D-News n5

Daydreams biannual letter of information

DAYDREAM Daydream put its experience at your service

April 2010

Since 2000, Daydream (www.daydream.eu) has regularly developed its offer in terms of Operational Marketing, New Business Development and Sales Support. Daydream provides its business partners, multinationals in the industries of Chemistry, Biopharma, Materials, Life Sciences, Electricity and Electronics, its expertise in its core field: Supporting and Consulting their Sales Force for:

The identification and evaluation of potential markets, The launching of innovative Products & Services and the acquisition of new business, The temporary support of sales teams on existing products and services (in the field or back office), Consulting in improving the efficiency of Marketing and BtoB Sales Force teams (from analyzing the existing team to the implementation of a new organization or new distribution channel) Professional Training and Coaching of sales teams.

The Coaching and Professional training is the result of our history of in-the-field experience, and a natural extension of our expertise that we wish to share with our clients, willing to benefit from the latest tools and methods indispensable for the development of their sales force efficiently, and of the necessary links between Marketing and BtoB Sales. RHODIA Daydream is one of Rhodias key service providers Since its creation in 2000, Daydream has collaborated on 22 projects with Rhodia (www.rhodia.com). Rhodia Novecare has confirmed this trust by collaborating with Daydream on a project for sales development of one of its solvent ranges, Rhodiasolv. For 7 months, Daydream has been able to work on: OXEA Oxea: a new positive credential for Daydream OXEA (www.oxea-chemicals.com) is a world leader in Oxo chemicals, manufacturing Oxo Intermediates and Oxo Derivatives globally. Its product portfolio includes Intermediates (Solvents, Aldehydes, Esters) and Derivatives (Acids, Polyols, Amines, ODs & other, and Specialty Esters). OXEA is an integrated producer of phthalate-free plasticizers like TOTM (Trioctyl trimellitate) and DOA (Dioctyl adipate) which currently are mainly sold in Europe to PVC compounders for applications like wire and cables, medical devices, flooring and food packaging. Daydream put at OXEAs disposal a team in order to investigate the North American market, to better understand how PVC processors in this region are organized so that OXEA will be well prepared for entering the North American market with their phthalate-free plasticizers. To date, Daydream assisted OXEA in identifying 85% of the demand for TOTM and 75% of DOA in addition to encouraging initial sampling and determining necessary certifications. "Daydream made a great impression from day one. The good methodology in combination with an enthusiastic project team did lead to some very good and quick results. OXEA is very pleased with the cooperation and highly recommends Daydream to anybody!" Jacco de Haas,Global Marketing Manager Specialty Esters, OXEA

The follow-up of 200 samples, sent to prospective customers in order to obtain their test results, and to reorient them to other products if necessary. The analysis of samples from prospective customers, to validate the customers understanding of regulations. The development of a solvent for the graffiti cleaning market in Europe (outside of France), with the understanding of the value chain in each country, the identification of the main actors, the presentation of the product, the follow up of tests, and the first sales. A market study about the replacement of an existing solvent, with the identification of the most promising applications, and the confirmation of the potential by sector, thanks to phone interviews.

We hope that this ongoing assignment will lead to new potential projects with Rhodia, one of Daydreams best partners.

CELANESE A geographical diversification Three years ago, Celanese (www.celanese.com), one of the worlds largest acetate producers, acquired Clarifoil, the worlds leading supplier of innovative di-acetate films. Daydream was recently asked to provide commercial sales support for Celanese in the United-States for its acetate business. During this 8-month project, the team had three different targets in North America: Luxury Goods brand owners Packaging Converters Package designers and brokers

Over the course of the collaboration, Daydreams team performed multiple meetings and identified projected volume increases for both 2011 and 2012. DOW Daydream: an Expertise of the US market The Dow Chemical Companys (www.dow.com) Propylene Glycol (PG) business segment has been at the global forefront for decades. With the worlds largest production capacity, Dows PG offering is found in a variety of industrial markets. PG is recognized by both the U.S. Pharmacopeia as a pharmaceutical excipient and the U.S. Food and Drug Administration (FDA) as Generally Recognized As Safe (GRAS). In 2010, Dow gave Daydream the task of further investigating the applications for PG within a specific North American industry. Daydream was asked to develop a further understanding of the value chain of the industry, the driving forces behind manufacturers choices, and the certifications manufacturers expect from their suppliers. Dow also asked Daydream to identify manufacturers within the industry with the propensity to purchase Dows PG. In three months time, Daydream was able to generate a nice pipeline of leads using PG (including identifying the correct interlocutor for sales) by targeting two separate groups within the value chain of the industry and develop an understanding of the various PG applications within the industry. Daydreams approach (market study, development of a phone questionnaire, creation of prospective customer database, prospecting, following up, etc.) allowed a large quantity of information to be obtained and properly reported to Dow in a timely fashion. The outstanding response from the PG team has enabled Daydream to continue to develop relations with Dow, with new and exciting collaborations on the horizon.