Palmer Holland Takes Aim Up North With Palmer Holland Canada Distribution Corp.

Cleveland, OH – February 12, 2019 – Palmer Holland, a leading national specialty chemical and ingredient distributor of raw materials, announced today it has officially launched Palmer Holland Canada Distribution Corporation, a subsidiary of Palmer Holland, in British Columbia.

“The implementation of a Canadian entity will greatly increase service to all of our Canadian customers,” said C. Bradley Steven, President of Palmer Holland. “Ultimately, our goal is to provide an enhanced level of distribution to our customers and principals and facilitate Palmer Holland’s continued growth in Canada.”

This expansion includes a partnership with ADLI Logistics in Mississauga, Ontario for warehousing and logistical services. ADLI Logistics utilizes a network of approximately 30 carrier partners, including small package capabilities via UPS and FedEx. Customers may still place orders with Palmer Holland via email, phone, and fax.

Customers will be particularly excited to know that Palmer Holland is now able to be the importer of record in Canada. Previously, this burden fell on those Canadian companies. Palmer Holland has also established an account with a Canadian bank which means increased electronic compatibility between companies for ACH transactions.

For more information or to address any questions you may have specific to the expansion, please contact your Palmer Holland Account Manager or email info@palmerholland.com

About Palmer Holland
Established in 1925 as Palmer Supplies Company, today Palmer Holland is a national specialty chemical and ingredient distributor of raw materials with its headquarters in Cleveland, Ohio and 40+ account managers stationed across the United States. We are a private, employee-owned company which allows us greater flexibility in the marketplace and a dedicated platform for long-term success. This flexibility enables us to provide our customers and principals with the most effective and efficient solutions. Our partners are rooted in the areas of Agriculture, CASE (coatings, adhesives, sealants, elastomers), Health & Nutrition, Lubricants, and Plastics. For more information about Palmer Holland, please visit our website at www.palmerholland.com

Palmer Holland Enhances Market Serviceability With Realigned Sales Team

Cleveland, OH – January 29, 2019 – Palmer Holland, a leading national specialty chemical and ingredient distributor of raw materials, announced today it has realigned its sales team forming a market-specialized sales force.

Up to this point, the Palmer Holland sales team was organized by regions designated purely upon geographic location. Moving forward, the realignment structures the sales team based upon market vertical: Agriculture, CASE, Health & Nutrition, Lubricants, and Plastics. This reorganization was guided by customer feedback uncovered during a 2018 Voice of the Customer (VOC) engagement project.

“The sales team, driven by market vertical team leadership, is specifically charged to meet principal growth objectives and deliver the needed service platforms to customers,” said Palmer Holland’s President, C. Bradley Steven. “Our realignment allows each account manager to focus on his or her individual area of the specialty chemical and ingredient industries. I am very excited about the heightened level of technical acumen, responsiveness, and service that will result from our efforts.”

“During the VOC project, our customers told us the most important attribute they expect in their account manager is ‘knows/understands my business and industry,’ said Palmer Holland’s Chief Innovation Officer, Charlie Laurie. “Aligning our sales team by market allows us to exceed our high technical and service standards to better provide customers and principals with singularly-focused industry knowledge.”

Customers can expect to receive increased technical insight accumulated through concentrated experiences as well as a higher level of product and application expertise from focused and specialized training. Principal partners will have the best of both worlds; specialized market-based sellers and the breadth of Palmer Holland’s national sales team in addition to the creation of a more manageable line of site to key sellers.

For more information, please contact your Palmer Holland Account Manager or email info@palmerholland.com

 

3M Advanced Materials Division Awards Palmer Holland National Distributorship

Cleveland, OH – January 17, 2019 – 3M Advanced Materials Division announced that it has expanded service nationwide with Palmer Holland.

This territory expansion builds upon Palmer Holland’s existing responsibilities in the Central, Midwest, and Northeast regions. Palmer Holland represents 3M Advanced Materials Division’s lines of:

  • Boron Nitride Cooling Fillers
  • Ceramic Microspheres
  • Dynamar™ Polymer Processing Additives
  • Dyneon™ PTFE Polymer Additives
  • Fluorosurfactants
  • Glass Bubbles
  • Stain-Resistant Additives

“Palmer Holland has been representing 3M Advanced Materials Division’s products for 30 years and has provided unparalleled excellence in supporting our customers during this timeframe,” said James Helbling, 3M Account Executive. 3M looks forward to this expanded, national partnership to service our customers’ products, markets, and applications.”

“3M has been one of our premier partners for a long time, and this expansion further solidifies our relationship with one another,” said Tony Denton, Palmer Holland Business Director. “We are very excited to represent such an iconic and progressive company throughout the entire United States.”

For more information, contact your Palmer Holland Account Manager or the Palmer Holland 3M Business Director Tony Denton, at 502-649-0803 or tdenton@palmerholland.com.

Visit the 3M Advanced Materials Division landingpage to view additional products, documents, and more.


About 3M Advanced Materials
At 3M, we apply science in collaborative ways to improve lives daily. With $32 billion in sales, our 91,000 employees connect with customers all around the world. Learn more about 3M’s creative solutions to the world’s problems at www.3M.com or on Twitter @3M or @3MNews.

National Specialty Chemical Distribution Makes For Maximum Benefits

 

By Ed Antonucci, New Business Development Manager, Palmer Holland
Appeared in the October issue of PCI


Chemical distributors have always played an essential role in the coatings industry. Historically, most distributors represented commodities, solvents and packaging at the local or regional level. While that is still important today, of growing importance is the focus on value-added services from the national specialty chemical distributor. As chemical suppliers choose to reduce headcount in the area of sales and technical support, opportunities continue to reveal themselves for full-service national specialty chemical distributors. What value-added services could a sales team based around the country provide, you might ask? Salespeople not only must be knowledgeable about the product technology of various suppliers but also must be able to provide regulatory information needed by the compliance department, as well as pricing and logistics support for purchasing teams at their customers.


Technical Support

The number of companies producing both aqueous and nonaqueous industrial coatings continues to grow, and many are focused on developing and upgrading their formulations to meet market demands. Many of these companies are smaller in scope and have limited product development resources. The distributor’s salesperson has a responsibility to present formulating tools, new product technology and product suggestions that allow customers to meet and exceed their formulating requirements quickly. A full-service specialty chemical distributor provides this by having a complete product portfolio of pigments, resins and additives. While suppliers continue to produce many of these domestically, an increasing number prefer to optimize production on a global basis. This means that an additive or pigment the supplier produced previously in the United States might now come from Europe, South America or Asia. Regardless of origin, it is the supplier’s responsibility to ensure that the quality is consistent, while it is the distributor’s responsibility to provide the logistics of this revised supply chain in order to meet the customer’s service levels. This role of the distributor impacts not only the technical functions in the customer’s organization but also the compliance and purchasing departments.


Coatings formulators continue to demand new approaches in response to regulatory changes or industry trends to meet contemporary formulating guidelines such as faster cure, lower VOC, improved hiding, better resistance properties and lower film thicknesses. Formulators should seek out a distributor with both a comprehensive and synergistic product portfolio. Partnering with a national specialty chemical distributor that can present multiple products, which work together to achieve these complex solutions and reduce development time, is a notable advantage.


Today, the national specialty chemical distributor has to be committed to focusing a large part of its time in front of its customer’s technical team to allow the formulators to maintain and optimize their product portfolio. Technical managers with hands-on formulating experience are a powerful resource. The distributor’s technical manager assists the formulator in addressing complicated formula issues to provide quick and efficient solutions.


Compliance Support

National specialty chemical distributors’ internal compliance departments must maintain up-to-date US GHS SDS and TDS documents on their product offerings and assist in the completion of product forms/procedures that customers require. Providing this service shortens the time it takes to implement a new product into the customer’s compliance system. This is particularly important when sourcing offshore material. The national specialty chemical distributor provides a high level of expertise in ensuring the proper paperwork is in place so the compliance department can confirm that its organization meets all regulatory requirements. This is a critical role in today’s market, as regulatory issues continue to change and noncompliance can prove to be quite expensive.


Supply Chain and Purchasing Support
At their core, distributors of specialty chemicals must be able to provide short lead times, consistent pricing and order consolidation assistance. While additives may only represent a small percentage of the cost of the formulation, those same additives can stop production entirely and delay on-time delivery. Distributors need a commitment to inventory product as determined by forecasts as well as maintaining safety stock to handle any changes in demand. Inventory turns should not be the critical driver as it is with commodities and solvents. Working with a national specialty chemical distributor adds a ‘spring’ in the supply chain that minimizes risk/service failures in light of decreased visibility and forecasting complexities. One example is that national distributors can often ship from another warehouse should a product temporarily be out at their standard warehouse. This is a tremendous advantage, particularly with many lower-volume items, since it can be difficult to forecast usage accurately considering different loading levels depending on batch size and production equipment variability.


The luxury of ordering smaller quantities of products also drives up the value of a distributor by keeping raw material inventory dollars at a minimum while saving the customer’s warehouse space for finished goods. The ability to combine orders of various products into one purchase order has the potential to save on multiple order processing costs and optimize freight costs. Minimizing pricing and invoicing issues also results in cost savings. Working with a distributor’s customer service and sales team allows the procurement department to ensure correct pricing, resulting in minimal payment discrepancies. This improved service contributes to supply simplification, tail-spend consolidation among multi-plant locations and working capital flexibility.


Information Access

In today’s interconnected world, learning a great deal about the myriad of products offered by a supplier or a distributor from a simple web search is effortless. However, understanding product complexities and how each interacts with other raw materials is more difficult. A distributor focused on selling specialty chemicals has a better understanding of these interactions and can mitigate negative results based on its broad base knowledge of its product offering.


The distributor’s role and responsibility is also to introduce new solutions to its customer base. A distributor who is active in not only the coatings market but also in other markets such as plastics, adhesives, metalworking/lubricants, agriculture, or health and nutrition can use this broad spectrum of knowledge to help provide new tools and solutions. Envision how a surfactant that is an excellent wetter for herbicides in the agricultural market may offer similar properties on a problematic substrate in the coatings market, or how hydrocarbon resins can be used as a way to reduce dry time in alkyds based on their performance in pressure sensitive and hot melt adhesives.


Some of the new solutions are the result of a distributor’s marketing department analyzing various trends and gathering marketing intelligence related to industry regulations, supply needs and global sourcing shifts. The marketing department also monitors information from various social media platforms frequented by members of the coatings industry; this information is then often shared with suppliers and customers.


In addition to their technical competence, national specialty chemical distributors can help facilitate technical support from suppliers as needed to assist customers in selecting the right products. The distributor’s product mix is a valuable asset to both its customers and suppliers. By providing a large selection of product offerings, the distributor can ensure that the customer’s formulation can be optimized, tested, reviewed and tested again if needed until the customer reaches the best solution for that application.


Looking to the Future

Much like the coatings market, the distribution market continues to consolidate, but there is a light at the end of the tunnel. The national specialty chemical distributor continues to gain importance as suppliers look to minimize their distribution network and as customers with regional or national manufacturing facilities show an increased preference to purchase from a national distributor.


National specialty chemical distributors will continue to serve as one of the vehicles to identify and understand future needs of the coatings industry. The distributor assists the raw material manufacturer in product development, market promotion and sales success through its strong industry knowledge about the requirements of its customer’s technical, compliance and supply chain departments. Distributors with a robust product mix of pigments, resins and additives coupled with active account management, technical and support teams that can adequately address the needs of their customer base are an integral part of the supply chain today and will be even more so in the future.

For additional information, email Palmer Holland Inc. at marketing@palmerholland.com.