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The
video medium has much to offer an industrial manufacturing company -
especially companies which manufacture large and complex systems to
customers overseas.
When selling to overseas customers, the company does not always have the
opportunity to invite its customers to its manufacturing plant or to give
the potential client a guided tour of a previous project - of which the
company is especially proud. |
Trans Alaska Pipeline - 1999 |
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industrial presentation video can do just that - bring your company, it's
facilities and testimonial projects to your potential client - anywhere in
the world. |
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A
presentation video can serve different purposes -
- A presentation of the company - and its
place in a group of companies
- A presentation of a specific product or
technology - aimed at specific applications and market segments.
- Case-stories, that document the
company's ability to design, develop, manufacture, commission and
deliver.
- Case-stories, that promote the technical
or economic advantages of a particular product, technology or
approach.
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Red Dog Mine, Alaska 1999 |
As
a sales tool, presentation film cannot stand on it's own.
The company must have a product or service and must be able to demonstrate
that it masters the necessary technologies - and the price must be right.
Given the above, a good presentation film can present the company and its
products in the best possible light. |
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In
the good presentation film all the best sales arguments are presented and
documented - often with illustrations from relevant previous projects.
At the same time, the presentation can illustrate all the relevant
manufacturing, installation and testing situations - something which few
manufacturers can present in a single factory tour.
For a company with several subsidiary, sister or parent companies it is
often important to present these other companies - to illustrate the
resources and expertise to which the client company has immediate access.
Such a presentation can underline to client company's credibility -
potential customers can see that behind the sales staff - who often will
be new to the customer - there stands a well-consolidated company with
proven technology, expertise and products. |
LOGSTOR Insulation (Wuxi),
China 2005 |
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For
companies with several important market segments, a presentation video may
be produced and edited in several versions - each aimed at specific
applications or market segments.
When targeting several regional markets, a presentation film may be
versioned to all appropriate languages - giving the company to opportunity
of addressing the client in his or her own language. |
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Oilwell at Prudhoe bay, Alaska 1997 |
Communicating
with your customers in their own language wins respect and establishes
corporate credibility.
With all the salient technical and economic sales arguments presented in a
well considered and carefully edited presentation, it is easier for the
sales staff
to focus its effort on establishing a direct working relationship with the
customer.
In certain industrial markets, the exporter faces the special challenge of
having to promote the product to several types of client at the same time.
If the product or system in question will be part of a larger system or
construction project - for example a civil engineering or shipbuilding
project - the company must address both the end user - for who one set of
sales arguments are relevant - and the main contractor, who has usually
already secured the contract for a fixed price, and for who other sales
arguments are relevant.
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clients often have differing interests and requirements - and any company
seeking to promote its products will need to harness the right arguments
for each - a task that can be simplified considerably with the help of
well prepared presentation films. |
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When
applied correctly, a video presentation can appeal to the viewer's logic
and emotions at the same time.
Whilst the technical presentation and economic arguments appeal to the
viewer's rational logic, the story and the way in which it is presented
can appeal to the emotion - establishing credibility, confidence and the
basis for a successful working relationship.
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LOGSTOR Oil & Gas, Aalborg 1998
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Whilst technology and price are important, a company's image and values
are are equally vital selling points - and can be promoted exceptionally in
a video presentation. |
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Industrial
presentations can be produced for all analogue and digital distribution
media. For distribution by mail the economics of distribution are
important.
Digital media such as Video CD and DVD can comprise several presentations
on the same disc. This could be different case-stories - or separate
presentations for different market-segments - or different language
versions of the same presentation. This makes the medium
particularly competitive with other presentation media. |
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Sunset over Jinling shipyard
and bridge over Yangtze River, Nanjing, China 2005 |
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For
Channel 6 Television, the industrial presentation is not the "poor
cousin" of broadcast television. It is an exacting and demanding
genre in its own right, often presenting major creative and technical
challenges and requiring professional logistics and experience. The result
must be of the highest quality - even when working on a limited budget or
against tight deadlines. This field of production also requires the skill
of a production company that can understand the technical content of the
story.
Contact Channel 6 Television about your next industrial presentation! |
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