t io n ) y U s e r f r ie n d l w in d o w + U s e w it h a l l = Le s s p r o d u c t s S T AN D O X H a r d e n e r s need ed MS a n d T h in n e r s 2 K2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 29
    30. 30. STAND O X 2K Easy C lear Features Benefits + Ea s y t o u s e = L e s s l a b o u r t im e (T r a in in g , + W id e a p p l ic a t io n = a p p l ic a t io n ) y U s e r f r ie n d l w in d o w + U s e w it h a l l = Le s s p r o d u c t s S T AN D O X H a r d e n e r s need ed MS a n d T h in n e r s 2 K + S u it a b l e f o r a ir - = U s e r f r ie n d l y d r y in g2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 30
    31. 31. STAND O X 2K Easy C lear Features Benefits + Ea s y t o u s e = L e s s l a b o u r t im e (T r a in in g , + W id e a p p l ic a t io n = a p p l ic a t io n ) y U s e r f r ie n d l w in d o w + U s e w it h a l l = Le s s p r o d u c t s S T AN D O X H a r d e n e r s need ed MS a n d T h in n e r s 2 K + S u it a b l e f o r a ir - = U s e r f r ie n d l y d r y in g + E a s y t o p o l is h = L e s s l a b o u r t im e2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 31
    32. 32. STAND O X 2K Easy C lear Features Benefits + Ea s y t o u s e = L e s s l a b o u r t im e (T r a in in g , + W id e a p p l ic a t io n = a p p l ic a t io n ) y U s e r f r ie n d l w in d o w + U s e w it h a l l = Le s s p r o d u c t s S T AN D O X H a r d e n e r s need ed MS a n d T h in n e r s 2 K + S u it a b l e f o r a ir - = U s e r f r ie n d l y d r y in g + E a s y t o p o l is h = L e s s l a b o u r t im e + G o o d p r ic e - q u a l it y = In c r e a s e balan c e p r o f it a b il it y (in r e s p e c t t o2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n targeted 32
    33. 33. 2K C l coat positioning (Exam pl 1 ) ear e Price high MS Ex p r e s s Cl e a r m ed ium Ea s y Cl e a r ow l Q I Q II Q III Q ual ity Econom y M ain s tre am P re m iu m2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 33
    34. 34. STAND O X 2K M S Xtra C lear Features Benefits + 3 C l e a r c o a t s in 1 = V e r s a t il e u s e - L e s s t in prod ucts need ed2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 34
    35. 35. STAND O X 2K M S Xtra C lear Features Benefits + 3 C l e a r c o a t s in 1 = V e r s a t il e u s e - L e s s t in prod ucts need ed + U s e w it h a l l = Le s s p r o d u c t s S T AN D O X H a r d e n e r s need ed2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 35
    36. 36. STAND O X 2K M S Xtra C lear Features Benefits + 3 C l e a r c o a t s in 1 = V e r s a t il e u s e - L e s s t in prod ucts need ed + U s e w it h a l l = Le s s p r o d u c t s S T AN D O X H a r d e n e r s need ed + V a r ia n t w it h o n e = L e s s b o o t h t im e v is it a p p l ic a t io n2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 36
    37. 37. STAND O X 2K M S Xtra C lear Features Benefits + 3 C l e a r c o a t s in 1 = V e r s a t il e u s e - L e s s t in prod ucts need ed + U s e w it h a l l = Le s s p r o d u c t s S T AN D O X H a r d e n e r s need ed + V a r ia n t w it h o n e = L e s s b o o t h t im e v is it + a p p l ic a t io n t r e m e l y Fa s t a n d e x = H ig h p r o d u c t iv it y good t h r o u g h -d r y in g2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 37
    38. 38. STAND O X 2K M S Xtra C lear Features Benefits + 3 C l e a r c o a t s in 1 = V e r s a t il e u s e - L e s s t in prod ucts need ed + U s e w it h a l l = Le s s p r o d u c t s S T AN D O X H a r d e n e r s need ed + V a r ia n t w it h o n e = L e s s b o o t h t im e v is it + a p p l ic a t io n t r e m e l y Fa s t a n d e x = H ig h p r o d u c t iv it y good + t higrho g l o s-d r y in g H ugh s = Cu s t o m e r s a t is f a c t io n2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 38
    39. 39. STAND O X 2K M S Xtra C lear Features Benefits + 3 C l e a r c o a t s in 1 = V e r s a t il e u s e - L e s s t in prod ucts need ed + U s e w it h a l l = Le s s p r o d u c t s S T AN D O X H a r d e n e r s need ed + V a r ia n t w it h o n e = L e s s b o o t h t im e v is it + a p p l ic a t io n t r e m e l y Fa s t a n d e x = H ig h p r o d u c t iv it y good + t higrho g l o s-d r y in g H ugh s = Cu s t o m e r s a t is f a c t io n + V e r y p r o d u c t iv e = In c r e a s e for p r o f it a b il it y vo lume cus to mers (in r e s p e c t t o2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n targeted 39
    40. 40. 2K C l coat positioning (Exam pl 2) ear e Price high MS Xt r a Cl e a r MS Ex p r e s s Cl e a r m ed ium Ea s y Cl e a r ow l Q I Q II Q III Q ual ity Econom y M ain s tre am P re m iu m2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 40
    41. 41. STAND O X 2K HS C l ear Features Benefits + D u r a b l e h ig h = H ig h q u a l it y f in is h q u a l it y f in is h (a p p r o v a l s )2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 41
    42. 42. STAND O X 2K HS C l ear Features Benefits + D u r a b l e h ig h = H ig h q u a l it y f in is h q u a l it y f in is h (a p p r o v a l s ) + H ig h g l o s s = Cu s t o m e r s a t is f a c t io n2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 42
    43. 43. STAND O X 2K HS C l ear Features Benefits + D u r a b l e h ig h = H ig h q u a l it y f in is h q u a l it y f in is h (a p p r o v a l s ) + H ig h g l o s s = Cu s t o m e r s a t is f a c t io n + O n e v is it = L e s s b o o t h t im e a p p l ic a t io n2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 43
    44. 44. STAND O X 2K HS C l ear Features Benefits + D u r a b l e h ig h = H ig h q u a l it y f in is h q u a l it y f in is h (a p p r o v a l s ) + H ig h g l o s s = Cu s t o m e r s a t is f a c t io n + O n e v is it = L e s s b o o t h t im e a p p l ic a t io n + V O C 3 7 2 g /l t r . = V O C - c o m p l ia n t2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 44
    45. 45. STAND O X 2K HS C l ear Features Benefits + D u r a b l e h ig h = H ig h q u a l it y f in is h q u a l it y f in is h (a p p r o v a l s ) + H ig h g l o s s = Cu s t o m e r s a t is f a c t io n + O n e v is it = L e s s b o o t h t im e a p p l ic a t io n + V O C 3 7 2 g /l t r . = V O C - c o m p l ia n t + H ig h S o l id p r o d u c t = In c r e a s e d p r o f it a b il it y (in r e s p e c t t o targeted2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 45
    46. 46. 2K C l coat positioning (Exam pl 3) ear e Price HS Cl e ar high MS Xt r a Cl e a r MS Ex p r e s s Cl e a r m ed ium Ea s y Cl e a r ow l Q I Q II Q III Q ual ity Econom y M ain s tre am P re m iu m2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 46
    47. 47. Prod uct Features, Ad vantages & Benefits2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 47
    48. 48. 2 4 .0 4 .2 0 0 2 Ea s t e r n Eu r o p e a n 48

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