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CASE STUDY. Convinced that high thermal performance PVC windows are the future of the company, the company's directorate decided to develop sales of these as

CASE STUDY. Convinced that high thermal performance PVC windows are the future of the company, the company's directorate decided to develop sales of these as its primary strategic activity. It therefore needed to develop a marketing strategy for these products on the retail market. Some factors are key to the strategic approach needed: individuals are not necessarily aware of the technical features of the products. In addition, although they offer real benefits, triple-glazed products are more expensive. This may hinder sales of triple-glazed products, because many alternatives, which are cheaper and perform equally well, are still marketed, both in the company's own catalogue and in those of its competitors. Although the triple-glazed products are better in terms of insulation and sophistication, their price may be an important deterrent. Polyvinyl chloride (or PVC) is one of the most popular materials for joinery products, and is now widely used because it has a long life. It is used in more than 50% of joinery products with a life of over fifteen years. It is composed of 43% ethylene (derived from crude oil) and 57% chlorine. PVC products are used in many sectors, including public health, industry, construction, and sustainable structures in the automotive industry.

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