Specialty Chemical Distribution in North America Market Update

 

This document was published by the Boston Consulting Group in March 2016 and written by Andrew Taylor, Udo Jung, Adam Rothman, and Christopher Moxon.

 

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At A Glance

The specialty chemical market in North America is growing faster than the overall chemical market in the region, and third-party distribution is growing faster still. These disparities are likely to widen over the next decade. Suppliers and distributors can take specific measures to capitalize on this shift.

Three Strategic Priorities for Suppliers
Suppliers should define a business case that is aligned with their go-to-market sales strategies, systematically choose distributors, and actively govern their relationships with distributors over time. 


Four Strategic Priorities for Distributors

Distributors should invest in technical capabilities that can help them offer value-added services, improve the effectiveness of their sales force, strategically acquire companies, and manage their brands through waves of consolidation.


Distributors are Making Transatlantic Deals

Some distributors are now merging to create larger companies with established businesses in both the US and Europe. The growth of these companies with likely outpace industry averages. 

 


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