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Worker with Ladder

Our work: smart polymers

The customer develops and produces smart chemical substances that have so far been used for consumer goods. The customer would like to expand the field of application into medical devices and thus achieve higher margins.

Wissenschaftslabor

What are smart polymers

Smart polymers or functional polymers are complex macromolecules whose physical and chemical properties change to a large extent but reversibly as a result of small changes in one or more environmental properties.

Contribution by Appert Consulting 

  • The customer's portfolio of different molecules was analyzed and evaluated for suitability as a medical device

  • Areas of application were defined for the most suitable molecules and specific products were proposed

  • For each product, an analysis of the current products on the market was made and it was shown how the use of smart polymers could lead to products with a new USP (unique selling proposition).

Arztdiagnose
Diskussion

sales process

  • Possible buyers were identified for the individual areas of application (long list)

  • Evaluate buyers and identify the right contact person (decision maker).

  • Establish access to contacts

  • Present a personalized offer (short list)

  • Negotiation (taking objections and presenting solutions, showing value for buyers)

  • Completion (contract negotiation and payment)

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