The Net Works

Dow Corning's Web Strategy is Working

May 2, 2007

By changing the way it approached business—putting customer needs first by offering a choice in how to purchase materials and solutions—Dow Corning has recorded double-digit gains every year since 2002, with record sales growth of 13% in 2006.

While Xiameter provides market-driven prices and products that do not come with added services, the Dow Corning brand enables customers to purchase products along with full service and solutions offerings. In 2000, Dow Corning had virtually zero online sales, but by 2006, the percentage of combined Dow Corning and Xiameter sales conducted online had risen to 30%.

“We took advantage of a tremendous opportunity to create solutions and provide services to our customers,” said J. Donald Sheets, chief financial officer and Americas area president, Dow Corning. “Our customers told us they were willing to pay for these offerings.”
blog comments powered by Disqus
  • Back to School

    Back to School

    Tom Branna, Editorial Director||September 1, 2016
    It may be September, but class was in session this summer during the Private Label Manufacturers Association’s Executive Educ

  • What

    What's In Your Formula?

    Christine Esposito, Associate Editor||September 1, 2016
    A look at the ingredients beauty brands are using to fuel their formulations and capture consumers’ attention.

  • A Sweet-Smelling Sanctuary

    A Sweet-Smelling Sanctuary

    Melissa Meisel, Associate Editor||September 1, 2016
    Home fragrance is enhanced by aromatic developments in delivery and components.