Editorial Contributions by SES Foam
SPRAY FOAM BUSINESS
BY CHARLES VALENTINE
(cont’d on the next page)
THE KEY TO
IN DOWNSTREAM BUSINESS
MANAGEMENT THERE ARE TWO
OPTIONS: MANAGING YOUR BUSINESS
FROM WITHIN OR FROM WITHOUT.
There are two ways of looking at all aspects of your business – “market pull” and “market push.” Imagine you are a spray foam insulation
supplier. In a market pull stance, your company looks
to develop what the market is requesting. In a market
push scenario, your company looks at the market and
determines what would be best for it, then develops that
product and introduces it to the market. At first blush,
you might assume that the market pull model is always
the way to go; however, due to the resources available to
a large supplier, they may be able to see something new
on the horizon prior to it hitting the marketplace.
Another method of viewing the marketplace is to look
at it downstream. What does your customer need and
what is in their future? Once again, this can be a push
or a pull situation.