John Kerrigan Becomes Newest Member of Health & Nutrition Team

Cleveland, OH – January 22, 2019 – Palmer Holland Health & Nutrition is pleased to announce that it has named John Kerrigan as Ingredient Consultant – Midwest.

Kerrigan currently resides in Chicago, IL and will be responsible for the seven Midwestern states of Illinois, Iowa, Nebraska, North Dakota, South Dakota, Minnesota, and Wisconsin along with the northwestern quadrant of Indiana and the southwestern quadrant of Michigan. Kerrigan brings over 20 years of sales experience in the manufacturing and distribution segments for specialty ingredients, as well as intimate knowledge of the extensive and diverse customer base throughout the region.

In his new role, Kerrigan’s responsibilities will include developing and executing on Palmer Holland’s commercial strategies, interfacing with customers and principals, and driving profitable growth. John He is an active member of the International Food Technology (IFT), Private Label Manufacturers (PLMA), and Professional Manufacturing Confectioners (PMCA) Associations.

Palmer Holland’s rapidly expanding line of specialty, on-trend, and label-friendly ingredients from global manufacturing leaders is key to solving unmet customer needs in the marketplace. “John’s commercial experience coupled with his strategic thinking and proven ability to deliver results make him the right person to help execute Palmer Holland’s strategic priorities and drive sustainable growth in the Midwest,” says Bret Horace, Sales Director – Health & Nutrition.

For more information, please email info@palmerholland.com or visit the Palmer Holland website at www.palmerholland.com.

Lanxess Inorganic Pigments Adds to Palmer Holland's Western Territory

 

Press Release from Lanxess Corporation

Pittsburgh, PA –December 28, 2018– LANXESS Corporation announced today that Palmer Holland will become the exclusive distributor for Bayferrox® and Colortherm® brand inorganic pigments for the western United States beginning January 1, 2019.

The Ohio-based specialty chemical distributor will add the West territory to its current responsibilities for Bayferrox and Colortherm brand pigments sales in the Northeast and Midwest regions.

“We are pleased to extend our relationship with Palmer Holland, from coast to coast,” said Peter Baldus, Head of business unit Inorganic Pigments for the Americas region. “Palmer Holland has a knowledgeable sales staff throughout the U.S. and has earned a reputation as a professional, customer-focused partner for our products in the coatings, plastics and specialties markets. We are excited to work together to serve our customers with effective and efficient solutions to meet their needs.”

“We very much look forward to further progressing our long-standing partnership with LANXESS’ Inorganic Pigments Group by extending our service reach to the West Coast,” said Ron Zmich, Palmer Holland Business director – CASE. “Our organizations are an excellent fit, and LANXESS’ global leadership with respect to both innovation and product stewardship in the iron oxide space continues to prove to be a competitive advantage for our customers.”

Palmer Holland is a national specialty chemical and ingredient distributor of raw materials with headquarters in Cleveland, Ohio and more than 40 account managers and ingredient consultants stationed across the United States.

 

About Lanxess Inorganic Pigments

The Inorganic Pigments (IPG) business unit of specialty chemicals company LANXESS is the world’s largest manufacturer of iron oxides and a leading producer of inorganic pigments based on chrome oxides. The iron oxides produced by LANXESS IPG have a decades-long track record in coloring paints and coatings, plastics and paper, as well as specialty pigments for toners and other applications.

 

Go to original press release

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.