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www.icis.com80 | ICIS Chemical Business | 21-27 July 2014

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TOP 100CHEMICAL DISTRIBUTORS

Andrey LipovetskiyProducts: Chemicals for extraction and transportation of oil and gas; composite mate-rials; lubricants and fuels; construction and building chemicals; plastics; cosmetics; paints and coatings; heat transfer fluids; resinsServices: Shipping; handling; packing; storageAssets: Dzerzhinsk headquarters building Trading sales: 14%

106 TILLEY CHEMICAL 2013 SALES: $101M

Baltimore, Maryland, USWWW.TILLEYCHEM.COMPresident: John M TilleyProducts: Food ingredients; pharmaceutical ingredients; industrial chemicals; house-hold, industrial and institutional (HI&I) chemicals; water treatment chemicals; ethanol; solventsServices: Packaging; blendingAssets: Two facilities/warehouses; 30

1 Brenntag 1,000

2 Behn Meyer 913

3 Helm 896**

4 Connell Brothers 800

5 ICC Chemical 787

6 DKSH 649***

7 Chemstation Asia 470

8 Jebsen & Jessen Group 413

9 IMCD Group 411

10 Redox 362

11 Petrochem Middle East 348

12 Pon Pure Chemicals 272

13 Manuchar 186.9

14 Union Petrochemical 115.2

15 Omya 112

16 Vimal Intertrade 100

17 Biesterfeld 73

18 Azelis 54

19 Maha Chemicals 50.5

20 Caldic 50

21 Ramcharan 47

22 TER GROUP 46

23 KPL International 45.5

24 McKinn International 36.1

25 NEO Chemical 28.1

26 Melrob 27.5

27 CellMark Chemicals (formerly Alcan International Network)

27.2

28 Shamrock Shipping & Trading 23.9

29 ECEM European Chemical Marketing 23.5

30 Norkem Holdings 15.3

31 Multichem Specialities 15

32 Wego Chemical & Mineral 10

33 LEHVOSS GROUP 9.8

34 Saiper Chemicals 9.7

35 Connect Chemicals 9.6

36 Bodo Moller Chemie 9

37 Haeffner 9

38 Rahn Group 9

39 Unipex 8.3

40 K&H Chemicals 7.2

41 Arpadis 6.9

42 PENPET Petrochemical Trading 6.6

43 Arkem Kimya Sanayi Ve Ticaret 5

44 2M Holdings (Banner Chemicals, Surfachem)

4.8

45 NovaSol Chemicals 4.8

46 Atlantic Chemicals Trading 4

47 Cornelius Group 3

48 Solvadis 2.8

49 PHT International 2.6

50 Alpha Wax 2.3

51 ChemSpec 2

52 Whyte Chemicals 1.7

53 Harke Group 1.4

54 Indukern 1.4

55 Charkit Chemical 1.3

56 Hubbard-Hall 1

NOTES: *Sales are by region and may differ from the total sales figure in the overall Top 100 listing. This table also excludes companies that do not break out sales by geography. **Includes chemical production. ***ICIS estimate

ASIA CHEMICAL DISTRIBUTION LEADERS 2013

Company Sales ($m)* Company Sales ($m)*

trucks; 23 tank trailers; 24 box trailers; one railcar

107 STAUB & CO – SILBERMANN 2013 SALES: €73M ($100.6M)

Gablingen, GermanyWWW.STAUB-SILBERMANN.DEManaging directors: Andreas Frank and Peter StockmeierProducts: Industrial and specialty chemicals; acids and lyes; solvents; solid chemicals; cleaning agents; products for food, feed, phar-maceuticals, cosmetics; water treatment chemicals; thermal transfer agents; ammoni-um; AdBlue diesel exhaust additiveServices: Storage; mixing; blending; filling; packaging; polymerisationTrading sales: 34%

108 VIMAL INTERTRADE 2013 SALES: $100M

Mumbai, IndiaWWW.VIMALAGENCIES.NET

Chairman, managing director: Bimal ShahProducts: Amines; matting agents; isocy-anates; polyols; monomers; propylene gly-cols; epoxy resins and hardeners; hydroxyl ethyl cellulose; additives; surfactants; glycol ethers; redispersible powders; metallocenes; organo clays; carbon black; vinyl resins; fatty acids; carbonyl iron powder; solvents; polyu-rethane hardeners; personal care ingredientsServices: Repacking; drummingAssets: Nine warehouses; six officesTrading sales: 20%

109 NOVASOL CHEMICALS 2013 SALES: $97M

Wezembeek-Oppem, BelgiumWWW.NOVASOLCHEMICALS.COMGeneral manager: Thomas HoeschProducts: Monomers (acrylates, meth-acrylates); specialty monomers; plasticizers; specialty solvents; process and performance chemicals; additives; intermediates; dena-turants; oil and gas specialty chemicalsServices: Import/export distribution; stor-age; packing; blending; vendor-managed inventory; consulting; Reach representa-tions; marketing Trading sales: 5%

110 CLEARTECH INDUSTRIES 2013 SALES: C$103M ($96.9M)

Saskatoon, Saskatchewan, CanadaWWW.CLEARTECH.CAPresident and chief operating officer: Randy M BracewellProducts: Acids; alkalis; chlorine; coagu-lants; oxidisers; phosphates; carbons; related equipment for application, measurement and monitoring chemical products and processesServices: Blending; packaging; storage; trans-loadingAssets: 10 sales offices and/or warehouse/packaging/manufacturing facilities in seven major cities across Canada

111 BARCELONESA DE DROGAS Y PRODUCTOS QUIMICOS 2013 SALES: €70M ($96.5M)

Barcelona, SpainWWW.BARCELONESA.COMPresident and CEO: Enric CollellProducts: Inorganic bases and acids; inorgan-ic salts; organic acids and derivatives; sol-vents; amines; glycols; resins (epoxy, polyes-ter); curing agents; fibres; peroxides (inorganic and organic); surfactants; polyure-thane systems and polyols; absorbents; filter systems for air pollutants; food formulations for fish and meatServices: Just-in-time (JIT) service; vendor managed inventory (VMI); tailor-made formu-




lations; blending; packaging; custom labeling; food-grade formulationsAssets: Five warehouses (Seveso II) in Spain (Barcelona, Valencia, Murcia and Seville) with total storage capacity for 60,000 pallets; two tanks farms for organics and inorganics; three filling stations for all types of industrial packing (organics, inorganics, consumer chemicals); one factory for food formulations; two factories for inorganics and inorganics formulationsTrading sales: 25-30%

112 CALLAHAN CHEMICAL 2013 SALES: $96M

Palmyra, New Jersey, USWWW.CALCHEM.COMPresident: Timothy DoolingProducts: coatings; adhesives; sealants and elastomers (CASE); household, industrial and institutional (HI&I) chemicals; pharmaceuti-cal ingredients; nutraceutical ingredients; per-sonal care ingredients; cosmetic ingredients; food ingredients; functional fluidsServices: Bulk liquids packing; custom blending; returnable containers, drums and totes; customised tote programmes; custom labelling; remote tank monitoring; vendor managed inventory; consignment inventory; committed inventory to forecast; less-than-truckload quantities; just-in-time deliveriesAssets: Two dedicated white rooms for NF, FCC, USP and Kosher packaging; 5,000 sq ft of temperature-controlled (hot and cold) warehousing; 400,000 sq ft of environmen-tally controlled warehousing; 90,000 gal of bulk storage; company owned and operated fleet; mixed truck load deliveries; seven warehouses; 12 trucks; tank farm; four re-gional offices

113 SEA-LAND CHEMICAL 2013 SALES: $94M

Westlake, Ohio, USWWW.SEALANDCHEM.COMPresident: Joseph D ClaytonProducts: Biocides; chelating agents; chlorin-ated paraffins; corrosion inhibitors; defoam-ers; emulsifiers; esters; ethoxylated alcohols; fatty acids; fatty alcohols; lubricant and auto-motive additive components; polyalphaole-fins; primary amino alcohols; sulphonates; surfactants; vegetable oilsServices: Blending; market development; packaging; bulk storage; technical expertiseAssets: 10 warehouse locationsTrading sales: 15%

114 CHARKIT CHEMICAL 2013 SALES: $92M

Norwalk, Connecticut, US

WWW.CHARKIT.COMPresident: Charles A HinnantProducts: Hydrazine hydrate; hydrazine de-rivatives; benzyl alcohol; benzyl chloride; electronic chemicals; water and metal treat-ment chemicals; pharmaceutical ingredients; imaging chemicals; aroma, flavour and fra-grance chemicals, nutritional products; res-ins; boronic acid derivatives, personal care ingredients, lanolin and derivativesServices: Warehousing/distribution; blend-ing; packaging; custom/contract manufactur-ing; custom synthesis; product development Assets: 24 stock locations

115 SKYHAWK CHEMICALS 2013 SALES: $91.6M

Houston, Texas, USWWW.SKYHAWKCHEMICALS.COMPresident: Clark KnickerbockerProducts: Caustic soda; caustic potash; sul-phuric acid; anhydrous ammonia; hydrochlo-ric acid; phosphoric acid; methanol; urea; aliphatic solvents; aromatic solvents; dodecylb-enzenesulfonic acid; citric acid; glycols; amines; ketonesServices: Custom blending; packaging; hazardous materials storage; installation of single- and multi-point grease systems; importingAssets: Warehouses in Houston, Dallas, Baton Rouge and Seattle in the USTrading sales: 5%

116 ALPHA WAX 2013 SALES: €66.2M ($91.2M)

Alphen aan den Rijn, NetherlandsWWW.ALPHAWAX.COMCEO: Dick HaanProducts: Paraffin wax; fischer-tropsch wax; microcrystalline wax; slack wax; polyethylene wax; petroleum jelly; RBD palm stearin; tri-glycerides; alpha olefins; base oils; white oilsServices: Tank storage; blending; packaging; logistics; product development

117 MOELLER CHEMIE 2013 SALES: €66M ($91M)

Steinfurt, GermanyWWW.MOELLERCHEMIE.COMPresident and CEO: Rainer BerghausProducts: Benzyl alcohol; methyl ethyl ke-toxime; propylene carbonate; nonylphenol; triethylamine; alcohols; solvents; plasticizers; inorganic and organic acids; alkalis and liquid specialitiesServices: Blending; technical advice; analyt-ics; product development; tank monitoring; production of customised formulations; contract filling; single sourcing; support for waste disposal

Assets: Warehouses; tank storage; 11 trucks; laboratory

118 AUG. HEDINGER 2013 SALES: €65.8M ($90.7M)

Stuttgart, GermanyWWW.HEDINGER.DEGeneral manager: Johann-Ludwig RaiserProducts: Raw materials for technical indus-tries: paints and coatings; lubricants; cleaning products; adhesives; construction chemicals; plus life science chemicalsServices: Customised additional test methods and processes; laboratory testing and batch cer-tification; pharmacopoeia standards (EP, USP, JP, CP, IP, etc); extended specifications; blend-ing; labelling; packaging; storage and repackag-ing in eight class-100,000 clean roomsAssets: Eight warehouses; 16 trucks (5 dedi-cated tank trucks)

119 PROQUIBASA 2013 SALES: €65.6M ($90.4M)

Barcelona, SpainWWW.PROQUIBASA.COMPresident: Patricia Monfort; CEO: Philippe GuerineauProducts: Organic and inorganic chemicals; specialty and fine chemicals; food and feed ingredients; cosmetic ingredients; detergent chemicals; water treatment chemicals; organ-ic and inorganic pigments; commodity poly-mers; engineering thermoplasticsServices: Technical service; blending; man-ufacturing; toll manufacturing; bulk loading and storage; break bulk packaging; ware-housingAssets: Full service and wholly-owned facili-ties in Barcelona with tank farm (130 tanks) and 7,000 sq metre warehouse; regional hub in Madrid with tank farm (50 tanks) and 2,000 sq metre warehouse

120 BODO MOLLER CHEMIE 2013 SALES: €65.0M ($89.6M)

Offenbach am Main, GermanyWWW.BM-CHEMIE.COMChairman: Frank HaugProducts: Adhesives and bonding systems; sealants; silicones; resins; casting and potting resins for electronics; hardeners and curing agents; composites; mould-making; additives for coatings, plastics and rubber, lubricants; additives and agents for textiles; performance chemicalsServices: Packaging; filling; testing; modifica-tions; blendingAssets: Headquarters in Germany; affiliates in Europe and South Africa; warehouses; lab-oratory facilitiesTrading sales: 80%




121 MOGOIL 2013 SALES: €64.7M ($89.2M)

Berlin, GermanyWWW.MOGOIL.COMManaging director and partner: Andreas RoggeProducts: Base oils and process oilsServices: Storage; customs clearance; logisticsTrading sales: 40%

122 PHT INTERNATIONAL 2013 SALES: $86.4M

Charlotte, North Carolina, USWWW.PHTCHEMICAL.COMPresident: Li Hong YuProducts: Fine and specialty chemicals; pharmaceutical intermediates; active pharma-ceutical intermediates (APIs); agricultural in-termediates; personal care ingredients; fla-vours and fragrances; commodity chemicals; heat transfer fluidsServices: Custom synthesis; in-house chemi-cal development; quality control and regula-tory support; sourcing; logistics; sales and marketing; sample generation; contract re-search organisation; import/export services in the US and ChinaAssets: R&D and sample laboratories; two ad-ministrative offices; one import/export officeTrading sales: 100%

123 THE CHEMICAL COMPANY 2013 SALES: $85.1M

Jamestown, Rhode Island, USWWW.THECHEMICALCOMPANY.COMCEO: Robert N Roach JrProducts: Resins; polymers; fertilizers; crop nutrients; epoxies; acids; alcohols; interme-diates; plasticizers; flame retardants; bio-chemicals; oil drilling/fracking chemicals; glycols; specialty chemicals; food chemicals; water treatment chemicals; pollution con-trol; industrial chemicals; composites; glass fibreServices: Just-in-time (JIT) deliveries; vendor managed inventory; consignment; procure-ment services; warehousing; trucking; pack-aging; drumming; manufacturingAssets: Shore tanks; railcars; eight warehous-es; procurement offices in Nanjing, China, and Portland, Maine, US (for NAFTA and Europe); Latin America sales office in Cali, Colombia

124 CHEMSOLV 2013 SALES: $85M

Roanoke, Virginia, USWWW.CHEMSOLV.COMPresident and CEO: L Glenn AustinProducts: Specialty blends; thinners; ink and

aromatic/aliphatic solvents; isoparaffins; chlorinated solvents; alcohols; ketones; esters; glycols/glycol ethers; polyethylene glycols; amines; ethanolamines; plasticizers; sur-factants; phosphate esters; acrylates; sili-cones; metalworking fluids; process oils; oils and lubricantsServices: Solvent blending; packaging; transportation; solvent distillation and purification of n-methylpyrrolidone, propyl-ene glycol, ethylene, di- and tri-ethylene gly-col, dimethyl sulfoxide,1,3 propanediol, 1,4 butanediol, and 2-ethylhexanol; labora-tory service; safety and environmental consulting.Assets: Rail service terminal; six plants; 33 trucks; 50 trailers; bulk storage (1.65m gal); warehouse storage of more than 260,000 sq ft

125 LINTECH INTERNATIONAL 2013 SALES: $84M

Macon, Georgia, USWWW.LINTECHINTERNATIONAL.COMPresident: Dennis GillespieProducts: Adhesives and sealants raw mate-rials; advanced composite resins; additives for paints and coatings; plastic, rubber and metalworking chemicals; crosslinkers; personal care ingredients; resins; fillers; col-ourants; printing ink materials; dyes; rubber adhesion promoters; lubricants; industrial and institutional cleaning ingredients; build-ing product chemicals; textile auxiliary chemicalsServices: Technical support; contract packag-ing; vendor managed inventoryAssets: 11 warehouses

126 RICARDO MOLINA 2013 SALES: €60.8M ($83.8M)

Barcelona, SpainWWW.RICARDOMOLINA.COMCEO: Jorge Grande IglesiasProducts: Specialities for various industriesServices: Blending; packaging; storage; sam-pling; mixing; laboratory servicesTrading sales: 10%

127 K&H CHEMICALS 2013 SALES: €60.2M ($83.0M)

Zwijndrecht, NetherlandsWWW.KHCHEMICALS.COMGeneral managers: Rick de Haan, Hans KettingProducts: Acrylates; acetates; glycols; glycol ethers; ketones; alcohols; plasticizers; vege-table oils; hydrocarbons; aromatics; mono-mersServices: Trade; packing; drummingTrading sales: 50%

128 MAROON 2013 SALES: $82M

Avon, Ohio, USWWW.MAROONINC.COMPresident and CEO: Mark E ReichardProducts: Specialty additives; specialty res-ins; specialty pigmentsServices: Packaging; public warehousingAssets: One owned warehouse; 10 public warehouses in North America

129 THE DEWOLF COMPANIES (DEWOLF CHEMICAL, GLENN) 2013 SALES: $79.5M

Warwick, Rhode Island, USWWW.DEWOLFCHEM.COM WWW.GLENNCORP.COM WWW.TEMPO.CAPresident and CEO: Hank DeWolfProducts: Specialty additives for personal care; colour cosmetics; household, industrial and institutional (HI&I) chemicalsAssets: Nine warehouses

130 J. TECH SALES 2013 SALES: $79.4M

Boca Raton, Florida, USWWW.JTECHSALES.COMPresident and CEO: Jeffrey TannenbaumProducts: Surfactants; terpenes; soy methyl esters; fluoroadditives; biological products; en-zymes; biochemicals; water-based defoamers; water-based acrylic copolymers; polyethylene (PE) and wax emulsions; plasticizers; polyure-thanes (PU); US EPA- registered disinfectants; antimicrobials and biocides; aminesServices: Inventory management and plan-ning; custom formulating; regulatory compli-ance and support; warehousing; logistics; laboratory testingAssets: Corporate headquarters; research and analytical laboratory; 10 public warehouses throughout North Ameica; satellite office in Brazil

131 COLE CHEMICAL & DISTRIBUTING 2013 SALES: $78.4M

Houston, Texas, USWWW.COLECHEM.COMPresident and CEO: Donna F ColeProducts: Acids; alcohols; amines; ketones; fire resistant hydraulic fluids; glycols; sul-folane; glycerine; soda ash; sodium bicarbo-nate; corrosion inhibitors; butylated hydroxy tolueneServices: Chemical supply chain manage-ment; blending; packaging; warehousing; in-ventory managementAssets: Leased facilities and contracted carri-ers; outsourced packaging servicesTrading sales: 10%




132 ILARIO ORMEZZANO 2013 SALES: $78M

Gaglianico, Biella, ITALYWWW.ILARIOORMEZZANO.ITPresident: Giancarlo OrmezzanoProducts: Solvents, base chemicalsServices: Blending; storageAssets: Four trucks; three warehouses

133 MELROB 2013 SALES: £46.7M ($77.4M)

Crawley, UKWWW.MELROB.COMManaging director: Ian MelluishProducts: Chemicals, polymers and resins for adhesives and sealants; coatings; construction chemicals; contact/intraocular lenses; phar-maceutical ingredients, plastic and rubber chemicals, nutritional supplements; food ingredientsServices: Blending and formulating; packaging; storage; chemical synthesis; sourcingAssets: Manufacturing site with laboratory facilities; sales offices

134 TCR INDUSTRIES 2013 SALES: $77M

La Palma, California, USWWW.TCRINDUSTRIES.COMPresident and chief operating officer: Sam Rumfola Products: Resins; pigments and fillers; additivesServices: Local warehousing; storageAssets: Nine warehouses; sales force

135 D’ALTOMARE QUIMICA 2013 SALES: $76.6M

Sao Paulo, BrazilWWW.DALTOMARE.COM.BRCEO: Senia Machado ZoppettiProducts: Specialty chemicals; ingredients for personal care; active ingredients and ex-cipients for healthcare; resins; oligomers and photoinitiators for radiation cure; additives and dispersants for coatings and inks; spe-cial lubricants; adhesives and sealants for electronics and automotive applications; performance chemicals; silicones; silanes; metalworking chemicals; antifoams; release agents; ingredients for household and

institutional cleaning applications; textile elastomersServices: Market development; sampling; product specification; product and applica-tion technical support; product development and application laboratories; blending; re-packing; storage; logisticsAssets: Warehouses and offices; product de-velopment and application laboratories; train-ing centre; clean room

136 CHEMICAL SOLVENTS 2013 SALES: $75M

Cleveland, Ohio, USWWW.CHEMICALSOLVENTS.COMCEO: Ed PavlishProducts: Chlorinated solvents; aromatics; aliphatics; silicones; glycol ethers; alcohols; amines; parachlorobenzotrifluoride; specialty blendsServices: Custom blending; packaging; haz-ardous and non-hazardous waste removal ser-vices; laboratory packs

137 COYNE CHEMICAL 2013 SALES: $74.8M

TransChemical, Inc. is a proud member of Omni-Chem136

chemical distribution network. We have been providing chemicalneeds in the Midwest for nearly 40 years. We are an ISO 9001-2008 certified company offering a wide array of products, customblending, and transportation services. Our transportation fleet and large storage capacity allows us to provide just-in-timeservices for our customers. Our goal is to reduce the cost of doing business with our customers through innovative solutions. Let us solve your chemical and logistic needs.

Ph: 314-231-6905Toll Free: 888-873-6481Fax: [email protected]

The Strengths of Many. The Power of One. TransChemical, Inc.

www.omni-chem.com www.omni-chem.com

Campi y Jové, S.A. is a Commodity, Performance and Specialty chemicals supplier for the industrial, life science,agrochemical, rubber, pulp and paper markets. We also provide full service solutions for personal care, home care,industrial, institutional and fabric cleaning applications.

Our mission is to provide a superior service to our customersthrough quality and reliability. At Campi y Jové we conductour business efficiently and ethically in the spirit of partnership with our customer, suppliers and our staff.

Phone 34 93 476 66 66Fax 34 93 207 37 07Email [email protected]

The Strengths of Many. The Power of One. Campi y Jové

www.icis.com 21-27 July 2014 | ICIS Chemical Business | 87


Croydon, Pennsylvania, USWWW.COYNECHEMICAL.COMPresident: Thomas H Coyne SrProducts: Chlor-alkali; solvents; phos-phates; waste/water treatment chemicals; hydrogen peroxide; metal treatment chemi-cals; surfactants; acids; paint and coating chemicals; pharmaceutical ingredients; food ingredients; flavours and fragrances; person-al care ingredients; inorganics; industrial compoundingServices: Contract blending; packaging; rail terminal servicesAssets: Four company-owned facilitites; five contracted storage facilities; 27 trucks; more than 30 trailers and more than 17 tank trailers

138 AGRO QUIMICA MARINGA 2013 SALES: $74.3M

Sao Paulo, BrazilWWW.AQM.COM.BRSales director: Silvio MosseriProducts: Glycols; surfactants; solvents; amines; rheology modifiers; carbon black; sili-cones; mineral oil; pigments; thickeners; ad-ditives; biocides; emulsifiers; catalysts

Services: Blending; packaging; storageAssets: One warehouse; two sales offices; 16 trucks

139 WALSH & ASSOCIATES 2013 SALES: $73.4M

St Louis, Missouri, USWWW.WALSH-ASSOC.COMPresident and CEO: Ellen MurphyProducts: Food additives; ink materials; paints and coatings materials; personal care ingredients; plastic additives; agrochemicals; sealants; surfactants; oil and gas raw materi-als; green chemistryServices: Manufacturing; blending; contract packaging; technical training; IFS certified warehousingAssets: Eight warehouse locations

140 NORTEX 2013 SALES: $71.9M

Moscow, RussiaWWW.NORTEX-CHEM.RUPresident: Vladimir YakushinProducts: Synthetic and natural rubber; syn-thetic latex; isocyanates; polyols; organic

acids; multifunctional alcohols; metal and amine catalysts; epoxy resins; plasticizers, ad-ditives and antioxidants for rubber and PVC; halogen, non-halogen and inorganic flame re-tardants; solvents; epoxidised soya bean oil; chloroethane; p-nonylphenolServices: Blending; packaging; logistics; technical supportAssets: Six warehousesTrading sales: 50%

141 GREENCHEM INDUSTRIES 2013 SALES: $69.3M

West Palm Beach, Florida, USWWW.GREENCHEMINDUSTRIES.COMChief operating officer/co-founder: John LagaeProducts: Acetates; acrylates; amines; chlo-rinated solvents; glycol ethers; glycols; ke-tones; oxo-alcohols; phthalates; plastics; plasticizers; resins; solvents; specialty chemicalsServices: Procurement services; import spe-cialists; sales and marketing; just-in-time de-livery; sourcing; wholesale distributorAssets: 18 public warehouse and storage lo-cations throughout North America

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ucts for the oil and gas marketsServices; Dry and liquid blending; transload-ing; packaging; storing; truckingAssets: Four sites – Salt Lake City, Uthah; Brighton, Colorado; Nampa, Idaho; and Taco-ma, Washington; several transload sites and outside warehousesTrading sales: 5%

144 ESSENTIAL INGREDIENTS 2013 SALES: $66.8

Atlanta, Georgia, USWWW.ESSENTIALINGREDIENTS.COMPresident: Kris MaynardProducts: Personal care ingredients; pharma-ceuticals; household, industrial and institu-tional (HI&I) chemicals; textile chemicals; an-imal care productsServices: R&D solutions; product develop-ment; technical support; dedicated customer service representatives; blending; repackag-ing; logistics solutions; regulatory team; sam-ple inventory; multi-language personnelAssets: Five distribution centres; pharma-ceutical-grade manufacturing and processing equipment; blending and storage tanks

1 Petrochem Middle East 593

2 Protea Chemicals 508

3 ICC Chemical 426

4 REDA Chemicals 397

5 Solvochem Holland 347

6 Orkila 330

7 Helm 234**

8 Manuchar 210

9 IMCD Group 152


11 Campi y Jove 62


13 Quimidroga 56.5

14 Omya 51

15 Biesterfeld 36

16 Venus Chemicals Group 28.5



19 KALE KIMYA GROUP 22

20 Arpadis 20.7

21 Solvadis 20.6

22 Pon Pure Chemicals 19.7

23 K&H Chemicals 16.3

24 BARCELONESA DE DROGAS Y P.Q. 14.5

25 SINPRO 12

26 Norkem Holdings 6

27 PENPET Petrochemical Trading 5.8

28 Ricardo Molina 5.5


5

30 Comercial Quimica Masso 4

31 Haeffner 4

32 Quimitecnica.com – Comercio e Industria Quimica

3.9


34 Indukern 3

35 TRInternational 2.8

36 CG Chemikalien 2.1

37 NEO Chemical 2.1





42 ARC Products 1.4

43 Harke Group 1.4

44 BHS Marketing 1.36




48 Bufa Chemikalien 1

49 RNM-Produtos Quimicos 0.95

50 Alpha Wax 0.7

51 Zeus Quimica 0.69

52 Will & Co 0.54

NOTES: *Sales are by region and may differ from the total sales figure in the overall Top 100 listing. This table also excludes companies that do not break out sales by geography. **Figure includes chemical production

MIDDLE EAST AND AFRICA CHEMICAL DISTRIBUTION LEADERS 2013

Company Sales ($m)* Company Sales ($m)*

142 USIQUIMICA DO BRASIL 2013 SALES: $68.1M

Sao Paulo, BrazilWWW.USIQUIMICA.COM.BRGeneral director: Osvaldo Gimenez JrProducts: Diesel exhaust additive (AdBlue); ammonium hydroxide (Aquamonia); anhydrous ammonia; hydrofluoric acid; caus-tic soda; hydrochloric acid; sodium hy-pochlorite; nitric acid; sulphuric acid; poly-acrylamides; chlorineServices: Blending; dilution; packaging; logisticsAssets: Two warehouses; manufacturing plant; four branchesTrading sales: 30%

143 BHS MARKETING 2013 SALES: $68M

Salt Lake City, Utah, USWWW.BHSMARKETING.COMPresident and CEO: Bruce SchechingerProducts: Cleaning and sanitation chemicals; water treatment chemicals; soda ash (bri-quettes); caustic soda; hydrogen chloride (HCl); bleach; potassium chloride (KCl); prod-

145 WEBB CHEMICAL SERVICE 2013 SALES: $65.6M

Muskegon Heights, Michigan, USWWW.WEBBCHEMICAL.COMCEO: Brad Hilleary; President: Pat O’TooleProducts: Organic and inorganic chemicals; liquids and dry goods; commodity and specialty chemicalsServices: Sourcing; blending; packaging; storage; deliveryAssets: Five warehouses; 30 bulk tanks; more than 30 bulk tankers; more than 12 box trucks

146 CORNELIUS GROUP 2013 SALES: $65.5M

Bishops Stortford, UKWWW.CORNELIUS.CO.UKChairman: Neville PriorProducts: Monomers; commodity chemicals; specialty chemicals; food ingredients; personal care ingredients; pigments; additives; resins; minerals; surfactants; adhesive films; pharma-ceutical excipients/capsules; titanium dioxide (TiO2); preservatives/biocides; natural productsServices: Global supply chain management; laboratory services; logistics; legislative/regu-latory advice; distillation; chemical reaction/manufacturing; repacking; R&D/formulation services; storage; enterprise risk managementAssets: Six warehouses; five laboratories; one chemical manufacturing site; eight offices; one cleanroomTrading sales: 5%

147 AFCO 2013 SALES: €47M ($64.8M)

Athens, GreeceWWW.AFCO.GRPresident: Christos SpanosProducts: Polymers – low density polyethyl-ene (LDPE), high density polyethylene (HDPE), polyethylene terephthalate (PET), polyvinyl chloride (PVC), polypropylene (PP), cross-linked polyethylene (XLPE); aromatics; deter-gent chemicals; solvents; specialty chemicals; water-soluble fertilisers – mono-ammonium phosphate, mono-potassium phosphate, calci-um nitrate, NPKsLogistics: packaging; storageTrading sales: 30%

148 AIREDALE CHEMICALS 2013 SALES: $64.7M

Cross Hills, West Yorkshire, UKWWW.AIREDALECHEMICAL.COMManaging Director: Richard Chadwick Products: Industrial chemicals; surfactants; phosphates; phosphonates; textile dyestuffs; textile auxiliary chemicals; water treatment and wastewater chemicals; detergent chemi-




cals; personal care ingredients; food and bev-erage ingredients; agrochemicals, aluminium chemicals; wood treatment chemicals; per-acetic acid; phosphoric acidSevices: Chemical reactions and manufactur-ing; blending; toll manufacture; R&D; quality control; product development; storage; sam-pling; packaging; national and international distributionAssets: One manufacturing site with multi-ple reactors and storage vessels; seven tem-perature-controlled warehouses; three labora-tories; multiple offices; 18 fully-owned trucks

149 ROWELL CHEMICAL 2013 SALES: $64.5M

Hinsdale, Illinois, USWWW.ROWELLCHEMICAL.COMCEO: Terry Matray; President: Tom HarrisProducts: ChemicalsServices: Manufacturing; storage; transload-ing and compounding (bulk and packaged)Assets: 22 trucks; three warehouses; 27 stor-age tanks; rail siding and barge docks

150 RNM-PRODUTOS QUIMICOS 2013 SALES: $63.3M

Famalicao, PortugalWWW.RNM-PQ.PTGeneral manager: Ricardo MachadoProducts: Caustic Soda; hydrogen peroxide; sul-phuric acid; hydrochloric acid; sodium hy-pochlorite; solvents; plastics; glycols; propylene glycol; glycol ethers; surfactants; silicones; metha-nol; epoxy resins; inorganics; specialty chemicalsServices: Storage of liquid and packed prod-ucts; blending; standard and tailor-made packaging; stock control and telemetry; logis-tic operations consultingAssets: Logistics complex at Famalicao and Valencia across 15,000 square metres with ca-pacity for 20,000 tonnes of packed products and 8,000 cubic metres of liquids in 35 tanks; 4 tank terminals for liquids with 12,000 cubic metres and packed solids; own fleet of 35 trucks, 33 tankers, 6 semi-trailers; 56 stainless steel isotainers of 26 cubic metresTrading sales: 7%

151 VAN HORN, METZ & CO 2013 SALES: $62.5M

Conshohocken, Pennsylvania, USWWW.VANHORNMETZ.COMPresident: Barrett FisherProducts: Additives; specialty resins; extend-ers; pigments; dyes; base stock; silicones; sur-factants; esters; fragrances; thickeners; polyal-phaolefinsServices: Dry blending; pigment treatmentAssets: 10 warehousesTrading sales: 10%

152 QUELARIS INTERNACIONAL 2013 SALES: $61.6M

Panama City, PanamaWWW.QUELARIS.COMCEO: Paul VanhauwProducts: Polyurethanes – isocyanates, poly-ols, additives; rubber – SBR, NR, NBR, EPDM, rubber chemicals; personal care ingredients, coatings, adhesives, packaging chemicals, graphic arts materialsServices: Network in 12 countries; storage; transport; packagingAssets: Local infrastructure in Colombia, Ec-uador, Peru, Venezuela, Costa Rica, El Salva-dor, Honduras, Guatemala, Nicaragua, Pana-ma, Dominican Republic, JamaicaTrading sales: 20%

153 ALAC INTERNATIONAL 2013 SALES: $61.3M

New York City, New York, USWWW.ALACINTERNATIONAL.COMManaging director: Lily FrishmanProducts: Polyvinyl chloride (PVC); plasticiz-ers (diisononyl phthalate (DINP), dioctyl tere-phthalate (DOTP) and tris (2-Ethylhexyl) tri-mellitate (TOTM); MBS impact modifiers, azodicarbonamide (AC) blowing agent; tita-nium dioxide (TiO2); solution vinyl resinServices: Shipping and logistics; import; storageAssets: Three leased tanks in two locations; rented warehouses in seven locations

154 CHEMISPHERE 2013 SALES: $60.1M

St Louis, Missouri, USWWW.CHEMISPHERECORP.COMPresident: Matt SchwentProducts: Beverage-grade ethanol; denatured ethanol; solvents; alcohols; aliphatics; aro-matics; ketones; glycol ethersServices: Custom blending; packaging; USP packaging; storage; railcar trans-loadingAssets: 1.3m gal storage; more than 60,000 sq ft (5,600 sq metres) of warehouse space; bulk tanker fleet

155 FITZ CHEM 2013 SALES: $59.8M

Itasca, Illinois, USWWW.FITZCHEM.COMPresident: Don Deihs; Chairman: Robert BeckerProducts: Specialty carbon blacks; acrylic emulsions; waterborne urethanes; minerals – carbonates, clays, mica, talc, feldspar; addi-tives – wetting agents, rheological modifiers; titanium dioxide (TiO2), silica gels; personal care ingredients; household, institutional and

industrial chemicalsAssets: Seven public warehouses

156 KALE KIMYA GROUP 2013 SALES: $58.7M

Istanbul, TurkeyWWW.KALEKIMYA.COMCEO: Birgen Kaleagasi OzemreProducts: Sodium lauryl ether sulphate; be-taine; esterquats; alkylpolyglucosides; co-camide DEA; amine oxide; polymer opacifiers; rheology modifiers; silicones; preservatives; esters; conditioners; adhesives; swimming pool chemicals Services: Logistics; storage; blending; packaging; concentrate base formulation; production; toll manufacturing; laboratory serviceAssets: Four warehouses comprising 22,000 sq metres; six trucks; two laboratories; 72 em-ployees

157 ASTRO CHEMICALS 2013 SALES: $58.0M

Springfield, Massachusetts, USWWW.ASTROCHEMICALS.COMPresident: Chris DiamondProducts: Complete line of organic and inor-ganic chemicals Assets: 12 trucks; 125,000 sq ft of warehouse space; 65 employeesTrading sales: 2%

158 TH HILSON 2013 SALES: $57.1M

Wheaton, Illinois, USWWW.THHILSON.COMPresident and CEO: Lori Hilson-CioromskiProducts: Specialty chemical additives and raw materials for the adhesives, coatings, construction, consumer care, graphic arts, lubricants, personal care and plastics industriesAssets: 13 trucks

159 CARBONO QUIMICA 2013 SALES: $55M

Sao Paulo, BrazilWWW.CARBONO.COM.BRPresident: Vera Maria Miraglia GabrielProducts: Aliphatic and aromatic solvents; oxygenated solvents; epoxy resins; curing agents; reactive diluents; glycerine; mineral oils; acrylic emulsions; paint dryers; maleic anhydride; phthalic anhydride; plasticizers; pigments – titanium dioxide (TiO2)Services: Blending; packaging; storage; Assets: Two warehouses; 15 trucks; 2,500 cubic metres bulk storageTrading sales: 5%




160 ANDREAS JENNOW 2013 SALES: $54.5M

Copenhagen, DenmarkWWW.JENNOW.COM, WWW.JENNOW.DKOwner: Peter Lauenborg FromProducts: Pigments; resins; dispersions; rheo-logical additives; wetting agents; dispersing agents; fatty acidsServices: LogisticsTrading sales: 10%

161 BUCKLEY OIL COMPANY 2013 SALES: $53.5M

Dallas, Texas, USWWW.BUCKLEYOIL.COMPresident and CEO: RE DodsonProducts: Alcohols; aliphatics; aromatics; chlorinated solvents; glycols; ketones; sol-vents free from volatile organic compounds (VOCs); base oils; lubricantsServices: Blending; packaging; storage; trans-portationAssets: Three distribution facilities; 21 trucksTrading sales: 33%

162 MCCULLOUGH & ASSOCIATES 2013 SALES: $51.7M

Atlanta, Georgia, USWWW.MCCANDA.COMPresident: George McCulloughProducts: Specialty additives; pigments; fumed silica; resins; oleochemicals; silicones; specialty extenders; specialty surfactants; synthetic silicas; actives for personal care; waxes; polyols and polymers; industrial ma-chineryServices: Local warehousing; technical sales supportAssets: Two warehouses

WWW.MAHACHEM.COMCEO: Tan Seow HoonProducts: Latex emulsions; vinyl acetate-eth-ylene (VAE) emulsions; carbon black; alumin-ium paste; alkyd resins; acrylics resins; addi-tives; functional fillers; organic and inorganic pigments; biocides; surfactants; silicaServices: Laboratory machines servicing and repairs; packaging; storageAssets: Warehouses and trucksTrading sales: 5%

167 TRANSCHEMICAL 2013 SALES: $50.3M

St Louis, Missouri, USWWW.TRANSCHEMICAL.COMPresident: Daniel J CroghanProducts: Alcohols; aromatics, aliphatics, glycols; ketones; acetates; process oils; materi-als for the personal care, pharmaceutical and industrial marketsServices: Warehousing; custom blending; packaging; rail transloading; vendor managed inventory (VMI); transportationAssets: Warehouse (60,000 sq ft); 1.0m gal liquid storage; seven OTR tractors, 20 tankers; four freight boxes; 10 railcars

168 HUBBARD-HALL 2013 SALES: $49.3M

Waterbury, Connecticut, USWWW.HUBBARDHALL.COMPresident and CEO: Andrew K SkippProducts: Caustic soda; acids; solvents; hy-drogen peroxide; cleaners; rust preventative compounds; water treatment chemicals; heat treatment salts; plating chemicalsServices: Custom blending; analytical ser-vices; warehousing; third-party logisticsAssets: Five warehouses; two manufacturing plants; two laboratories

169 MILES CHEMICAL 2013 SALES: $48.4M

Arleta, California, USWWW.MILESCHEMICAL.COMPresident: Anthony MilesProducts: Caustics; acids; solvents; metal fin-ishing products; electronic chemicals, food-grade chemicals; oxidisersServices: Manufacturing; third-party blend-ing; third-party logistics; hazardous waste transportationAssets: Five warehouses; 20 trucks

170 FBC CHEMICAL 2013 SALES: $48.2M

Mars, Pennsylvania, USWWW.FBCCHEM.COMPresident: Dave A Hudac

Bren

ntag

163 IDEAL CHEMICAL & SUPPLY 2013 SALES: $51.54M

Memphis, Tennessee, USWWW.IDEALCHEMICAL.COMPresident: Sam Block JrProducts: Acids; alcohols; amines; chelating agents; chlor-alkali; glycol ethers; hydrogen peroxide; inorganics; ketones; polyglycols; solvents; food ingredients; personal care in-gredients; textile care ingredients; water treat-ment chemicalsServices: Blending; contract packaging; cus-tomer research; regulatory support; safety trainingAssets: Warehouses at four locations with combined 170,000 sq ft of space; 1m gal liquid bulk storage; distilled spirits plant; 15 trac-tors; 20 trailers; 6 tankers

164 COMERCIAL CONTE 2013 SALES: $51.51M

Lima, PeruWWW.CONTE.COM.PECEO: Sofia ItoProducts: Natural and synthetic rubber; plas-ticizers; rubber and plastics additives; fillers; accelerators; pigments; rubber compounds; EVA compounds; blowing agents; machinery purging additives; plastic pallets; anodised aluminiumServices: Laboratory analysis; custom tai-lored pigments development; rubber formula-tions; rubber and EVA compound formulation and mixingAssets: 10 warehouses distributed along Peru and Ecuador with 46,400 sq metres/2,000 acres of natural rubber plantations; two rub-ber compound manufacturing facilities; one EVA compound manufacturing facility; one natural rubber factory; two laboratoriesTrading sales: 15%

165 QUIMITECNICA.COM – COMERCIO E INDUSTRIA QUIMICA 2013 SALES: €36.9M ($50.8M)

Lisbon, Portugal WWW.QUIMITECNICA.COMCEO: Jose A MagalhaesProducts: Inorganic chemicals – acids, alkalis and salts; water treatment chemicals; feed ad-ditives; food additives; formulated specialtiesServices: Blending; packaging; storage; logis-tics; training; third-party logistics; vendor man-aged inventoryAssets: Seven warehouses; two blending plants; tank farm of 12,000 cubic metres; one bulk solids warehouse; three trucks

166 MAHA CHEMICALS 2013 SALES: $50.5M

Singapore

Let Us Roll Out The Red Carpet for You!

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www.mccanda.com




Products: Solvents; resins; silicones; sur-factants; defoamers; asphaltic coatings; non-VOC wood coatings; gas/oil well products; waterproofing membranes; roof coatings; rust-proofing compoundsServices: Bulk storage; repackaging; blend-ing; oil/gas well maintenance and service; technical lab work; warehouse rental spaceAssets: Four warehouses (320,000 sq ft), 22 trucks; 10 tankers; two gas well service tank-ers; 500,000 gal bulk storage; five blending tanksTrading sales: 5%

171 T.Z. GROUP 2013 SALES: $48M

Mexico City, MexicoWWW.TZGROUPUSA.COM; WWW.TREZA.COM.MX; WWW.TAUCHEMICALS.COMPresident: Fernando J ZavalaProducts: Caustic soda; soda ash; sulphuric acid; hydrochloric acid; acetic acid; acetic an-hydride; formic acid; sodium silicate; sodium bicarbonate; calcium chloride; sodium chlo-rite; hydrogen peroxide; sodium hypochlo-rite; methyl methacrylate; water treatment chemicals (HEDP, ATMP, BPTC)Services: Blending; packaging for all sizes and products; delivery of any quantity in MexicoAssets: Four warehouses; 35 tank trucks in Mexico; 350,000 cubic metres liquid tank storage; blending and packaging stations; two overseas offices

172 MY-CHEM 2013 SALES: €34.8M ($47.9M)

Buchholz, GermanyWWW.MY-CHEM.DEPresident and owner: Ralf MeineckeProducts: Phthalic anhydride; maleic anhy-dride; isophthalic acid; purified terephthalic acid (PTA); mono-pentaerythritol; di-pentae-rythritol; paraformaldehyde; sodium formate; fumaric acid; styrene; tall oil productsServices: Storage; packagingAssets: Offices; one warehouseTrading sales: 80%

173 RAMCHARAN 2013 SALES: $47M

Chennai, IndiaWWW.RAMCHARAN.ORGManaging partner: Divyesh PalichaProducts: Polymers – rubber, plastics, inks and coatings; chemicals; process additives; carbon blacks; process oils; peroxides; oleo-chemicalsServices: Testing; packaging; storage; logis-tics supportAsstes: 19 warehouses; 32 leased vehicles;

two laboratories for rubber and liquid dispersions

174 KPL INTERNATIONAL 2013 SALES: RS2.888BN ($46.7M)

New Delhi, IndiaWWW.KPLINTL.COMManaging director: Surinder Kumar KakProducts: Bulk and commodity chemicals; polymers; paper and allied chemicals; specialty chemicals; industrial and specialty gases; engineering equipment; Darjeeling teasServices: Development of markets for new products and applications; investment in value-added services such as repackaging facilities for greater market coverage; market intelligence, technical and after-sales support; sourcing and exports from India, China and Middle East countries to interna-tional markets; procurement; auditing ser-vices; repackaging; warehousing; logistics; safety, health and environmental audits; fa-cilitating technical support from group com-panies for quality control, testing and plant auditsAssets: Eight warehouses; one refrigerant gas repackaging facilityTrading sales: 27.9%

175 CHEM ONE 2013 SALES: $45.9M

Houston, Texas, USWWW.CHEMONE.COMPresident and CEO: Terry PodlogarProducts: Feed additives; fertilizer ingredi-ents; water treatment chemicals; food addi-tives; industrial chemicalsServices: Just-in-time inventory; pallet quan-tities; truckloadsAssets: Headquarters and warehouse in Hou-ston, Texas, US; independent contract facili-ties in Laredo, Texas, and Tampa, Florida, US

176 METACHEM 2013 SALES: $45.5M

Sao Paulo, BrazilWWW.METACHEM.COM.BRManaging director: Ricardo Rego FreitasProducts: Food additives; base lube oils and additives; paint and coating additives; plas-tics additives; leather additivesServices: Blending; packaging; storageAssets: Five warehousesTrading sales: 5%

177 TRINTERNATIONAL 2013 SALES: $45.2M

Seattle, Washington, USWWW.TRICHEMICALS.COM

President and CEO: Anthony M RidnellProducts: Acids; adhesives and sealants; al-cohols; amines; chlor-alkali; food additives; glycol ethers; inorganics; lubricants; plasticiz-ers; polyglycols; resins; solvents; surfactants; thickening agentsServices: Manufacturing; blending; contract packagingTrading sales: 20%

178 NATIONAL CHEMICAL 2013 SALES: $45.1M

Dublin, IrelandWWW.NCC.IECEO: Alan LooneyProducts: Full range of chemicals, food ingre-dients and performance polymersServices: Supply chain solutions from sup-ply chain risk assessment, sourcing, accredi-tation, regulatory support, logistics and supplyAssets: ISO13485 clean room; medical com-pounding plant via joint venture with Innova-tive Polymer Compounds

179 ANDES CHEMICAL 2013 SALES: $42.9M

Doral, Florida, USWWW.ANDESCHEM.COMCEO: Fernando EspinosaProducts: Dispersants; pigments; talc; cal-cined clay; additives; zinc oxide; zinc stearate; coalescent agents; surfactants acrylic resins; alkyd resins; cellulosics; solvents; driers; defoamersServices: Storage; consolidation; export servicesAssets: One warehouse

180 ULTRA CHEM 2013 SALES: $42.5M

Mexico City, MexicoWWW.ULTRACHEM.COM.MXPresident: Jose Antonio Iniestra ZunigaProducts: Coatings and inks; construction chemicals; food ingredients; plastic additives; polyurethane (PU); personal and household care chemicals; lubricants; animal feed; poly-mers and adhesives; textiles; industrial chemicalsServcies: Import/export; packaging and warehousing; logistics; regulatory and risk management; laboratory testing; customer ser-vice; technical support; product develop-ment; production of customised formulas; sample generation; distillation; chemical re-actions/manufacturingAssets: Four warehouses; four laboratories; one manufacturing site; three offices; two clean rooms; 280 tonnes of liquid bulk storage in 10 carbon steel tanks



181 MATTESON-RIDOLFI 2013 SALES: $42.2M

Riverview, Michigan, USWWW.MATTRID.COMPresident: Scot WesterbeekProducts: Raw materials for CASE (coatings, adhesives, sealants, elastomers); plastic and composite chemicals; lubricant and metal working additives; pharmaceutical and per-sonal care ingredients; cleaning chemicals; polyurethane (PU) chemicals; resins; poly-mers; colour pigments; extender pigments and functional additivesServices: Regional warehousing (five loca-tions); technical sales support

182 D.B. BECKER 2013 SALES: $42.1M

Clinton, New Jersey, USWWW.DBBECKER.COMPresident and CEO: Daniel T CanavanProducts: Additives; biocides; fungicides; resins – all types; resin emulsions; pigments; waxes; fillers; catalysts; urethane resins; cure promoters; environmentally friendly/

sustainable products; products with no or low volatile organic compounds (VOCs)Services: Heated and freezer storage; drummingAssets: Seven warehouse locations along the Eastern seaboard of the US; temperature- controlled facilities; one corporate office building; 12 field sales representatives

183 EMSA TECNOLOGIA QUIMICA 2013 SALES: €30.2M ($41.7M)

Barcelona, SpainWWW.EMSAQUIMICA.COMPresident and CEO: Jorge GrimaProducts: Raw materials and additives for the following sectors: abrasives; lubricants; metal-lurgy; ceramic; glass; coatings; inks; adhe-sives; construction; plastics; rubber; surface treatment; agrochemical; feedServices: Blending; packaging; storage; com-paction; briquetting; millingAssets: Headquarters in Barcelona, Spain; of-fices in Oporto, Portugal, and Casablanca, Morocco; main warehouse in La Pobla de Claramunt, SpainTrading sales: 20%

184 SINPRO 2013 SALES: €30M ($41M)

Lausanne, SwitzerlandWWW.SINPROSA.CHDirector: Eric FrankelProducts: Industrial chemicals; resins; poly-esters; pharmaceutical ingredients; construc-tion chemicals; paints; inks; food and feed additivesServices: Associated with a forwarding agentTrading sales: 50%

185 MCKINN INTERNATIONAL 2013 SALES: $38.4M

SingaporeWWW.MCKINN.COM.SGManaging director: Chau Tak VuiProducts: Flame retardants; acids and anhydrides; agents and catalysts; intermedi-ates; solvents; oleochemicals; plasticizers; metal powder and metallic oxides; food additivesServices: SourcingAssets: Third-party warehouseTrading sales: 100%

SOURCING ANDSUPPLYING

Quality Products WorldwideSince 1947

www.aceto.com

Offi ces in:Hamburg, London, Lyon, Mumbai, New York,

Paris, Shanghai, Singapore




186 SAMECA PRODUTOS QUIMICOS 2013 SALES: €27.8M ($38.3M)

Oporto, PortugalWWW.SAMECAPQ.PTCEO: Eduardo Moura e SaProducts: Native starch and derivatives; food additives including vitamins, sweeten-ers and process aids; phosphates; coating chemicals including resins, pigments, fillers, large range of additives and thickeners, filtra-tion aids (diatomites and other minerals); detergents/personal care raw materials in-cluding surfactants and colourants; inorgan-ic chemicals (acids, salts, etc); textile and paper chemicals; additives and raw materi-als for polyurethane (PU) foam and polyvi-nyl chloride (PVC); masterbatch formula-tions; rubberServices: Repackaging/drumming of bulk chemicalsAssets: Warehouses in three locations in Por-tugal (Oporto, Lisbon, Alcanena) with total area of 4,500 sq metres; own distribution fleet (six trucks and two vans); offices in Oporto and Lisbon

187 GB-CHEMIE 2013 SALES: €26.7M ($36.8M)

Messel GermanyWWW.GB-CHEMIE.COM

Managing directors: Horst Ludwig and Jurgen MartinProducts: Amines; bromides; dimethylsul-foxide; methane sulphonic acid; nickel sul-phate; nitrilotriacetic acid; oxo acids and alco-hols; phosphorous compounds; phosphates; starch derivatives (for technical use)Services: Packaging (liquid and solids); grinding; storageAssets: Six warehouses; more warehousing available on customer demandTrading sales: 10%

188 INDEPENDENT CHEMICAL 2013 SALES: $36M

Glendale, New York, USWWW.INDEPENDENTCHEMICAL.COMPresident: Jonathan SpielmanProducts: Cosmetic specialties; nutritionals; surtactants; alkalies; acids; industrial chemicalsServices: Blending; packing; warehouse; cus-tom manufacturingAssets: One warehouse; six trucks; three tankers

189 VENDICO CHEMICAL 2013 SALES: €25.2M ($34.7M)

Malmo, SwedenWWW.VENDICO.SEManaging director: Anders Hakansson

Products: Surfactants; emulsifiers; silicates; chelating agents; preservatives; rheology modifiers; personal care specialties; home care products; industrial and institutional specialtiesServices: Local storage; formulation assistanceTrading sales: 10%

190 CHEMICAL DISTRIBUTORS INC 2013 SALES: $34M

Buffalo, New York, USWWW.CDIBUFFALO.COMPresident: Mark T RussellProducts: Acids; alkalis; food and pharma-ceutical ingredients; hydrogen peroxide; sol-vents; reagents; water treatment chemicalsServices: Customised blending; packaging; warehousing; bulk and less-than-truckload (LTL) shipmentsAssets: Two warehouses; 10 trucks; eight trailers; eight tankersTrading sales: 1%

191 VIVION 2013 SALES: $31.9M

San Carlos, California, USWWW.VIVIONINC.COMPresident: Michael PoleselliProducts: Acidulants; sweeteners; humec-tants; preservatives; chelants; hydrocolloids;

NOTES: *Sales are by region and may differ from the total sales figure in the overall Top 100 listing. This table also excludes companies that do not break out sales by geography. **Includes chemical production

1 Brenntag 1,200

2 Helm 813**

3 QUANTIQ Distribuidora 556

4 Manuchar 513

5 M. Cassab 405


7 Pochteca Materias Primas 307

8 Bandeirante Brazmo 272

9 Indukern 157.8

10 Coremal Comercio e Representacoes Maia

128.1

11 Quimisa 123.9

12 ICC Chemical 109

13 D'Altomare Química 76.6

14 IMCD Group 76

15 Agro Química Maringa 74.3

16 Usiquimica do Brasil 68.1

17 Petrochem Middle East 64.8

18 Biesterfeld 64

19 Quelaris Internacional 61.6

20 Carbono Quimica 55

21 Comercial Conte 51.5

22 Metachem 45.5

23 Andes Chemical 42.9

24 Ultra Chem 42.5

25 T.Z. Group 37

26 Cosmoquimica Industria e Comercio 31.2


28 Morais de Castro 27.2

29 BRISCO DO BRASIL INDUSTRIA QUIMICA E COMERCIO

24.2


31 Campi y Jove 19.3

32 CG Chemikalien 18.6

33 Omya 17

34 CLARIQUIMICA COMERCIO DE PRODUTOS QUIMICOS

16.8

35 Additiva Comercio de Produtos Quimicos

9.3

36 K&H Chemicals 9

37 Haeffner 8.5


39 Arpadis 6.9




43 Comercial Química Masso 4.8

44 The Plaza Group 4

45 PENPET Petrochemical Trading 3

46 Unipex 2.8



49 Solvadis 2.2


2


52 Bufa Chemikalien 2

53 TransChem 1.75



56 Norkem Holdings 1.2

57 Ricardo Molina 1.2

58 ChemSpec 1

59 Royale Pigments and Chemicals 1

60 BARCELONESA DE DROGAS Y P.Q. 0.97

61 BHS Marketing 0.68

62 R2 Group 0.55

63 TRInternational 0.50

64 RNM-Productos Quimicos 0.32

LATIN AMERICA CHEMICAL DISTRIBUTION LEADERS 2013

Company Sales ($m)* Company Sales ($m)* Company Sales ($m)*




surfactants; vegetable oils; antifoams; tableting aids; micronutrients; vitamins; mineralsServices: Documentation support; technical and product formulation supportAssets: Five warehouses/offices (85,000 sq ft); two trucks

192 R.E. CARROLL 2013 SALES: $31.84M

Trenton, New Jersey, USWWW.RECARROLL.COMPresident: Robert E Carroll IIIProducts: Calcium carbonate; clays; blowing agents; aluminium trihydrate; zinc oxides; plasticizers; foaming agents; barium sulphate; petroleum products (aromatic oils; naphthen-ic oils); magnesium oxide; stearates; soybean oils; lubricants; ASTM reference oilsServices: Repackaging; storage; capacity to efficiently repackage 6,000-12,000 gal per week at several locations for aromatic, naph-thenic, paraffinic base and process oilsAssets: Corporate office and warehousing (New Jersey); warehouse locations in the US in California, Ohio, Georgia, Tennessee, Texas, Wisconsin

193 COAST SOUTHWEST 2013 SALES: $31.24M

Placentia, California, USWWW.COASTSOUTHWEST.COMPresident: Joseph C CimoProducts: Surfactants; silicones; personal care ingredientsServices: Liquid blending; liquid bulk stor-age; drumming; transportation; formulating Assets: Six locations; six trucks

194 COSMOQUIMICA INDUSTRIA E COMERCIO 2013 SALES: $31.21M

Sao Paulo, BrazilWWW.COSMOQUIMICA.COM.BRPresident and founder: Jayme Marmel sztejnProducts: Active pharmaceutical ingredients (APIs); defensive agricultural products; cos-metics ingredients; food additives; household chemicals; specialties; feed ingredients; chemical intermediatesServices: Blending; packaging; storage; chemical analysis; technical support; delivery within 24 hours; quality assurance; logistics; contract drumming; outsourcingAssets: One office; two warehouses with

8,000 sq metres of space for dry products; 20 tanks with capacity over 2,000 cubic metres; laboratory certified by ISO 17025

195 GALLADE CHEMICAL 2013 SALES: $31M

Santa Ana, California, USWWW.GALLADECHEM.COMPresident and CEO: Richard A GalladeProducts: Inorganics; alcohols; esters; sol-vents; food additives; glycol ethers; ketones; reagents; chlor-alkaliServices: Package and bulk storage (oxidis-ers, corrosive, flammable, poisons)Assets: Four warehouses; five trucks

196 NEWPORT INDUSTRIES 2013 SALES: £18.3M ($30.3M)

London, UKWWW.NEWPORT-INDUSTRIES.COMManaging director: Raj PatelProducts: Soda ash dense; sodium sulphate; sodium bicarbonate; calcined bauxite; hydro-carbon resin; rosin and modified rosin prod-ucts; fine chemicals; chemicals for animal feed; copper sulphate

www.omni-chem.com

Hubbard-Hall Inc., an Omni-Chem136 partner, is New England’s oldest independent supplier of industrial chemicals and specialtychemicals for surface treatment.

97.5% on time shipment since 2011ISO 9001-2011 certified6 generations of family leadership

Chemistry and Expertise for Manufacturing’s Toughest Problems.

Waterbury, CT800.648.3412 www.hubbardhall.com

The Strengths of Many. The Power of One. Hubbard-Hall Inc.

www.omni-chem.com

It all adds up to unmatched, one to one service, it’s whyour clients know they can always rely on us to deliver whatwe promise. Hawkins, Inc. distributes, manufactures andformulates bulk and specialty chemicals for our customers in awide variety of industries. We began our operations primarily as a distributor of bulk chemicals with a strong customerfocus. Industries and areas of focus include water, waste water, energy, food, agriculture and pharmaceutical.

Hawkins, Inc.1-800-328-5460www.hawkinsinc.com

The Strengths of Many. The Power of One. Hawkins, Inc.

Dedication that conquered the

WORLD

www.quimisa.com.br

Quimisa combines the power of tradition and dedication to relentlessly pursue the best solutions to

meet and surpass our customers´ needs, in accordance with our values of sustainability

and responsible care that permeate every business mode we develop.

In 2013, Quimisa had over USD 120 million sales and employed over 250 people in our

headquarters in Santa Catarina and our 3 branches strategically located to serve our customers.

Over the years, customers have come to count on Quimisa to provide them with innovative

and agile solutions in terms of products and services.

Our commitment to customers is supported by technical sales and customer services teams, storage

and transportation facilities aligned with modern and agile logistic patterns.

Headquarters - Brusque - Santa Catarina, Brazil

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21-27 July 2014 | ICIS Chemical Business | 101www.icis.com


Services: SourcingTrading sales: 90%

197 TRI-ISO 2013 SALES: $29.1M

Cardiff, California, USWWW.TRI-ISO.COMPresident and CEO: Jason ScottProducts: Paints, coatings and ink raw mate-rials; adhesive and sealant ingredients; plas-tic and composite chemicals; lubricant and metalworking additives; PU chemicalsServices: Product marketing and salesAssets: Multiple public warehouses

198 CHEMSPEC 2013 SALES: $29M

Uniontown, Ohio, USWWW.CHEMSPECLTD.COMPresident: David MorelandProducts: Silanes; plasticizers (including non-phthalates); oxides and borates; wood flour; blowing agents/activators; process aids; paraffin wax and chlorinated paraffin wax; rubber accelerators (including nitrosamine-free); antioxidants; co-agents; polyethylene

glycol (PEG); polymers (butyl, polyisobutyl-ene, polyisoprene); wood-plastic composite coupling agentsServices: Blending; packaging; storage; logisticsAssets: Warehouse locations in the US: one in Akron, Ohio; two in Los Angeles, Califor-nia; three in Norfolk, Virginia; four in Atlanta, Georgia; five in Dallas, Texas; six in Topeka, Kansas

199 VENUS CHEMICALS GROUP 2013 SALES: $28.5M

Cairo, EgyptWWW.VENUSKIM.COMManaging director: Ahmad AlghoulProducts: Resins; pigments; solvents; kaolin; oils; fatty acids; surfactantsServices: TradingAssets: Five warehouses; eight carsTrading sales: 40%

200 VALUDOR PRODUCTS 2013 SALES: $28.03M

Rancho Santa Fe, California, USWWW.VALUDOR.COM

President: Semyon MelamedProducts: Phosphates; micronutrients; che-lates; detergent chemicalsServices: Blending; packaging; storage; liquid processing

201 TAN INTERNATIONAL 2013 SALES: $28M

Perth, UKWWW.TANINTERNATIONAL.COMManaging director: Chris IrvineProducts: General chemicals; oilfield chemi-cals and custom blends; food chemical prod-ucts; solvents; agricultural products; industrial chemicals; water treatment chemicals; fine chemicals and pharmaceutical ingredientsServices: Custom and third-party blending; storage; packaging sales; turnkey manage-ment of chemical supply projectsAssets: Owned and operated 10-acre site with about 10,000 tonnes liquid storage and about 5,000 tonnes dry/packed storage; owned and operated specialist vehicles including hydro-chloric acid/methanol and general-purpose liquid tankers; blending plants capable of 1, 5, 15, 50 and 100 tonne blends; fertilizer blend-ing plant with 45,000 tonne/year capacity; two

www.omni-chem.com

Ideal Chemical & Supply has been a successful supplieryfor more than 80 years because we work hard to meetyour needs, solve your problems and enhance yourbusiness. The word ‘service’ is not a cliché to us; it’s a fundamental business principle. Responsiveness, flexibility, dependability and consistency make us the ‘Ideal’ choice.

Memphis, TN 800.232.6776 www.idealchemical.com

The Strengths of Many. The Power of One. Ideal Chemical & Supply

Grupo Pochteca serves Mexico, Central America andBrazil with 43 branches strategically located to providetop of the class service to industrial and food processingcompanies. Pochteca distributes products for more than100 leading suppliers from the U.S., Europe and Asia tomore than 27,000 clients in fields that range from cheeseto high tech electronics and appliance manufacturing.Pochteca´s team is committed to service, safety and valuegeneration for customers and suppliers. If you are lookingto sell your products in these markets or need world classsupply for your local operations, allow us to be of service.

Mexico City, MexicoTel. + 52 (55) [email protected]

The Strengths of Many. The Power of One. Grupo Pochteca

www.omni-chem.com

www.mcassab.com.br

Entrepreneurship, credibility and competence.The usual reliability, now with a new look,

building businesses and the future.

MCassab Group, your best partner

in Brazil and Argentina.

Industrial ChemicalsAnimal Nutrition ProductLifeScienceLaboratory



additional third-party owned but Tan opera-ted satellite sites

202 INDUSTRIAL CHEMICALS CORP 2013 SALES: $27.8M

Arvada, Colorado, USWWW.INDUSTRIALCHEMCORP.COMPresident: Robert L Wilson IIProducts: Acetates; acids; aliphatic and aro-matic solvents; alcohols; biofuel chemicals; chelating agents; detergent chemicals; glycols and glycol ethers; heat transfer fluids; hydrogen peroxide; metal treatment and finishing chemi-cals; oil and gas field chemicals; organic and inorganic chemicals; pharmaceutical ingredi-ents; surfactants; water treatment chemicalsServices: Contract and custom blending; warehousingAssets: Three warehouses; 22 tankers; 12 tractors; five vans; 700,000 gal bulk storage

203 MORAIS DE CASTRO 2013 SALES: R64.36M ($27.22M)

Bahia, BrazilWWW.MORAISDECASTRO.COM.BRPresident: Eduardo Morais de CastroProducts: Solvents; surfactants; oleochemi-cals; glycols; white mineral oils; caustic soda; hydrogen peroxide; sulphuric acid; sodium hypochlorite; toluene di-isocyanate (TDI); ethanolamines; citric acid; polysorbates; soda ash; biocidesServices: Transportation; packaging (includ-ing USP-grade products) – bulk to packages; repackaging; storage; importing; dilutionsAssets: Warehouses in Bahia and Pernambu-co, Brazil; 10 trucks; one bulk storage facility (Bahia); one sales office (Rio de Janeiro); one refrigerated facility (Bahia)

204 ARC PRODUCTS 2013 SALES: $27.2M

Dallas, Texas, USWWW.ARCPRODUCTSINC.COMPresident and co-owner: Bobby M ViteauxProducts: Personal care ingredients; agricul-tural chemicals; household chemicals; indus-trial chemicals; oilfield chemicals; sur-factants; polymers; oils; inorganicsServices: Storage; formulatingAssets: One corporate office; laboratories; warehouse space totalling 22,600 sq ftTrading sales: 10%

205 CHEMSERVICE 2013 SALES: €19.6M ($27.01)

Milan, ItalyWWW.CHEMSERVICE.EUPresident: Holger Fox; CEO: Oliver FoxProducts: Home and personal care chemi-cals; plastics; agrochemicals; paper chemi-cals; tanning chemicals; paints and varnish-es; adhesives and inks; natural and synthetic fibresServices: Storage and transportTrading sales: 19%

206 VECKRIDGE CHEMICAL 2013 SALES: $27M

Kearny, New Jersey, USWWW.VECKRIDGE.COMPresident: Mark VecaProducts: Flavour and fragrance chemicals; alkalies; acids; food chemicals; solvlents; che-lates; amines; inorganic saltsServices: Dilutions; packaging; warehouse-ing; truckingAssets: One warehouse; five trucks

207 GULF COAST CHEMICAL 2013 SALES: $26.9M

Abbeville, Louisiana, USWWW.GULFCOASTCHEMICAL.COMManaging member: Jim FusilierProducts: Glycols; methanol; ethanolamines; antifreeze; stationary engine coolants; lubri-cants; gas engine oils; production chemicals; heat transfer fluids; solvents; specialty drill-ing and completion productsServices: Blending; packaging; laboratory services; design, implementation and moni-toring of chemical treatment programmes; op-erator trainingAssets: Seven warehouses; 101,000 sq ft warehouse storage; 460,000 gal bulk storage

208 TMC MATERIALS 2013 SALES: $26.2M

Shrewsbury, Massachusetts, USWWW.TMCMATERIALS.COMPresident: Kevin MulkernProducts: Epoxies; acrylics; urethanes; oils; UV oligomers/monomers; bio-solvents; car-bon black; colour dispersions; specialty pig-ments; rheological additives; specialty amines; titanium dioxide (TiO2); tackifiers; cellulosics; organic pigmentsAssets: One warehouse

209 MIN-CHEM/LAWRASON’S GROUP 2013 SALES: $25M

Oakville, Ontario, CanadaWWW.MIN-CHEM.COM WWW.LAWRASONS.COMPresident: David A LucianiProducts: Composite thermosets (roving, resins and peroxides); composite thermoplastics; rub-ber additives; adhesives; waxes; flame retard-ants; pharmaceutical ingredients; mineral and industrial acids; water treatment chemicals; pool and spa chemicals; janitorial and sanita-tion chemicals; industry specialty chemicalsServices: Manufacturing; logisticsAssets: Three warehouses in Canada – Ontario, Quebec, British ColumbiaTrading sales: 20%

210 UBA 2013 SALES: $24.99M

Ontario, CanadaWWW.UBA.CAVice president: Denis ManiasProducts: Acetic acid; aqua ammonia; caustic potash; caustic soda; hydrochloric acid; hy-drogen peroxide; nitric acid; phosphoric acid; sodium bisulphite; sodium hypochlorite; sul-phuric acidAssets: Two tank farms and buildings; own dedicated fleet




211 JNS-SMITHCHEM 2013 SALES: $24.3M

Paterson, New Jersey, USWWW.JNS-SMITHCHEM.COMCEO: Darren JachtsProducts: Acrylic resins; pigments; mineral fillers; chemical specialties; thickeners Services: PackagingTrading sales: 10%

212 BRISCO DO BRASIL INDUSTRIA QUIMICA E COMERCIO 2013 SALES: $24.2M

Sao Paulo, BrazilWWW.BRISCO.COM.BRCommercial manager and owner: Guillermo CastilloProducts: Styrene monomer; acrylic esters; plasticizers; alcohols; maleic and phthalic an-hydride; special monomers; thermoplastics (EPS, ABS, SAN, SBC, PC)Services: Imports; liquid and dry blending; packaging; agency serviceAssets: One warehouse, five trucks

213 ALCHEM CHEMICAL 2013 SALES: $22.9M

Atlanta, Georgia, USWWW.ALCHEMCHEMICAL.COMPresident and CEO: Bart WhitakerProducts: Solvents; caustic soda; caustic pot-ash; alcohols; phosphates; acids; surfactants; quaternary compoundsServices: Blending; packagingAssets: Five trucks; three tank trailers; four box trailers; warehouse

214 LUMAR 2013 SALES: €16.5M ($22.7M)

Barcelona, SpainWWW.LUMARQUIMICA.COMPresident: Lluis Ribera; CEO: Bruno SaillantProducts: Antioxidants; corrosion inhibi-tors; metal deactivators; antiwear and ex-treme pressure additives; fatty acids; fatty alcohols; emulsifiers; polyalphaolefins; poly-isobutene; esters; polyalkyleneglicols (PAG); defoamers; heat transfer fluids; water lami-nating adhesives; aluminium foil; acrylic resins; low density polyethylene (LDPE) film; biaxially oriented polypropylene (BOPP) filmServices: Blending; packaging; storage; anal-ysis; technical training; Reach Only Repre-sentative

215 GJ CHEMICAL 2013 SALES: $22.6M

Somerset, New Jersey, USWWW.GJCHEMICAL.COMPresident: Diana ColonnaProducts: Acids and anhydrides; alcohols; amines; aliphatic solvents; aromatic solvents; chlorinated solvents; cosmetic preservatives; epoxy resins; esters; glycol ethers; glycols; heat transfer fluids; ketone; monomers; plasticizersServices: Testing; bulk storage; repackaging; liquid bulk handling; custom blending; puri-fying and stabilisingAssets: Three locations; 6 trucks; 30 tankers; 10 box trucks; full analytical laboratoryTrading sales: 50%

216 COMINDEX 2013 SALES: €14.9M ($20.53M)

Montornes del Valles, SpainWWW.COMINDEX.ESDirector: Ana-Cristina ArpProducts: Defoamers and air release addi-tives; levelling additives; wetting and dispers-ing additives; epoxy resins and reactive dilu-ents; alkyd emulsions; biosolvents; corrosion inhibitors; adhesion promoters; wax addi-tives; compatibilisers for thermoplastics; cou-pling agents; moisture scavengers; rheology modifiers; UV absorbers; hindered amine light stabilizers (HALS); aluminium pig-ments; effect and pearl pigmentsServices: Technical assessment; storage; dis-tribution; agency; training; testingAssets: 1,300 sq metre (14,000 sq ft) ware-house and office space of 850 sq metres

217 TRANSCHEM 2013 SALES: $20.5M

Carlsbad, California, USWWW.TRANSCHEMINC.COMPresident: Jeremy KromeProducts: Pharmaceutical intermediates; acti-vated wood carbons; oxygenated solvents; trichloroethylene; monochlorobenzene; iso-propyl alcohol; methyl acetate; isopropyl acetate; n-propyl acetate; n-butanol; n-butyl acetate; ethyl acetate and full line of glycol ethers and ether acetates; recycled, reclaimed and stream products for industrial applicationsServices: Expedited order fulfillment; expert level logistics; 24 hour service; import and ex-port division; processes committed to Re-sponsible DistributionAssets: 12 public and private warehouse lo-cations across North America; 13 railcars; three trailersTrading sales: 20%

218 RADCHEM PRODUCTS 2013 SALES: $20.4M

Orland Park, Illinois, USWWW.RADCHEMINC.COMPresident: William M RadostitsProducts: Chemicals and solvents including acetates; alcohols; aliphatic hydrocarbons; glycol ethers; process oils; reuse solvents; res-ins; K-1 keroseneServices: Railcar transport; drumming; blending

219 BIACHEM 2013 SALES: $18.2M

London, UKWWW.BIACHEM.COMManaging director: Bob BeaumontProducts: Caustic soda; salt; magnesium

Bren

ntag



chloride; potassium chloride; sodium percar-bonate; anionic surfactants; sodium sulphate; sodium hydrosulphiteServices: Repacking, blending, detergent formulationsTrading sales: 5%

220 BROCKLEY GROUP 2013 SALES: €12.5M ($17.2M)

Dublin, IrelandWWW.BROCKLEYGROUP.COMChairman: Hugh O’Donnell; Sales director: Pat Short; Director finance and business de-velopment: Nicky HolmesProducts: Chemical intermediates; specialty chemicals; solvents; hydrocarbons; diesel ex-haust fluid; coolants and anti-freezes for the pharmaceutical, healthcare, veterinary, chem-ical synthesis, electronic, water treatment and automotive industriesServices: Contract filling/toll manufacturing; procurement services and raw material sourc-ing; storage and inventory management; re-mote tank level monitoring; direct distribu-tion of bulk chemicals; customised blending and next day delivery

Assets: Dilution plants (four); owned depots (one); tank farm (540,000 litres); delivery tanker (full and part bulk); drumming station; fleet of more than 250 stainless steel interme-diate bulk containers (IBCs); testing facility (key point)

221 CLARIQUIMICA COMERCIO DE PRODUTOS QUIMICOS 2013 SALES: $16.81M

Sao Paulo, BrazilWWW.CLARIQUIMICA.COMCEO: Valne Lucas VieiraProducts: Pigments; paper chemicals; dyes for paper and textiles; caustic soda; carbon black; additives; iron oxide; pigment dispersionsServices: Blending; packagingAssets: One truck; one warehouseTrading sales: 75%

222 INTERATLAS CHEMICAL 2013 SALES: $16.8M

St. Catharines, Ontario, CanadaWWW.INTERATLASCHEMICAL.COMPresident and CEO: Alex Van Zijl

Products: Paraformaldehyde; hexamethylene tetramine; phthalic anhydride; melamine; maleic anhydride; phenol; pentaerytritol; bis-phenol A; diesel exhaust fluidServices: Logistics; storage; repackagingAssets: 60,000 sq ft warehouse; 12 trucks; five van trailers; seven container chassisTrading sales: 10%

223 ROYALE PIGMENTS AND CHEMICALS 2013 SALES $15.5M

Paramus, New Jersey, USROYALEPIGMENTS-CHEM.COMJohn Logue CEO; Lindsay Logue PresidentProducts: Potassium Fluoride (solid and liq-uid), potassium fluoroborate, potassium fluor-otitanate, fluorozirconic acid, fluorotitanic acid, ammonium bifluoride, potassium bif-luoride (solid and liquid), potassium nitrite, sodium nitrite, ACS chemicals, iron oxides, pearle pigments, fluorescent pigments, organ-ic fluorides, organic intermediatesServices: grinding, solutions, custom synthe-sis, supply chain managementAssets: Five warehouse locations in the US, one in Europe

Asia and Middle East PET Market Outlook Webinar

Date: Wednesday, 6 August 2014Time (Live Webcast): 15:00 hours (GMT +8 hours Singapore time)

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CURRENCY CONVERSION RATES AS OF 31 DEC 2013

Euro = $1.378UK pound = $1.657Canadian $ = $0.941Swiss Franc = $1.123South African Rand = $0.095Indian Rupee = $0.01618Australian $ = $0.893Brazilian Real = $0.423

224 MULTICHEM SPECIALITIES 2013 SALES: $15M

Mumbai, IndiaWWW.MULTICHEMINDIA.COMManaging director: Manish KarnaniProducts: Sodium dichloroisocyanuric (SDIC), 60% granular; trichloroisocyanuric acid (TCCA) – 90% granular; sodium percar-bonate; sodium perborate monohydrate; eth-ylenediaminetetraacetic acid (EDTA); propar-gyl alcohol; oxone; 2,2 dimethoxypropane; sodium thiocyanate; gluteraldehyde; glycolic acid; 1,2,3-benzotrizole; DL-tartaric acid; lithium carbonateServices: StorageAssets: 10 warehouses; four branch offices

225 BOEHLE CHEMICALS 2013 SALES: $13.6M

Sterling Heights, Michigan, USWWW.BOEHLECHEM.COMPresident: Tedd StrobehnProducts: Surfactants; resins, epoxy resins, epoxy curing agents; pigments; preservatives; coatings additivesServices: Storage; technical assistanceAssets: Five warehousesTrading sales: Less than 5%

226 SAIPER CHEMICALS 2013 SALES: RS608M ($9.7M)

Mumbai, IndiaWWW.SAIPER.COMManaging director: IBV RaghavanProducts: Adipates; C4 derivatives; glycol ethers (E-series and P-series); oxidised PE waxes; propylene glycols; raw materials for construction chemicals; sugarcane waxes, specialty acrylic polymers for homecare and

industrial applications; specialty coalescing agents; specialty wax adsorbentsServices: Registered with the FSSAI Food Safety and Standards Authority of India (FSSAI) for supply of chemicals to food and beverage industries, and the US Food and Drug Administration (FDA) for supply of chemicals and intermediates to the pharmaceutical industry; custom blending and repacking; drumming; market research; technical support; trend analysis; legal complianceAssets: Two offices; two warehouses (one owned); blending/formulation unitTrading sales: 5%

227 ADDITIVA COMERCIO DE PRODUTOS QUIMICOS 2013 SALES: $9.3M

Porto Alegre, Rio Grande do Sul, BrazilWWW.ADDITIVA.COM.BRDirector: Marcos Antonio BresolinProducts: Specialty chemicals and semi-commodity chemicals for architectural and construction coatings; automotive and indus-trial coatings; printing inks; detergents and industrial and institutional cleaning; textile, paper and leather formulations; water treat-ment; glycols; amines; acrylic monomers; res-ins and dispersions; pigmentsServices: Packaging; storage; delivery; tech-nical supportAssets: Complete logistics services from third-party company (Kuehne +Nagel)Trading sales: 10%

228 CHEMCEED 2013 SALES: $8.9M

Chippewa Falls, Wisconsin, USWWW.CHEMCEED.COMPresident: Marimel Enderes

Products: Plasticizers; corrosion inhibitors; additives; solvents; fatty acids; alcohols; spe-cialty chemicals; industrial chemicals; food additivesServices: Blending; packaging; labelling; storage; just-in time deliveryAssets: Four warehousesTrading sales: 8%

229 CHESTECH 2013 SALES: £3.9M ($6.5M)

Rugby, UKWWW.CHESTECH.CO.UKManaging director: Jonathan SellarsProducts: Chemicals for use in the manufac-ture of polychlorinated biphenyls (PCBs); solar panels; electronic and industrial fin-ished components; semiconductorsServices: Storage; technical support; labora-tory analysis; R&D/consultancy projectsAssets: Two warehousesTrading sales: 100%

230 DAKRAM MATERIALS 2013 SALES: £2.12M ($3.51M)

Biggleswade, UKWWW.DAKRAM.COMManaging director: Kate MingayProducts: Animal feed and nutrition trace el-ements; agricultural trace elements; catalyst chemicals; electronic ceramic chemicals; water treatment chemicals; glass manufactur-ing chemicals and raw materialsServices: Re-packaging; blending; solution manufacture

231 ANGEM SPECIALITIES 2013 SALES: €1.35M ($1.86M)

Barcelona, SpainWWW.ANGEM.COMCEO: Xavier Lascorz DuranProducts: Metal surface treatment; water treatment chemicals; phosphonates; poly-mers; biocides; corrosion inhibitors; optical brighteners; green surfactants; phosphorous derivativesServices: Blending; formulation; post-sales support; picking and packaging; storage

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safety rating that is consistently better than non-member companies, reporting fewer injuries, illnesses, and accidental releases in the storage, handling, loading, or unload-ing of products.

This year, NACD members shipped nearly $31bn in products and employed tens of thousands. Our members service over 750,000 customers in all 50 states. To put this in perspective, NACD members delivered a shipment roughly every six seconds and moved more than 33m tons of products around the world in the past year.

I commend NACD’s members for their achievements. Congrat-ulations to those on the ICIS Top 100 listing. We look for-ward to supporting them in the future as they continue to serve

our industry proudly. ■

Membership has risen to nearly 430 firms, putting more under the umbrella of NACD’s Responsible Distribution

NACD focus on safety, security

ERIC R BYER PRESIDENT, NACD

Despite the increased scrutiny our in-dustry has received in the wake of tragedies in Texas and West Virgin-ia, National Association of Chemi-

cal Distributors (NACD) members have con-tinued to maintain their focus on safety and security, performing above and beyond under NACD’s Responsible Distribution program.

The chemical distribution community and our members’ commitment to increasing in-dustry safety while fostering a productive busi-ness environment will never waver. These ef-forts have clearly been effective – our members

continue to grow sales for their supplier part-ners and provide thousands of essential prod-ucts to their customers while ensuring the safety and security of our communities.

NACD’s Responsible Distribution includes a set of performance standards that our mem-bers must meet before passing third-party verifications every three years.

Through these efforts, our membership continues to reduce incidents year over year, improve safety performance, and gain greater strength in numbers for our efforts working with federal and state authorities to ensure a workable regulatory climate. In fact, NACD members, on average, have a

Our membership continues to reduce incidents year over year, improve safety performance, and gain greater strength in numbers

Since 1985, Fitz Chem has been an exclusive distributor for some of the world’s best specialty chemical suppliers. We’re known for the service and technical support to guide your new product development as well as your existing formulation needs.

28 years of happy.

For a complete list of products and applications, visit us at www.fi tzchem.com

We’ll make you smile.

Fitz Chem Corporation450 E. Devon Avenue, Suite 175 | Itasca, IL 60143 | www.fi tzchem.comPhone 630.467.8383 | Fax 630.467.1183St. Louis 636.561.5626 | Detroit 630.240.3897 | Texas 972.369.7271

29

www.omni-chem.com

Coyne Chemical is proud to be celebrating 146 years of experience providing specialty chemicals and solutions. Premier customer service, extensive training, customizedpackaging, delivery “CHOICES” and broad product lineis the core of our 5th generation family business. Ourknowledgeable staff is available to provide user specificsolutions to virtually any challenge.

The Strengths of Many. The Power of One. Coyne Chemical

George S. Coyne Chemical Co., Inc.Croydon, PA800.523.1230www.coynechemical.com



To help members excel and stay up to date on growth possibilities, the association takes a practical approach

Fecc to seize opportunities

Distributors must take advantage of the innate diversity of the business, by offering tailored services

UTA JENSEN-KORTE DIRECTOR GENERAL, FECC position to profit from ensuing changes. To become the driving force, distributors must take advantage of the innate diversity of the business, by offering tailored services for manufacturers and downstream users alike. This requires distributors to build a business structure that is able to perform while rapidly adapting to a dynamic environment.

The profitability of individual companies will depend on an efficient distribution sys-tem that allows them to react rapidly.

Chemical distributors have been an example of positive adaptation – companies increasingly invest in partnerships in businesses, develop-ment of new products and services, research and development, marketing and employee

A s the voice of the European chemi-cal distribution industry, the Euro-pean Association of Chemical Dis-tributors (Fecc) is ready to assist

and encourage our members to become the driving force in the supply chain. Our priority is to return value to members and contribute to the growth of a stronger chemical distribu-tion industry.

Fecc’s efforts focus on providing services that enable our members to take advantage of growth opportunities. These will arise from the need to reduce complexity of chemical trading, thus placing distributors in a unique

training. To match these efforts, Fecc offers its members various tools including publications, guidance documents and regular regulatory up-dates. To help members excel and stay up to date, Fecc takes a more practical approach by organising even more specialised workshops.

Sustainability remains at the top of the global agenda. The industry sees ever more frequent enquiries by consumers about products that are sustainably produced, prompting many dis-tributors to focus on adopting sustainability principles. Fecc continues to promote Respon-sible Care, the chemical industry initiative that helps the industry to operate safely, environmentally re-sponsibly and with care for future generations.

Working together is es-sential to succeed. At Fecc we believe this is true across the whole supply chain. ■

[email protected] • 800.442.4676 • www.ethorn.com

Advanced Materials • Animal Wellness • Care Elements • Coatings and Building Materials • Composites and Fabrication Materials • FoodTech • Nutraceuticals

BASF Kaolin considers HORN to be the best of the best.

They are in a class of their own.

HORN is BASF Kaolin “Distributor of the Year”2001, 2004, 2005, 2006, 2007, 2011 and 2013

– Jan Jeffries, Sales DirectorBASF Kaolin - Americas




reach $6.6bn in 2013 – a 10% rise year on year in local currency terms, but only a 2% increase in US dollar terms.

There is a currently a mix of smaller local players and a handful of international distribu-tors that have been entering the market recent-ly, such as Brenntag, IMCD and Univar. All offer more-or-less national cov-erage and handle domestic material as well as imports.

These chemical distributors play an important role. They not only supply chemicals but offer technical support and can help with regulatory matters.

With Associquim’s mandatory PRODIR Re-sponsible Distribution Process in operation, with third-party verification, users of chemical distribution can be certain of high levels of envi-ronmental and regulatory performance.

Distributors can help source materials from abroad, if they are not produced in Brazil – such as fine chemicals – or when domestic produc-tion is not sufficient to meet local demand.

Strong growth areas in Brazil include cos-metics and personal care, and food ingredi-ents. Consumer purchasing power is growing. The paints and coatings sector is benefiting from the government’s drive to stimulate housing construction, again to meet middle class aspirations for better housing.

Government-backed infrastructure develop-ments in roads and ports are also stimulating demand and thus chemical distributors are taking opportunities to increase investment. ■

al cov-mestic

ts.utors They

als but and canters.

Trade going through distributors is still relatively low, giving the sector room to expand

Associquim sees growth

Chemical distributors sawsales in Brazil reach $6.6bn in2013 – a 10% rise year on year

RUBENS MEDRANO PRESIDENT, ASSOCIQUIM

Given the size of the country, distribu-tion is very important in the chemi-cal chain, linking chemical produc-ers with industrial consumers. Most

of the players are small and medium-sized en-terprises (SMEs), making distributors doubly important for chemical supply.

The number of distributors is not likely to rise in coming years, but the proportion of chemical trade going through distributors at about 11% is still low compared to around 20% in Europe and the US. This gives the distribution sector room to grow. Brazil is the sixth largest chem-icals producer in the world, with a market estimated at $183bn in 2011. However, de-mand exceeds production, and in 2013, one-third of demand was satisfied by imports.

Chemical distributors saw sales in Brazil

2M Holdings Ltd is headquartered in the UK and has six international locations and five branded operating companies

The Strengths of Many. The Power of One. 2M Holdings Limited

United Kingdom+44 1928 597 000www.2m-holdings.com

www.omni-chem.com

CCC is a proud member of the Omni-Chem distribution network. For over 94 years CCC has provided innovative chemical and ingredient solutions to its customers across Canada. Excellence in Customer Service and in depth market knowledge have helped our customers to succeed.With our tradition of excellence, make CCC your time-honored partner for chemical distribution.

CCCMississauga, ON 905.454.6900 www.canadacolors.com

The Strengths of Many. The Power of One. CCC

www.omni-chem.com


derstanding of current issues and concepts. Par-ticipants apply these concepts and test their skills through case studies, forums, assess-ments, and examinations. The chemical indus-try understands that in-class participation can be difficult for working professionals. The 3 se-mester course is available online and consists of student guides, videos and multiple e-tools to allow for an enriched education experience.

Following the graduation of the diploma program, stu-dents will have the oppor-tunity to enroll in the Chemical Industry Regula-tory Professional (CIRP) ac-creditation course. ■

The CSCM course is for personnel and executives working for, or with foreign partners

CACD promotes trainingCATHY CAMPBELL PRESIDENT, CACD

The Canadian Association of Chemical Distributors (CACD) recognises that there is a need for a training pro-gramme for the chemical industry.

We have developed the Chemical Supply Chain Management (CSCM) Program to ad-dress five critical issues affecting the industry: (1) Inspire appropriate succession planning; (2) Address loss of corporate memory; (3) Pro-vide unique education intended for the chem-ical supply chain; (4) Encourage professional development and expertise; (5) Assist organi-sations with minimal regulatory knowledge.

The CSCM education course is an online or in-class program designed and targeted to sales and marketing representatives, opera-tions and regulatory personnel and executives working for, or with foreign supply chain partners in the chemical industry.

CACD’s members and supplier partners are entitled to an enrollment discounted rate as a benefit of membership in the association.

There are three semesters in the program. Semester 1 is a diploma course and is a pre-requisite for continuing in the course. Stu-dents who successfully complete semester one will be awarded with a diploma in the Fundamentals of the Chemical Supply Chain and have an understanding of the following:■ Evolution of regulations in Canada■ Importing and exporting into/from Canada■ Federal and provincial government legisla-tive process■ Government advocacy, engagement and stakeholder participation■ Mandatory acronymsSuccessful completion of Semester 2 and 3 will result in an accreditation as a Chemical Industry Regulatory Professional (CIRP).

CACD is committed to deepening your un-

CACD is committed to deepening your understanding of current issues and concepts




Smaller firms to face pressure from REACH and consolidation in supply chain partnerships

CBA highlights opportunityPETER NEWPORT CEO, CHEMICAL BUSINESS ASSOCIATION

It has long been believed that the Chinese ideogram meaning “crisis” contained two separate elements: one meaning “risk” and a second meaning “opportunity”. The wide

use of the phrase has caused much huffing and puffing from linguists suggesting that it stretches the meaning of the Chinese characters too far. Whatever the truth of the matter, “risk and op-portunity” is a convenient way of analysing the prospects for the chemical supply chain.

On the opportunity side, recent surveys of the chemical distribution market have underlined its growth potential. Part of this is due to the re-sumption of economic growth and part from producers outsourcing distribution and benefit-ing from the portfolio of added-value services offered. So, what are the risks? A key character-istic of the independent chemical supply chain

is that smaller firms are numerically dominant. In Europe, some 96% of chemical firms are smaller with less than 250 employees. They provide over one third of the industry’s employ-ment and generate almost one third of sales.

Many will experience pressure from three separate directions – one is the trend among producers to reduce the number of their supply chain partnerships. Secondly, they may become a target of M&A initiated by larger distributors.

Finally, and perhaps most importantly, there is the increasing challenge posed by the industry’s developing regulatory framework – most visible in Europe with its REACH legisla-tion. Business organisations warned from the outset that REACH was complex, bureaucratic, and burdensome for smaller firms with limited resources. The European Commission and the European Chemical Agency (ECHA) are at last beginning to recognise the importance of smaller chemical firms and the extent of their

contribution to the economy. This conversion to the cause has arrived late in the day with the third REACH deadline approaching in 2018.

Many smaller firms have yet to calculate whether the costs of REACH registration will make their products uncompetitive and force their withdrawal from the market. This will have serious implications for all industries for which chemicals represent a key component of their product, process, or ser-vice if the opportunities thus created are not taken up by their surviving competitors. ■

he market. This willns for all micals nt of ser-rr

thus p by rs. ■

A key characteristic of the independent chemical supply chain is that smaller firms arenumerically dominant

WE SPEAK THE LANGUAGE OF SOUTH EAST ASIA

Petronas Towers, Kuala Lumpur, Malaysia




Many distributors plan to be active in M&A

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JOSEPH CHANG NEW YORK & WILL BEACHAM LONDON

Opportunities abound for companies with strategic and global expansion plans

M&A a key facet of growth

“The distribution space is totally fragmented, and there are plenty of opportunities to grow both domestically and globally”DAVID BRADLEY CEO, Nexeo Solutions

Mergers and acquisitions (M&A) will be a key facet of the global chemical sector’s growth plans. Despite years of consolidation, the

industry remains extraordinarily fragmented with a diverse set of players and wide range of capabilities.

This offers opportunities for players seeking to build out leading positions to better serve and attract customers.

The fragmented global chemical distribution sector needs to consolidate to keep up with cus-tomer needs, according to the CEO of US-based Nexeo Solutions, the fourth largest distributor in the world with $4.53bn in sales in 2013.

“The industry needs to consolidate. In distribution, we have an important role to play in the value chain – to constantly enhance our value proposition to cus-tomers with products,

capabilities and scale,” said David Bradley, president and CEO of Nexeo Solutions. “The distribution space is totally fragmented, and there are plenty of opportunities to grow both domestically and globally.”

Nexeo’s focus in terms of M&A has been in North America recently, with two major acqui-sitions in the region in late 2013 and 2014.

In April 2014, the company completed the acquisition of US-based distributor Archway Sales, which is focused on the coatings, adhe-sives, sealants and elastomers (CASE) market. Archway generated $230m in sales in 2013.

“This was a key acquisition for us, aligning with our desire to be a full-line distributor to the CASE sector. Archway’s team are clear leaders in this area, and their philosophy, customer in-terface and market intelligence made them a natural addition to Nexeo,” said Bradley.

In June, Nexeo opened a laboratory in Hou-ston, Texas, US with application support in the CASE, personal care, and oil and gas markets. “Now with the Archway acquisition, we have the critical mass to support that investment,” Bradley said.

Earlier in December 2013, Nexeo completed its buyout of CSD-Startex, a distributor with a



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– that of its entire composites business – to US-based distributor Composites One. Nexeo is not disclosing the price or the sales of the business. The composites business includes composites, resins and polymer additives for the aerospace, construction, automotive and marine markets.

“This allows us to use proceeds for other acquisitions, and also pay down debt,” said Bradley. “It’s all about market leadership. As we talked with Composites One, we decided it was best to combine these businesses, as this would create a market leader in North America.”

BRENNTAG’S MID-SIZE STRATEGYFor 2014 and 2015, Germany’s Brenntag in-tends to continue with its strategy of making mid-sized acquisitions totalling around €250m-300m/year funded from free cash flow.

According to CEO Steve Holland: “We are active and always have transactions in some form of due diligence because we see our-selves as a consolidator and a company which wants to grow geographically.”

The company targets high synergy bolt-on acquisitions that give what Holland calls “route density” that can be anywhere in the world. These businesses may operate in the same area as an existing Brenntag operation but allow it to boost the density of its network.

The company continues to develop growth in specialty chemicals - in particular, paints and coatings, personal care, water treatment, and food ingredients - which now account for nearly €3bn of sales worldwide.

In terms of geography, Holland says the emerging markets still present a wide range of opportunities although they are challenging in terms of local volatility in Latin America, particularly Venezuela and Argentina, and in Asia, particularly Thailand and China, where growth is slowing.

“Despite these challenges, emerging markets represent good value for us

strong presence in the US Gulf coast with prod-ucts serving the oil and gas market, along with paints, inks, coatings and adhesives (PICA), and lubricants. “For CSD, we were specifically at-tracted to its small packaging capability, as well as its focus on the US Gulf Coast – a hot region where the oil and gas business is growing rap-idly,” Bradley said.

“No doubt there is great positive sentiment about US manufacturing for the next 10-15 years on low energy costs, as well as feedstocks for the chemical sector. We like our exposure in North America – a solid and growing geogra-phy,” he added.

Overall, the CEO sees greater opportunities in M&A going forward, as Nexeo has completed its foundation process work after being formed in 2011 following the buyout of Ashland’s distri-bution business.

“The foundation work was our first priority. But now we have the right platform and have added M&A to our toolkit. It’s all about finding the right deal at the right time and at the right price,” said Bradley.

STRATEGIC FITWith strong competition for deals, Nexeo es-chews auction situations in favour of talking di-rectly with companies on strategic fit.

“In approaching deals, we look for strong strategic reasoning and have conversations about our strategy. What’s nice about distribu-tors is that many care about their employees and would rather sell to achieve a greater strategic fit that would be in the best interest of employees than just go for the top dollar,” said Bradley. “There are auctions where we chose not to par-ticipate. We’re not into bidding wars,” he added.

Building out capabilities in North America has been Nexeo’s primary focus this year, but “in the coming years, we can expand our reach

abroad,” Bradley noted. Latin America and Asia are regions of interest, he said.

Nexeo is poised to take full ownership of its China joint venture Nexeo Plaschem by the end of the year. The venture, formed in November 2012, comprises all of Nexeo’s business in China, including distribution of polymers such as nylon, polycarbonate (PC), polystyrene (PS), as well as chemicals and composites.

Since the formation of the venture, Nexeo Plaschem has opened three new offices in China and expanded supply relationships. While it has seen some negative impacts from weaker macroeconomic conditions, “growth rates are still attractive”, said Bradley.

DIVESTITURESNexeo’s M&A strategy includes not only add-ing scale and capabilities in key product areas, but also deciding which businesses are better off with other owners. In June 2014, the company announced its first major asset sale

BELGIUM-HEADQUARTERED specialty chemical distributor Azelis has chosen not to make any acquisitions since 2011. CEO Hans-Joachim Muller says that the company will only ac-quire where it sees a real, value-added benefit. After conducting a rigorous market assessment within Asia – where its European partners were asking for help to expand – it decided that organic growth would work better.

“By leveraging existing rela-tionships with our principals into new territories, such as south-east Asia, our customers ben-efit from access to proven materials and our principals benefit from a trusted partner. You can successfully enter new markets...without having to ac-quire companies.”

Instead, Azelis has invested internally, following a strategic review of all new and existing markets and countries. ■

M&A

AZELIS STICKS TO ORGANIC GROWTH

Muller stays out of M&A

THE CEO Of $65m turnover Cornelius Group is seeking M&A opportunities. Neville Prior says: “We certainly plan to be active in expanding, and M&A may form part of this if the right opportunity is there. We also see organic expan-sion through opening offices in new countries and investing in added value partnerships.”

He believes that now that the general economic situation is improving, sellers are being more hard-nosed in their re-quirements from buyers. Opportunities exist, he says, in all regions but perhaps less so

in Asia-Pacific with people keen to enter life-sciences, particularly personal care and

pharma, and food less so. “We are seeking quality assets in Europe first and foremost, where we do not have a direct presence, and where the econ-omy is of a sufficient size to merit being there.”

Looking at long-term trends in distribution, Prior believes manufacturers are looking for distributors to add more value such as services like repack-ing, special labelling and blending. “Medium-sized com-panies are looking to become pan-regional, and the larger distributors are looking now towards a global model.” ■

M&A

UK’S CORNELIUS GROUP SEEKS M&A

Prior eyes expansion




strategically so we’re still looking at both those regions.”

CHINA CHALLENGEHolland acknowledges challenges for distrib-utors trying to grow into the China market. Brenntag acquired Zhong Yung (Internation-al) Chemical in 2011.

“It has proved to be a success for us in the sense that we have substantial physical as-sets in place – it’s been very much a learning curve, which we’ve done success-fully. We see it as a platform for further growth which may not necessarily be by ac-quisition but by expansion of our existing facilities.”

Holland confirmed that the plan – re-vealed at the time of the joint venture an-nouncement – to fully take over ZhongYung in 2016 is still in place.

“Parts of the market are quite transactional so margins can be quite thin in cer-tain product ranges and industries.”

However, he says, it’s a market that’s becoming more sophisticated, and therefore re-

landscape is a target-rich environment with no shortage of willing buyers or sellers. One of the reasons the company does not pursue large acquisitions is because of supplier conflicts.

“If we’re supplying a range of products ex-clusively and we acquire a company which supplies its competitor’s range then that is not an easy fit and there are a lot of dis-synergies. Brenntag is very well positioned in terms of resources and sites and therefore a major ac-quisition which brings lots of sites to the business isn’t necessarily the best value for the company,” he added.

DISTRIBUTION TRENDSHolland believes the fundamentals remain con-stant in terms of the trend for manufacturers to move smaller customers from direct to the dis-tribution channel. He also sees a lot of compa-nies wanting to deal with distributors on a pan-regional or global basis to take complexity out of the supply chain.

“The value proposition is attractive so we ex-pect distribution growth to continue in the years ahead.”

In terms of the macroeconomic environ-ment, Brenntag saw positive developments in Europe, which it reported in its first-quarter numbers. “It’s fair to say that Latin America and Asia Pacific have had some challenges in recent quarters for us,” he added.

Holland says it is too early to pick out any structural changes to trade flows in chemicals as a result of the US shale boom. “It is creating a renaissance in North America.... There is a lot of steel going into the ground but no pro-duction yet. It’s a bit early in the cycle to say there are high volumes from North America to other parts of the world. So I wouldn’t say there has been a fundamental shift in the sup-ply chain as yet.” ■

Top 10 distributors like Brenntag are very active in M&A as consolidators

quires more value-added services. “One of the things we’ve worked hard at, and been successful in, is bringing new value-added services to an existing distributor platform. We see real traction in that area, working with local consumers of products who are looking for more than just a product and delivery/lo-gistics service. People are looking for services such as blending and specialised packing.”

Holland believes this is a trend developing in China and across Asia, with the distribu-tion model going from slightly transactional to value-added. There is a significant focus on health and safety and environmental control in China, which the company fully endorses. “We have a very good track record in the country, and we see a step change in environ-mental management and safety.” Holland points out that in North America, with the growth of its oil and gas business, there are certain regional add-ons that will strengthen Brenntag’s network.

FAMILY TARGETSThe majority of M&A targets that Brenntag acquires are family-owned businesses and, says Holland, in the vast majority of cases it is the only other party involved in the transac-tion. Very often discussions may have been going on for years. “Clearly there are many aspects to acquiring a family-owned business. Value is one thing but also continuity for employees, some of whom have been with the company for quite some time. We tend to buy companies we’ve known for quite some time and when the time is right they tend to come to us.” Holland says that the M&A

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MARC DESCHAMPS, Regional managing director for Singapore-based distributor and manufacturer Jebsen & Jessen Chemicals says that often, ac-quiring a competitor to increase market share or expand can result in a very high level of complexity, internal focus, re-structuring, synergy identifica-tion and delivery. “Often, market focus and the touch for custom-ers and markets gets lost in the process and many people are changing jobs and companies. Relationships break and results often deteriorate.”

As southeast Asia is its core market, Deschamps says Jebsen & Jessen is focused on this region for acquisitions. “The opportunities are many.

Acquiring new technology that we do not have in our portfolio as well as downstream manu-facturing towards consumers and their needs in SEA is our main focus.”

He adds: “So the M&A land-

scape for us is not mainly only a geographical expansion be-cause we are everywhere. It’s mainly as an opportunity to expand on technology, selec-tive portfolio expansion of ar-eas where growth happens strongly and it’s mainly con-nected to population growth. The 650m consumers in southeast Asia have higher available, expanding incomes.”

The company is also inter-ested in pursuing joint ven-tures. “Selectivity is one of my key words when it’s about M&A. You have to really be sure what you are doing and you shouldn’t be doing too much at the same time be-cause after the M&A or JV, an integration is required.” ■

M&A

JEBSEN & JESSEN TREADS CAREFULLY

Deschamps urges caution

Bren

ntag

“We see ourselves as a consolidator and a company which wants to grow geographically”STEVE HOLLAND CEO, Brenntag

First Things First

Our customers value our technical collaboration, outstanding product lines and superior service. But mostly, they value the fact that we put their needs first.

Distributors of Personal Care, HI&I and Pharma Specialty raw materials

770.831.9010www.essentialingredients.com




China is proving a difficult market for multinational distributors to enter. With the exception of Brenn-tag and Univar, which have taken

their first steps, global groups do not play a large part in the country’s distribution market, still dominated by domestic players in a high-ly fragmented market.

Yet there could be more opportunities for play-ers who take the right approach in this challeng-ing market, and the prize – access to one of the world’s largest and fastest-growing chemical mar-kets – is an attractive one. Joint ventures are seen as one of the most obvious ways to gain entry.

According to Krishnan Narayanan, senior ex-ecutive advisor at consultancy Strategy& (for-merly Booz and Company), there is significant market growth of up to 7-9%/year in commodi-ties and specialties for both direct and distribu-tion channels in coastal and inland parts of China, though distributors have not always cap-tured these rates in the last three to four years.

“Growth should be better for distributors, given that they have sets of locals customers emerging as a result of changes to the Chinese economy, which [has] become much more driven by domestic demand rather than ex-ports. That’s leading to companies in end-user industries becoming much more powerful.”

As most of these are medium-sized – and therefore served by distribution channels – one would expect the distribution market to be growing more quickly, but this has not been the case over the last three to four years. Growth rates for distribution have been simi-lar or even lower than for direct in China.

INLAND SOARSNarayanan says the inland areas of China – which are still developing compared to places like Beijing and Shanghai – are growing quick-ly. This is especially true where they have sig-nificant end industries such as automobiles in Wuhan. These areas can grow at around dou-ble the rate of the rest of the country.

“Growth rates from solvents to real specialty chemicals can be anything from 16-18%. So it is still a great place for distributors. In the small to medium-sized enterprise (SME) sector, growth rates for commodity chemicals are higher than for higher margin specialties, which are more difficult for distributors to shift.”

There is a lot of price pressure, which caus-es margin challenges, especially for those sell-ing commodities. China is, he says, a very dif-ficult market for global distributors to grow in. The market is incredibly fragmented with the top 10 distributors having only 15% of the whole marketplace compared to around 50% in Europe, according to Strategy& analysis.

The biggest player in China distribution is SinoChem and all of the big ones are Chinese. China’s distribution sector is moving fast

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WILL BEACHAM LONDON

Multinational distributors have – so far – failed to make big inroads into the China market. For those who succeed, however, the prize could be immense

China distribution challenge



The largest global distributors such as Univar and Brenntag are trying to do things in China but they haven’t been that successful at enter-ing the market on their own, according to Narayanan, though there have been some lim-ited joint ventures (JVs).

He says it is really important for any Chinese JV partner to agree to allow their global coun-terpart to grow with them into new territories. “Any expansion the local player does in high value, high growth inland areas; it’s not a fait accompli that the global partner will go with them. They would have to invest more and are sceptical about doing so because they’re not re-ally making very much money in China.”

CHINA JV STRATEGIESSelling as a distributor in China involves mainly selling to local players as these still dominate the market compared to multinationals. So it would be incredibly difficult for a foreign player to enter the market on their own and be successful.

“Partnering is an obvious fall back, as is not entering at all. But given the prize, it’s difficult to imagine that one would want to stay away too long. The scope, governance and details of any JV need to be carefully thought through. I would advise companies not to sign a JV which is spe-cific to one region, as you won’t benefit from the organic growth of your local partner,” he says.

It is important to high-light to Chinese partners the advantage of a rela-tionship with a global player. If a large, global, proven distributor

it expected from its distribution channel in China. According to Tong Zhang, senior con-sultant for Strategy&, one of the primary rea-sons for the lack of growth was a lack of coop-eration between the direct and distributor channels. The direct team had a lot of small customers but without the resources to win new business. Distributors had larger customers, which required a more sophisticated service they could not offer.

“Also they had been using the same distrib-utors for 20 years.

If you compare the distribution landscape now to 20 years ago, it has changed complete-ly, with some not growing. If you’re using a channel partner who can’t support your busi-ness, you won’t grow your revenue.”

Zhang says management systems need to be in place to allow growth through, for ex-ample, a pricing strategy. If you have a tough internal transfer price for your distributor, they will add their margin, and the final price will be uncompetitive.

“Twenty years ago this was OK because the US companies had the technological advan-tage. But now pricing is going down and local competitors are emerging.”

He says you also need incentives for the distributor to grow the business. If a producer wants its distributor to expand into fast-grow-ing inland China it will need to invest in sup-ply chain capabilities, especially wide ware-housing coverage.

CHINA PRICE PRESSUREOne reason for price pressure in China is in-creased supply. In the past multinational chemical companies like BASF, DuPont and Dow dominated in specialty chemicals. But now, according to Zhang, we cannot ignore the local, emerging chemical companies that are trying to catch up with the multinationals.

Another issue is that producers often steal a distributor’s customers when they become big. In China this happens all the time, and it is a difficult dynamic to deal with. Distribu-tors struggle because they build a customer’s size, then they lose it.

According to Narayanan, China is the most sophisticated market in emerging Asia. In the performance polymers market, at least 30% of sales are premium and specialty products. ■

ur local

high-tnersrela-

global bal, r

with a track record in North America and Eu-rope can offer its know-how and some of its pro-cesses to a local player that might help distin-guish it in this highly fragmented market.

“But they are still selling, as a distributor, to a set of SMEs which are not after know-how and technical solutions. On the flip side if you can say to a local player that they are not differentiat-ing themselves on the market and that adding solutions provision will allow them to sell val-ue-added products; the question then is wheth-er the demand exists yet from the SMEs.”

M&A ENVIRONMENTNone of the local distributors have a global profile at all, making it difficult to track M&A. Narayanan says that over the last couple of years, he has seen almost no consolidation.

“One good reason for this is that they’re not making tonnes of cash to go out and buy other players. They are small and have thin mar-gins; also they can’t leverage cash from over-seas operations as they are mainly domestic. I can’t see this changing in the short term.”

It is also important to realise that many Chi-nese distributors are part of larger state-con-trolled chemical producers.

Narayanan says there is no reason why global distributors cannot be successful in a market where global manufacturers are pre-sent. It is very difficult for a global player without a local team talking to local custom-ers to build a business better than the local players themselves.

“A lot of these distributors are still small and family-owned and therefore the talent in distribution here is not significant. But if you can address the talent challenge and go credi-bly, especially Chinese to Chinese to your customers, then the prize is enormous.”

DISTRIBUTION CASE STUDYStrategy& did a piece of work for a multina-tional producer that was not seeing the growth

SHOSHAS ARE trading compa-nies set up in Japan as buying agents for raw materials for the emerging auto industry. In southeast Asia almost 100% of sales to auto manufacturers go through shoshas – there is almost no direct procurement at all. They are like distributors except they represent buyers rather than sellers, according to Strategy&.

Narayanan believes that over the last couple of years, shoshas have moved into

non-auto businesses and are trying to grow by becoming distributors in China because of slow growth in Japan. They have had a lot of success, since they are big and impres-sive organisations to work for and have been good at hiring local staff.

“I see these as a threat to local distributors. They may well have the desire to gobble up some smaller distributors in China. These shoshas are showing that it is possible to be

successful as a foreign player in this market. They are sourc-ing and selling within China.”

Shoshas have been selling to Japanese customers in China, so are already well es-tablished there. And they are much more familiar with the Asian market than, say, a German distributor would be. They have also set up some fully-owned subsidiaries in China such as Inabata, which has a subsidiary called Inabata Guangzhou. ■

JAPAN

SHOSHAS WIN IN CHINA

“But if you can address the talent challenge and go credibly, the prize is enormous”KRISHNAN NARAYANAN Senior executive advisor, Strategy&

“If you’re using a partner who can’t support your business, you won’t grow your revenue”TONG ZHANGSenior consultant, Strategy&




Innovative chemical distributors are on track for growth

GUENTHER EBERHARD DISTRICONSULT

The fragmented chemical distribution sector is still undergoing a lot of consolidation. Prospects are healthy for those who can match suppliers’ needs

Growth and consolidation The theme of the European Associa-

tion of Chemical Distributors (Fecc) Congress 2014, held in May in Rome, was “Going for Growth”. At first

sight, everybody was quite happy with the current business climate and the outlook for the rest of the end of this year.

For the long term – at least from the high-level, macroeconomic perspective – the chemical industry and its distribution sub-sector will have an important role to play in addressing future generations’ needs for ener-gy, food, shelter and mobility, just to name a few, and providing solutions to sustain the ever growing population.

On a lower level, closer to the marketplace,



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however, questions did crop up. There were talks about the need for financing that was sometimes not so easy to obtain; the drive by some suppliers to bundle more of their sales with fewer channel partners; and another round of consolidation that might take place in the chemical distribution industry. In Eu-rope, and elsewhere, individual companies and their managers and owners will have to make choices regarding their future strategy and how they position themselves to capture the growth potential.

GROWTH TO CONTINUE ABOVE GDPThe good news is that chemical distribution will continue to grow in Europe. Over the last five years, growth was around 1.8%/year in western Europe and around 10%/year in cen-

tral and eastern Europe, at an average of 3.8%/year from €38bn in 2008 to €44bn in 2013, according to data presented by Stefan Scholtz of The Boston Consulting Group.

The global growth rate during that time pe-riod was on average 6.5%/year. For the com-ing years, the rate will be slightly lower, but at 5.6%/year, it is still estimated to be above the rate forecast for GDP growth. The Internation-al Monetary Fund, for example, recently pub-lished figures of 3.6% for 2014 and 3.9% for 2015, respectively.

These high level numbers need to be ana-lysed in more detail when an individual com-pany wants to plot its strategy for the future. High growth rates can only be obtained from activities in emerging markets and developing economies. They have to be weighed against the risks incurred. Going there may only be an option for financially sound companies that can manage the challenges faced. In Europe the growth will be much more muted. But some companies will grow faster than others, taking market share from their direct competi-tors by better meeting customer needs or sign-ing on strong and capable suppliers.

SUPPLIERS WANT TO CUT COMPLEXITYWhether one was listening to the presentation by Dow Chemical at the Fecc Congress or monitoring the stream of media releases by other producers and larger distributors, one thing was obvious. Chemical producers want to further reduce complexity in their channel to market.

Typically this means they aim to reduce the number of distributors they are working with. Producers understand that this requires mak-ing choices and they are ready to do that, often on the basis of distribution policies that have been worked out or enhanced over the last few years.

Key to them are relevance – that is, “size of the business” – and alignment. Producers are expecting a high level of efficiency and loyal-ty from their distribution partners.

Certain capabilities of distributors, such as complementary products, specialised logistic or CRM and reporting back-up, are no longer differentiators, but merely an entrance ticket in the competition for distribution rights..

To structure the interaction, these compa-nies often have distinct “models” such the “Pan-European”, “Industry Specialist” or “Country Leader” categories suggested by Martin Sutcliffe of Dow Chemical on the basis of number of countries covered and business units served . Although he did not give de-tailed figures, it was obvious that the sales volume allocation was skewed toward the first category.

One may argue that this pertains only to large producers of chemicals. However, our experience from channel management pro-

jects with producers suggests that even me-dium-sized or small producers look at the efficiency they can get from bundling their volumes with fewer distribution partners. While such companies may not necessarily look for a distributor with global activities, these producers are more and more looking at medium-sized distributors with a multi-country presence across Europe. More busi-ness seems to be conducted with fewer, but larger companies.

IT’S THE RELATIONSHIP THAT COUNTSSeen from the distributors’ perspective there are of course some requirements that chemi-cal manufacturers need to fulfil to make them attractive as principals.

Thomas Sul of DKSH reported on a survey that his company had done in co-operation with Fecc in the run-up to the congress. Besides technically sound and commercially attractive products, and a certain distribution-mindedness with clear rules for the interac-tion between supplier and distributor, it was the full inclusion into a principal’s marketing and sales strategy as well as the commitment to establish long-lasting relationships that matter most to distributors.

Principals that are prepared to make an extra effort here will get rewarded by their distributors’ willingness to contribute their share of the investment, mostly in terms of people and market development effort, but also in real infrastructure spending, such as the set-up of dedicated application develop-ment laboratories.

FINANCING FOR MID-SIZED PLAYERS Despite a high level of liquidity in the mar-kets, medium-sized and small-sized compa-nies do not always find the bank financing that they may need to capture significant growth opportunities.

Larger companies can consider issuing their own bonds and some distributors have done so. Others look at mezzanine financing, particularly when they need to boost their eq-uity ratios or to obtain the funds for accelerat-ed growth through acquisitions. And then there is the cash generated by the ongoing business, which can be ploughed back into a company’s growth initiatives.

As Peter Overlack, CEO of Germany’s

Medium-sized and small companies do not always find the bank financing that they may need to capture significant growth opportunities




Overlack pointed out, this again requires a long-term view, often beyond the generation of owners that is currently in control. It may also mean than dividend payments are tem-porarily reduced, a perspective that not every owner or shareholder feels comfortable with.

IPOS ATTRACT ATTENTION Several of the larger distribution companies are owned by private equity funds. These fi-nancial investors realise most of the value creation only upon exit from their invest-ment, be it through a trade sale, handing the company on to another financial buyer or an Initial Public Offering (IPO).

With a listing at EURONEXT in Amster-dam a few days ago, specialty chemicals dis-tributor IMCD (Rotterdam, The Netherlands) is now the third publicly traded distributor in Europe, after Brenntag (Mulheim an der Ruhr, Germany) and DKSH Holding. (Zurich, Swit-zerland). Only recently Univar (Redmond, Washington, US) announced that the compa-ny has made a preliminary filing with the Se-curities and Exchange Commission (SEC) for its planned listing on the NASDAQ. This clearly shows that IPOs are possible, but the respective company has to have a certain size to make such a listing economically viable. At an offering price of €21/share, IMCD was val-ued at €1.05bn. On 1 July its price had reached €23/share, or around €1.15bn.

This IPO is good news for the chemical dis-tribution industry as a whole, as it is attracting even more attention from the financial world. Analysts are starting to cover leading compa-nies and asset managers/institutional inves-tors put the sector on their radar screen for potential future investments.

For the large distribution companies this is also a way to reduce their gearing and to obtain funds for future growth, particularly when new shares are sold, as it was the case with Brenntag in March 2010 and IMCD last month.

CONSOLIDATION A CONTINUING THEMEAgainst the backdrop of the prevalent driving forces outlined above, it is quite clear that size matters in chemical distribution.

SOURCE: Dow Chemical, DistriConsult analysis

CATEGORIES OF DISTRIBUTORS (LARGE SUPPLIER PERSPECTIVE)

LowLow

Coverage of supplier’s business units(often correlates with number of application areas/industry sectors seved)

Geo

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senc

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cou

ntries

cov

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)

High

High

Pan-European

Country leader

Industryspecialist

Companies need to make sure they main-tain the critical mass that is required to have a broad enough presence in the market. Other-wise distributors may be confined to small niche markets. The acquisition of other dis-tributors has always been a key element of the growth strategy for medium-sized and large distributors, that is those with a turnover above €250m per year. They account for roughly 75% of the transactions recorded by DistriConsult during 2013 and the first half of 2014. While only 20% of the deals can be classified as “consolidation” in a narrow sense, that is the take-over of a competitor with similar activities in the home territory of the buying company, also geographic expan-sion and the access to new industries and ap-plication areas through the takeover of a smaller company does result in overall “in-dustry consolidation”.

The share of market served by the medium-sized and large distributors is continuously growing, even when some local markets are still quite fragmented. Ambitious growth initiatives are not without risk and in that respect it helps to have commercial size and financial power. On the other hand, as long as there are smaller and medium-sized producers looking for channel partners to get their products sold and delivered to the market, distributors will be able to find the

CHEMICAL DISTRIBUTORS WITH STOCK MARKET LISTING (SELECTED)

Company Currency Sales 2013 (m)

EBITDA 2013 (m)

EBIT 2013 (m)

Employees (31/12/2013)

Share price (02/07/2014)

Market capitalisation (m)

Chemical distribution Comments

Brenntag € 9,769 6,98.3 555.9 13,297 132.85 6,842 100% EBITDA = Operating

EBITDA

DKSH Holding Swfr 9,559 325.5 282.2 26,693 66.75 4,294 8.1% of sales (Swfr 770m), 16.1% of EBIT;

1,150 employees in BU Performance Materials

EBIT excl. sale of

property in Malaysia

IMCD € 1,233.4 95.3 73.4 1,463 23.3 1,165 100% Employee data are avg.

Q1-2014NOTE: Some smaller distribution companies e.g. in Mexico, Singapore and the US also have a stock market listing.SOURCE: Company websites, annual reports, IPO prospectus (IMCD), DistriConsult analysis

Guenther Eberhard is managing director of Switzerland-headquartered specialist distribution consultancy, DistriConsult. [email protected]

suppliers that keep them going in the busi-ness for a while.

GROWTH, BUT NOT FOR EVERYONEChemical distributors will need to make choice in order to address current and future challenges. Participating in industry growth will necessitate the circumspect management of product portfolios and supplier relation-ships, which are key drivers of success.

In order to be attractive to principals, this means to be able to project market reach, de-fined in terms of both, geographic footprint and application coverage. Buy-side mergers and acquisitions activities continue to be high on the agenda of the financially strong and cash-rich distribution companies. Owners of small-er companies will need to ask themselves whether their company is active in a niche that is defendable in the medium to long term. Oc-casionally this may require them to forgo some top line growth and streamline their business in order to survive. If this is not the case, and they see more pressure being put on them, they may be better off selling out and putting their company into the ownership of a larger, more resilient player in the industry. ■

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“We need to... devise some way of introducing TPV at an intermediate level for thesmaller distributors”PETER SKOUPresident, ICCTA

tional Council of Chemical Associations]”, says Skou. ICCA is ICCTA’s counterpart representing chemical producers in the international arena. This is a key goal, given that both associations are representing the industry and seeking to co-ordinate programmes of international interest.

The two bodies cooperate on a regular basis on issues of safety, health and environment (SHE), trade policy, and industry efforts to elim-inate chemical weapons and diversion to illegal drugs. Skou envisages a closer working relation-ship, with more frequent dialogue, and points to the way Fecc works with closely with Cefic, the European Chemical Industry Council.

One of the key areas ICCTA and ICCA co-operate in is the promotion of Responsible Care and Responsible Distribution, the vol-untary initiatives that form the basis for the

ICCTA to encourage wider engagementJOHN BAKER LONDON

Leadership of ICCTA crosses the Atlantic to Europe this summer, with Peter Skou taking on the role of president. ICIS talked to him about his priorities for the association

Improved communication and a wider geographic reach are two priorities for Peter Skou, managing director of Danish specialty chemical distributor R2

Group, as he takes on the role of president of the International Council of Chemical Trade Associations (ICCTA).

“We can make a difference”, says Skou, who has also been treasurer of Europe’s chem-ical distributor association Fecc for the past four years. “But we must win battles and get three to four successes under our belt, so we can be seen to be successful.”

ICCTA, formed in 1991, represents the chemical distribution and trading industry on the global stage, with membership consisting of 20 national and regional trade associations across Europe and the Americas, as well as one in China.

Says Skou: “Globalisation is a trend that is here to stay and one we must learn how to work with. Working strongly together with our national and regional associations will put our industry in a solid position not only to face properly the challenges of globalisa-tion but also to take advantage of them.”

INDUSTRY COLLABORATIONFecc has agreed to provide ICCTA with secre-tariat support for the next two years. Skou will be working hard to ensure ICCTA takes a pragmatic approach and becomes more acces-sible and of wider interest to the 1,600 compa-nies, many of them small and medium-sized enterprises, that it ultimately represents.

At present, the ICCTA steering committee meets twice a year alongside the Fecc annual congress and the annual meeting of the Na-tional Association of Chemical Distributors (NACD) in the US. But Skou wants to develop a schedule of more frequent meetings, with the aim of involving more people from the in-dustry in ICCTA affairs.

“I also want to ensure that we develop an even better relationship with ICCA [the Interna-

industry’s approach to SHE performance im-provement.

Skou points out that ICCTA developed a joint programme some years ago that covers the principle of both programmes, including the eight Guiding Principles, the CEO’s com-mitment, a self-assessment questionnaire and indices of performance. And in 2009 the two bodies signed an agreement to cooperate closely on their respective programmes.

However, despite many years of efforts, there is still plenty left to do. Skou is firmly behind the drive to widen the use of third-party verification (TPV) of company perfor-mance, which has not been adopted as widely as hoped across the industry. Perhaps, he says, “we need to crawl before we walk and devise some way of introducing TPV at an intermedi-ate level for the smaller distributors.” This will be on the ICCTA agenda, he indicates, but may not be pursued until next year.

GLOBAL ASSOCIATIONAlso on Skou’s “to do” list is to develop ICCTA into a more global association, bringing in trade associations, for example, in Australia, New Zealand, India, and even Africa, and to widen participation in the association by encouraging new people to take part in its activities. He also wants to develop ICCTA’s activities on trade, which he views as another important area to ad-dress as business becomes more and more glob-al. “We want to be able to develop best practice and take a more commercial approach than we have done before. But for this to happen it means that more people have to chip in and help each other to make it successful.”

With these initiatives, and as ICCTA be-comes “a better known and more interesting association”, Skou is optimistic that individu-al companies, especially those that operate on a global scale, will feel encouraged to make a contribution to its activities.

“It’s a dream for me”, he says, “that one day the big distribution companies will contribute to ICCTA, complementing the input at nation-al and regional level that is in place today.” ■

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