How to be sure you're selling where theyVe spending. Selling to the chemical market involves influencing not just a customer, but a committee. A committee that controls corporate dollars and determines how they're spent. Since your sales force can't get to all committee members, you've got to figure out how to best catch their eye with your message while they're busy charting their spending course. An ideal method is an ad strategically placed in the annual Chemical Capital Spending issue of Chemical & Engineering News an issue devoted to a com-
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prehensive breakdown and analysis of industry expenditures for new plants and equipment based on our exclusive poll of leading producers. It's a must source consulted by committee members to help them formulate their own purchasing plans for the year ahead. And it's just the place where a simple reminder from your company might be all it takes to be included in those plans.
Chemical Capital Spending: 1982
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