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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TOR Minerals International, Inc. –a worldwide producer of specialty mineral products – has expanded Palmer Holland’s sales and marketing footprint down the Eastern Seaboard in its entirety.
While there is a sleek new design for the long time additive manufacturer, customers can still depend on the quality and flexibility of custom formulations that Focus has prided itself on for nearly a decade.
Palmer Holland is pleased to announce it has expanded its territory with Orion Engineered Carbons into the Northeast region. The additional states include Delaware, District of Columbia, Maryland, New Jersey, and limited parts of northern Virginia.