Solutions to Customers

producers of specialty chemicals like Degussa are increasingly challenged on home markets as well as abroad by competitors who offer the same chemicals of comparable quality at prices that are - in some cases - even lower than their own production cost. This issue cannot be solved by cost reduction alone. The only valid answer to price-based competition is to move the discussion toward something that is more valuable to the customer than a low price. This is the core of the Solutions to Customers (STC) concept. Its major components are as follows  

Degussa is fostering the concept by the creation of linking knowledge elements that overcome the limitations of the business unit organization. For example, a network of industrial and customer teams was founded to identify and exploit the needs of specific industries and customers in various projects that are owned by the contributing business units (Fig. 9.6). 

122 I 9 Creating the World s Leading Specialty Chemicals Company 

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First, we want to offer G335SF in combination with STRUCTURIX SILVERFIX as a viable solution to customers who want to upgrade their existing equipment (installed base processors) in order to decrease the silver content of their rinsing water. 

Find less expensive solutions to customer needs because products and services that satisfy these needs may be too expensive. 

Do trends in performance lead to action that provides solutions to customer-related problems and long-term planning ... 

Figure 3.39 illustrates some examples of solutions to customize basic polymers. 

Validation data to give answers and solutions to customer s problems... 

It is in the buyer s own best interests to ensure that impartiality rules, that adequate information is available, and that some flexibility in program design is encouraged, in order to promote innovative solutions to customer needs. 

The second myth is that product applications are the same everywhere as in the United States. They are not the solutions to customers needs that have been found in the domestic market are not necessarily... 

There is no formalized customer service structure in place, but there are formal people from different areas of Marketing, Sales, Supply Chain, etc. assigned to support the development of solutions to customer requests. 

This stmcture provides quick, robust and customized solutions to customers, generating high product availability in the market, high customer satisfaction measured based on annual formal research performed with each customer segment and high level of collaboration across different functional areas. 

Today, various virtual e-services and physical services models may be developed, evaluated, and monitored using a balanced scorecard approach. The service value network concept also fits under this measured strategic decision-making approach. Service value networks house fully integrated e-demand and e-supply chains working in harmony to the deliver both services and e-services. They are also highly agile and offer customer-induced flexible business solutions to customer requests. 

Incorporating software programs that query the available database information for apparently intelligent solutions to customer requests may be offered. 

BSBINT3 I share creative solutions to customer problems with odier team members... 

The results documented in the volumes of the Schott Series are of course oriented to the tasks and targets of a company. We believe it will become quite clear that here readers can nevertheless - or rather for that reason -find demanding challenges for applied research, the development of process engineering, and the characterization of measurement practice. Besides realizability, the profitability of solutions to customers problems always plays a decisive role. 

As one of the world s leading specialty chemical companies, Clariant contributes to value creation with innovative and sustainable solutions for customers from many industries. The business units are divided into four Business Areas Care Chemicals, Catalysis Energy, Natural Resources and Plastics Coatings. The product portfolio of Clariant provides competitive and innovative solutions to customers and research and development is focused on addressing the key trends of our time. These include energy efficiency, renewable raw materials, emission-free mobility and conserving finite resources. 

The challenge to every business is to become a responsive organisation in every sense of the word. The organisation must respond to changes in the market with products and services that provide innovative solutions to customers problems it must respond to volatile demand and it must be able to provide high levels of flexibility in delivery. 

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