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.”