Value Innovation in the Chemicals Industry … Breaking Out of the Price Box
The Client and Situation
Leading supplier of plastic resins for business and consumer products desired to break a pattern of uncertain growth and depressed profits driven by the commodity nature of the product. Supplier of resins supplied to manufacturers of high-performance products, caught in a cycle of price-based competition, desired new ways to increase / strengthen demand their products.
Business Question
What can I do to differentiate my product / service offering both to deliver more value to customers and to develop new demand?
Our Approach / How We Helped
Led a large consultant/client team in designing and implementing a strategy to deliver unique, innovative services targeting newly-defined customer segments. Goal was to demonstrate / build the company’s capacity to uncover ways to help their customers address internal and down-stream problems (read opportunities), and help the company deliver profitable new offerings based on these insights.
Results Delivered
Results were implemented through formation of teams and development of capabilities to deliver segment-specific value propositions. Performance contract based on new benefits to be delivered included in commercial contract with Big 3 Automotive OEM.