Personal & collaborative
Master
Background
The companies we work with are our partners. We can each have a mutually beneficial effect on our businesses if we act in each other’s best interests. So our work is about more than more than business transactions. It is about relationships. About people and understanding the impact of an action on another.
To help solve our customers’ challenges, it is vital that we can work together as partners. Sharing insight and expertise, exploring possibilities together. Collaborating. Expert to expert.
Customer pain
Our products might only make up 0.5% of a finished product, but without them, the finished product wouldn’t exist. We play such a central role in the development, efficient production and finished quality of our customers’ products – and that is why we offer our help and deep application expertise wherever it might be needed.
From new product development and recipe optimisation to eliminating production flaws and reducing waste, our customers would be left to face numerous and significant challenges that have a direct impact on their business operations and profitability.
Customer gain
From new products and optimised recipes to vastly improved production efficiency, our customers can enjoy a range of benefits as a result of our personal and collaborative approach to doing business.
Feature
A deep, personal sense of responsibility and commitment to solving challenges together.
Benefit
The continued access to 100+ years of global food production expertise and the industry’s most advanced application centres, labs and pilot plants.
Value
Optimal product quality, production efficiency, ESG performance and brand image
Value
Reasons to believe
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All customers have several points of contact – so we are always able to answer your questions and queries with the right expertise
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Industry’s highest investments in state-of-the-art knowledge and solution centres that host customer collaboration trials on four continents every day – and we can bring teams and equipment to you, wherever you are
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54 full-time employees dedicated to finished product development and innovation
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To date, our teams have developed more than 2000 recipes, across industries and categories
Value
Business relationships built on personal commitment and collaboration
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R&D and production trials are cost and resource intensive, so we make our facilities and expertise available to customers
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80% of our working time is spent on solving customer issues and challenges
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Collaborations and partnerships with world-leading universities and other food science institutions globally
HEADLINE HEADLINE
FEATURE
Twice as effective as lecithin in substituting the rheology effect of cocoa butter
BENEFIT
Up to 8% cocoa butter savings compared to chocolate not using lecithin
(up to 4% savings compared with lecithin)
Objection handling
OBJECTION 1
"We don’t need a partner. We just need a supplier that delivers products on time and at a good price."
SUGGESTED ANSWER
We understand that price and delivery reliability are critical. For many of our customers we are also actively involved in helping solve challenges and drive efficiencies. Even though our products might make up only a small portion of your finished goods, our expertise in product development, recipe optimisation, and production efficiency can have a huge impact on your bottom line.
Objection handling
OBJECTION 2
"We’re concerned that your products might not align with our exact production needs or quality standards."
SUGGESTED ANSWER
We understand that every business has its own specific quality and production requirements, which is why we don’t just offer products off the shelf. We collaborate closely with you to tailor solutions to your needs. Our deep application expertise means that we can work together to address any production issues, optimise recipes, or find solutions to any challenges.
Objection handling
OBJECTION 3
"We don’t have time for additional collaboration or consulting. We just need the product delivered."
SUGGESTED ANSWER
Time is always a concern. By collaborating in our application centres and pilot plants, you don’t have to interrupt production at all. It’s our technology, equipment and expertise working for you. And by helping to streamline your operations and eliminate quality fluctuations, you reduce the need for troubleshooting down the line.
