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Are your chemicals of any value?April 2010
"Hype". This is probably the best word that qualifies the concept of Value today in the chemical industry, a sort of spice that is being put in many different sauces: "Value proposition", "Value in use", "Value chain", "Value selling", "Value pricing", "Customer Value management"… Can a marketer or a business developer talk about its products without adding a bit of Value here and there? To the point that you can wonder if Value is not a useful word to hide the vacuity of some offerings or mask the lack of customer understanding. Or is it just an attempt to preserve higher margins?
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"When we needed to fill our pipeline with new opportunities, we turned to SpecialChem to establish contact with the market. The programs that we implemented enabled us to reach beyond our existing network into a new area – and to gain feedback on where producers were struggling to achieve their goals. SpecialChem has played a key role in the framing of our portfolio. And our portfolio is populated with game-changing, breakthrough opportunities that transcend existing marketing and technology limitations. SpecialChem is all about making connections – and for Dow Corning establishing connections for competitive advantage is a foundational requirement for innovation.."
Jill Rykert, Market Development Manager Dow Corning |
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