2.6 与同类产品的比较Selling Against Competitors’ Products

“帕兹薛”Posi-Shell

优点 Strengths:

• 可用其它的废物做为它的成份之一;

• 在不好的气候里,可有较好的持久性,较好的硬度和厚度;

• 在合同期最后的两年可提供一个新的机器;

• 如有水泥厂在附近,它就有了无限的原材料,因为它是用水泥做为主要原料。但水泥的缺点请看下面的描述;

• Modifiable to allow use of other waste as part of ingrediants;

• Hardness and thickness, very durable in adverse weather;

• Provide a reconditioned or new spraying machine at the end of two years;

• Virtually unlimited source of supply when cement plant nearby.

 

缺点 Weaknesses:

• 水泥成份带来的诸多不利

1 水泥本身对环境会产生二次污染,

2 水泥对人体皮肤的损伤

3 产品在60分钟会变硬,稍不小心,就可能给机器带来意想不到的困难

4 清洗箱体更是一件体力繁重的劳动,

• 它们的机器不能用于灰尘控制和种子保护因为机器所用的是钢制的轮子,可移动性差;

• 他们不卖机器,而他们的租金非常高,每月$4,900美元,两年就是$117,600美元,这个价格,您可购买3台NWC的900加仑的凯式喷洒机;且他们要求一个很长的租用合同;

• 日覆盖产品的每平米的喷洒价格是NWC的两倍;

• 只能用他们的设备喷洒,而不能用任何其它的设备;

• 覆盖同等面积的工作面,他们要用3倍于NWC的产品袋数,且每袋要比NWC产品重10磅;

• 缺泛整体性 -标书所说的与他们的宣传材料所显示的不一致。

• Inconvenience of the main ingredient: Cement:

1 If you are using the silo for loading the cement based material (CKD or Portland Cement) you are aware of the potential of small clinkers which can plug the nozzles, as well as dust, which the MSDS sheets warn as being a hazard to health without proper PPE.

2 Product can unexpectedly set [harden] within 60 minutes or faster depending on ph of water, causing a nightmare in terms of getting product out of machine

3 You may or may not be aware of the exothermic reaction (heat) that can be created as the CKD or Cement depending upon the ingredients of the load, begin to react in water.  We have seen operators have to wear heavy gloves.You may or may not have had this same dust get on an employee’s skin on a hot and humid day and begin to react, burning the person

4 The fact that the product has a set time really limits your ability to use the machine to spray throughout the day on an as needed basis.

• Even for those who use the machine and keep it clean, you will have to climb into the interior of the spraying machine every several months to clean the interior of hardened cement type material.

• Machine is not well set to provide dust control or seeding because of its less mobile nature of steel wheels;

• They will not sell machine to site and the rental is very high: 24 months of $4,900 payments equals $117,600 in two years, 3 – new 900 gallon CAPS machines could be purchased during this same period. They require a long term contract;

• Costs of ADC are twice of NWC’s products;

• Their products can only be sprayed by their machines;

• 3 times the number of bags for same sq ft coverage, plus each bag is 10 lbs heavier

• General lack of integrity – Bids do not reflect what their own literate indicates

 

2.6 与同类产品的比较Selling Against Competitors’ Products

“塔普筘” TOPCOAT

优点 Strengths:

• 加大剂量可达到较好的厚度;

• 市场推广做得较好;

• 产品可用大部分的带离心泵的水种播种机实施。

• Thickness when applied in heavy dose;

• Marketing Effort put forward;

• Can be applied through most hydroseeders with Centrifugal pumps.

 

缺点 Weaknesses:

• 日覆盖产品的每平米的喷洒价格是NWC的两倍;

• 他们的产品对塑料的附着力很差;

• 在大风天气,他们的覆盖物会大块大块地被吹起;

• 产品每袋袋装的体积较小,这就是他们所称的他们的每袋的低价。但最重要的是看每袋的覆盖面积;

• 公司缺泛统一性: 他们的宣传单上所说的信息与他们口头声称的每平方的价格相差很大;

• 产品不符合可燃性的测试-他们所声的不可燃性是仅限于产品未干时;

• Costs of ADC are twice of NWC’s products;

• Product when applied to plastic will not adhere – largely a mulch product;

• Product in high winds can peel off in large sections;

• Bags are smaller and don’t have as much product which is why they claim to have a lower cost per bag, but the important number is coverage per bag;

• Company has little integrity:their own brochures provide information which is contradictory to what they verbally claim is their cost per square foot;

• Product does not meet flammability test requirements – they claim inflammability is only during time period when product is wet.

 

2.6 与同类产品的比较Selling Against Competitors’ Products

油布“塔伯斯”TARPS

优点 Strengths:

• 使用成本低,因为它们可以重复使用;

• 使它的每平方的费用变得很低;

• In expensive because they can be reused over and over;

• Cost per square foot less than a penny;

 

缺点 Weaknesses of Product:

• 虽油布本身的成本低,但如要使用油布机,则一次性投资非常高,多于100万美元;

• 工作面不会总是长方形,所以总会有油布盖不到的死角,还得用土来填;

• 下雨,下雪和冰冻都会给施工带来很大的困难;

• 工人在工作面要反复攀爬,工作量大和工作条件恶劣;

• 放好的油布要用轮胎和混泥土块压边;

• 风会给盖好的油布带来许多的问题。

• If using Tarp-o-matic – Very high capital investment of over $100,000;

• Working Face is not always square so areas left uncovered where dirt must be used;

• Difficult to roll up in adverse weather – Snow, Freezing Temperatures and Rain;

• Workers unless using a tarp-o-matic must actually work traverse the working face;

• The tarp must be weighted down with tires or cement blocks;

• Winds can create a difficult application process.

 

2.6 与同类产品的比较Selling Against Competitors’ Products

泡沫材料-“芦斯玛”Foam Competitor - Rusmar

优点 Strengths:

• 泡沫有较好的不透水性和不透气性,所以防水性和压制挥发气体上有一定优势

• Very good at VOC suppression and water proof ability when first sprayed because of the property of foam.

 

缺点 Weaknesses:

• 客户来源: 仅限于污染修复工程和泡沫被特殊批准可以使用的地区;

• 必须要有重型机器来实施应用;

• 有风天气不便于喷洒;

• 当材料干燥后,防水性和防气性变差,从而降低产品的持久性;

• 不能在湿度较高的垃圾表面和底泥表面喷洒;

• 一箱产品所能覆盖的面积很有限;

• Customer base: Remediation–smaller applications and States where foams were exclusively approved;

• Heavy equipment to apply for landfills;

• Cannot be sprayed very far and are subject to difficulty when spraying in heavy wind conditions;

• As the material dries and moisture evaporates from the foam there is a collapsing of the cover so VOC suppression is impacted and minimized over time;

• Does not do well when water ponds on the surface;

• Limited surface area coverage with one load .