Chemistry in transition: When distribution has to deliver growth

In a stagnant European market, principals increasingly expect distributors to drive growth. Chemical distribution is evolving from an efficiency lever into a strategic growth partner.

Distribution is thus increasingly evolving from a driver of efficiency to a partner for growth.

CHEManager: Why is the role of distribution changing right now?

Jan Haemer: For decades, chemical companies have supplemented their direct sales with distributors—originally to reduce costs and complexity. Today, the market logic has changed. In Europe, growth is increasingly driven by market share and new applications. Manufacturers no longer ask only, “Who serves my markets efficiently?” but rather, “Who can help me grow faster?”

CHEManager: What does this mean for distributors?

Jim van der Meijden: The core function remains the same—but the value creation is changing. Logistics, warehousing, and…