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| | Dow Corning's Big Pricing Gamble - HBS Working Knowledge |
 | | Specialty chemicals giant Dow Corning caught its competitors by surprise in 2002 when it launched Xiameter, a Web-based discount sales channel whose mandate was to bring in new business as well as retain cost-conscious customers who were fleeing their traditional, high-touch relationship with the company. |
 | | Dow Corning's segment share is estimated to be more than 36 percent, which puts the company well ahead of its nearest rival, GE Silicones, which holds an estimated 24 percent share of the market, according to Chemical Week magazine. |
 | | The Dow Corning brand is aimed at companies wanting technical assistance, research support, and the expanded services involved in determining which chemicals will provide a particular performance capability, feel, or experience. |
| hbswk.hbs.edu /archive/4677.html (1762 words) |
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