Clariant Corporation is a specialty chemical company with worldwide operations across 100+ companies. It has two main types of customers: 1) Specialty chemicals customers include end users in industries like pharmaceuticals, agriculture, polymers, food/beverages, and electronics. 2) Commodity chemicals customers are core manufacturing companies that use chemicals in high volumes for standardized functions. The document discusses Clariant's customer base, marketing challenges, and future strategic focus on specialty chemicals, cross-divisional sales, and the North American market in Asia.

1. Clariant Corporation: An
Overview
C
Team:
Aalap Pandya (20135001)
Amartya Gupta (20135004)
Ambarish Nigman (20135005)
Amit Kumar (20135006)
Anand Trivedi (20135007)

2. Who are the Customers???
1. For Speciality Chemicals:- End users -
pharmaceuticals, agrochemicals, polymers,
adhesives and sealants, food additives, flavours and
fragrances, electronic chemicals, and photographic
chemicals
2. For Commodity Chemicals:- Core manufacturing
companies where such chemicals are used in high
volume and standardized form.

3. Where are the Customers???
● The NAFTA countries accounted for 1.1 b of sale.
● North America was an important market because of
market size and economic growth.
● World-wide operations, with more than 100 companies
● Customer base: Europe, Asia, America, Africa

4. Is the company trying to sell its chemicals
every location??
1. Most of the products they sold under original trade name.
2. It depends on a number of separate and distinct sales organizations.
3. each global business unit has its own sales force.
4. Cross-divisional opportunities

5. W
What are the challenges with respect to
marketing of the products??
● Departure from push to pull strategy.
● Advance in the top tier in the specialty
chemicals.
● Diverse end user segment in speciality
chemicals

6. What is their future strategy??
1. More focus to speciality chemicals: high
demand
2. North American strategy in Asia
3. Cross Divisional sales
4. Push related efforts from sales

7. Definition of x and y
X=Speciality Chemicals
Y=Commodity Chemicals

8. Who are the customers for product x and y?
1. For Speciality Chemicals:- End users -
pharmaceuticals, agrochemicals, polymers,
adhesives and sealants, food additives, flavours and
fragrances, electronic chemicals, and photographic
chemicals
2. For Commodity Chemicals:- Core manufacturing
companies where such chemicals are used in high
volume and standardized form. And it serve the same
function.

9. What are the gap??

10. Future prospective customers???