Client Success > Chemicals and Materials

Client Successes: Chemicals and Materials

Client Base

Client Type: A leading global producer of antimicrobials

Service Provided: Strategy development

Client Need:

Market strategy and execution options to globally extend the reach of a well-established biocide product line into new applications and market adjacencies, as well as apply a new delivery technology to the applicable segments.

Kline Solution:

Kline's business management consulting team provided crucial support by executing an aggressive program of fieldwork and analysis worldwide, concurrently in Asia, North America, and Europe. The Kline team collaborated with our client in defining and assessing key issues related to commercial, regulatory, and competitive environments in the target and adjacent market spaces. Particular emphasis was placed on technical performance requirements, end-user perceptions, and selection/purchasing decision dynamics among customers. This project utilized the proprietary ToolBox™ to accelerate the development, evaluation and prioritization of strategic options, as well the overall decision making process. Synthesis of the varied inputs yielded the framework for a commercialization strategy for innovation driven growth.

 

Client Type: A well-known national packaging association

Service Provided: Opportunity analysis

Client Need:

An industry-wide analysis to uncover new products, markets and technology opportunities for its membership and industry, as well as such adjacencies as film, adhesives, structures and smart packaging solutions.

Kline Solution:

The business management consulting team implemented a staged engagement that progressed from a baseline on the flexible packaging industry, through in-depth analyses of individual market segments, to opportunity identification and ranking according to level of importance and accessibility. The market analysis was then summarized and further refined to provide an overall appraisal of the opportunities uncovered which we presented to the membership at its national meeting. Implementation steps at various tiers of the packaging industry chain were suggested, and have since been put in place.

 

Client Type: A leading U.S. producer of high-clarity plastics

Service Provided: Customer relationship management (CRM), commercial potential determination

Client Need:

To understand the potential value and routes to market in bottle packaging markets worldwide, including levels of acceptance at the brand owner decision point.

Kline Solution:

Kline's business management consulting team conducted primary research interviews at various levels of OEM brand owners, resin companies and molding companies to ascertain how the market viewed the target plastic’s attributes.

Kline's business consultants utilized conjoint analysis to understand and define price points at different levels of consumer acceptance in various markets. In collaboration with our client, our findings and recommendations were utilized to determine the commercial potential of the product. Our client developed a pricing strategy based on its scale economics which have allowed it to quickly monetize the new plastic across the most profitable markets and target the most effective routes to market.


 

Client Type: A leading global specialty chemical producer, with particular expertise in coatings

Service Provided: Geographic expansion, strategy development

Client Need:

The client needed in-country support to understand regional customs and business practices, in addition to market and competitive fundamentals to ensure the best foundation upon which we would collaborate to jointly develop the client’s entry strategy for paper chemicals/coatings Asia Pacific.

Kline Solution:

Led by our Shanghai-based team, Kline's management consulting group provided crucial support by carrying out fieldwork and market analysis in China, Korea, India and Southeast Asia. Our management consulting associates, in collaboration with the client, assessed and evaluated key issues related to commercial, regulatory, and competitive environments in the paper chemicals market space. Particular emphasis was placed on technical performance requirements, end-user perceptions and local consumer buying dynamics among customers. As this was a paper chemicals focus, we spent considerable time interviewing paper companies to obtain their views on future growth. The results of this work not only pointed out the size and growth for the relevant markets, but also served to frame a commercial marketing strategy for new business growth in the region.

 

Client Type: A large international specialty chemical company’s R&D division

Service Provided: Commercial potential determination and commercialization strategy

Client Need:

The client developed new proprietary polymerization catalysts and needed support in developing a commercialization strategy for the catalysts, as well as the resulting polymers, which would consider the dynamics of competitive technology and market channels

Kline Solution:

As a first step, based on the new technology attributes Kline’s global management team examined selected markets to understand how markets and customers would value the new technology and put an ROM framework around market opportunities. An assessment of the technology and market position of competitors associated with olefin polymerization technology, including those using single-site catalysts, was conducted.

Kline's management consulting group ultimately developed a detailed technology and market-driven assessment for the new catalyst and resulting new polymers. The opportunities were rated and ranked, with implementation steps for each, which followed the product development to commercialization timeline model specifically prepared for the client.


 

Client Type: A major specialty chemical company involved in surfactants and defoamers

Service Provided: Commercial potential determination and commercialization strategy

Client Need:

The client had developed a line of new surfactants and a specialty high-temperature defoamer for the paper sector and needed direction on commercialization strategy and technology development.

Kline Solution:

Kline's business management consultants interviewed decision-makers about technical needs, potential interest in the product and ways to improve the product for users. Our business management consulting group was able to suggest a number of basic modifications to the product to maximize market entry and highlight its unique value proposition to potential customers. We also forecast potential opportunity (volume/revenue) to determine product commercial validity. In the final results, we provided actionable recommendations that significantly improved our clients overall position and profitability in surfactants.

 

Client Type: The engineering plastics division of major global supplier

Service Provided: Repositioning strategy

Client Need:

To develop a positioning and penetration strategy in the higher-value added segments.

Kline Solution:

Kline's management consulting team developed an analysis of select markets for our client’s high-performance products and the competitive environment therein, prioritized the most attractive segments, and in close collaboration with our client formulated a positioning strategy to exploit the strength of our client's product offering.

Our management consulting associates jointly delivered recommendations to the divisional leadership. The client has since targeted two of the segments and is now a leading supplier in those segments.