A well-known Italian company which manufactures medical instruments for ophthalmic surgery wants to convert one of its products, a reusable steel device (which can be sterilized) into a single-use plastic device.
They have involved me in the metal replacement project as an expert in industrialization and commercialization. They are seeking my help in developing and marketing the product in this new material.
Here are the main steps of my intervention.
The key challenge: confirm the technical feasibility at a sustainable cost
It was essential to carefully assess the cost-benefit of switching from metal to plastic: how can we combine greater cost-effectiveness with full technical functionality?
Here are some key questions I have addressed to the client
- Why do you want to convert the metal item to plastic?
- Is the request coming from customers due to a specific need?
- What is the reason? Cost reduction, increased product reliability, change in intended use, malfunction, or issues with the existing product?
- What are the sales projections for the item? How many units per year?
- What are the target markets for the products?
- What are the entry barriers in the target markets? For example, what type of certification is required for the product? (CE mark for Europe, FDA for the USA, or other)?
- What functionalities of the product need to be ensured, and what are the acceptable trade-offs?
I supported the company in finding answers to these questions to help them make the most effective and informed decision possible.
Why were the answers to these questions essential?
- To develop technically and economically sustainable proposals aimed at satisfying both my client and the end recipient of the product
- To assess the costs associated with the distribution and commercialization of the product in its new form
- To work on a solution which minimizes product risks and the subsequent costs of handling complaints or potential returns, which could impact my client’s customer
- To build new sales arguments to support the offer and gain recognition for the added value
- To help my client strengthen the relationship of trust with their market, generating new business opportunities
The Result
From the first offer and subsequent supply, the client considered me their sole point of reference and expert for the development of plastic-related projects, thus solidifying a profitable and lasting partnership over the years.
I built client loyalty, and my client did the same with theirs.
What can I do for your company?
If plastic is not your core business, but you want to develop new products with this material?
Do you want to expand your business by targeting companies in the plastics sector?
My technical-commercial consulting and analysis can help you complement your internal expertise and make the right decisions to achieve your goals.
