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
  • Who Makes That?

    Who Makes That?

    Tom Branna, Editorial Director||April 1, 2016
    From concept and formulation to testing and filling, today’s contract manufacturers perform a range of services for marketers

  • Multi-Cultural Beauty Update

    Multi-Cultural Beauty Update

    Christine Esposito, Associate Editor||April 1, 2016
    Established brands and start-ups address the needs of multi-cultural beauty consumers.

  • The Scalp Microbiome

    The Scalp Microbiome

    Nava Dayan PhD, Dr. Nava Dayan LLC||April 1, 2016
    A review of recent findings and innovative approaches for treating scalp disorders.