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Key Points for Chemical Industry:
- Chemical company creates an immense variety of products
- Main product areas are Basic chemicals, Specialty chemicals, Agriculture chemicals. In general, specialty chemicals is active research and development.
- Main types of manufacturing are Batch Processing and Continuous Processing. Continuous processing is required a much higher level of control.
- R&D engineer/scientist and Production/Quality engineer use JMP
- For production engineer, typical goal is maximizing yield
Where are the chemical companies around the world?
According to the April 2020 D&B report, here is the breakdown of semiconductor companies globally.
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What are some of the common terms or acronyms used in the chemical industry?
- ChemTrec: The Chemical Transportation Emergency Center is a 24-hour organization which assists emergency responders with chemical spills and the like.
- Customer: The purchaser of the chemical that has been manufactured, either another industrial chemical manufacturer, who will further process the material, or the consumer, depending on the product.
- EPA: Environmental Protection Agency--a vast resource for all things chemical and regulatory.
- Feedstock: Raw material or starting material ingredient.
- Green Chemistry: Green chemistry, or environmentally responsible chemistry, applies across the entire life cycle of a manufactured chemical product, from obtaining the raw material, to the processing, packaging, and shipping of the chemical product. This includes the design of chemical products and processes that reduce or eliminate the use or generation of hazardous substances. Another interchangeable term is sustainable chemistry.
- HazMat: Shorthand for hazardous materials.
- Sales Channels: The method by which the chemical product is sold, i.e., by direct sales force, through distributors of like products, or by sales staff, specific to the product.
- Specialty Chemical: A chemical with a special or specific property or attribute, manufactured for a specific purpose.
- TSCA: Toxic Substances Control Act. The Environmental Protection Agency’s (EPA) laws, regulations and guidance as to the handling and transport of chemical products.
What are the common roles/titles, pain points, discovery questions for the chemical industry?
| Chemical Industry |
| Example Accounts |
|
| Common Titles/Roles |
R&D
- Design Engineer
- Process Development Engineer
Production
- Manufacturing Engineer
- Product Engineer
- Quality Engineer
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| Typical Pain Points |
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| What to Listen For |
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| What to Ask/Say |
- Are you in R&D or manufacturing?
- Do you use experimental design to efficiently and effectively gather information about important outcomes?
- Do you have all the design types you need (e.g., mixture factor)?
- Are the processes and products you are monitoring growing in complexity?
- Do you need to see which variables are most important to outcomes (e.g., Yield)?
- Do you need a better understanding of your sensor data?
- Do you need to handle spectral data?
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What are some of the latest trends in the chemical industry?
Cost, efficiency & speed to market
Innovation/New Products
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Growth areas (e.g., electrical/autonomous vehicles, nutrition, 5G, microbiome health, 3D printing, renewable energy)
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Enable customers to deliver differentiating solutions and grow in their markets through innovation
Sustainability
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There is mounting pressure on the chemical industry from authorities to reduce greenhouse gas emissions and environmental impact
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Chemical companies must transform their energy supply, processes and products to low carbon, often bio-based as well
Who are our main competitors in the chemical industry?
How can I find chemical companies in my territory?
There are several different ways you can do some research to find semiconductor companies in your territory:
- Search Discover.org (With advanced search, add companies and location filters by industry in your territory using NAICS codes: 325 - chemical manufacturing)
- Search Hoovers (use NAICS codes: 325 chemical manufacturing)
- Use Linkedin Sales Navigator (filter on your geography and Industry = "chemical". Use the keywords listed below to help narrow your search)
What are some of our resources for the chemical industry?
Resources to Share
Internal Sales Resources
Journals
