In Y2K, we “came to the mountain” on the role of the Internet in the adhesives business. What started out as Internet hype around dot-coms taking over the specialty chemical industry, ended in the realization for many that it is very difficult to find an Internet model that addresses more than just supply-chain transactions and sending out material safety data sheets and product-selector guides.
Specialty businesses that require consultative selling and technical service need to have a collaborative rather than a transactional Internet model. Determining what this Internet business model looks like and then implementing the model are big challenges for 2001 and beyond.