Customer Benefit Model for Low8 Cylinders
Ecomatters performed a Customer Benefit Model as part of an integrated sustainability assessment of Low8 gas cylinders in collaboration with Teijin Aramid and ALE Delft. The Low8 gas cylinders are a new generation of low-weight composite pressure vessels developed as Teijin Aramid’s flagship para-aramid product.
The analysis was conducted using the Customer Benefit Model (CBM), an Eco Efficiency Analysis method developed by Teijin Aramid and Ecomatters and certified by TÜV Rheinland. The key deliverable of the project is an interactive marketing tool. The tool shows the financial and environmental advantage of the product for different scenarios across the entire value chain. These outcomes are used to support the value proposition of Low8 cylinders.
“The Customer Benefit Model also provides an opportunity to include the effect of potential changes in the circumstances. This makes it easy to adapt it to specific circumstances in different countries, as well as varying factors such as size.”
– Jan Jaap Koppert, CEO of ALE Delft
Eco Efficiency Analysis
For the project, the Low8 cylinders (made with low-weight composite) were compared to their steel counterparts. The steel was considered the business-as-usual solution, and it was tested if the composite offered any ecological benefits.
The results indicated a significant advantage of the composite solution over the steel versions with regards to both financial and environmental performance. These including a lower environmental footprint and cost of ownership.A user-friendly, interactive quantification tool was developed to assist in making these calculations.
Tools such as this are great for assisting marketing purposes, as different materials and scenarios can be easily tested. Because the tool allows for the adjustment of input parameters, the economic and environmental performance of the products can be easily demonstrated for different scenarios. These different scenarios could include factors such as: alternative vessel size, geographical region of implementation or means of transport. The results of the study support the environmental product claims of Low8 cylinders. This, combined with the value propositions, have been used to effectively communicate these in business-to-business marketing.
Customer Benefit Models (tools) can be used for a variety of products to conduct eco efficiency analysis. The resulting interactive tool helps to shows the financial and environmental advantages of one product or material over another. This information can significantly enhance design and marketing strategies of a product.