Presenters Name: Joe Lombardo

Employment Title:  Consultant

Company: Chemadd

Biography: Graduated with Diploma and Degree in Applied Science from Phillip Institute of Technology.

Post Graduate studies in Management at RMIT University and specialised Commercial Law studies in Restrictive Trade Practices, Import and Export Law, Chinese Commercial Law , Shipping and Air transport Law at Deakin University.
Worked in the Chemical Industry with ICI Australia (R&D, Technical Support and Technical Sales) for 11 years.
Worked for International companies since 1985 to 2011 (GAF Australia Ltd, Rhone Poulenc, Henkel/Cognis and briefly with BASF after Cognis acquisition), with principal technical roles and later as Business Manager for a wide range of Industries including Additives for Coatings, as well as Technology roll out in Asia Pacific and responsibilities for Regional Key International Accounts.
More recently consultancy roles with DIC Trading and Victorian Chemicals.
Currently working on special projects for overseas principals.

Presentation Title: Know your products, customer needs and Know- How

Presentation Abstract: The main drivers for sales and marketing are to know the basic needs well. Equally important is to know the products used in Coatings, as well as “know-how” in the market one is trying to influence. Expectations are a common challenge for both sellers and manufacturers.

This paper develops a working simple document or tool for sales and marketing that can be easily manipulated and used in many Industries to better understand one’s customer needs and to then better focus on the products marketers could offer and influence on manufacturers.

Practical examples are provided to develop and build better product and customer portfolios through a strategic and measured approach based on paint formulations for basic paint types.