Chemicals Sales & Marketing Toolbox

On behalf of the entire EBCG Conferences team, we would like to thank everyone who helped us organize this great event. Special thanks to the representatives of PROS, Double Loop GmbH, Robot Federation, Allchemist.net, SpecialChem Chemicals, UL Solutions, as well as the speakers who took the time and space to share new ideas and tips on how to succeed in the chemical business.

We firmly believe that we have met your expectations and that you leave Frankfurt full of new knowledge and inspiration.

The interruption of the supply chain is nowadays the biggest problem of most of the companies in the world.

The reason for the interruption is that one missing raw material can jeopardize whole production. Why? Because small volume products are the Achilles heel for all companies. They are usually ordered less than once a year and there is no second supplier. So, if there is a shortage, there is a problem!

How to tackle the interruptions?

Mr. Mark Wehner, New Business Development Manager of Eastar Chemical Corporation technical , told us today about the solution to this serious problem.
If you are interested in the topic, use the opportunity to ask questions through Slido or in person during the final networking.

PROS, Double Loop GmbH, Robot Federation, Allchemist.net, SpecialChem Chemicals, UL Solutions

The issue that we are facing these days is quite well-known. “Go and sell 5%, 10% more, but nobody cares how, they just want to see the results." You know why it is not working so easily? …because If you don't know where you are going, how will you ever know how to get there?

Pieter Kopmels, Head of Global Marketing, DSM Bright Science Brighter Living in his exciting presentation showed us that with the right marketing strategy, it is possible to make strategic decisions and get the right directions.

Excellent strategies understand customers and markets in-depth, weak strategies talk only about their products. So, it is up to you, where you want to stick in?!

PROS, Double Loop GmbH, Robot Federation, Allchemist.net, SpecialChem Chemicals, UL Solutions

We would like to thank our next speaker Mrs. Anke Bohmann, Marketing Director DACH, AkzoNobel, for coming personally. We appreciate your enthusiastic presentation about digital sources of information that are commonly used nowadays. Also, how they have changed since covid, but most of all how to efficiently use the insights we get from them.

The more sources we use, the more information we get, because there is a lack of information about the clients generally and it has a fundamental impact on providing either the right or the wrong decisions.

Try to step out of your comfort zone and ask your clients: how did they find you? What sources of information did they use for searching information?

Maybe you will be surprised and it will help you to enlarge your customer database.

PROS, Double Loop GmbH, Robot Federation, Allchemist.net, SpecialChem Chemicals, UL Solutions

Anastasia Kravtsova, Product & Specialities Manager representing Solvay Group, offered us the opportunity to view a sales-channel strategy that focuses on building mutually beneficial partnership with distributors.

Building a distribution network needs to follow the selection criteria. Mrs Anastasia Kravtsova told us some tips to reach it: Your commercial team is the driver of your success. Transparency and dialog helps a lot.

.and remember! Do not be too busy to improve & challenge yourself!

PROS, Double Loop GmbH, Robot Federation, Allchemist.net, SpecialChem Chemicals, UL Solutions

Digitalization will drive the improvement to highlight the customer. Why should we follow that?
Our next speaker Mr. Juan Pablo Duque Villa, Head of Regional Marketing EMEA, Clariant presented us with a closer view of the digitalized customer journey.
What are the worth takeaways?

▪️ Use digitalization to shorten customer way to information
▪️ Improve your way of getting leads
▪️ Human interaction is key to execute digital activities
▪️ Share success stories with team members

In case of any questions, do not hesitate to use Slido or networking during lunch.

PROS, Double Loop GmbH, Robot Federation, Allchemist.net, SpecialChem Chemicals, UL Solutions

Buying chemicals is easy. Deciding what to buy is the hard part. How to deal with it?

Ask yourself how to achieve faster product development time and shorter sales cycles?
Answer to your questions is DIGITALIZATION.

We are very happy to introduce Mr. Bojan Buinac, CEO of Bens Consulting, the next speaker who encouraged us to always look for solutions.

If you have some time, we definitely recommend reading the interview with Mr. Bojan Buinac, which he gave us just before our event:

https://lnkd.in/eY7knBwv

PROS, Double Loop, Robot Federation, Allchemist.net, SpecialChem Chemicals, UL Solutions

How to form a strong Marketing and Sales Team?

Our following speaker Mr. Markus Hartung, Vice President - Head of Global Commercial Processes & Region EMEA Catalysts, Evonik presented us useful information about key learnings, methodologies and real-life experiences.

Presentation of Mr. Markus Hartung dealt with the thought of why is a suitable methodology necessary to choose for your business.

PROS, Double Loop, Robot Federation, Allchemist.net, SpecialChem Chemicals, UL Solutions

“Collaboration matters” 🤝
Chemical suppliers had to and still have to tackle the digitalization challenges in a post pandemic world. They become multi-channel, they build a digital strategy and focus on customer goals.

Mr. Christophe Cabarry, Chief Executive Officer & Founder, SpecialChem Chemicals: The Material Selection Platform offered us very comprehensive and detailed content about how to align your organization and processes with the new digital buyer's journey. Also, how to avoid the top 5 mistakes suppliers make in their digital transformation today.

Thanks to Mr. Christophe Cabarry for showing us new digitalization challenges that are emerging nowadays.

PROS, Double Loop, Robot Federation, Allchemist.net, SpecialChem Chemicals, UL Solutions

Today's first speaker is Mr. Peter von Natzmer, Marketing Expert. The topic of the presentation was “Why would the customer buy your product?”

Before you tackle sales, try asking yourself and your team:

▪️ What path does my material take through the value chain to the consumer?
▪️ How flows the money from the consumer through the various processing steps back to me?
▪️ Who has what influence in the value chain?
▪️ What motivates the influential?
▪️ How do I sell my product to exactly match the motives of those most influential in the value chain

The answers you get will help optimize your decision-making process and improve overall sales. We want to sincerely thank Mr. Peter von Natzmer for a very inspiring presentation.

PROS, Double Loop GmbH, Robot Federation, Allchemist.net, SpecialChem: The Material Selection Platform, UL Solutions

Welcome to the 2nd day of our event dedicated to marketing and sales in the chemical industry.

We are very glad that you enjoyed yesterday and we really appreciate your rating that it was given at the introduction part.

Today we will also do our best to provide you with the most valuable information and experiences.

Enjoy Chemtoolbox Day 2!

PROS, Double Loop GmbH, Robot Federation, Allchemist.net, SpecialChem: The Material Selection Platform, UL Solutions

What to do if you want to build a connection with the client? How do they feel using our products? How do they feel when talking about our products?

Ask about their feelings.

Exciting workshop leaded by Mr. Jerzy Zientkowski, Board Advisor at Setapp introduced us different ways of building credibility to other firms.

PROS, Double Loop GmbH, Robot Federation, Allchemist.net, SpecialChem: The Material Selection Platform, UL Solutions