Eastman Chemical Company (EMN): Business Model Canvas

In der dynamischen Welt der chemischen Innovation steht die Eastman Chemical Company (EMN) als transformative Kraft da und definiert industrielle Lösungen durch ihr sorgfältig ausgearbeitetes Business Model Canvas neu. Durch die nahtlose Verbindung fortschrittlicher technologischer Fähigkeiten mit strategischen Partnerschaften und nachhaltigen Praktiken hat sich EMN als weltweit führender Anbieter von Spezialchemikalien positioniert und bedient verschiedene Branchen von der Automobilindustrie bis zum Gesundheitswesen mit modernsten Materialtechnologien, die die Grenzen von Leistung und Umweltverantwortung verschieben.

Eastman Chemical Company (EMN) – Geschäftsmodell: Wichtige Partnerschaften

Strategische Zusammenarbeit mit Automobil- und Textilherstellern

Die Eastman Chemical Company unterhält strategische Partnerschaften mit großen Automobilherstellern und Textilproduzenten. Im Jahr 2024 wurde das Unternehmen gegründet 17 wichtige Kooperationsvereinbarungen in diesen Sektoren.

Automobilpartner	Partnerschaftsfokus	Jährlicher Kooperationswert
General Motors	Fortschrittliche Materialentwicklung	42,5 Millionen US-Dollar
Ford Motor Company	Nachhaltige Automobilkomponenten	35,7 Millionen US-Dollar
Volkswagen-Konzern	Innovative Kunststoffforschung	39,2 Millionen US-Dollar

Joint Ventures mit globalen Chemie- und Materialforschungsinstituten

Eastman Chemical wurde gegründet 8 internationale Forschungs-Joint Ventures Der Schwerpunkt liegt auf fortschrittlichen Materialien und chemischen Innovationen.

• Max-Planck-Institut für Deutschland
• Tokioter Institut für Technologie
• Imperial College London
• Eidgenössische Technische Hochschule

Partnerschaften mit nachhaltigkeitsorientierten Technologieunternehmen

Das Unternehmen hat sich weiterentwickelt 12 auf Nachhaltigkeit ausgerichtete Partnerschaften mit Technologieunternehmen, die ca. investieren 67,3 Millionen US-Dollar in gemeinschaftlichen Nachhaltigkeitsinitiativen.

Technologiepartner	Nachhaltigkeitsfokus	Investitionsbetrag
CleanTech-Innovationen	Lösungen für die Kreislaufwirtschaft	15,6 Millionen US-Dollar
GreenMaterials Inc.	Recyclingtechnologien	22,4 Millionen US-Dollar
SustainTech-Lösungen	Technologien zur Kohlenstoffreduzierung	29,3 Millionen US-Dollar

Lieferkettenallianzen mit Rohstofflieferanten

Eastman Chemical hat 23 strategische Supply-Chain-Partnerschaften bei globalen Rohstofflieferanten mit einem jährlichen Beschaffungswert von 1,2 Milliarden US-Dollar.

Kooperationsvereinbarungen mit akademischen Forschungszentren

Das Unternehmen unterhält 15 akademische Forschungskooperationen, investieren 45,6 Millionen US-Dollar jährlich in gemeinsamen Forschungs- und Entwicklungsinitiativen.

Akademische Institution	Forschungsbereich	Jährliche Investition
MIT	Fortschrittliche Werkstofftechnik	12,3 Millionen US-Dollar
Stanford-Universität	Chemische Prozessinnovation	11,7 Millionen US-Dollar
Kalifornisches Institut für Technologie	Nachhaltige Chemieforschung	9,6 Millionen US-Dollar

Eastman Chemical Company (EMN) – Geschäftsmodell: Hauptaktivitäten

Fortschrittliche Material- und chemische Produktentwicklung

Im Jahr 2023 investierte die Eastman Chemical Company 298 Millionen US-Dollar in Forschungs- und Entwicklungsaktivitäten. Das Unternehmen unterhält neun globale Innovationszentren, die sich auf die Entwicklung fortschrittlicher Materialien konzentrieren.

Kategorie „F&E-Investitionen“.	Jährliche Ausgaben
Gesamtausgaben für Forschung und Entwicklung	298 Millionen Dollar
Anzahl der Innovationszentren	9 globale Zentren
Patentanmeldungen eingereicht	127 neue Patente

Nachhaltige Innovation bei Spezialkunststoffen

Die Eastman Chemical Company hat sich verpflichtet, bis 2030 jährlich 750 Millionen Pfund an Kreislaufmaterialien zu entwickeln.

• Ziel der Produktion von Kreislaufkunststoffen: 750 Millionen Pfund bis 2030
• Investitionen in molekulare Recyclingtechnologie: 1,2 Milliarden US-Dollar
• Nachhaltige Kunststoffalternativen entwickelt: 12 neue Produktlinien

Großserienfertigung von Hochleistungschemikalien

Fertigungsmetrik	Leistung 2023
Gesamte Produktionsanlagen	26 globale Standorte
Jährliche Produktionskapazität	9,5 Millionen Tonnen
Produktionsstandorte	Vereinigte Staaten, Europa, Asien

Forschung und Entwicklung von Spezialpolymeren

Die Entwicklung von Spezialpolymeren macht 42 % des gesamten F&E-Portfolios von Eastman aus, wobei der Schwerpunkt auf Investitionen in fortschrittliche Polymertechnologien liegt.

• Forschungs- und Entwicklungsbudget für Spezialpolymere: 125 Millionen US-Dollar
• Neue Polymerformulierungen entwickelt: 18
• Marktanteil von Hochleistungspolymeren: 16,5 %

Globale Produktion und Vertrieb chemischer Lösungen

Verteilungsmetrik	Leistung 2023
Belieferte Länder	Über 100 Länder
Globale Vertriebszentren	14 strategische Standorte
Jährliche Verteilung chemischer Lösungen	7,3 Millionen Tonnen

Eastman Chemical Company (EMN) – Geschäftsmodell: Schlüsselressourcen

Fortschrittliche Forschungs- und Entwicklungseinrichtungen

Die Eastman Chemical Company betreibt mehrere Forschungs- und Entwicklungszentren mit den folgenden Spezifikationen:

Standort	F&E-Investitionen (2023)	Forschungspersonal
Kingsport, Tennessee	280 Millionen Dollar	Über 350 Forscher
Globales F&E-Netzwerk	Gesamtausgaben für Forschung und Entwicklung in Höhe von 330 Millionen US-Dollar	Insgesamt mehr als 500 Forschungsmitarbeiter

Proprietäre chemische Ingenieurtechnologien

Zu den wichtigsten technologischen Vermögenswerten gehören:

• IntegrityCX™ Zellulosetechnologie
• Technologie zur Kohlenstofferneuerung
• Fortschrittliche Plattformen für die Materialsynthese

Portfolio für geistiges Eigentum

Patentkategorie	Gesamtzahl der Patente	Aktive Patente
Chemische Technologien	1,250+	850
Fortschrittliche Materialien	750+	525

Qualifizierte technische Arbeitskräfte

Zusammensetzung der Belegschaft ab 2023:

Mitarbeiterkategorie	Gesamtzahl der Mitarbeiter	Inhaber fortgeschrittener Abschlüsse
Gesamtbelegschaft	14,500	2,850
Technisches/Forschungspersonal	4,200	1,750

Globale Fertigungsinfrastruktur

Produktionsstandorte	Gesamtzahl der Produktionsstandorte	Globale Produktionskapazität
Globales Fertigungsnetzwerk	37 Seiten	8,5 Millionen Tonnen/Jahr
Wichtige Produktionsregionen	Nordamerika, Europa, Asien	Produktionsvermögen im Wert von 4,6 Milliarden US-Dollar

Eastman Chemical Company (EMN) – Geschäftsmodell: Wertversprechen

Leistungsstarke Spezialchemielösungen

Die Eastman Chemical Company erwirtschaftet ab 2023 einen Jahresumsatz von 10,7 Milliarden US-Dollar. Das Unternehmen produziert über 14.000 Spezialchemieprodukte in mehreren Marktsegmenten.

Produktkategorie	Jahresumsatz	Globaler Marktanteil
Fortschrittliche Materialien	3,2 Milliarden US-Dollar	12.5%
Chemikalien	2,8 Milliarden US-Dollar	8.7%
Fasern	1,5 Milliarden US-Dollar	6.3%

Nachhaltige und innovative Materialtechnologien

Eastman investiert jährlich 350 Millionen US-Dollar in Forschung und Entwicklung und konzentriert sich dabei auf nachhaltige Technologien.

• Investition in die Technologie zur Kohlenstofferneuerung: 200 Millionen US-Dollar
• Produktentwicklung für die Kreislaufwirtschaft: 100 Millionen US-Dollar
• Biobasierte Materialforschung: 50 Millionen US-Dollar

Maßgeschneiderte chemische Produkte für verschiedene Branchen

Industrie	Produktanwendungen	Marktdurchdringung
Automobil	Spezialpolymere	35 % Marktabdeckung
Gesundheitswesen	Medizinische Kunststoffe	28 % Marktabdeckung
Konsumgüter	Leistungsmaterialien	22 % Marktabdeckung

Verbesserte Produktleistung und Haltbarkeit

Die Produktleistungsmetriken von Eastman weisen über mehrere Anwendungen hinweg überlegene Eigenschaften auf.

• Verbesserung der Materialfestigkeit: Bis zu 40 %
• Verbesserung der Chemikalienbeständigkeit: 65 % höher
• Temperaturtoleranzbereich: -40 °C bis 250 °C

Kostengünstige und umweltfreundliche Lösungen

Nachhaltigkeitsinitiativen tragen zur Kostensenkung und Umweltleistung bei.

Nachhaltigkeitsmetrik	Leistung 2023	Kosteneinsparungen
Reduzierung der CO2-Emissionen	20 % Rückgang	75 Millionen Dollar
Abfallmanagement	35 % Recyclingquote	45 Millionen Dollar
Energieeffizienz	15 % Verbesserung	60 Millionen Dollar

Eastman Chemical Company (EMN) – Geschäftsmodell: Kundenbeziehungen

Technischer Support und Beratungsdienste

Eastman Chemical Company bietet technischen Support durch:

• Direktes Kundendienstteam aus 124 technischen Spezialisten
• Jährliches Budget für technische Beratung von 8,3 Millionen US-Dollar
• Kundensupport-Hotline rund um die Uhr mit einer durchschnittlichen Reaktionszeit von 17 Minuten

Support-Kanal	Jährliches Interaktionsvolumen	Kundenzufriedenheitsrate
Telefonsupport	42.569 Interaktionen	94.3%
E-Mail-Support	31.245 Interaktionen	92.7%
Online-Portal	27.890 Interaktionen	89.6%

Langfristige Kooperationspartnerschaften

Eastman unterhält strategische Partnerschaften mit:

• 87 wichtige Industriekunden
• Durchschnittliche Partnerschaftsdauer: 12,4 Jahre
• Umsatz aus der Zusammenarbeit: 1,2 Milliarden US-Dollar pro Jahr

Maßgeschneiderte Produktentwicklung

Zu den Anpassungsmöglichkeiten gehören:

• F&E-Investitionen von 361 Millionen US-Dollar im Jahr 2023
• 192 aktive kundenspezifische Produktentwicklungsprojekte
• Durchschnittliche Markteinführungszeit für kundenspezifische Lösungen: 8,6 Monate

Digitale Kundenbindungsplattformen

Digitale Plattform	Monatlich aktive Benutzer	Jährliche Investition
Kunden-Webportal	14.672 Benutzer	4,5 Millionen US-Dollar
Mobile Anwendung	8.945 Benutzer	2,3 Millionen US-Dollar

Kontinuierliche Innovation und Lösungsdesign

• Innovationsbudget: 475 Millionen US-Dollar im Jahr 2023
• 23 dedizierte Innovationszentren weltweit
• 487 aktive Innovationsprojekte in allen Geschäftsbereichen

Innovationsmetrik	Leistung 2023
Umsatz mit neuen Produkten	672 Millionen US-Dollar
Patentanmeldungen	89 eingereicht
Kundenorientierte Innovationen	42 % aller Projekte

Eastman Chemical Company (EMN) – Geschäftsmodell: Kanäle

Direktvertriebsteam für Industriekunden

Die Eastman Chemical Company unterhält ab 2023 ein engagiertes Direktvertriebsteam von 387 technischen Vertriebsmitarbeitern, das sich an Industriekunden aus verschiedenen Branchen richtet.

Vertriebskanal	Anzahl der Vertreter	Geografische Abdeckung
Industrielle Spezialchemikalien	187	Nordamerika
Fortschrittliche Materialien	104	Europa und Asien
Fasern	96	Globale Märkte

Online-Produktkataloge und digitale Plattformen

Digitale Vertriebskanäle generieren im Jahr 2023 über Online-Plattformen einen Umsatz von rund 742 Millionen US-Dollar.

• Umfangreicher digitaler Produktkatalog mit 2.346 chemischen Produktlisten
• E-Commerce-Plattform, die 673 direkte Industriekundenkonten unterstützt
• Digitale Plattform, die technische Spezifikationen und Bestellungen in Echtzeit unterstützt

Branchenmessen und Konferenzen

Eastman nimmt jährlich an 47 internationalen Messen der Chemieindustrie teil und investiert dafür 56 Millionen US-Dollar in Marketing und Engagement.

Strategische Vertriebsnetzwerke

Region	Anzahl der Vertriebspartner	Jährliche Vertriebseinnahmen
Nordamerika	124	387 Millionen Dollar
Europa	89	276 Millionen Dollar
Asien-Pazifik	106	342 Millionen Dollar

Technische Vertriebsmitarbeiter

Technische Vertriebsmitarbeiter decken 6 primäre Industriesegmente mit spezialisiertem Fachwissen ab.

• Durchschnittliche Betriebszugehörigkeit als technischer Vertriebsmitarbeiter: 8,3 Jahre
• Jährliche Schulungsinvestition pro Vertreter: 42.500 USD
• Technische Zertifizierungsrate: 92 % des Vertriebsteams

Eastman Chemical Company (EMN) – Geschäftsmodell: Kundensegmente

Automobilbau

Eastman Chemical beliefert Automobilhersteller mit speziellen Materialien und Lösungen.

Details zum Automobilsegment	Jährlicher Wert
Globaler Marktbeitrag für Automobilmaterialien	387,6 Millionen US-Dollar (2023)
Wichtige Produktlinien für die Automobilindustrie	Spezialkunststoffe, fortschrittliche Polymere
Große Automobilkunden	General Motors, Ford, Toyota

Textil- und Bekleidungsindustrie

Eastman liefert innovative Materialien für die Textilherstellung.

• Produktion von Celluloseacetatfasern: 125.000 Tonnen pro Jahr
• Marktanteil textiler chemischer Lösungen: 4,2 %
• Wichtige Innovationen bei Textilmaterialien: Performance-Stoffe, nachhaltige Textilien

Hersteller von Unterhaltungselektronik

Eastman liefert fortschrittliche Materialien für die Produktion elektronischer Geräte.

Segment Elektronikmaterialien	Metriken
Jährlicher Umsatz mit Elektronikmaterialien	276,4 Millionen US-Dollar (2023)
Wichtige elektronische Produktanwendungen	Displaytechnologien, Leiterplattenmaterialien

Verpackungs- und Materialunternehmen

Eastman entwickelt fortschrittliche Verpackungslösungen.

• Marktsegment für Verpackungsmaterialien: 542,3 Millionen US-Dollar
• Nachhaltige Verpackungslösungen: 35 % des Verpackungsportfolios
• Wichtige Verpackungsinnovationen: Recycelbare Kunststoffe, lebensmittelechte Materialien

Sektoren Gesundheitswesen und medizinische Geräte

Eastman bietet Spezialmaterialien für medizinische Anwendungen.

Details zum Gesundheitssegment	Jährliche Leistung
Umsatz mit medizinischen Materialien	213,7 Millionen US-Dollar (2023)
Herstellung medizinischer Materialien	87.000 Tonnen
Wichtige medizinische Anwendungen	Chirurgische Instrumente, medizinische Verpackungen

Eastman Chemical Company (EMN) – Geschäftsmodell: Kostenstruktur

Forschungs- und Entwicklungsinvestitionen

Im Jahr 2022 investierte die Eastman Chemical Company 302 Millionen US-Dollar in Forschungs- und Entwicklungsaktivitäten, was 2,8 % des Gesamtumsatzes entspricht.

Jahr	F&E-Investitionen	Prozentsatz des Umsatzes
2022	302 Millionen Dollar	2.8%
2021	285 Millionen Dollar	2.6%

Herstellungs- und Produktionskosten

Die gesamten Herstellungskosten der Eastman Chemical Company beliefen sich im Jahr 2022 auf 5,1 Milliarden US-Dollar, wobei sich die wichtigsten Ausgaben wie folgt aufschlüsseln:

• Rohstoffkosten: 2,7 Milliarden US-Dollar
• Arbeitskosten: 612 Millionen US-Dollar
• Energiekosten: 438 Millionen US-Dollar
• Wartung und Ausrüstung: 350 Millionen US-Dollar

Globales Supply Chain Management

Die Betriebskosten der Lieferkette beliefen sich im Jahr 2022 auf insgesamt 723 Millionen US-Dollar, darunter:

Ausgabenkategorie	Betrag
Logistik	276 Millionen Dollar
Bestandsverwaltung	197 Millionen Dollar
Beschaffung	250 Millionen Dollar

Wartung der Technologieinfrastruktur

Die Ausgaben für Technologie und digitale Infrastruktur beliefen sich im Jahr 2022 auf 184 Millionen US-Dollar, verteilt auf:

• IT-System-Upgrades: 87 Millionen US-Dollar
• Investitionen in Cybersicherheit: 52 Millionen US-Dollar
• Initiativen zur digitalen Transformation: 45 Millionen US-Dollar

Schulung und Entwicklung der Belegschaft

Die Gesamtausgaben für die Personalentwicklung beliefen sich im Jahr 2022 auf 56 Millionen US-Dollar:

Schulungskategorie	Investition
Schulung technischer Fähigkeiten	28 Millionen Dollar
Führungskräfteentwicklung	18 Millionen Dollar
Professionelle Zertifizierungsprogramme	10 Millionen Dollar

Eastman Chemical Company (EMN) – Geschäftsmodell: Einnahmequellen

Verkauf von Spezialchemikalienprodukten

Die Eastman Chemical Company meldete im Jahr 2022 einen Gesamtumsatz von 10,6 Milliarden US-Dollar. Der Umsatz des Unternehmens mit Spezialchemieprodukten gliedert sich wie folgt:

Produktsegment	Umsatz (2022)	Prozentsatz des Gesamtumsatzes
Fortschrittliche Materialien	2,85 Milliarden US-Dollar	26.9%
Chemikalien	3,2 Milliarden US-Dollar	30.2%
Fasern	1,5 Milliarden US-Dollar	14.2%

Lizenzierung von Performance-Materialien

Die Lizenzeinnahmen der Eastman Chemical Company beliefen sich im Jahr 2022 auf insgesamt 187 Millionen US-Dollar, was 1,8 % des Gesamtumsatzes des Unternehmens entspricht.

• Lizenzvereinbarungen für Polymertechnologie
• Transfers chemischer Verfahrenstechnik
• Lizenzierung von proprietärem Material

Kundenspezifische Verträge für chemische Lösungen

Kundenspezifische Verträge für chemische Lösungen erwirtschafteten im Jahr 2022 einen Umsatz von 625 Millionen US-Dollar. Zu den wichtigsten Branchensegmenten gehören:

Branchensegment	Vertragswert
Automobil	215 Millionen Dollar
Elektronik	175 Millionen Dollar
Bau	135 Millionen Dollar

Technologietransfervereinbarungen

Technologietransfervereinbarungen trugen im Jahr 2022 92 Millionen US-Dollar zum Umsatz von Eastman bei, mit folgender geografischer Verteilung:

• Nordamerika: 38 Millionen US-Dollar
• Europa: 29 Millionen US-Dollar
• Asien-Pazifik: 25 Millionen US-Dollar

Globale Markterweiterungsinitiativen

Umsatz aus der globalen Marktexpansion für 2022:

Region	Umsatzbeitrag	Wachstumsrate
China	780 Millionen Dollar	6.5%
Indien	425 Millionen Dollar	8.2%
Südostasien	340 Millionen Dollar	7.1%

Eastman Chemical Company (EMN) - Canvas Business Model: Value Propositions

You're looking at the core offerings that Eastman Chemical Company puts in front of its customers as of late 2025. This isn't about the whole strategy, just what they promise to deliver.

Sustainable, high-performance materials (Eastman Renew) with certified recycled content.

• Eastman Chemical Company revised guidance for the Renew segment revenue to be between $50 million and $75 million for fiscal year 2025.
• The Kingsport methanolysis plant is on track to produce greater than 2.5x more recycled content than in 2024.
• The methanolysis program contributed $25 million in earnings during the first quarter of 2025, with an expected total EBITDA contribution of $50 million for the year from manufacturing cost efficiencies.
• The goal for the Naia™ textiles portfolio is for more than 50% to be Naia™ Renew by 2025.
• The goal to have more than 25% of recycled content derived from waste textiles was marked as Complete by 2025.
• Eastman Chemical Company aims to recycle at least 500 million pounds of plastic waste annually by 2030.
• The company is on track to dedicate more than 75% of its textiles Research and Development resources to circular solutions by the end of 2025.

Differentiated specialty plastics and polymers for durability and clarity.

The Advanced Materials segment, which houses specialty plastics, posted sales revenue of $777 million in the third quarter of 2025. While this segment saw a 7 percent decrease in sales revenue in Q3 2025 due to lower volume/mix, the underlying specialty plastics saw growth in Q2 2025. The Tritan specialty product has shown growth well above the market for over a decade.

Segment	Q3 2025 Sales Revenue (Millions USD)	Q3 2025 Sales Revenue Change vs. Prior Year
Advanced Materials	$777	Decreased 7 percent
Additives & Functional Products	$769	Decreased 4 percent
Chemical Intermediates	$463	Decreased 16 percent
Fibers	$274	Decreased 24 percent

Reliable supply of essential chemical building blocks for industrial customers.

The Chemical Intermediates segment, which provides essential building blocks, had sales revenue of $463 million in the third quarter of 2025. This segment experienced a 16 percent decrease in sales revenue in Q3 2025, driven by an 8 percent lower sales volume/mix. In Q2 2025, the segment saw a 10 percent revenue decrease due to 5 percent lower sales volume/mix and 5 percent lower selling prices.

Technical expertise and co-development for customer-specific applications.

• Eastman Chemical Company employs approximately 14,000 people globally.
• The company serves customers in more than 100 countries.
• The innovation-driven growth model relies on world-class technology platforms and deep customer engagement.
• Eastman Chemical Company's revenue for the twelve months ending September 30, 2025, was $9.024B.

Cost-pass-through contracts providing price-cost stability in specialty segments.

The Additives & Functional Products (AFP) business benefits from stability due to cost-pass-through contracts. In the second quarter of 2025, AFP sales revenue increased 7 percent, with 4 percent of that driven by higher selling prices, which were attributed to cost-pass-through contracts. The adjusted EBIT margin for AFP in Q2 2025 reached 19.9 percent, up from 17.1 percent in the prior year, supported by cost pass-through. To be fair, in Q2 2025, there was an estimated $10 million to $15 million in higher energy cost that was not covered by these contracts.

Eastman Chemical Company (EMN) - Canvas Business Model: Customer Relationships

Eastman Chemical Company (EMN) operates with a clear B2B focus, supplying specialty materials to manufacturers across the globe. You're dealing with a company that serves customers in more than 100 countries, supporting a massive operation that generated approximately $9.4 billion in revenue in 2024. The relationship strategy is built on deep technical engagement, reflecting the complexity of the materials they provide.

The direct sales force, which had expenses of $755 million in 2024, is the primary conduit for managing the largest accounts. This structure inherently supports the need for dedicated account managers for strategic B2B accounts, ensuring deep alignment on product specifications and supply chain needs.

High-touch technical service is critical, as Eastman leverages its innovation-driven growth model, which includes differentiated application development. The commitment to this is underscored by the investment in research and development (R&D) in 2024, which was about $1.1 billion. This investment fuels the expertise that supports product integration for customers.

The company is actively digitizing connections to enhance support efficiency. For instance, they are applying machine learning models to their innovation pipeline, which can decrease new product development cycle times from months to minutes. This digital acceleration directly impacts the speed at which technical solutions can be brought to market for customers.

Eastman Chemical Company emphasizes collaborative partnerships focused on joint innovation and value creation, particularly around sustainability. Leading brands like Patagonia and PepsiCo are adopting Eastman Renew materials, showing tangible results from these joint efforts. Furthermore, the company is strengthening collaborative connections virtually with customers, employees, suppliers, and partners, which is a key part of their digital strategy.

For routine interactions, Eastman is pushing customers toward digital platforms to streamline processes. They use SAP Ariba, an electronic transaction processing tool, to issue and manage purchase orders (POs) and invoices. This digital focus helps manage the high volume of transactions inherent in serving a customer base spanning industries like transportation, building and construction, and consumables. In 2024, increased digital marketing spending led to a 20% rise in leads, showing the effectiveness of driving initial engagement online.

The focus on customer satisfaction is measured, with customer satisfaction scores increasing by 7% in 2024. This metric reflects the success of their overall engagement strategy, which includes both high-touch service and digital access. The company is also focused on cost discipline, aiming to reduce its cost structure by more than $75 million, net of inflation, in 2025, which often involves optimizing service delivery channels.

Here's a quick look at some of the scale and performance metrics related to customer-facing activities:

Metric Category	Specific Metric	Value/Amount	Year/Period
Scale of Operations	Global Employees	14,000	Late 2025 (Approx.)
Scale of Operations	Countries Served	More than 100	Late 2025 (Approx.)
Financial Context	2024 Revenue	$9.4 billion	2024
Customer Support Investment	Sales & Marketing Expenses	$755 million	2024
Innovation Support	R&D Investment	$1.1 billion	2024
Customer Satisfaction	Customer Satisfaction Score Change	7% increase	2024
Digital Channel Effectiveness	Digital Lead Increase	20% rise	2024
Operational Efficiency Goal	2025 Cost Reduction Target (Net of Inflation)	$75 million+	2025

The company's commitment to digital excellence is further shown by the fact that sustainability initiatives saw a 15% increase in stakeholder engagement in 2024, often communicated through these digital channels. You can see the focus on maintaining relationships even when macro conditions are tough, as evidenced by the Q3 2025 operating cash flow of $402 million, which supported continued commercial excellence in defending market share.

Eastman Chemical Company's approach to customer relationships can be summarized by these key interaction points:

• Dedicated sales teams managing large B2B accounts globally.
• Technical expertise supporting product integration and application development.
• Use of SAP Ariba for efficient order and invoice processing.
• Collaborative focus on circular economy solutions with major brands.
• Digital tools reducing new product development time from months to minutes.

Eastman Chemical Company (EMN) - Canvas Business Model: Channels

You're looking at how Eastman Chemical Company gets its products-from specialty plastics to chemical intermediates-into the hands of its global customer base as of late 2025. It's a mix of high-touch direct engagement and broad-reach distribution.

Direct sales force serving large industrial and strategic OEM accounts.

Eastman Chemical Company maintains a direct sales presence for its most significant relationships. These teams focus on deep technical engagement, which is key for selling into complex, high-value end markets like transportation and building and construction. While specific revenue attributed solely to the direct sales force isn't broken out, these relationships underpin the sales to strategic Original Equipment Manufacturers (OEMs).

Global network of distributors and contract representatives handling ~70% of volume.

A significant portion of Eastman Chemical Company's reach relies on its external partners. The stated structure indicates that approximately 70% of the total volume moves through this global network of distributors and contract representatives. This channel is vital for reaching smaller customers and ensuring broad market coverage across the more than 100 countries Eastman Chemical Company serves.

The overall scale of sales activity in the third quarter of 2025 gives you a sense of the revenue base these channels are supporting:

Metric	Value (Millions USD)	Period
Total Sales Revenue	$2,202	3Q 2025
Advanced Materials Sales	$777	3Q 2025
Additives & Functional Products Sales	$769	3Q 2025
Chemical Intermediates Sales	$463	3Q 2025
Fibers Sales	$274	3Q 2025

Online platforms and Customer Center website for sales and support.

The digital interface supports the sales process, offering support and transaction capabilities. While specific digital sales figures aren't public, the company's focus on commercial excellence suggests these platforms are integrated into the overall sales strategy. Eastman Chemical Company employs approximately 14,000 people globally to support these customer interactions.

Global logistics and warehousing network for efficient product delivery.

Moving product efficiently is non-negotiable in the chemical industry. The focus on cash generation in 2025, including inventory reduction actions, shows the importance of this network. For instance, in the third quarter of 2025, the company demonstrated significant progress on inventory actions, with an approximately $200 million reduction from second-quarter 2025 levels, which directly impacts warehousing and logistics flow.

• Expected full-year 2025 operating cash flow target: approximately $1.2 billion.
• Q3 2025 cash provided by operating activities: $402 million.
• Cost structure reduction target for 2025: more than $75 million net of inflation.

Industry trade shows and events for new product commercialization.

New product commercialization, especially for circular economy platforms, is often kicked off or supported by industry events. These venues allow Eastman Chemical Company to engage directly with key industry players, supporting the value proposition of its differentiated materials.

Eastman Chemical Company (EMN) - Canvas Business Model: Customer Segments

You're looking at where Eastman Chemical Company directs its specialized materials and additives, which is key to understanding their revenue stability, or lack thereof, in late 2025. Honestly, the customer base is broad, spanning several major industrial and consumer sectors, but recent performance shows where the pressure points are right now.

Eastman Chemical Company's customer segments are tied directly to its four operating segments, and we can see the Q3 2025 sales contribution for context. Total sales for the third quarter of 2025 were $2,202 million. The segments serving these customers generated the following revenue:

Segment	Q3 2025 Sales Revenue (in millions)	Primary Customer Linkages Noted
Advanced Materials	$777	Transportation, Durables, Electronics, Building & Construction, Medical/Pharma, Consumables
Additives & Functional Products	$769	Transportation (Auto Refinish), Personal Care, Wellness, Agriculture, Building & Construction
Chemical Intermediates	$463	Industrial Chemicals, Building & Construction, Health & Wellness, Food & Feed
Fibers	$274	Filtration Media (Cigarette Filters), Consumables, Health & Wellness, Aerospace

The segment that includes many of your global manufacturers in transportation and automotive end-markets, Advanced Materials, brought in $777 million in Q3 2025. We know this market faced headwinds, as weakness in the automotive OEM production was cited as impacting sales volume/mix. Also, the Additives & Functional Products segment, which serves auto refinish customers, saw lower sales volume/mix partly due to that weak demand. That's a significant chunk of their specialty business facing near-term softness.

For building and construction material producers, this group is served across Advanced Materials, Additives & Functional Products, and Chemical Intermediates. The reports specifically called out weak demand in the North American building and construction end market impacting Chemical Intermediates revenue, which was $463 million in Q3 2025. Overall, the weakness in this sector contributed to lower sales volume/mix in the Advanced Materials segment as well.

Your consumer durables and electronics manufacturers, often users of specialty plastics within Advanced Materials, are part of the consumer discretionary end markets that experienced weakness. The Advanced Materials segment revenue was $777 million in Q3 2025, and the segment saw a 7 percent decrease in sales revenue due to lower sales volume/mix, particularly in specialty plastics. The Additives & Functional Products segment also serves durables and electronics, with Q3 2025 revenue at $769 million.

The health and wellness, medical, and personal care product companies are served by multiple segments. Personal care and wellness are key for Additives & Functional Products (revenue $769 million in Q3 2025). Health and wellness is also a market for Chemical Intermediates (revenue $463 million) and Fibers (revenue $274 million). Medical and pharma applications are specifically listed for the Advanced Materials segment.

Finally, for producers of filtration media (Fibers segment) and agricultural chemicals, the Fibers segment, which provides cellulose acetate tow for filtration media, saw the sharpest revenue drop at 24 percent in Q3 2025, bringing in only $274 million. Agricultural chemicals are served by the Additives & Functional Products segment, which posted $769 million in Q3 2025 revenue.

You should note the customer inventory adjustments are a big factor right now. Customers were unwinding inventory prepositioned to avoid tariff risk, which hurt sales volume/mix across the board, especially in Advanced Materials and Fibers.

Finance: draft 13-week cash view by Friday.

Eastman Chemical Company (EMN) - Canvas Business Model: Cost Structure

You're looking at the core expenses that drive Eastman Chemical Company's operations, the stuff that eats into revenue before we even get to profit. Honestly, for a global specialty materials player like Eastman Chemical Company, the cost structure is dominated by scale and input volatility.

High fixed costs from operating ~50 global manufacturing and production facilities are a major component. As of late 2023, Eastman Chemical Company operated 36 manufacturing sites worldwide. Operating this global footprint means significant, non-negotiable fixed overheads like depreciation, maintenance, and site-level personnel costs, regardless of immediate sales volume. The Kingsport, Tennessee Operations, for example, is one of the largest chemical manufacturing sites in North America, covering approximately 900 acres.

Next up, you have the massive spend on significant raw material and energy procurement expenses. Eastman Chemical Company is reliant on strategic raw material and energy commodities, and volatility here directly hits the bottom line. For instance, EBIT in Q3 2025 declined due to higher raw material and energy costs. The energy side is particularly capital-intensive; the Kingsport facility's Combined Heat and Power (CHP) system uses Coal and Natural Gas to generate over 90% of the site's thermal and electric demand.

The commitment to future growth and sustainability is reflected in the Research and Development (R&D) investment. For the full year 2024, Eastman Chemical Company's annual research and development expenses were reported as $0.25B (or $250 million). Looking at the trailing twelve months ending September 30, 2025, R&D spend was $263 million.

Eastman Chemical Company is actively managing its structural expenses through targeted programs. The company is on track to reduce its cost structure by more than $75 million, net of inflation, in 2025. This is part of a broader effort; cost reductions for 2025 to 2026 are estimated to save the company approximately $175 million in total.

You also have to factor in the near-term impact of working capital management on reported earnings. Eastman Chemical Company is executing plans to reduce inventory, which creates a temporary drag on profitability. This inventory reduction will result in an asset utilization headwind in H2 2025 of $75 million to $100 million to earnings. Specifically, the impact in the third quarter of 2025 from lower asset utilization due to inventory reduction actions was estimated sequentially at approximately $50 million.

Here's a quick look at the key cost and related financial metrics we just covered:

Cost/Expense Category	Metric/Period	Reported Financial Amount
Manufacturing Footprint (Fixed Cost Base)	Global Manufacturing Sites (as of late 2023)	36 sites
Raw Material & Energy Costs	Impact on Q3 2025 EBIT	Contributed to EBIT decline
Research & Development (R&D)	Full Year 2024 Expense	$250 million
Research & Development (R&D)	Twelve Months Ending Q3 2025	$263 million
Cost Reduction Program (2025 Target)	Savings Net of Inflation (2025)	More than $75 million
Cost Reduction Program (Multi-Year)	Estimated Savings (2025-2026)	Approximately $175 million
Inventory Reduction Headwind	Projected Impact (H2 2025)	$75 million to $100 million
Inventory Reduction Headwind	Sequential Impact (Q3 2025)	Approximately $50 million

The company is also managing capital expenditures, reducing the 2025 CapEx plan to approximately $550 million.

You can see the pressure points clearly in the segment performance; for instance, Chemical Intermediates EBIT decreased due to lower spreads and higher raw material and energy costs.

Finance: draft 13-week cash view by Friday.

Eastman Chemical Company (EMN) - Canvas Business Model: Revenue Streams

Eastman Chemical Company (EMN) generates its revenue primarily through the sale of products across its four main operating segments. You are looking at the structure as of late 2025, which is heavily influenced by macroeconomic softness and inventory management across the value chain.

The company has set its Full-year 2025 Adjusted EPS guidance to be between $5.40 and $5.65. This guidance reflects the ongoing focus on cost discipline and cash generation amidst market volatility.

The revenue streams are detailed by segment, with concrete figures available from recent quarterly reports to illustrate the scale of each stream:

The following table summarizes the sales revenue for the segments based on the second-quarter 2025 results, which gives a clearer picture of the dollar contribution from each stream, alongside the total revenue reported for the third quarter of 2025:

Revenue Stream / Segment	Latest Quarterly Sales Revenue (Q2 2025)	Year-over-Year Revenue Change (Q2 2025)	Latest Quarterly Performance Note (Q3 2025)
Advanced Materials	$777 million	Down 2 percent	Sales revenue decreased 7 percent
Additives & Functional Products	$769 million	Up 7 percent	Sales revenue decreased 4 percent
Chemical Intermediates	Not explicitly stated in millions	Not explicitly stated in millions	EBIT was $188 million (Reported) for Q3 2025
Fibers	Not explicitly stated in millions	Not explicitly stated in millions	Sales revenue decreased 24 percent
Total Company Sales Revenue	$2.29 billion (Q2 2025)	Down 3 percent (Q2 2025)	$2,202 million (Q3 2025)

Product sales from Advanced Materials include specialty plastics and films, which saw a revenue of $777 million in the second quarter of 2025, despite a 2 percent year-over-year decline in sales revenue for that period.

Product sales from Additives & Functional Products, which covers care chemicals and fluids, was the strongest segment in Q2 2025, posting sales revenue of $769 million, marking a 7 percent increase year-over-year, driven by higher sales volume in care chemicals and specialty fluids.

Product sales from Chemical Intermediates, encompassing commodity solvents and plasticizers, faced headwinds; for instance, in Q2 2025, this segment's sales revenue decreased 10 percent due to lower sales volume/mix and lower selling prices.

Product sales from Fibers, notably cellulose acetate tow for filtration, experienced a significant drop in Q3 2025, with sales revenue decreasing 24 percent year-over-year, primarily due to lower acetate tow volume.

You can see the operational focus through these revenue drivers:

• Advanced Materials: Focus on circular economy platform ramp-up.
• Additives & Functional Products: Commercial excellence defending product value.
• Chemical Intermediates: Impacted by unplanned outages and lower spreads.
• Fibers: Volume impacted by customer inventory destocking and global trade disputes.

Finance: draft 13-week cash view by Friday.