Eastman Chemical

2457 Words10 Pages
Eastman Chemical Company located in Kingsport, Tennessee is in an industry that produces basic and immediate chemicals, specialty chemicals, agricultural chemicals, petrochemicals, plastics and fibers, and paints and coatings. Eastman also manufactures over 1200 chemicals, fibers and plastics; as well as being the largest supplier of polyester plastics. Currently Eastman employs over 15,000 people in 30 countries with manufacturing sites tactically located in 17 countries, with Asia Pacific Region Office being one of their key offices. Eastman is known in the chemical industry as a world leader in the e-business. They are the first chemical company to provide their customers with e-business, which allowed them to do business in a much easier and efficient manner. Eastman e-business specializes in an online storefront and transactional Customer Centra; Web-enable auctions; alliances and investments in digital business, along with system-to-system ERP connections. The main focus of Eastman’s e-business was: 1. Creating customer-centric solutions 2. Portfolio of option, along with providing solutions for customers via electronic means 3. Invest in technologies/capabilities that bring value to customers 4. Be externally focused 5. Form partnerships 6. Build an e-brand, which attract customers, suppliers and technology partners 7. Leverage its intellectual capital, industry knowledge, network of contacts, credibility, brand and customer base By implementing the e-business, Eastman’s customers were able to view products, check status of orders, access certificates of analysis, material safety data sheets, etc. The only problem Eastman originally saw with the e-business model which they have worked so hard to implement was that only 22 of the companies, which they do business with, are connected. And it’s very important to get all the companies connected into their infrastructure, which will provide all their customers with the seven foundational principles. Knowing the importance of getting the industry knowledgeable and connected to the e-business, Craig Knight, the Asia Pacific Digital Business and Customer Service Manager of Eastman Asia Division was tasked to sell the Eastman’s philosophy. Knight made a two-week trip to Tokyo, Shanghai, and Malaysia to sell Eastman’s integrated electronic supply chain, known as the Integrated System Solution (ISS), to business partners in the industry. He was able to sell Nagase & Co., Ltd, a company in Japan on the ISS, but they had some concerns regarding the system. Knight truly understood their concerns, and made every effort to ease the process by providing the long-term benefits of the ISS to Nagase & Co., Ltd and other business partners. According to George Eastman, “business as usual can put you out of business”.

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