Specialty Chemical Distribution Market Update （特种化工分销市场更新）.pdfVIP

Specialty Chemical Distribution-Market Update Strategic Imperatives for Suppliers and Distributors Udo Jung, Rob Wolleswinkel, Christian Hoffmann, and Adam Rothman April 2014 AT A GLANCE Growth of the chemical distribution market continues to outpace overall consump- tion growth—particularly of specialty chemicals. The market remains highly fragmented, but some companies are successfully combining organic and inorganic growth, giving themselves a clear competitive edge. Suppliers Should Strive for Excellence in Distribution Suppliers are at different levels of expertise and experience in extracting value from their distribution partners. They should strive for distribution excellence through a coherent approach across all channels. This entails assessing the most cost-effective distribution-channel strategy in each segment, carefully selecting distribution partners, and professionalizing the management of individual distributors. Specialty Distributors Should Apply Seven Success Factors On the basis of our experience, we have identified seven success factors for distri- butors of specialty chemicals. Distributors that master them can successfully combine organic and inorganic growth to solidify their leading position in the market. 2 Specialty Chemical Distribution-Market Update ver the past four years, The Boston Consulting Group has published a series Oof industry reports on chemical distribution.1 This rep