Case Study 6: Improving Sales at a Specialty Chemical Company

A specialty chemical company had an objective to increase sales in a certain product line. The chemicals in this product line were processed further by other companies; they were then used in the manufacture of equipment that relied on the detection of radiation, such as diagnostic imaging in medicine or detection of weapons in security. Customers were doing research with the company’s products that were packed in small quantities, called “prepack,” but they often used competitors’ products to scale up for industrial applications. The objective was to increase sales for these industrial applications. The manager of the product line believed they could differentiate their products ...

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