Good bye chemicals, hello customer solutions The chemicals industry is on the move; how about you?

摘要

Making the molecule or even improving the process just does not cut it anymore! In a flat world where money, ideas, people and goods move freely, science and technology has become increasingly a commodity. Products, technologies and capacity are ubiquitous while solution providers are in short supply. This is why companies who continue to define themselves as simple chemicals manufacturers will struggle to justify a price premium. The price premium is a matter of survival for companies who are confronted with high labour and regulatory costs. This is why organizations must tilt their centre of gravity towards markets in order to differentiate their offering, justify the premium price and survive the globalisation tsunami. This is the main message of the recent European Conference on Chemical Marketing & Sales Effectiveness in Amsterdam (1). So if are still selling chemicals then read on: you should be selling solutions!