Business Corner
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Sales Force Compensation in Today’s Market
A key component of a company’s market success is the strength of its sales force. Staffing and retaining the right salespeople in today’s business environment is a challenge that requires on-going attention and monitoring by management. T…Gary Shawhan, The CHEMARK Consulting Group 03.13.20
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Market Research - An Important Management Tool
In today’s business world the term “market research” is used to describe a variety of activities or actions taken to better understand business issues facing their company. Unfortunately, too often, the activities referred to as &ld…Gary Shawhan, The CHEMARK Consulting Group 02.19.20
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M&A - Engaging Outside Services During the M&A Process (Part 2 of 2)
“Buyer beware” is a catch phrase that has meaning for most of the activities that accompany everyday life. In the M&A process, this can work the other way as well – “Seller beware.” In the CASE markets, as with…Gary Shawhan , The CHEMARK Group 01.20.20
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EU Poison Center Notification – Time to Make Sure You’re Prepared
No rest for the weary! The current European Chemical Agency’s (ECHA) initiative to create a centralized, harmonized Poison Center Notification (PCN) process for hazardous chemicals will definitely impact coating manufacturers and suppliers of r…Ray Rex, CRC-US & Gary Shawhan, Contributing Editors 12.11.19
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Is The China-U.S. Trade War Over or Just Beginning?
The world watched with great wonder at the phenomenal growth exercised over the past few decades by China. China’s $25.3 trillion economy in 2018 made it the world’s largest. The EU came in as second, at $22 trillion. The U.S. ended up…Dan Watson , Contributing Editor 11.11.19
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Vitracoat- an Interview with Steve Houston
Vitracoat has expanded operations across multiple continents and is ranked amongst the top powder coating manufacturers in the world.Gary Shawhan, Contributing Editor 09.30.19
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M&A – Understanding the Dynamics for Buyers and Sellers (Part 1 of 2)
M&A activity, within the CASE/ specialty chemicals markets, continues at a very high level. Today, this is especially true in North America. In a large part this activity level is driven by the strength of the U.S. economy over the last few…Gary Shawhan and Phil Phillips, The CHEMARK Consulting Group Contributing Editors 08.09.19
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The Economics of Carbon Capture Coatings
I have been writing this column for 14 years. A guiding principle to which I have always attempted to apply to is giving the best business advice I could, based upon 40 years in the coatings, paints, adhesives and sealants industry. That advice from…Phil Phillips, Contributing Editor 07.03.19
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Want a Better Decision? Plan a Better Meeting.
MEETINGS EQUAL DECISIONS...GOOD ONES...POOR ONES! Effective meetings result in solid business decisions. However, far too many decision meetings are doomed from the outset. Decisions flow through organizations at every level constantly, a…Phil Phillips, Contributing Editor 05.31.19
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The Supply Chain – Your Brexit North Star
Brexit is coming! While the timing for its implementation is still uncertain, Brexit will impact many coating manufacturers importing product into both the EU and the UK. Recently, the EU granted a “flexible” Brexit extension until Octobe…Ray Rex, Contributing Editor 05.10.19
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The Role of Differentiation in Strategic Planning and Value Creation
Differentiation is an important attribute in strategy development and value creation. While this term is most often used in the context of a unique coating product or an additive technology, it also has much broader strategic implications. “…Gary Shawhan and Phil Phillips, Contributing Editors 04.12.19
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Brand Value- Considerations for Coating Formulators and Additive Supplies
Brand identity and brand strength are important components in establishing and sustaining the value of a company’s products or services. This applies to companies that participate at all levels of the supply chain including raw material manufac…Gary Shawhan and Phil Phillips, Contributing Editors 02.11.19
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Strategies for Growth: Considering the Options
Charting a successful growth path for your business begins with identifying and understanding the company’s core competencies and overall strengths. Sorting through and prioritizing the best paths forward requires management to first establish…Phil Phillips and Gary Shawhan, Contributing Editors 01.07.19
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Analytics: The Opportunity for Using “Big Data” in Strategy Development - Part 2
Awareness of the increased use of analytics as a business tool continues to grow. Its extensive use in retail markets to track and analyze consumer buying habits and preferences is something that touches almost all of us on a daily basis even if we d…Gary Shawhan and Shiva Rapolu, President and Director of Analytics The CHEMARK Consulting Group 12.03.18
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Analysis of China/U.S. Trade Relations
As the approaching trade war escalates between the U.S. and China, who is likely to win?11.05.18
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Analytics: The Opportunity for Using “Big Data” in Strategy Development - Part 1
Charting strategic direction for any coatings business is a necessary component of a successful revenue growth plan. The complexity of this challenge, for any specialty chemical (coatings, adhesives, sealants, elastomers) company large or small, cont…Gary Shawhan, VP of Marketing CHEMARK Consulting Group 10.03.18
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Who Said “May the Sales Force Be With You”? No One!
What sales skills and knowledge do your salespeople need to sell your products and services and what can you do to make them succeed? These are the key questions any small to medium sized company manager must ask about his/her sales force, experts…Phil Phillip, Contributing Editor 09.01.18
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Prospects . . . . Talk, Listen, Measure & Act
I’ve always been a fan of Harry Beckwith, author of the bestselling books “Selling the Invisible” and “The Invisible Touch.” Many of Mr. Beckwith’s sage advice based on astute observations have been adopted by succ…07.03.18
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Raw Material Cost Increases Vs. Alternatives
Researching our industry dynamics over the past several months, we have learned that although the growth in sales & demand is at an all time high for paint, coatings, adhesives, sealants & the overall specialty chemical industry, there contin…Phil Phillips, Contributing Editor 06.04.18
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Becoming More Strategic – Three Directives for Executives
You don’t need a formal strategy role to help shape your organization’s strategic direction. Start by moving beyond frameworks and communicating in a more engaging way. Are we entering the age of the STRATEGIST? We are observing…Phil Phillips, Contributing Editor 05.04.18
