IHS Chemical Week
Chemical Week

Customer Smart — The key to becoming a preferred chemicals supplier

Wednesday, September 15, 2010 | 10:00 AM EST / 3 PM GMT / 4 PM CET
Free Webinar

Featuring research results involving more than 1,200 chemicals executives worldwide

Learn what it takes to be customer smart and what buyers value most from chemicals companies in a FREE webcast hosted by Chemical Week magazine, sponsored by Accenture.

This event will run for an hour and feature highlights and analysis of a comprehensive global study conducted earlier this year by Accenture and the American Chemistry Council. The more than 1,200 respondents were from companies across the industry value chain in established and emerging economies around the world. Accenture and ACC asked executives to consider the most important qualities and the trade-offs involved in selecting a supplier.

The speakers will be Toni Langlinais, managing director in Accenture’s management consulting practice, and Ruby Chandy, Chief Marketing Officer for Dow Chemical. They will discuss up to five key themes from Accenture’s study to illustrate how chemical companies can be more effective in distinguishing themselves from the competition and become preferred suppliers. As a member of the audience you will have the chance to send in questions and to drive discussion throughout the webcast.

The five themes to be discussed in the webcast are:

  1. What chemical customers value most – Product quality and reliability of supply.
  2. Lack of differentiation across suppliers in the industry.
  3. The need to get customer smart – potential misdirected spend by suppliers.
  4. Collaboration with top customers on innovation and sustainability.
  5. Growth in emerging markets and license to operate.

CW welcomes any questions on the five topics to be discussed during the webcast. Ahead of the webcast please send any questions to Chemical Week's Alex Scott at ascott@chemweek.com. Participants may also send in questions via a live text during the webcast.

Key take away points from this webcast will include:

  • Key buying factors in the industry, and which one trumps all.
  • Most important buying factors by region and segment.
  • Key areas for chemical companies to improve that will enhance customer loyalty.
  • Survey analysis: Preference profiles among buyers.
  • Identification of opportunity points for revenue growth and increasing market share.
  • Why becoming ‘customer smart’ is so important.


Toni LanglinaisToni Langlinais is managing director in Accenture's management consulting practice, based in Phoenix, Arizona. In her current role, she focuses on driving long-term client shareholder value by helping clients achieve high performance through corporate vision and direction setting, operating model and organizational realignment, profitable growth and accelerated innovation. She has global work experience across industries, including chemicals and energy.

Ruby ChandyRuby R. Chandy is Chief Marketing Officer for The Dow Chemical Company. Previously, she served as Chief Marketing Officer for Rohm and Haas, and as VP, Marketing for Thermo Fisher Scientific. Her previous experience includes P&L responsibility for the BioTechnologies and Process Instruments divisions at Thermo and multiple general management positions at Boston Scientific Corporation and Millipore Corporation.
Ms. Chandy holds a Masters of Management degree from MIT’s Sloan School of Management, an MS degree in Materials Science and Engineering from Northwestern University, and a BS degree in Materials Science and Engineering from the Massachusetts Institute of Technology.
Ms. Chandy serves on the Board of Directors, Audit and Nominating and Governance committees for Idex Corporation. She is also a member of Women Corporate Directors and previously served on the Board of UNICEF New England.

Webcast chair: Alex Scott, Executive Editor Web and Environment/Chemical Week

register now for this free event

Accenture’s research is titled ‘Customer Needs & Buyer Values in the Global Chemical Industry Value Chain.’ The findings of the study show that there are several trends taking place across the chemicals industry that are changing the way chemical companies are interacting with their customers and suppliers, including global versus international issues; demand/value shift to BRIC countries, APAC; asset optimization/ROCE; differentiated service offerings; customer interaction models; profitable operations; M&A; and shared services/operating models.

Among the interesting statistics to emerge from the survey is has been discovered that 56% of chemical company customers consider the cost of chemicals to be unimportant; 27% consider innovation capability is unimportant; 49% consider product quality to be important; and 56% consider reliability of supply to be important.

To learn more about Accenture, visit www.accenture.com


DATE: Wednesday, September 15, 2010

TIME: 10:00 AM EST / 3:00 PM GMT / 4:00 PM CET


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