The document summarizes the B2B sales process at Momentive's Forest Products Division. Momentive produces formaldehyde-based resins and serves over 11,000 customers globally through its Silicones and Quartz, Epoxy, Phenolic and Coating Resins, and Forest Products Divisions. The Forest Products Division sales process involves listing prospects, generating leads, assuring customer satisfaction, uncovering additional opportunities, presenting proposals, following up, resolving differences, and closing deals.

1. B2B Sales Process
Kaushik Maitra || Ankit Butani
Sandhya Tiwari || Subhadeep Bhattacharya
Parveen Kumar || Puneet Singh Verma

2. Company Overview
• Momentive was formed in October 2010 through the combination
of the parent holding companies of Momentive Performance
Materials Inc. and Momentive Specialty Chemicals Inc.
Momentive is controlled by investment funds affiliated with
Apollo Global Management, LLC.
• Close Competitors: Dow Chemicals, Wacker Chemie
• 2011 proforma sales of $7.8 billion
• Approximately 90 manufacturing facilities
• More than 10,000 associates serving approximately 11,000
customers
• World headquarters: Columbus, Ohio
• It has presence in 18 countries.

3. Company Overview
• The company serves its customers through three operating
divisions:
–Silicones and Quartz Division
–Epoxy, Phenolic and Coating Resins Division
–Forest Products Division
• The Forest Product Division comes under Momentive Specialty
Chemicals Inc.
• Formaldehyde (Chemical formula: HCHO) based resins are
produced by Forest Product Division.

4. Organisation Structure
Momentive CEO
MSC MPC Zonal Business Heads
Forest Pdt. Country Sales Heads
Division
HCHO-based Salesmen
Resins Unit

5. Products
• Acrylic Monomers
• Amino Resins
• Ceramics
• Epoxy Resins
• Phenolic Resins
• Polyester and Unsaturated Polyester Resins
• Quartz
• Sealants (Silicone and Acrylic)
• Silicones (Elastomers, Engineered Materials, Silanes, Specialty
Fluids and Urethane Additives)
• Versatic Acid and Derviatives

6. Where Resin Is Used...
Resin makes processing additives for the manufacture of:
Laminates
Wood Panels
Engineered Wood
Products

7. What Resin Does……
Resin makes performance additives for the manufacture of:
Pet Food Autoclaved Aerated
Concrete (AAC)

8. The Sales Process @ FPD
Listing of Probable Prospects
Lead Generation
Satisfaction Assurance
Uncover Additional
Opportunities
Present Proposal
Follow-up
Resolve
Differences
Close
Deal

9. Thank You!!