My market is not asking for it: does adding a feature make sense?

Start with what happens to the product

The buyer may not ask for a technology by name. What matters is finding out whether odour problems occur, whether a surface requires a specific function or whether the user values a different experience.

Applications in work footwear, trolley handles and textiles show situations where functional features have been incorporated. They do not establish that the same solution is needed for every product in the sector.

Four questions before discussing additives

1. What is the need? Describe a usage situation, a recurring complaint or a customer specification.
2. Who would value a solution? Identify the user, buyer or product manager and the benefit they might value.
3. What needs to be retained? Define the material, process, finish, handle, colour and care requirements.
4. How will you decide whether it is worthwhile? Agree on an acceptable technical result and additional cost before testing.

A clearly scoped evaluation

If an opportunity is identified, a comparison between the current product and a treated sample can be considered. The trial should address the defined need and check that the feature does not impair other properties.

The commercial assessment should include unit cost, process, documentation and how to explain the benefit. It does not assume that the customer will accept a higher price or that sales will increase.

Choose the approach that addresses the problem

Commercial guidance from Deltachem. For mechanisms and technical criteria: Biomaster, StayFresh and OdorCrunch2.0.

An initial discussion to define the need

You do not need to have selected a technology. Our business development manager will ask the questions needed to understand your product and assess how we can help.