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Message: <blockquote data-quote="jan van daalen" data-source="post: 3426238" data-attributes="member: 113800">At every sales meeting the rep's points out the extra value point of his brand. At Zeiss is was the superior housing of the FL compared to the EL/Ultravid. Explaining the customer the differences between the brands, this "extra value point" turned out to be a downer instead of an upper in the perspective of the customer.  At the introduction of the HT the question came up why Zeiss moved from plastic to alloy. Their response was that the market showed that the customers didn't want plastic.It's not a matter of inferior/superior. Ofcourse it's not inferior, but the market rules.For the dealer who sells all three A's it doesn't matter. The margin is the same and he sells anyhow. For the brand in particular it makes a hell of a difference.Jan</blockquote>