Eastman Chemical Company (EMN): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico da inovação química, a Eastman Chemical Company (EMN) permanece como uma força transformadora, redefinindo soluções industriais por meio de sua tela de modelo de negócios meticulosamente criada. Ao combinar perfeitamente as capacidades tecnológicas avançadas com parcerias estratégicas e práticas sustentáveis, a EMN se posicionou como líder global em produtos químicos especializados, servindo diversas indústrias, desde automotivas a cuidados de saúde com tecnologias de materiais de ponta que ultrapassam os limites do desempenho e da responsabilidade ambiental.

Eastman Chemical Company (EMN) - Modelo de Negócios: Principais Parcerias

Colaboração estratégica com fabricantes automotivos e têxteis

A Eastman Chemical Company mantém parcerias estratégicas com os principais fabricantes automotivos e produtores têxteis. A partir de 2024, a empresa estabeleceu 17 acordos colaborativos principais nesses setores.

Parceiros automotivos	Foco em parceria	Valor anual de colaboração
General Motors	Desenvolvimento avançado de materiais	US $ 42,5 milhões
Ford Motor Company	Componentes automotivos sustentáveis	US $ 35,7 milhões
Grupo Volkswagen	Pesquisa inovadora de plásticos	US $ 39,2 milhões

Joint ventures com instituições globais de pesquisa química e materiais

Eastman Chemical estabeleceu 8 joint ventures internacionais focando em materiais avançados e inovações químicas.

• Instituto Max Planck da Alemanha
• Instituto de Tecnologia de Tóquio
• Imperial College London
• Instituto Federal Suíço de Tecnologia

Parcerias com empresas de tecnologia focadas em sustentabilidade

A empresa desenvolveu 12 parcerias focadas na sustentabilidade com empresas de tecnologia, investindo aproximadamente US $ 67,3 milhões em iniciativas colaborativas de sustentabilidade.

Parceiro de tecnologia	Foco de sustentabilidade	Valor do investimento
Innovações da CleanTech	Soluções de economia circular	US $ 15,6 milhões
Greenmaterials Inc.	Tecnologias de reciclagem	US $ 22,4 milhões
Sustaintech Solutions	Tecnologias de redução de carbono	US $ 29,3 milhões

Alianças da cadeia de suprimentos com fornecedores de matérias -primas

Eastman Chemical tem 23 parcerias estratégicas da cadeia de suprimentos entre fornecedores globais de matéria -prima, com um valor anual de compras de US $ 1,2 bilhão.

Acordos cooperativos com centros de pesquisa acadêmica

A empresa mantém 15 parcerias de pesquisa acadêmica, investindo US $ 45,6 milhões Anualmente em iniciativas de pesquisa e desenvolvimento colaborativo.

Instituição Acadêmica	Domínio de pesquisa	Investimento anual
Mit	Engenharia de Materiais Avançados	US $ 12,3 milhões
Universidade de Stanford	Inovação do processo químico	US $ 11,7 milhões
Instituto de Tecnologia da Califórnia	Pesquisa de Química Sustentável	US $ 9,6 milhões

Eastman Chemical Company (EMN) - Modelo de Negócios: Atividades -chave

Materiais avançados e desenvolvimento de produtos químicos

Em 2023, a Eastman Chemical Company investiu US $ 298 milhões em atividades de pesquisa e desenvolvimento. A empresa mantém 9 centros de inovação global focados no desenvolvimento avançado de materiais.

Categoria de investimento em P&D	Despesas anuais
Gastos totais de P&D	US $ 298 milhões
Número de centros de inovação	9 centros globais
Pedidos de patente arquivados	127 novas patentes

Inovação sustentável em plásticos especializados

A Eastman Chemical Company se comprometeu a desenvolver 750 milhões de libras de materiais circulares anualmente até 2030.

• Material plástico circular Alvo: 750 milhões de libras até 2030
• Investimentos de tecnologia de reciclagem molecular: US $ 1,2 bilhão
• Alternativas plásticas sustentáveis ​​desenvolvidas: 12 novas linhas de produtos

Fabricação em larga escala de produtos químicos de desempenho

Métrica de fabricação	2023 desempenho
Total de instalações de fabricação	26 sites globais
Capacidade de produção anual	9,5 milhões de toneladas métricas
Locais de fabricação	Estados Unidos, Europa, Ásia

Pesquisa e desenvolvimento de polímeros especializados

O desenvolvimento de polímeros especiais representa 42% do portfólio total de P&D da Eastman, com investimentos focados em tecnologias avançadas de polímero.

• Orçamento de P&D de Polímero Especial: US $ 125 milhões
• Novas formulações de polímero desenvolvidas: 18
• Participação de mercado de polímero de desempenho: 16,5%

Produção e distribuição global de soluções químicas

Métrica de distribuição	2023 desempenho
Países serviram	Mais de 100 países
Centros de distribuição global	14 locais estratégicos
Distribuição anual de solução química	7,3 milhões de toneladas métricas

Eastman Chemical Company (EMN) - Modelo de negócios: Recursos -chave

Instalações avançadas de pesquisa e desenvolvimento

A Eastman Chemical Company opera vários centros de P&D com as seguintes especificações:

Localização	Investimento em P&D (2023)	Pessoal de pesquisa
Kingsport, Tennessee	US $ 280 milhões	Mais de 350 pesquisadores
Rede Global de P&D	US $ 330 milhões totais de gastos de P&D	500 mais de equipe de pesquisa total

Tecnologias proprietárias de engenharia química

Os principais ativos tecnológicos incluem:

• Tecnologia celulósica IntegrityCX ™
• Tecnologia de renovação de carbono
• Plataformas de síntese de materiais avançados

Portfólio de propriedade intelectual

Categoria de patentes	Total de patentes	Patentes ativas
Tecnologias químicas	1,250+	850
Materiais avançados	750+	525

Força de trabalho técnica qualificada

Composição da força de trabalho a partir de 2023:

Categoria de funcionários	Total de funcionários	Titulares de graduação avançados
Força de trabalho total	14,500	2,850
Equipe técnica/de pesquisa	4,200	1,750

Infraestrutura de fabricação global

Locais de fabricação	Locais de fabricação totais	Capacidade de produção global
Rede Global de Manufatura	37 sites	8,5 milhões de toneladas/ano
Principais regiões de fabricação	América do Norte, Europa, Ásia	US $ 4,6 bilhões de ativos de fabricação

Eastman Chemical Company (EMN) - Modelo de Negócios: Proposições de Valor

Soluções químicas especializadas de alto desempenho

A Eastman Chemical Company gera receita anual de US $ 10,7 bilhões a partir de 2023. A empresa produz mais de 14.000 produtos químicos especiais em vários segmentos de mercado.

Categoria de produto	Receita anual	Participação de mercado global
Materiais avançados	US $ 3,2 bilhões	12.5%
Produtos químicos	US $ 2,8 bilhões	8.7%
Fibras	US $ 1,5 bilhão	6.3%

Tecnologias de materiais sustentáveis ​​e inovadores

Eastman investe US $ 350 milhões anualmente em pesquisa e desenvolvimento, com foco em tecnologias sustentáveis.

• Investimento em tecnologia de renovação de carbono: US $ 200 milhões
• Desenvolvimento de produtos da economia circular: US $ 100 milhões
• Pesquisa de materiais de base biológica: US $ 50 milhões

Produtos químicos personalizados para diversas indústrias

Indústria	Aplicações de produtos	Penetração de mercado
Automotivo	Polímeros Especiais	35% de cobertura do mercado
Assistência médica	Plásticos médicos	28% de cobertura do mercado
Bens de consumo	Materiais de desempenho	22% de cobertura do mercado

Desempenho aprimorado do produto e durabilidade

As métricas de desempenho do produto da Eastman demonstram características superiores em várias aplicações.

• Melhoria da força do material: até 40%
• Melhoria de resistência química: 65% maior
• Faixa de tolerância à temperatura: -40 ° C a 250 ° C

Soluções econômicas e ambientalmente responsáveis

As iniciativas de sustentabilidade contribuem para a redução de custos e o desempenho ambiental.

Métrica de sustentabilidade	2023 desempenho	Economia de custos
Redução de emissões de carbono	20% diminuição	US $ 75 milhões
Gerenciamento de resíduos	Taxa de reciclagem de 35%	US $ 45 milhões
Eficiência energética	Melhoria de 15%	US $ 60 milhões

Eastman Chemical Company (EMN) - Modelo de Negócios: Relacionamentos do Cliente

Serviços de suporte técnico e consulta

Eastman Chemical Company fornece suporte técnico por meio de:

• Equipe direta de suporte ao cliente de 124 especialistas técnicos
• Orçamento anual de consulta técnica de US $ 8,3 milhões
• 24/7 de suporte ao cliente da linha direta com tempo de resposta média de 17 minutos

Canal de suporte	Volume anual de interação	Taxa de satisfação do cliente
Suporte telefônico	42.569 interações	94.3%
Suporte por e -mail	31.245 interações	92.7%
Portal online	27.890 interações	89.6%

Parcerias colaborativas de longo prazo

Eastman mantém parcerias estratégicas com:

• 87 clientes industriais importantes
• Duração média da parceria: 12,4 anos
• Receita de parceria colaborativa: US $ 1,2 bilhão anualmente

Desenvolvimento personalizado de produtos

Os recursos de personalização incluem:

• Investimento de P&D de US $ 361 milhões em 2023
• 192 Projetos ativos de desenvolvimento de produtos personalizados
• Time-to-Market médio para soluções personalizadas: 8,6 meses

Plataformas de engajamento de clientes digitais

Plataforma digital	Usuários ativos mensais	Investimento anual
Portal da web do cliente	14.672 usuários	US $ 4,5 milhões
Aplicativo móvel	8.945 usuários	US $ 2,3 milhões

Inovação contínua e design de solução

• Orçamento de inovação: US $ 475 milhões em 2023
• 23 centros de inovação dedicados globalmente
• 487 Projetos de inovação ativa em segmentos de negócios

Métrica de inovação	2023 desempenho
Receita de novos produtos	US $ 672 milhões
Aplicações de patentes	89 arquivado
Inovações orientadas ao cliente	42% do total de projetos

Eastman Chemical Company (EMN) - Modelo de Negócios: Canais

Equipe de vendas diretas para clientes industriais

A Eastman Chemical Company mantém uma força de vendas direta dedicada de 387 representantes de vendas técnicas em 2023, visando clientes industriais em vários setores.

Canal de vendas	Número de representantes	Cobertura geográfica
Produtos químicos especializados industriais	187	América do Norte
Materiais avançados	104	Europa e Ásia
Fibras	96	Mercados globais

Catálogos de produtos online e plataformas digitais

Os canais de vendas digitais geram aproximadamente US $ 742 milhões em receita por meio de plataformas on -line em 2023.

• Catálogo abrangente de produtos digitais com 2.346 listagens de produtos químicos
• Plataforma de comércio eletrônico que suporta 673 contas diretas de clientes industriais
• Plataforma digital suportando especificações técnicas em tempo real e pedidos

Feiras e conferências do setor

Eastman participa de 47 programas internacionais da indústria química anualmente, representando US $ 56 milhões em despesas de marketing e engajamento.

Redes de distribuidores estratégicos

Região	Número de distribuidores	Receita anual de distribuição
América do Norte	124	US $ 387 milhões
Europa	89	US $ 276 milhões
Ásia-Pacífico	106	US $ 342 milhões

Representantes de vendas técnicas

Os representantes de vendas técnicas cobrem 6 segmentos industriais primários com experiência especializada.

• Possuir de Vendas Técnicas Médias: 8,3 anos
• Investimento de treinamento anual Per Representante: US $ 42.500
• Taxa de certificação técnica: 92% da equipe de vendas

Eastman Chemical Company (EMN) - Modelo de negócios: segmentos de clientes

Fabricação automotiva

A Eastman Chemical atende fabricantes automotivos com materiais e soluções especializadas.

Detalhes do segmento automotivo	Valor anual
Contribuição do mercado de materiais automotivos globais	US $ 387,6 ​​milhões (2023)
Principais linhas de produtos automotivos	Plásticos especializados, polímeros avançados
Principais clientes automotivos	General Motors, Ford, Toyota

Indústrias têxteis e de vestuário

Eastman fornece materiais inovadores para fabricação têxtil.

• Fibras de acetato de celulose Produção: 125.000 toneladas métricas anualmente
• Participação de mercado de soluções químicas têxteis: 4,2%
• Principais inovações de materiais têxteis: tecidos de desempenho, têxteis sustentáveis

Fabricantes de eletrônicos de consumo

Eastman fornece materiais avançados para a produção de dispositivos eletrônicos.

Segmento de materiais eletrônicos	Métricas
Receita anual de materiais eletrônicos	US $ 276,4 milhões (2023)
Principais aplicações de produtos eletrônicos	Tecnologias de exibição, materiais da placa de circuito

Empresas de embalagem e materiais

Eastman desenvolve soluções avançadas de embalagens.

• Materiais de embalagem Segmento de mercado: US $ 542,3 milhões
• Soluções de embalagem sustentável: 35% do portfólio de embalagens
• Innovações de embalagem-chave: plásticos recicláveis, materiais seguros para alimentos

Setores de saúde e dispositivos médicos

Eastman fornece materiais especializados para aplicações médicas.

Detalhes do segmento de saúde	Desempenho anual
Receita de Materiais Médicos	US $ 213,7 milhões (2023)
Produção de materiais de nível médico	87.000 toneladas métricas
Principais aplicações médicas	Instrumentos cirúrgicos, embalagem médica

Eastman Chemical Company (EMN) - Modelo de Negócios: Estrutura de Custo

Investimentos de pesquisa e desenvolvimento

Em 2022, a Eastman Chemical Company investiu US $ 302 milhões em atividades de pesquisa e desenvolvimento, representando 2,8% da receita total.

Ano	Investimento em P&D	Porcentagem de receita
2022	US $ 302 milhões	2.8%
2021	US $ 285 milhões	2.6%

Despesas de fabricação e produção

Os custos totais de fabricação da Eastman Chemical Company em 2022 foram de US $ 5,1 bilhões, com o colapso das despesas importantes da seguinte forma:

• Custos de matéria -prima: US $ 2,7 bilhões
• Despesas de mão -de -obra: US $ 612 milhões
• Custos de energia: US $ 438 milhões
• Manutenção e equipamento: US $ 350 milhões

Gerenciamento global da cadeia de suprimentos

As despesas operacionais da cadeia de suprimentos em 2022 totalizaram US $ 723 milhões, incluindo:

Categoria de despesa	Quantia
Logística	US $ 276 milhões
Gerenciamento de inventário	US $ 197 milhões
Compras	US $ 250 milhões

Manutenção de infraestrutura de tecnologia

As despesas de tecnologia e infraestrutura digital para 2022 foram de US $ 184 milhões, distribuídas:

• Atualizações de sistemas de TI: US $ 87 milhões
• Investimentos de segurança cibernética: US $ 52 milhões
• Iniciativas de transformação digital: US $ 45 milhões

Treinamento e desenvolvimento da força de trabalho

As despesas totais de desenvolvimento da força de trabalho em 2022 totalizaram US $ 56 milhões:

Categoria de treinamento	Investimento
Treinamento de habilidades técnicas	US $ 28 milhões
Desenvolvimento de liderança	US $ 18 milhões
Programas de certificação profissional	US $ 10 milhões

Eastman Chemical Company (EMN) - Modelo de negócios: fluxos de receita

Vendas especiais de produtos químicos

A Eastman Chemical Company relatou receita total de US $ 10,6 bilhões em 2022. A quebra de vendas de produtos químicos especiais da empresa é o seguinte:

Segmento de produto	Receita (2022)	Porcentagem da receita total
Materiais avançados	US $ 2,85 bilhões	26.9%
Produtos químicos	US $ 3,2 bilhões	30.2%
Fibras	US $ 1,5 bilhão	14.2%

Licenciamento de materiais de desempenho

A receita de licenciamento da Eastman Chemical Company em 2022 totalizou US $ 187 milhões, representando 1,8% da receita total da empresa.

• Acordos de licenciamento de tecnologia de polímeros
• Transferências de tecnologia de processo químico
• Licenciamento de materiais proprietários

Contratos de solução química personalizada

Os contratos de solução química personalizada geraram US $ 625 milhões em receita para 2022, com os principais segmentos da indústria, incluindo:

Segmento da indústria	Valor do contrato
Automotivo	US $ 215 milhões
Eletrônica	US $ 175 milhões
Construção	US $ 135 milhões

Acordos de transferência de tecnologia

Os acordos de transferência de tecnologia contribuíram com US $ 92 milhões para a receita da Eastman em 2022, com distribuição geográfica da seguinte forma:

• América do Norte: US $ 38 milhões
• Europa: US $ 29 milhões
• Ásia-Pacífico: US $ 25 milhões

Iniciativas de expansão do mercado global

Receita de expansão do mercado global para 2022:

Região	Contribuição da receita	Taxa de crescimento
China	US $ 780 milhões	6.5%
Índia	US $ 425 milhões	8.2%
Sudeste Asiático	US $ 340 milhões	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.