Collaborative Demand Chain and Marketing USA 2003

Collaborative Demand Chain and Marketing USA 2003
6-7 Oct, The Sheraton Hotel, 36th and Chestnut Streets Philadelphia, Pennsylvania 19104, USA

Al Stroucken, CEO, H.B. Fuller

Maximise Asset Performance: Understand newmetrics for enhanced demand chain ROI

Understand the results of AMR s intensive cross-industry survey of asset capitalisation and hear what how these insights can benefit your own activities
Benefit from the lessons that this fact-based analysis teaches about relating individual assets to the demands of the market
Benchamark yourself against companies outside the chemical industry, as well as your industry peers!

Colin Masson, Research Director, AMR Research

Should the industry hubs sit in the middle of your supply chain?

Industry hubs promise benefits of cost savings and operational efficiencies but how much value are they now contributing to the demand chain process? Critics argue that, as an intermediary, they insulate manufacturers from their customers and enhance the price-sensitive nature of the chemical industry. What role will web services inrecreasingly play? Can they bring the same benefits without the
disadvantages?

H.B. Fuller, Dow Corning, Engelhard and others!

Demand Chain Analytics: Empowering the business units to understand customer behaviour

Using electronic and direct customer touch activities to analyse the ways in which customer segments interact with the Air Product businesses
Understand how Air Products measures the ROI of it s eBusiness demand generation activities and ensures they are aligned with strategic business unit goals
Learn how to strike a balance between functionality which - on the one hand improves service and cuts costs — and on the other encourages interaction and builds customer profiling

Stefanie Wexler, General Manager, Air Products

Segmentation: Working out who the customer really is, really should be and how to serve them in a cost-effective manner

1 year old, how is the Dow Corning continuing to develop the Xiameter model?
Learn how Xiameter have created high value, reduced cost customer service
Discover the strategies Xiameter is using to drive forward an increased product portfolio and expanding geographic reach
Understand the ways in which Xiameter executives identify the needs of their customers - enabling them to cater for a range of specific needs

Mike Lanham, Executive Director, Xiameter

Customer Interaction: The successes and failures of BASF s approach

Learn lessons in modern sales strategies - all taken from the 2 years of work put into BASF s PlasticPortal and neutral trading hubs
Discover how to make every customer an eCustomer and the sales benefits of doing so
Where are the real opportunities in Sales and Marketing in the Chemical industry -and what is the BASF vision for exploiting them?

Raj Mehta, Director of Logistics, BASF

Top line growth: Increasing push & pull factors and leveraging technology

How can you implement advanced models to create value for your customers? Learn how the 150 top companies in the industry compare when it comes to driving demand forward: Who s leading the pack and who’s lagging behind? Get the low-down of best practice and discover how your company can increase revenue and profits

Phil Allen, CEO, Marketability

Automating and extending your customer acquisition process

Learn from the example of Google — 5 years is all it took to become one of the world's top brands! Discover the ways in which search enginees can be manipulated to drive pre-qualified leads into your own companies Sales & Marketing Automation program. What are the ways in which Google is partnering with industry companies to spread their brand and what can you take away from this outstanding example of niche demand chain creation?

Jeff Levick, Head of Industrial Markets, Google

Conference day 2 - Tuesday 7 October 2003
Multiple SBU Integration: Developing a demand chain strategy which works cross-company

Learn how GE Silicones increases the responsiveness of it’s sell-side supply chain using an enhanced Six Sigma approach
Hear the ways in which you can apply the lessons learned from GE Silicone’s business model to generate cost-savings that will improve your bottom line
Understand the key points which underpin GE Silicones approach to cost-efficient customer segmentation and collaboration strategies

Ken Lochiatto, America’s Commercial Leader, GE Silicones

Alternative standards for integration: External B2B standards used at Engelhard

Understand the business drivers behind Engelhard’s use of external standards, including W3C, CIDX and OAGIS
Learn the benefits of the ASP model and how Engelhard are applying web services to their business
Benefit from Engelhard’s deep experience in integration and collaboration issues.

What are the lessons learned and what pitfalls can you avoid?

Pradeep Vachani, Group Vice-President, Engelhard

Aligning Business and IT to accomplish true demand chain collaboration

Learn which companies are leading the way by driving their demand chain program through on-the-ground sales & marketing executives
Understand how your company can reverse the chemical industry trend of poorROI from installed IT tools
Discover opportunities to grow customer penetration which are being missed through a funademental mis-alignment of IT and Demand chain goals

Leif Eriksen, Principal, Industry Insights

An industry perspective on web services: How can this emerging technology benefit the demand chain?

How is this emerging technology enabling the demand chain?
Understand how it will fit in with industry hubs? Is this a competative relationship or a mutually beneficial one?
Should you consider a mixed channel strategy?

Fulton Wilcox, Director of Customer Strategy, BOC

A Customer perspective on the demand chain visibility process

Hear from a customer sector perspective: how demand chain strategies can be made to work
Learn about IFF’s two-tier customer connections - using both extranet and ERP
Understand how IFF boosts efficiency with collaborative strategies across the supplier and partner base

Andy Kindfuller, Vice-President, IFF

Outsourced Logistics: What is the case for and against?

Is it time to consider outsourcing your logistics function? Benefits may include flexibility, reduced union pressure, enhanced cost efficiencies. Surveys indicates that over 60% of chemical companies are currently considering this as an option. Learn, first hand, from the experience of others who have seen both sides of the coin!

Coalitions for Inventory Management and faster delivery processes

Are your customers willing to collaborate and remove inventory from the supply chain?
Learn how you can encourage these actions and make a major difference to your bottom line!
How can you work with partners to extend services and what can be done to speed up your European throughput with new US Customs regulations?

Michael Loup, Vice-President, Elite International

Ensuring Security — both at a physical and cyber-level

Learn about the steps Dow are taking to protect against the heightened cybersecurity risk
Discover how a cyber-security strategy can be used to protect both brand image and revenue
Understand the activities of the Chemicals Sector Cyber-Security Program and how your company can benefit from this initiative

Christine Adams, IT Business Manager, Dow Chemical Company

Conference Survey Feedback Discussion
Benchmark your own demand chain management activities against fellow delegates!
Discuss the results which give insight into live trends into both the local North American and Global Market
Arm yourself with up-to-the-minute analysis of the critical success factors for driving up demand for chemicals in Europe all according to your industry peers
This is the session in which you will learn the true position of your fellow delegates. Thelive analysis and discussion of the conference Demand Chain management survey results carried out by EyeforChem analysts will provide a telling insight and basis for dynamic discussion. The results are often surprising - please bring an open mind and lively perspective!