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Fast-growing companies can be found in all segment of the chemical industry. This year's Hot Prospects include upstart players in mature markets such as adhesives and industrial gases and in esoteric business such as combinatorial chemistry and biotechnology. Fielco Adhesives SOMETIMES CHANGING COURSE IN MIDSTREAM. can have its benefits. It has worked for Fielco (Huntingdon Valley, PA), which has specialized in advanced polymer technology and adhesive products since 1951. President and CEO Jim Fields says the company has grown 50%/year during the past two years"because we changed our focus from price competition to providing overall value to our customers." After that change, the company's 1997 sales are expected to be about $9 million. Jim Shulman, v.p./acquisitions, sees growth continuing along those lines now that the company has increased its production space and is doubling its workforce. "We realized that price is only part of the equation," says Shulman. "We were missing out by not forming closer relationships with our customers." Fielco is "now reaching out by providing services that exceed the normal routine of business interaction." Last year, for example, one of Fielco's customers had an unused batch of a Fielco competitor's product and wanted to extend the life of the product so the material would still work in production. Fielco, with "its experience and knowledge of the product," provided expertise to meet that requirement, Shulman says. Also, while sticking to its original product - adhesives - Fielco is "going above and beyond," says Shulman. "We place a much greater emphasis on technology" and updating products with new formulations. "Our labs are dedicated to creating specific solutions for individual manufacturers' needs," says Tony Ring, technical director. Shulman says to facilitate the process Fielco's technical staff serves as the company's sales force. "An important role is providing accurate information to the customer," says Shulman. "The technician can provide accurate information and answer questions quickly." - GC Reprinted from
CHEMICAL WEEK, December 24/31, 1997. ©1997 by CHEMICAL WEEK
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