Folder Manual Vendedor ING web

1.
Sales Process
a) Investigation
What kind of porcelain tile is the customer looking for?
Where will it be installed? (wall, floor or facade?)
What is the traffic intensity?
Is the area internal or external?
Does the area have inclination? Is it a ramp?
Does the area need to support a lot of weight?
What is the concept of the project?
What is the cleaning frequency?
b) Arguments
A person builds a house only once or twice in a lifetime, choosing
by price today may cause a headache tomorrow.
Larger formats provide impressions of a bigger area;
Porcelain tiles enrich ambients;
Tell the product’s story, its inspirations, what it represents.
c) Adding value: Price x Benefit
Cerâmica Portinari works with high added value products,
where the difference is the quality and not the price.
Price x Benefit
For more information, please contact us at:
International Markets
Tel.: +55 (48) 3431-6235
E-mail: [email protected]
www.ceramicaportinari.com.br
Seller's
Guide
Price: What the customer is willing to pay.
Benefit: What the product is worth to the customer.
When the client makes an objection regarding price, either you
deliver him to the competition, or you turn this into an opportunity to
show him the benefits of your product. Your task is only to point out
the differences presented by Cerâmica Portinari, arguing not only
the physical, but also the intangible: a company that innovates and
not copies, which invests in the research of new products and
manufacturing technologies. A company whose products follow
national and international fashion trends, products that do not stain
(wipe test) and features a wide range of products where you can
have the home of your dreams! In short terms, a company that offers
and provides SOMETHING MORE.
2.
PEI and the Class of Use
Very low water absorption, it will not come loose if it is settled correctly.
Cerâmica Portinari produces and sells only the best: Full Body and
Porcelain tiles, as well as wall tiles.
It’s very common for people to not know the difference between
PEI and class of use. In reality, both are similar, as they both
indicate the use of ceramic tiles.
The Class of Use recommends the application site for each
product, taking into account not only the abrasion resistance,
which is the friction shoes soles or tires with abrasive dirt cause,
but also the enamel’s chemical and physical resistance.
Cerâmica Portinari classifies its products according to the Class of
Use, one of the most important characteristic when buying a
product. It is important to make this decision based on the ambient
where it will be installed, since choosing the correct abrasion class
can mean that the beauty and durability of the porcelain tile is
maintained for much longer. On the contrary, an inappropriate
choice can doom a product of high quality towards a shorter life
span.
Class of Use
Use in: Walls.
Use in: Bathrooms and
residential bedrooms.
Use in: Areas that do
not provide access to
the outdoors.
Use in: All residential
areas.
3.
PP (unglazed)
Bla
<0.1
Porcelain tile
Bla
<0.5
Gres
Blb
0.5 to 3
Semi-Grés
Bllb
3 to 6
Semi Porous
Bll
6 to 10
Natural Texture: With a little roughness. This texture is safer for wet
areas, but only those that are covered, such as balconies and service
areas. The surface roughness offers safety, but requires more cleaning
maintenance.
>10.0
Hard Texture: With or without reliefs they will always be non-slip.
Blll
Visual Variation
The visual variation is an intentional effect that aims to replicate the
same rich detail found in natural materials inspiring the most diverse
collections. This variation is performed intentionally, continuously,
controlled and standardized, through high technology.
Use in: All residential areas and
commercial environments, provides
a high degree of resistance to wearing.
The visual variation includes hue and surface design, and it is classified
as:
Water Absorption
Water absorption of a ceramic tile determines what type of product it
is, because it’s related to its mechanical strength. The lower the
absorption, the less space there is between the particles for the water
to penetrate the porcelain tile. This feature ensures:
High mechanical resistance, which allows it to withstand heavy loads,
even presenting lower weight and thickness than natural stones.
High resistance to ice, it can be used in very cold climates.
Satin Texture: Matte and soft touch. Like the polished tiles, they
cannot be used in outdoor and wet areas. These are easy to clean and
they are very suitable for flooring in rooms, bedrooms and bathrooms
(outside the shower), as well as walls and facades.
This texture offers safety for outdoor, wet and uncovered areas and
they´re also recommended for areas surrounding swimming pools,
outdoor terraces, ramps, walkways, walls and facades – but do note
that they require more cleaning maintenance.
Visual Variation
Use in: All residential areas and
commercial environments, provides
a medium degree of resistance to
wearing.
Full body porcelain tile. Designed
to be used in walls and floors of all
residential areas and commercial
areas of intense traffic.
Aiming to unify the formats, our commercial size corresponds to an
approximation of the production size, which is the actual size of the tile.
The dimensions are rounded up, which means that a ceramic tiles with
a manufacturing format of 584.00 x 584.00 mm has a commercial size
of 60x60cm.
Polished Texture: High brightness. They are very easy to clean and
are only suitable for indoor areas, especially for dry ambients, such as
bedrooms and living rooms. They can also be used in other ambients,
but it is important to note that when wet they become slippery.
Polished finishes are more susceptible to scratches, they cannot
come into contact with abrasives such as sand. To protect them, just
put mats on the doors connected to the street and line furniture legs
with carpet or felt.
Water
Absorption (%)
Wall Tiles
4.
Manufacturing Format
and Commercial Format
Groups of
Water Absorption
Type of Product
However, PEI stands for Porcelain Enamel Institute, the Institute
that regulates the rules for classification of surface resistance to
abrasion.
5.
Therefore, when purchasing ceramic tiles, consider calculating the
area needed in the manufacturing size, ensuring the correct quantity
for the area. Also, it is always important to buy 10% more for cuts or
possible breaks.
Structured Texture: Non-slip with relief. Just as the hard texture,
the structured texture also provides safety for outdoor, wet and
uncovered areas and they’re also recommended for areas surrounding
swimming pools, outdoor terraces, ramps, walkways, walls and
facades – but do note that they require more cleaning maintenance.
Polished (POL)
Uniform appearance
Moderate variation
Low variation
High variation
The result is the composition of different pieces. Use this trend to
decorate your ambients and they will gain a unique personality and
style.
This effect cannot be noticed with a single piece displayed at the
showroom, that is why Cerâmica Portinari offers support materials for
stores, such as: big books, magazines and the products’ labels.
Everything is designed to facilitate the client´s final decision.
6.
Types of Porcelain Tiles and Textures
Glazed: It is a type of porcelain tile that receives a layer of glaze over
its mass. The proper ambient for this type of porcelain tile is
determined by its class of use and texture, which can be smooth or
rough, glossy or matte. Beware, the glossiest tiles are the slippiest.
Satin (ACT)
Unglazed or Full Body Porcelain tile: It is a type of porcelain
tile entirely consisted of pressed mass. The color, design, and pattern
are defined by chemical compositions applied in the mass. That is why
they are homogeneous and highly resistant, the water absorption is
five times lower than the glazed porcelain tile (<0.1%). They do not
receive any glaze on the surface, therefore they have no class of use.
They can have polished, satin or a natural surface.
Structured (STRUT)