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Useful Advices - Who are the Key Account Customers in European Landscaping
Overall Discussion About the Major Customers and Their Conditions in Europe
The Major Customer Groups There are two main groups of customers. The Landscape Contractors and the Public Ground Maintenance organizations. Within these two major customer-groups there are different sub-categories.
The Contractors are increasing rapidly
The Major Customer Groups There are two main groups of customers. The Landscape Contractors and the Public Ground Maintenance organizations. Within these two major customer-groups there are different sub-categories.
The Contractors are increasing rapidly
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
in all Europe. They are also working actively together to form a stronger unity when it comes to definitions, contracts, maintenance-methods, lobbying etc. They are most often family-businesses with less than 50 employees. In Europe there are more than 50000 companies with some 300.000 employees. Not all are working with green maint
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
nance, but as the new green constructional works often come irrregularly and can be difficult to make enough profit to live on, more and more contractors are getting into the green maintenance business. Not necessarily working for public authorities. In fact the public authorities is becoming less important for the contractors. Only
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
in very few countries does public contracts reach more than 50% of the orders. However, it is mainly the fact that the public investments in new Green constructions have decreased the last years, that is decreasing their importance for the contractors. The maintenance work, given out from public authorities, is in reality increasin
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
but it is not fully replacing the loss of public green constructional works.
Contractors hardly ever buy machines on pre-planned basis. It is almost exclusively the current need that initiates purchases. They are also extremely vulnerable when it comes to maintenance and repair of the machines, as they seldomly have a repair-shop
Contractors hardly ever buy machines on pre-planned basis. It is almost exclusively the current need that initiates purchases. They are also extremely vulnerable when it comes to maintenance and repair of the machines, as they seldomly have a repair-shop
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
of their own. Contractors also, in general, have less educated staff than the public authorities and their staff is also more season-employed than the staff in the public sector.
The more contractors that enters into maintenance, they more is their demand for grasscare machines. Some will start out with buying used machines, some w
The more contractors that enters into maintenance, they more is their demand for grasscare machines. Some will start out with buying used machines, some w
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
ll have capital enough to buy new machines. In the public sector, very few authorities buys used machines.
Contractors also have another problem. They have little administrative and engineering competence, as they most often is small family-businesses with practical skills and a high working capability as their major assets.
Publi
Contractors also have another problem. They have little administrative and engineering competence, as they most often is small family-businesses with practical skills and a high working capability as their major assets.
Publi
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
c Green Maintenance
The Public Ground maintenance organizations can be Park/Leisure/Ground- maintenance-authorities, Cemetery-authorities, Public-Housing companies etc. Generally we see a strong tendency to reduce the number of independent authorities within a City or a Unitary Authority and especially in the technical sector it is
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
common to create one technical authority within different sections, like Street Maintenance, Water and sewer, Ground Maintenance, Cemeteries etc.
Here a general tendency is also that the overall managers have less and less Green Background and are more administrators/economy-educated, compared with the traditional independent Groun
Here a general tendency is also that the overall managers have less and less Green Background and are more administrators/economy-educated, compared with the traditional independent Groun
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
d Maintenance organizations where almost all the managers were Landscape Architects or Garden Engineers.
However this group of customers is very large. See the regional information below. For more details about what we know of the structure and number of customers see the enclosed graphic Green Network-maps of Germany, France and
However this group of customers is very large. See the regional information below. For more details about what we know of the structure and number of customers see the enclosed graphic Green Network-maps of Germany, France and
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
reat Britain and the market description of Germany, France, Great Britain, Switzerland, Austria etc, which was made a year ago.
The Cities and municipalities have less money today for green maintenance than they had ten years ago. But they have larger areas that they have maintenance on. And their relative competional capacity is n
The Cities and municipalities have less money today for green maintenance than they had ten years ago. But they have larger areas that they have maintenance on. And their relative competional capacity is n
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
t what it used to be. The needs of the Schools, Hospitals, Children-care, Elderly-care etc have a much higher political interest and the political attractivity of such services as Street-maintenance, Park-maintenance etc (technical services) are often little. Within the public technical services the maintenance of green areas have l
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
ess attractivity as street maintenance, water services etc.
Decision-Makers and Influential Organizations
Who are the Decision Makers ? In the public sector they have two kind of backgrounds. Either they are green men and women, mostly landscape architects or garden-engineers. But an increasing number of new technical maintenan
Decision-Makers and Influential Organizations
Who are the Decision Makers ? In the public sector they have two kind of backgrounds. Either they are green men and women, mostly landscape architects or garden-engineers. But an increasing number of new technical maintenan
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
e organizations with either all technical sectors gathered in one technical authority or as it is in Germany, organizations taking care of all ground maintenance within a city, including the cemeteries; means that there are coming more an more generalists into the green sector. Men and women with an administrative or economical back
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
ground, but with no or little green experience. And with no green education what so ever.
In the landscaping firms it is so that the larger firms have their own gardening engineers or landscape-architects, while the small family businesses are based upon practical knowledge and experience.
The students of today will be the decisio
In the landscaping firms it is so that the larger firms have their own gardening engineers or landscape-architects, while the small family businesses are based upon practical knowledge and experience.
The students of today will be the decisio
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
-makers of tomorrow. Those taking their exams this spring, will already this autumn be making decisions in the public sector and at the private landscaping firms. The teachers of today's students is another target-group for the future marketing.
The landscape-architects that plan and draw the green areas is another interesting grou
The landscape-architects that plan and draw the green areas is another interesting grou
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
p of influential people. If we can convince them to study the consequences of their plans, namely the future maintenance, on beforehand and have them accepting our methods, then we can also have them help us establishing our machines on the market.
Another group of people that we have to co-operate closely with is the European Land
Another group of people that we have to co-operate closely with is the European Land
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
cape Contractors Association, ELCA. They are working actively with classification and structuralization as a means of marketing their own services, offering more than just maintenance-work to their customers. They too, offer transition of know-how as a part of their marketing. With 12 national landscaping organizations as members th
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
ey have a strong position.
The public green sector does have an international organization IFPRA, but it is however very weak and mostly functions as an organization for international conferences. In Germany and France, like in the Scandinavian countries there are relatively strong organizations for Park and Cemetery managers. In G
The public green sector does have an international organization IFPRA, but it is however very weak and mostly functions as an organization for international conferences. In Germany and France, like in the Scandinavian countries there are relatively strong organizations for Park and Cemetery managers. In G
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
eat Britain where is an organization for Burial authorities, CBA, and a strong organization for leisure managers, ILAM. However there are no real European organization yet.
With this article I hope to have given you a short insight to who the decisionmakers are and how the structure of the European landscaping industry is built up
With this article I hope to have given you a short insight to who the decisionmakers are and how the structure of the European landscaping industry is built up
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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