The framework conditions in the chemical industry and therefore also in distribution are changing drastically: volatile and structurally changing markets in conjunction with geopolitical challenges, an increasing number of regulatory requirements and rising opportunities in sustainability and digitalization. As a result, we expect an increase in acquisition activities, primarily driven by high investment requirements to master those changes. An accelerating market consolidation seems inevitable! On the other hand, consolidation can also be observed on the supplier side, as well as a trend towards regional or even global distribution partners.  

However, the challenges are also associated with opportunities. Challenges for chemicals manufacturers, for example, could potentially lead to a disproportionate growth of the relevant market for distributors.

Increasing regulation and sustainability also offer opportunities for growth. Distributors who have the expertise to help customers to navigate through the complexities and—for example—to provide their customers with comprehensive advice in areas such as decarbonization can gain long-term competitive advantages, in specialty segments. Overall, distributors need to become much more adaptable and agile.

An improved offering of products and services, efficient cost management and higher investments in sustainability and digitalization are essential. More strategic marketing and an even more targeted focus on customer value are more crucial than ever for us at Biesterfeld. Added to this is our DNA as a family business. The way we do business on an increasingly global scale enables us to differentiate ourselves from our competition as a long-term partner for our customers and suppliers.

“Overall, distributors need to become much more adaptable and agile.”