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Specialty Chemical Distribution in North America Market Update

August 31, 2016

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

 Download the entire report.

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. 


About The Boston Consulting Group
The Boston Consulting Group (BCG) is a global lead management consulting firm and the world's leading advisor on business strategy. We partner with clients from the private, public, and not-for-profit sectors in all regions to identify their highest-value opportunities, address their most critical challenges, and transform their enterprises. Our customized approach combines deep insight into the dynamics of companies and markets with close collaboration at all levels of the client organization. This ensures that our clients achieve sustainable competitive advantage, build more capable organizations, and secure lasting results. Founded in 1963, BCG is a private company with 85 offices in 48 countries.

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