The white paper looks convincing, but I have a question, do you have a lot of centralized competitors, which prevents large companies from simply adopting your technologies?
As Richard Ettl mentioned once, "competitors per field: pharma under SkyCell we have Envirotainer, C-Safe and Vaqtec. We are taking about 70% of business from Envirotainer and C-Safe, 30% from Vaqtec; we also see a lot of customers upgrading from cheaper solutions (Softbox or inhouse solutions) to us. Foodside - here we are competing against through away solutions (styrofoam boxes with ice or gel packs) - so here it is about getting the solution to a comparable cost structure with superior performance."
Customers said that they switched to Smart Containers because of the following:
1) superior performance (last year less than 0.1% temp deviation)
2) total cost saving (SC are lighter which saves money in logistics)
3) door to door (not having to offload the container in countries like Brazil, Iran, Saudi etc.
Hope this info helps