Midland, Michigan – Dow Corning is to sell a range of surfactant products from its Japanese joint venture, Dow Corning Toray, outside Japan for the first time. It has also made the strategic decision to serve the market directly, rather than through distributors.
“We will still have strategic partnerships, but we are looking to increase our channel to market,” said Richard James, Dow Corning’s global segment leader for PU additives. “We have had a dominant market share in Japan for more than a decade, and there are innovative products there that the rest of the world has not seen, including novel technologies and chemistries.”
James was speaking on the sidelines of UTECH North America 2016, which ran in Charlotte, North Carloina, 6-7 April 2016.
He added that the company’s wider portfolio of silicone surfactants, which it also sells in beauty care, agriculture and coatings, facilitates problem solving for customers. “We can talk to our scientists, and leverage the other technical teams,” James said. “And we now have these surfactants that we had previously let play out on an island in Japan. It begs the question why we didn’t do this sooner.”
James is also excited about the forthcoming acquisition of Dow Corning by Dow Chemical. “We cannot speculate on the strategy going forward, but we think the growth synergies are such that our capabilities will increase,” he said.