Chemical S&M Effectiveness is the uncontested best-seller and leading event of the JFG chemical pipeline for the past two years. Like quality management, the commercial area (marketing, sales and customer service) is vital to successfully differentiate a company from its competitors in today’s highly challenging and fast-changing environment. Innovation in the chemical industry is on a fast cycle.

 

This forum proposes to explore in further depth the realm of competitive intelligence, to demonstrate by meaningful case studies how key differentiators (price, brand, communication and sales force characteristics) can be used with increased effectiveness to create competitive advantage. The market is dominated by the paradigm of value which has replaced that of the product – leading companies now focus on “value sales” meant to create customer loyalty rather than customer satisfaction. Customer perception is crucial to this – and the ways in which this perception is fostered and modeled by the marketing and sales executives are quite diverse, providing a fertile ground for effective benchmarking.

 

PLUS: 2 pre-conference workshops MANAGING KEY DIFFERENTIATORS
(24th September 2008)

In an industry where product quality and performance are increasingly levelled up by technological advances, differentiation by market-related factors is crucial for commercial success. These workshops will focus on two groundbreaking areas of great potential which have been insufficiently well understood or applied by chemical manufacturers: branding and pricing.

 

 

• Vice President Global Business Development, EVONIK-ROHMAX ADDITIVES GMBH
• Global Strategic Marketing Manager, DOW CORNING
• Solvents Business Manager EMEA, SHELL CHEMICALS
• Corporate Head of Sales & Marketing EMEA, DU PONT
• Director Global E-Solutions , BASF SE
• Global Process Improvement Leader , SABIC-IP
• Dean of ISBM EUROPE, PENN STATE UNIVERSITY
• Global Sales Director, Polymer Additives, CYTEC
• General Manager Strategy, TOTAL South Africa Pty
• National Customer Service Manager, TOTAL South Africa Pty
• Regional Marketing Manager EMEA, EASTMAN
• Director EMEA, HUNTSMAN

 

Advisory Board

• Vice President Marketing, LYONDELLBASELL
• GM Performance Chemicals & Intermediates, EASTMAN
• Solvents Business Manager EMEA, SHELL CHEMICALS

• Director of Business Development, Chemicals, SIGNALDEMAND

 

 

 

• Re-invent your strategic approach to the market based on successful innovation and competitive intelligence strategies presented by leading global players
• Benchmark your company’s capitalisation on value creation and conceive how effectively it exploits your customer’s unperceived needs
• Learn how major companies integrate global and local elements when entering emerging markets
• Assimilate the newest experiences in value pricing strategies and how to model customer value perception  
• Explore the power of the brand creatively used to differentiate your business from the competition
• Secure competitive advantage by optimising your sales force competencies and effectively managing your global teams remotely
• Maximise ROI on your CRM, E-commerce solutions, and KAM strategies

 

Chief Marketing and Sales Officers, VPs of Sales & Marketing, Sales Directors, Sales Process Managers, Sales Excellence Leaders, Heads of Sales Competency, Commercial Directors, Sales Analysts, Field Force effectiveness leaders,

 

Chief Marketing Officers, Marketing Directors, Heads of Branding, Product managers, Business Unit Heads,

 

Heads of CRM, Business Support Leaders, Sales Support Leaders, CRM Managers, Global Customer Managers, Customer Fulfillment Managers, 

 

General Managers of regional branches and Commercial ‘arms’, Key Account managers, Strategic Account Managers, Business Development Directors, Market Intelligence Leaders, E-business leaders