Home Contact Offices Alumni Client login Subscribe INDUSTRY EXPERTISE CONSULTING SERVICES INSIGHTS ABOUT CAREERS People and values What we do Client results Social impact World Economic Forum Worldwide offices Press Contact us Applying commercial excellence in chemicals Print E-mail Share CLIENT RESULTS STORY A global chemicals company with new private equity ownership enlisted Bain to help the new partnership establish a foundation of growth, improved financial performance and upgraded capabilities across its businesses. Initial research identified significant opportunities in sales and marketing and, with Bain's support, the company set out to enhance how products were priced and sold to better reflect dynamic market conditions and the products' differentiated value. OPPORTUNITY APPROACH RECOMMENDATIONS RESULTS Working closely with members of the ChemicalCo team across the globe and its different businesses, Bain supported a number of initiatives to help the company bring its client base to full potential and instill value and discipline in pricing. Assessed sources of value and customer needs: A survey asked customers about their needs and top criteria in purchasing decisions which yielded the insight that price was the key criterion and that the chemicals company was often out-of-step with its competition. Enhanced customer management: Bain developed new tools, processes and offers to ensure the company tailored products to specific customer needs. Revamped pricing strategies and tightened discipline around pricing changes: We created new processes, clear pricing rules and guidelines to implement strategic pricing in order to capture appropriate value from differentiated products. Focused product innovation on cost reduction: In addition to increasing revenue, Bain also looked for opportunities to use new materials and processes to lower production costs. ChemicalCo also needed to couple their focus on commercial excellence with a careful rollout plan. Bain understood that many companies invest significantly to develop tools and processes only to see them deployed ineffectively and used infrequently. Our team came prepared with the best practices from our experience to help ChemicalCo avoid these pitfalls. Bain analysis uncovered new sources of value that aligned manufacturer profits and customer savings View Recommendations How can we help you? To discuss how our team can help your business achieve true results, please Contact us Related Consulting Services Customer Strategy & Marketing Related Industries Chemicals Bain's clients share our passion for results and it shows in their success. Visit our collection of client results stories. Industry Expertise Consulting Services Publications About Bain Careers Sitemap Terms of Use Privacy Policy © 1996-2016. Bain & Company CONNECT WITH US twitter facebook linkedin youtube SIGN UP FOR BAIN INSIGHTS NEWSLETTER