Distributor strategy fundamental for success in the chemicals industry

Over the past decade, principals have been increasingly using third-party distributors across regions and chemical sectors for three key reasons: Expand geographic reach, focus direct sales on core business, and expand reach to small customer at low cost-to-serve. In times of economic uncertainty and slowing growth, principals need a more strategic approach, focusing on the benefits and synergies of distributors to unlock faster growth.

Partnering with the right portfolio of distributors is incredibly important due to the sector’s inherent complexities and reaching target markets. Moreover, stringent regulatory frameworks and safety considerations require close collaboration with knowledgeable distributors, who can help you navigate compliance requirements and ensure product integrity. On top, distributors can be key to driving business in certain regions and cultures where you have limited presence yourself. Without a clear distributor strategy in place, we…