A firm that operates in the B2B space needs to have a website that is informative and also nudges the visitor towards making a purchase. It is unrealistic to expect someone who visits your website to become a customer right away. But if you can capture and retain the attention of potential clients, it is likely that over a period of time, many of your visitors will become paying customers.
An organization’s success often hinges on its ability to use its proprietary knowledge to gain a competitive advantage over other companies. A manufacturing enterprise would value its production process and techniques very highly. Similarly, a firm engaged in trading activity would place great importance on its client list and the names of its prospective customers.
Firms in the chemical industry have not been as aggressive as those in some other sectors in adopting digital technologies. This has happened despite the fact that senior executives at many of these companies are aware of the range of benefits that digitization can offer in improving their chemical suppy chain.
The global chemical industry is undergoing rapid change. Both demand and consumption of chemicals are shifting eastwards as new manufacturing facilities come up and China’s consumption levels rapidly increase. New production capacities are being developed in the Middle East and in other non-traditional areas.
Chemical buyers can find it difficult to gather up-to-date and relevant information about their industry. Which suppliers offer the lowest prices? What are the precautions to be taken if you are sourcing raw materials from overseas sellers in China? Will spot prices for a certain chemical fall in the near future?
Chemical companies have been slow to reap the benefits that digitalization has to offer. Many firms in this traditional industry realize that new developments in digital technology have the potential to help them bring about improvements in their businesses and serve their customers with greater efficiency.
Purchasing departments in chemical companies face increasingly complex challenges in procuring raw materials. While it is important to ensure that the chemicals being bought meet quality norms and are priced competitively, it is also essential to meet all the applicable regulatory requirements.
Purchasing departments that handle the procurement of chemicals often face customer service issues. The level of difficulty in resolving a problem that chemical buyers experience is usually inversely proportional to the size of the buying organization. Large companies demand and receive a high level of service. Suppliers go out of their way to ensure that bulk buyers do not find any reason to complain about their services. If something does go wrong, they immediately take up the issue and initiate corrective action.
Buying raw materials from overseas suppliers holds many attractions for chemical consumers. The primary benefit, of course, is a lower price. If a company in Europe or the US can establish a low-cost supply chain that sources materials from China or the Middle East, it can gain a tremendous competitive advantage.
Chemical consumers face the challenge of identifying suppliers who can deliver raw materials of the required quality at a fair price. Once they have found a reliable vendor, buyers have a tendency to continue the association even if there is a possibility of finding alternative sources that are more economical.