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ASIA CHEMICAL DISTRIBUTION LEADERS 2013 Chairman, managing director: Bimal Shah
Products: Amines; matting agents; isocy-
Company Sales ($m)* Company Sales ($m)* anates; polyols; monomers; propylene gly-
1 Brenntag 1,000 29 ECEM European Chemical Marketing 23.5 cols; epoxy resins and hardeners; hydroxyl
2 Behn Meyer 913 30 Norkem Holdings 15.3 ethyl cellulose; additives; surfactants; glycol
ethers; redispersible powders; metallocenes;
3 Helm 896** 31 Multichem Specialities 15
organo clays; carbon black; vinyl resins; fatty
4 Connell Brothers 800 32 Wego Chemical & Mineral 10
acids; carbonyl iron powder; solvents; polyu-
5 ICC Chemical 787 33 LEHVOSS GROUP 9.8 rethane hardeners; personal care ingredients
6 DKSH 649*** 34 Saiper Chemicals 9.7 Services: Repacking; drumming
7 Chemstation Asia 470 35 Connect Chemicals 9.6 Assets: Nine warehouses; six ofces
8 Jebsen & Jessen Group 413 36 Bodo Moller Chemie 9 Trading sales: 20%
9 IMCD Group 411 37 Haeffner 9
10 Redox 362 38 Rahn Group 9
NOVASOL CHEMICALS
109 2013 SALES: $97M
11 Petrochem Middle East 348 39 Unipex 8.3
12 Pon Pure Chemicals 272 40 K&H Chemicals 7.2 Wezembeek-Oppem, Belgium
13 Manuchar 186.9 41 Arpadis 6.9 WWW.NOVASOLCHEMICALS.COM
14 Union Petrochemical 115.2 42 PENPET Petrochemical Trading 6.6 General manager: Thomas Hoesch
15 Omya 112 43 Arkem Kimya Sanayi Ve Ticaret 5 Products: Monomers (acrylates, meth-
16 Vimal Intertrade 100 44 2M Holdings (Banner Chemicals, 4.8 acrylates); specialty monomers; plasticizers;
17 Biesterfeld 73 Surfachem) specialty solvents; process and performance
chemicals; additives; intermediates; dena-
18 Azelis 54 45 NovaSol Chemicals 4.8
turants; oil and gas specialty chemicals
19 Maha Chemicals 50.5 46 Atlantic Chemicals Trading 4
Services: Import/export distribution; stor-
20 Caldic 50 47 Cornelius Group 3 age; packing; blending; vendor-managed
21 Ramcharan 47 48 Solvadis 2.8 inventory; consulting; Reach representa-
22 TER GROUP 46 49 PHT International 2.6 tions; marketing
23 KPL International 45.5 50 Alpha Wax 2.3 Trading sales: 5%
24 McKinn International 36.1 51 ChemSpec 2
25 NEO Chemical 28.1 52 Whyte Chemicals 1.7
CLEARTECH INDUSTRIES
110 2013 SALES: C$103M ($96.9M)
26 Melrob 27.5 53 Harke Group 1.4
27 CellMark Chemicals (formerly 27.2 54 Indukern 1.4 Saskatoon, Saskatchewan, Canada
Alcan International Network) 55 Charkit Chemical 1.3 WWW.CLEARTECH.CA
28 Shamrock Shipping & Trading 23.9 56 Hubbard-Hall 1 President and chief operating officer:
NOTES: *Sales are by region and may differ from the total sales figure in the overall Top 100 listing. This table also excludes Randy M Bracewell
companies that do not break out sales by geography. **Includes chemical production. ***ICIS estimate Products: Acids; alkalis; chlorine; coagu-
lants; oxidisers; phosphates; carbons; related
Andrey Lipovetskiy trucks; 23 tank trailers; 24 box trailers; equipment for application, measurement
Products: Chemicals for extraction and one railcar and monitoring chemical products and
transportation of oil and gas; composite mate- processes
rials; lubricants and fuels; construction and STAUB & CO SILBERMANN Services: Blending; packaging; storage; trans-
building chemicals; plastics; cosmetics; 107 2013 SALES: 73M ($100.6M) loading
paints and coatings; heat transfer uids; Assets: 10 sales ofces and/or warehouse/
resins Gablingen, Germany packaging/manufacturing facilities in seven
Services: Shipping; handling; packing; WWW.STAUB-SILBERMANN.DE major cities across Canada
storage Managing directors: Andreas Frank and
Assets: Dzerzhinsk headquarters building Peter Stockmeier BARCELONESA DE DROGAS Y
Trading sales: 14% Products: Industrial and specialty chemicals; 111 PRODUCTOS QUIMICOS
acids and lyes; solvents; solid chemicals; 2013 SALES: 70M ($96.5M)
TILLEY CHEMICAL cleaning agents; products for food, feed, phar- Barcelona, Spain
106 2013 SALES: $101M maceuticals, cosmetics; water treatment WWW.BARCELONESA.COM
chemicals; thermal transfer agents; ammoni- President and CEO: Enric Collell
Baltimore, Maryland, US um; AdBlue diesel exhaust additive Products: Inorganic bases and acids; inorgan-
WWW.TILLEYCHEM.COM Services: Storage; mixing; blending; lling; ic salts; organic acids and derivatives; sol-
President: John M Tilley packaging; polymerisation vents; amines; glycols; resins (epoxy, polyes-
Products: Food ingredients; pharmaceutical Trading sales: 34% ter); curing agents; bres; peroxides
ingredients; industrial chemicals; house- (inorganic and organic); surfactants; polyure-
hold, industrial and institutional (HI&I) VIMAL INTERTRADE thane systems and polyols; absorbents; lter
chemicals; water treatment chemicals; 108 2013 SALES: $100M systems for air pollutants; food formulations
ethanol; solvents for sh and meat
Services: Packaging; blending Mumbai, India Services: Just-in-time (JIT) service; vendor
Assets: Two facilities/warehouses; 30 WWW.VIMALAGENCIES.NET managed inventory (VMI); tailor-made formu-

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

TOP 100
CHEMICAL DISTRIBUTORS
lations; blending; packaging; custom labeling;
food-grade formulations
Assets: 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 lling stations for all types of industrial
packing (organics, inorganics, consumer
chemicals); one factory for food formulations;
two factories for inorganics and inorganics
formulations
Trading sales: 25-30%
CALLAHAN CHEMICAL
112 2013 SALES: $96M
Palmyra, New Jersey, US
WWW.CALCHEM.COM
President: Timothy Dooling
Products: 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 uids
Services: 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 deliveries
Assets: 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
eet; mixed truck load deliveries; seven
warehouses; 12 trucks; tank farm; four re-
gional ofces
SEA-LAND CHEMICAL
113 2013 SALES: $94M
Westlake, Ohio, US
WWW.SEALANDCHEM.COM
President: Joseph D Clayton
Products: Biocides; chelating agents; chlorin-
ated parafns; corrosion inhibitors; defoam-
ers; emulsiers; esters; ethoxylated alcohols;
fatty acids; fatty alcohols; lubricant and auto-
motive additive components; polyalphaole-
ns; primary amino alcohols; sulphonates;
surfactants; vegetable oils
Services: Blending; market development;
packaging; bulk storage; technical expertise
Assets: 10 warehouse locations
Trading sales: 15%
CHARKIT CHEMICAL
114 2013 SALES: $92M
Norwalk, Connecticut, US
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WWW.CHARKIT.COM
President: Charles A Hinnant
Products: Hydrazine hydrate; hydrazine de-
rivatives; benzyl alcohol; benzyl chloride;
electronic chemicals; water and metal treat-
ment chemicals; pharmaceutical ingredients;
imaging chemicals; aroma, avour and fra-
grance chemicals, nutritional products; res-
ins; boronic acid derivatives, personal care
ingredients, lanolin and derivatives
Services: Warehousing/distribution; blend-
ing; packaging; custom/contract manufactur-
ing; custom synthesis; product development
Assets: 24 stock locations
SKYHAWK CHEMICALS
115 2013 SALES: $91.6M
Houston, Texas, US
WWW.SKYHAWKCHEMICALS.COM
President: Clark Knickerbocker
Products: 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; ketones
Services: Custom blending; packaging;
hazardous materials storage; installation of
single- and multi-point grease systems;
importing
Assets: Warehouses in Houston, Dallas,
Baton Rouge and Seattle in the US
Trading sales: 5%
ALPHA WAX
116 2013 SALES: 66.2M ($91.2M)
Alphen aan den Rijn, Netherlands
WWW.ALPHAWAX.COM
CEO: Dick Haan
Products: Parafn wax; scher-tropsch wax;
microcrystalline wax; slack wax; polyethylene
wax; petroleum jelly; RBD palm stearin; tri-
glycerides; alpha olens; base oils; white oils
Services: Tank storage; blending; packaging;
logistics; product development
MOELLER CHEMIE
117 2013 SALES: 66M ($91M)
Steinfurt, Germany
WWW.MOELLERCHEMIE.COM
President and CEO: Rainer Berghaus
Products: Benzyl alcohol; methyl ethyl ke-
toxime; propylene carbonate; nonylphenol;
triethylamine; alcohols; solvents; plasticizers;
inorganic and organic acids; alkalis and liquid
specialities
Services: Blending; technical advice; analyt-
ics; product development; tank monitoring;
production of customised formulations;
contract lling; single sourcing; support for
waste disposal
Assets: Warehouses; tank storage; 11 trucks;
laboratory
AUG. HEDINGER
118 2013 SALES: 65.8M ($90.7M)
Stuttgart, Germany
WWW.HEDINGER.DE
General manager: Johann-Ludwig Raiser
Products: Raw materials for technical indus-
tries: paints and coatings; lubricants; cleaning
products; adhesives; construction chemicals;
plus life science chemicals
Services: Customised additional test methods
and processes; laboratory testing and batch cer-
tication; pharmacopoeia standards (EP, USP,
JP, CP, IP, etc); extended specications; blend-
ing; labelling; packaging; storage and repackag-
ing in eight class-100,000 clean rooms
Assets: Eight warehouses; 16 trucks (5 dedi-
cated tank trucks)
PROQUIBASA
119 2013 SALES: 65.6M ($90.4M)
Barcelona, Spain
WWW.PROQUIBASA.COM
President: Patricia Monfort;
CEO: Philippe Guerineau
Products: Organic and inorganic chemicals;
specialty and ne chemicals; food and feed
ingredients; cosmetic ingredients; detergent
chemicals; water treatment chemicals; organ-
ic and inorganic pigments; commodity poly-
mers; engineering thermoplastics
Services: Technical service; blending; man-
ufacturing; toll manufacturing; bulk loading
and storage; break bulk packaging; ware-
housing
Assets: 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
BODO MOLLER CHEMIE
120 2013 SALES: 65.0M ($89.6M)
Offenbach am Main, Germany
WWW.BM-CHEMIE.COM
Chairman: Frank Haug
Products: 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
chemicals
Services: Packaging; lling; testing; modica-
tions; blending
Assets: Headquarters in Germany; afliates
in Europe and South Africa; warehouses; lab-
oratory facilities
Trading sales: 80%
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TOP 100
CHEMICAL DISTRIBUTORS
MOGOIL
121 2013 SALES: 64.7M ($89.2M)
Berlin, Germany
WWW.MOGOIL.COM
Managing director and partner: Andreas
Rogge
Products: Base oils and process oils
Services: Storage; customs clearance;
logistics
Trading sales: 40%
PHT INTERNATIONAL
122 2013 SALES: $86.4M
Charlotte, North Carolina, US
WWW.PHTCHEMICAL.COM
President: Li Hong Yu
Products: Fine and specialty chemicals;
pharmaceutical intermediates; active pharma-
ceutical intermediates (APIs); agricultural in-
termediates; personal care ingredients; a-
vours and fragrances; commodity chemicals;
heat transfer uids
Services: 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 China
Assets: R&D and sample laboratories; two ad-
ministrative ofces; one import/export ofce
Trading sales: 100%
THE CHEMICAL COMPANY
123 2013 SALES: $85.1M
Jamestown, Rhode Island, US
WWW.THECHEMICALCOMPANY.COM
CEO: Robert N Roach Jr
Products: Resins; polymers; fertilizers; crop
nutrients; epoxies; acids; alcohols; interme-
diates; plasticizers; ame retardants; bio-
chemicals; oil drilling/fracking chemicals;
glycols; specialty chemicals; food chemicals;
water treatment chemicals; pollution con-
trol; industrial chemicals; composites; glass
bre
Services: Just-in-time (JIT) deliveries; vendor
managed inventory; consignment; procure-
ment services; warehousing; trucking; pack-
aging; drumming; manufacturing
Assets: Shore tanks; railcars; eight warehous-
es; procurement ofces in Nanjing, China, and
Portland, Maine, US (for NAFTA and Europe);
Latin America sales ofce in Cali, Colombia
CHEMSOLV
124 2013 SALES: $85M
Roanoke, Virginia, US
WWW.CHEMSOLV.COM
President and CEO: L Glenn Austin
Products: Specialty blends; thinners; ink and
84 | ICIS Chemical Business | 21-27 July 2014
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aromatic/aliphatic solvents; isoparafns;
chlorinated solvents; alcohols; ketones; esters;
glycols/glycol ethers; polyethylene glycols;
amines; ethanolamines; plasticizers; sur-
factants; phosphate esters; acrylates; sili-
cones; metalworking uids; process oils; oils
and lubricants
Services: Solvent blending; packaging;
transportation; solvent distillation and
purication 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
LINTECH INTERNATIONAL
125 2013 SALES: $84M
Macon, Georgia, US
WWW.LINTECHINTERNATIONAL.COM
President: Dennis Gillespie
Products: Adhesives and sealants raw mate-
rials; advanced composite resins; additives
for paints and coatings; plastic, rubber and
metalworking chemicals; crosslinkers;
personal care ingredients; resins; llers; col-
ourants; printing ink materials; dyes; rubber
adhesion promoters; lubricants; industrial
and institutional cleaning ingredients; build-
ing product chemicals; textile auxiliary
chemicals
Services: Technical support; contract packag-
ing; vendor managed inventory
Assets: 11 warehouses
RICARDO MOLINA
126 2013 SALES: 60.8M ($83.8M)
Barcelona, Spain
WWW.RICARDOMOLINA.COM
CEO: Jorge Grande Iglesias
Products: Specialities for various industries
Services: Blending; packaging; storage; sam-
pling; mixing; laboratory services
Trading sales: 10%
K&H CHEMICALS
127 2013 SALES: 60.2M ($83.0M)
Zwijndrecht, Netherlands
WWW.KHCHEMICALS.COM
General managers: Rick de Haan, Hans
Ketting
Products: Acrylates; acetates; glycols; glycol
ethers; ketones; alcohols; plasticizers; vege-
table oils; hydrocarbons; aromatics; mono-
mers
Services: Trade; packing; drumming
Trading sales: 50%
MAROON
128 2013 SALES: $82M
Avon, Ohio, US
WWW.MAROONINC.COM
President and CEO: Mark E Reichard
Products: Specialty additives; specialty res-
ins; specialty pigments
Services: Packaging; public warehousing
Assets: One owned warehouse; 10 public
warehouses in North America
THE DEWOLF COMPANIES
129 (DEWOLF CHEMICAL, GLENN)
2013 SALES: $79.5M
Warwick, Rhode Island, US
WWW.DEWOLFCHEM.COM
WWW.GLENNCORP.COM
WWW.TEMPO.CA
President and CEO: Hank DeWolf
Products: Specialty additives for personal
care; colour cosmetics; household, industrial
and institutional (HI&I) chemicals
Assets: Nine warehouses
J. TECH SALES
130 2013 SALES: $79.4M
Boca Raton, Florida, US
WWW.JTECHSALES.COM
President and CEO: Jeffrey Tannenbaum
Products: Surfactants; terpenes; soy methyl
esters; uoroadditives; 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; amines
Services: Inventory management and plan-
ning; custom formulating; regulatory compli-
ance and support; warehousing; logistics;
laboratory testing
Assets: Corporate headquarters; research and
analytical laboratory; 10 public warehouses
throughout North Ameica; satellite ofce in
Brazil
COLE CHEMICAL & DISTRIBUTING
131 2013 SALES: $78.4M
Houston, Texas, US
WWW.COLECHEM.COM
President and CEO: Donna F Cole
Products: Acids; alcohols; amines; ketones;
re resistant hydraulic uids; glycols; sul-
folane; glycerine; soda ash; sodium bicarbo-
nate; corrosion inhibitors; butylated hydroxy
toluene
Services: Chemical supply chain manage-
ment; blending; packaging; warehousing; in-
ventory management
Assets: Leased facilities and contracted carri-
ers; outsourced packaging services
Trading sales: 10%
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TOP 100 Sign up to receive free ICIS updates
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ILARIO ORMEZZANO TCR INDUSTRIES institutional cleaning applications; textile

132 2013 SALES: $78M
Gaglianico, Biella, ITALY
WWW.ILARIOORMEZZANO.IT
President: Giancarlo Ormezzano
Products: Solvents, base chemicals
Services: Blending; storage
Assets: Four trucks; three warehouses
MELROB
133 2013 SALES: 46.7M ($77.4M)
Crawley, UK
WWW.MELROB.COM
Managing director: Ian Melluish
Products: Chemicals, polymers and resins for
adhesives and sealants; coatings; construction
chemicals; contact/intraocular lenses; phar-
maceutical ingredients, plastic and rubber
chemicals, nutritional supplements; food
ingredients
Services: Blending and formulating;
packaging; storage; chemical synthesis;
sourcing
Assets: Manufacturing site with laboratory
facilities; sales ofces
134 2013 SALES: $77M elastomers
Services: Market development; sampling;
La Palma, California, US product specication; product and applica-
WWW.TCRINDUSTRIES.COM tion technical support; product development
President and chief operating officer: Sam and application laboratories; blending; re-
Rumfola packing; storage; logistics
Products: Resins; pigments and llers; Assets: Warehouses and ofces; product de-
additives velopment and application laboratories; train-
Services: Local warehousing; storage ing centre; clean room
Assets: Nine warehouses; sales force
CHEMICAL SOLVENTS
DALTOMARE QUIMICA 136 2013 SALES: $75M
135 2013 SALES: $76.6M
Cleveland, Ohio, US
Sao Paulo, Brazil WWW.CHEMICALSOLVENTS.COM
WWW.DALTOMARE.COM.BR CEO: Ed Pavlish
CEO: Senia Machado Zoppetti Products: Chlorinated solvents; aromatics;
Products: Specialty chemicals; ingredients aliphatics; silicones; glycol ethers; alcohols;
for personal care; active ingredients and ex- amines; parachlorobenzotriuoride; specialty
cipients for healthcare; resins; oligomers and blends
photoinitiators for radiation cure; additives Services: Custom blending; packaging; haz-
and dispersants for coatings and inks; spe- ardous and non-hazardous waste removal ser-
cial lubricants; adhesives and sealants for vices; laboratory packs
electronics and automotive applications;
performance chemicals; silicones; silanes; COYNE CHEMICAL
metalworking chemicals; antifoams; release 137 2013 SALES: $74.8M
agents; ingredients for household and

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Campi y Jov, S.A. is a Commodity, Performance and
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chemical distribution network. We have been providing chemical agrochemical, rubber, pulp and paper markets. We also
needs in the Midwest for nearly 40 years. We are an ISO 9001-2008 provide full service solutions for personal care, home care,
certied company offering a wide array of products, custom industrial, institutional and fabric cleaning applications.
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and large storage capacity allows us to provide just-in-time through quality and reliability. At Campi y Jov we conduct
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Let us solve your chemical and logistic needs.
Phone 34 93 476 66 66
Ph: 314-231-6905
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Toll Free: 888-873-6481
Email campiyjove@cyjsa.com
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www.omni-chem.com www.omni-chem.com

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

 TOP 100
CHEMICAL DISTRIBUTORS

Croydon, Pennsylvania, US
WWW.COYNECHEMICAL.COM
President: Thomas H Coyne Sr
Products: 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; avours and fragrances; person-
al care ingredients; inorganics; industrial
compounding
Services: Contract blending; packaging; rail
terminal services
Assets: Four company-owned facilitites;
ve contracted storage facilities; 27 trucks;
more than 30 trailers and more than 17 tank
trailers
AGRO QUIMICA MARINGA
138 2013 SALES: $74.3M
Sao Paulo, Brazil
WWW.AQM.COM.BR
Sales director: Silvio Mosseri
Products: Glycols; surfactants; solvents;
amines; rheology modiers; carbon black; sili-
cones; mineral oil; pigments; thickeners; ad-
ditives; biocides; emulsiers; catalysts
Services: Blending; packaging; storage
Assets: One warehouse; two sales ofces;
16 trucks
WALSH & ASSOCIATES
139 2013 SALES: $73.4M
St Louis, Missouri, US
WWW.WALSH-ASSOC.COM
President and CEO: Ellen Murphy
Products: Food additives; ink materials;
paints and coatings materials; personal care
ingredients; plastic additives; agrochemicals;
sealants; surfactants; oil and gas raw materi-
als; green chemistry
Services: Manufacturing; blending; contract
packaging; technical training; IFS certied
warehousing
Assets: Eight warehouse locations
NORTEX
140 2013 SALES: $71.9M
Moscow, Russia
WWW.NORTEX-CHEM.RU
President: Vladimir Yakushin
Products: 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 ame re-
tardants; solvents; epoxidised soya bean oil;
chloroethane; p-nonylphenol
Services: Blending; packaging; logistics;
technical support
Assets: Six warehouses
Trading sales: 50%
GREENCHEM INDUSTRIES
141 2013 SALES: $69.3M
West Palm Beach, Florida, US
WWW.GREENCHEMINDUSTRIES.COM
Chief operating officer/co-founder: John
Lagae
Products: Acetates; acrylates; amines; chlo-
rinated solvents; glycol ethers; glycols; ke-
tones; oxo-alcohols; phthalates; plastics;
plasticizers; resins; solvents; specialty
chemicals
Services: Procurement services; import spe-
cialists; sales and marketing; just-in-time de-
livery; sourcing; wholesale distributor
Assets: 18 public warehouse and storage lo-
cations throughout North America

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USIQUIMICA DO BRASIL ucts for the oil and gas markets WEBB CHEMICAL SERVICE
142 2013 SALES: $68.1M Services; Dry and liquid blending; transload- 145 2013 SALES: $65.6M
ing; packaging; storing; trucking
Sao Paulo, Brazil Assets: Four sites Salt Lake City, Uthah; Muskegon Heights, Michigan, US
WWW.USIQUIMICA.COM.BR Brighton, Colorado; Nampa, Idaho; and Taco- WWW.WEBBCHEMICAL.COM
General director: Osvaldo Gimenez Jr ma, Washington; several transload sites and CEO: Brad Hilleary; President: Pat OToole
Products: Diesel exhaust additive (AdBlue); outside warehouses Products: Organic and inorganic chemicals;
ammonium hydroxide (Aquamonia); Trading sales: 5% liquids and dry goods; commodity and
anhydrous ammonia; hydrouoric acid; caus- specialty chemicals
tic soda; hydrochloric acid; sodium hy- ESSENTIAL INGREDIENTS Services: Sourcing; blending; packaging;
pochlorite; nitric acid; sulphuric acid; poly- 144 2013 SALES: $66.8 storage; delivery
acrylamides; chlorine Assets: Five warehouses; 30 bulk tanks; more
Services: Blending; dilution; packaging; logistics Atlanta, Georgia, US than 30 bulk tankers; more than 12 box trucks
Assets: Two warehouses; manufacturing WWW.ESSENTIALINGREDIENTS.COM
plant; four branches President: Kris Maynard CORNELIUS GROUP
Trading sales: 30% Products: Personal care ingredients; pharma- 146 2013 SALES: $65.5M
ceuticals; household, industrial and institu-
BHS MARKETING tional (HI&I) chemicals; textile chemicals; an- Bishops Stortford, UK
143 2013 SALES: $68M imal care products WWW.CORNELIUS.CO.UK
Services: R&D solutions; product develop- Chairman: Neville Prior
Salt Lake City, Utah, US ment; technical support; dedicated customer Products: Monomers; commodity chemicals;
WWW.BHSMARKETING.COM service representatives; blending; repackag- specialty chemicals; food ingredients; personal
President and CEO: Bruce Schechinger ing; logistics solutions; regulatory team; sam- care ingredients; pigments; additives; resins;
Products: Cleaning and sanitation chemicals; ple inventory; multi-language personnel minerals; surfactants; adhesive lms; pharma-
water treatment chemicals; soda ash (bri- Assets: Five distribution centres; pharma- ceutical excipients/capsules; titanium dioxide
quettes); caustic soda; hydrogen chloride ceutical-grade manufacturing and processing (TiO2); preservatives/biocides; natural products
(HCl); bleach; potassium chloride (KCl); prod- equipment; blending and storage tanks Services: Global supply chain management;
laboratory services; logistics; legislative/regu-
MIDDLE EAST AND AFRICA CHEMICAL DISTRIBUTION LEADERS 2013 latory advice; distillation; chemical reaction/
manufacturing; repacking; R&D/formulation
Company Sales ($m)* Company Sales ($m)*
services; storage; enterprise risk management
1 Petrochem Middle East 593 28 Ricardo Molina 5.5 Assets: Six warehouses; ve laboratories; one
2 Protea Chemicals 508 29 2M Holdings (Banner Chemicals, 5 chemical manufacturing site; eight ofces;
3 ICC Chemical 426 Surfachem) one cleanroom
4 REDA Chemicals 397 30 Comercial Quimica Masso 4 Trading sales: 5%
5 Solvochem Holland 347 31 Haeffner 4
AFCO
6 Orkila 330 32 Quimitecnica.com Comercio e
Industria Quimica
3.9 147 2013 SALES: 47M ($64.8M)
7 Helm 234**
8 Manuchar 210 33 Arkem Kimya Sanayi Ve Ticaret 3 Athens, Greece
9 IMCD Group 152 34 Indukern 3 WWW.AFCO.GR
10 Shamrock Shipping & Trading 71.8 35 TRInternational 2.8 President: Christos Spanos
11 Campi y Jove 62 36 CG Chemikalien 2.1 Products: Polymers low density polyethyl-
12 Jebsen & Jessen Group 62 37 NEO Chemical 2.1 ene (LDPE), high density polyethylene (HDPE),
polyethylene terephthalate (PET), polyvinyl
13 Quimidroga 56.5 38 Atlantic Chemicals Trading 2
chloride (PVC), polypropylene (PP), cross-
14 Omya 51 39 Wego Chemical & Mineral 2
linked polyethylene (XLPE); aromatics; deter-
15 Biesterfeld 36 40 NovaSol Chemicals 1.6 gent chemicals; solvents; specialty chemicals;
16 Venus Chemicals Group 28.5 41 PHT International 1.5 water-soluble fertilisers mono-ammonium
17 ECEM European Chemical Marketing 23.8 42 ARC Products 1.4 phosphate, mono-potassium phosphate, calci-
18 Bodo Moller Chemie 22 43 Harke Group 1.4 um nitrate, NPKs
19 KALE KIMYA GROUP 22 44 BHS Marketing 1.36 Logistics: packaging; storage
20 Arpadis 20.7 45 LEHVOSS GROUP 1.2 Trading sales: 30%
21 Solvadis 20.6 46 Charkit Chemical 1.1
AIREDALE CHEMICALS
22 Pon Pure Chemicals 19.7 47 Connect Chemicals 1.1 148 2013 SALES: $64.7M
23 K&H Chemicals 16.3 48 Bufa Chemikalien 1
24 BARCELONESA DE DROGAS Y P.Q. 14.5 49 RNM-Produtos Quimicos 0.95 Cross Hills, West Yorkshire, UK
25 SINPRO 12 50 Alpha Wax 0.7 WWW.AIREDALECHEMICAL.COM
26 Norkem Holdings 6 51 Zeus Quimica 0.69 Managing Director: Richard Chadwick
27 PENPET Petrochemical Trading 5.8 52 Will & Co 0.54 Products: Industrial chemicals; surfactants;
phosphates; phosphonates; textile dyestuffs;
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
textile auxiliary chemicals; water treatment
and wastewater chemicals; detergent chemi-

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cals; personal care ingredients; food and bev- QUELARIS INTERNACIONAL industrial chemicals
erage ingredients; agrochemicals, aluminium 152 2013 SALES: $61.6M Assets: Seven public warehouses
chemicals; wood treatment chemicals; per-
acetic acid; phosphoric acid Panama City, Panama KALE KIMYA GROUP
Sevices: Chemical reactions and manufactur- WWW.QUELARIS.COM 156 2013 SALES: $58.7M
ing; blending; toll manufacture; R&D; quality CEO: Paul Vanhauw
control; product development; storage; sam- Products: Polyurethanes isocyanates, poly- Istanbul, Turkey
pling; packaging; national and international ols, additives; rubber SBR, NR, NBR, EPDM, WWW.KALEKIMYA.COM
distribution rubber chemicals; personal care ingredients, CEO: Birgen Kaleagasi Ozemre
Assets: One manufacturing site with multi- coatings, adhesives, packaging chemicals, Products: Sodium lauryl ether sulphate; be-
ple reactors and storage vessels; seven tem- graphic arts materials taine; esterquats; alkylpolyglucosides; co-
perature-controlled warehouses; three labora- Services: Network in 12 countries; storage; camide DEA; amine oxide; polymer opaciers;
tories; multiple ofces; 18 fully-owned trucks transport; packaging rheology modiers; silicones; preservatives;
Assets: Local infrastructure in Colombia, Ec- esters; conditioners; adhesives; swimming
ROWELL CHEMICAL uador, Peru, Venezuela, Costa Rica, El Salva- pool chemicals
149 2013 SALES: $64.5M dor, Honduras, Guatemala, Nicaragua, Pana- Services: Logistics; storage; blending;
ma, Dominican Republic, Jamaica packaging; concentrate base formulation;
Hinsdale, Illinois, US Trading sales: 20% production; toll manufacturing; laboratory
WWW.ROWELLCHEMICAL.COM service
CEO: Terry Matray; President: Tom Harris ALAC INTERNATIONAL Assets: Four warehouses comprising 22,000
Products: Chemicals 153 2013 SALES: $61.3M sq metres; six trucks; two laboratories; 72 em-
Services: Manufacturing; storage; transload- ployees
ing and compounding (bulk and packaged) New York City, New York, US
Assets: 22 trucks; three warehouses; 27 stor- WWW.ALACINTERNATIONAL.COM ASTRO CHEMICALS
age tanks; rail siding and barge docks Managing director: Lily Frishman 157 2013 SALES: $58.0M
Products: Polyvinyl chloride (PVC); plasticiz-
RNM-PRODUTOS QUIMICOS ers (diisononyl phthalate (DINP), dioctyl tere- Springfield, Massachusetts, US
150 2013 SALES: $63.3M phthalate (DOTP) and tris (2-Ethylhexyl) tri- WWW.ASTROCHEMICALS.COM
mellitate (TOTM); MBS impact modiers, President: Chris Diamond
Famalicao, Portugal azodicarbonamide (AC) blowing agent; tita- Products: Complete line of organic and inor-
WWW.RNM-PQ.PT nium dioxide (TiO2); solution vinyl resin ganic chemicals
General manager: Ricardo Machado Services: Shipping and logistics; import; Assets: 12 trucks; 125,000 sq ft of warehouse
Products: Caustic Soda; hydrogen peroxide; sul- storage space; 65 employees
phuric acid; hydrochloric acid; sodium hy- Assets: Three leased tanks in two locations; Trading sales: 2%
pochlorite; solvents; plastics; glycols; propylene rented warehouses in seven locations
glycol; glycol ethers; surfactants; silicones; metha- TH HILSON
nol; epoxy resins; inorganics; specialty chemicals CHEMISPHERE 158 2013 SALES: $57.1M
Services: Storage of liquid and packed prod- 154 2013 SALES: $60.1M
ucts; blending; standard and tailor-made Wheaton, Illinois, US
packaging; stock control and telemetry; logis- St Louis, Missouri, US WWW.THHILSON.COM
tic operations consulting WWW.CHEMISPHERECORP.COM President and CEO: Lori Hilson-Cioromski
Assets: Logistics complex at Famalicao and President: Matt Schwent Products: Specialty chemical additives and
Valencia across 15,000 square metres with ca- Products: Beverage-grade ethanol; denatured raw materials for the adhesives, coatings,
pacity for 20,000 tonnes of packed products ethanol; solvents; alcohols; aliphatics; aro- construction, consumer care, graphic arts,
and 8,000 cubic metres of liquids in 35 tanks; matics; ketones; glycol ethers lubricants, personal care and plastics
4 tank terminals for liquids with 12,000 cubic Services: Custom blending; packaging; USP industries
metres and packed solids; own eet of 35 packaging; storage; railcar trans-loading Assets: 13 trucks
trucks, 33 tankers, 6 semi-trailers; 56 stainless Assets: 1.3m gal storage; more than 60,000 sq
steel isotainers of 26 cubic metres ft (5,600 sq metres) of warehouse space; bulk CARBONO QUIMICA
Trading sales: 7% tanker eet 159 2013 SALES: $55M

VAN HORN, METZ & CO FITZ CHEM Sao Paulo, Brazil

151 2013 SALES: $62.5M 155 2013 SALES: $59.8M WWW.CARBONO.COM.BR
President: Vera Maria Miraglia Gabriel
Conshohocken, Pennsylvania, US Itasca, Illinois, US Products: Aliphatic and aromatic solvents;
WWW.VANHORNMETZ.COM WWW.FITZCHEM.COM oxygenated solvents; epoxy resins; curing
President: Barrett Fisher President: Don Deihs; Chairman: Robert agents; reactive diluents; glycerine; mineral
Products: Additives; specialty resins; extend- Becker oils; acrylic emulsions; paint dryers; maleic
ers; pigments; dyes; base stock; silicones; sur- Products: Specialty carbon blacks; acrylic anhydride; phthalic anhydride; plasticizers;
factants; esters; fragrances; thickeners; polyal- emulsions; waterborne urethanes; minerals pigments titanium dioxide (TiO2)
phaolens carbonates, clays, mica, talc, feldspar; addi- Services: Blending; packaging; storage;
Services: Dry blending; pigment treatment tives wetting agents, rheological modiers; Assets: Two warehouses; 15 trucks; 2,500
Assets: 10 warehouses titanium dioxide (TiO2), silica gels; personal cubic metres bulk storage
Trading sales: 10% care ingredients; household, institutional and Trading sales: 5%

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IDEAL CHEMICAL & SUPPLY WWW.MAHACHEM.COM

163 2013 SALES: $51.54M
Memphis, Tennessee, US
WWW.IDEALCHEMICAL.COM
President: Sam Block Jr
Products: 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 chemicals
Services: Blending; contract packaging; cus-
tomer research; regulatory support; safety
training
Assets: 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
Brenntag
CEO: Tan Seow Hoon
Products: Latex emulsions; vinyl acetate-eth-
ylene (VAE) emulsions; carbon black; alumin-
ium paste; alkyd resins; acrylics resins; addi-
tives; functional llers; organic and inorganic
pigments; biocides; surfactants; silica
Services: Laboratory machines servicing and
repairs; packaging; storage
Assets: Warehouses and trucks
Trading sales: 5%
TRANSCHEMICAL
167 2013 SALES: $50.3M
St Louis, Missouri, US
WWW.TRANSCHEMICAL.COM
President: Daniel J Croghan
Products: Alcohols; aromatics, aliphatics,
glycols; ketones; acetates; process oils; materi-

COMERCIAL CONTE als for the personal care, pharmaceutical and

164 2013 SALES: $51.51M industrial markets
ANDREAS JENNOW Services: Warehousing; custom blending;
160 2013 SALES: $54.5M Lima, Peru packaging; rail transloading; vendor managed
WWW.CONTE.COM.PE inventory (VMI); transportation
Copenhagen, Denmark CEO: Soa Ito Assets: Warehouse (60,000 sq ft); 1.0m gal
WWW.JENNOW.COM, WWW.JENNOW.DK Products: Natural and synthetic rubber; plas- liquid storage; seven OTR tractors, 20 tankers;
Owner: Peter Lauenborg From ticizers; rubber and plastics additives; llers; four freight boxes; 10 railcars
Products: Pigments; resins; dispersions; rheo- accelerators; pigments; rubber compounds;
logical additives; wetting agents; dispersing EVA compounds; blowing agents; machinery HUBBARD-HALL
agents; fatty acids purging additives; plastic pallets; anodised 168 2013 SALES: $49.3M
Services: Logistics aluminium
Trading sales: 10% Services: Laboratory analysis; custom tai- Waterbury, Connecticut, US
lored pigments development; rubber formula- WWW.HUBBARDHALL.COM
BUCKLEY OIL COMPANY tions; rubber and EVA compound formulation President and CEO: Andrew K Skipp
161 2013 SALES: $53.5M and mixing Products: Caustic soda; acids; solvents; hy-
Assets: 10 warehouses distributed along Peru drogen peroxide; cleaners; rust preventative
Dallas, Texas, US and Ecuador with 46,400 sq metres/2,000 compounds; water treatment chemicals; heat
WWW.BUCKLEYOIL.COM acres of natural rubber plantations; two rub- treatment salts; plating chemicals
President and CEO: RE Dodson ber compound manufacturing facilities; one Services: Custom blending; analytical ser-
Products: Alcohols; aliphatics; aromatics; EVA compound manufacturing facility; one vices; warehousing; third-party logistics
chlorinated solvents; glycols; ketones; sol- natural rubber factory; two laboratories Assets: Five warehouses; two manufacturing
vents free from volatile organic compounds Trading sales: 15% plants; two laboratories
(VOCs); base oils; lubricants
Services: Blending; packaging; storage; trans- QUIMITECNICA.COM MILES CHEMICAL
portation 165 COMERCIO E INDUSTRIA QUIMICA 169 2013 SALES: $48.4M
Assets: Three distribution facilities; 21 trucks 2013 SALES: 36.9M ($50.8M)
Trading sales: 33% Lisbon, Portugal Arleta, California, US
WWW.QUIMITECNICA.COM WWW.MILESCHEMICAL.COM
MCCULLOUGH & ASSOCIATES CEO: Jose A Magalhaes President: Anthony Miles
162 2013 SALES: $51.7M Products: Inorganic chemicals acids, alkalis Products: Caustics; acids; solvents; metal n-
and salts; water treatment chemicals; feed ad- ishing products; electronic chemicals, food-
Atlanta, Georgia, US ditives; food additives; formulated specialties grade chemicals; oxidisers
WWW.MCCANDA.COM Services: Blending; packaging; storage; logis- Services: Manufacturing; third-party blend-
President: George McCullough tics; training; third-party logistics; vendor man- ing; third-party logistics; hazardous waste
Products: Specialty additives; pigments; aged inventory transportation
fumed silica; resins; oleochemicals; silicones; Assets: Seven warehouses; two blending Assets: Five warehouses; 20 trucks
specialty extenders; specialty surfactants; plants; tank farm of 12,000 cubic metres; one
synthetic silicas; actives for personal care; bulk solids warehouse; three trucks FBC CHEMICAL
waxes; polyols and polymers; industrial ma- 170 2013 SALES: $48.2M
chinery MAHA CHEMICALS
Services: Local warehousing; technical sales 166 2013 SALES: $50.5M Mars, Pennsylvania, US
support WWW.FBCCHEM.COM
Assets: Two warehouses Singapore President: Dave A Hudac

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



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TOP 100
CHEMICAL DISTRIBUTORS
Products: Solvents; resins; silicones; sur-
factants; defoamers; asphaltic coatings; non-
VOC wood coatings; gas/oil well products;
waterproong membranes; roof coatings; rust-
proong compounds
Services: Bulk storage; repackaging; blend-
ing; oil/gas well maintenance and service;
technical lab work; warehouse rental space
Assets: Four warehouses (320,000 sq ft), 22
trucks; 10 tankers; two gas well service tank-
ers; 500,000 gal bulk storage; ve blending
tanks
Trading sales: 5%
T.Z. GROUP
171 2013 SALES: $48M
Mexico City, Mexico
WWW.TZGROUPUSA.COM; WWW.TREZA.
COM.MX; WWW.TAUCHEMICALS.COM
President: Fernando J Zavala
Products: 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
Mexico
Assets: Four warehouses; 35 tank trucks in
Mexico; 350,000 cubic metres liquid tank
storage; blending and packaging stations; two
overseas ofces
MY-CHEM
172 2013 SALES: 34.8M ($47.9M)
Buchholz, Germany
WWW.MY-CHEM.DE
President and owner: Ralf Meinecke
Products: Phthalic anhydride; maleic anhy-
dride; isophthalic acid; puried terephthalic
acid (PTA); mono-pentaerythritol; di-pentae-
rythritol; paraformaldehyde; sodium formate;
fumaric acid; styrene; tall oil products
Services: Storage; packaging
Assets: Ofces; one warehouse
Trading sales: 80%
RAMCHARAN
173 2013 SALES: $47M
Chennai, India
WWW.RAMCHARAN.ORG
Managing partner: Divyesh Palicha
Products: Polymers rubber, plastics, inks
and coatings; chemicals; process additives;
carbon blacks; process oils; peroxides; oleo-
chemicals
Services: Testing; packaging; storage; logis-
tics support
Asstes: 19 warehouses; 32 leased vehicles;
94 | ICIS Chemical Business | 21-27 July 2014
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two laboratories for rubber and liquid
dispersions
KPL INTERNATIONAL
174 2013 SALES: RS2.888BN ($46.7M)
New Delhi, India
WWW.KPLINTL.COM
Managing director: Surinder Kumar Kak
Products: Bulk and commodity chemicals;
polymers; paper and allied chemicals;
specialty chemicals; industrial and specialty
gases; engineering equipment; Darjeeling
teas
Services: 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
audits
Assets: Eight warehouses; one refrigerant gas
repackaging facility
Trading sales: 27.9%
CHEM ONE
175 2013 SALES: $45.9M
Houston, Texas, US
WWW.CHEMONE.COM
President and CEO: Terry Podlogar
Products: Feed additives; fertilizer ingredi-
ents; water treatment chemicals; food addi-
tives; industrial chemicals
Services: Just-in-time inventory; pallet quan-
tities; truckloads
Assets: Headquarters and warehouse in Hou-
ston, Texas, US; independent contract facili-
ties in Laredo, Texas, and Tampa, Florida, US
METACHEM
176 2013 SALES: $45.5M
Sao Paulo, Brazil
WWW.METACHEM.COM.BR
Managing director: Ricardo Rego Freitas
Products: Food additives; base lube oils and
additives; paint and coating additives; plas-
tics additives; leather additives
Services: Blending; packaging; storage
Assets: Five warehouses
Trading sales: 5%
TRINTERNATIONAL
177 2013 SALES: $45.2M
Seattle, Washington, US
WWW.TRICHEMICALS.COM
President and CEO: Anthony M Ridnell
Products: Acids; adhesives and sealants; al-
cohols; amines; chlor-alkali; food additives;
glycol ethers; inorganics; lubricants; plasticiz-
ers; polyglycols; resins; solvents; surfactants;
thickening agents
Services: Manufacturing; blending; contract
packaging
Trading sales: 20%
NATIONAL CHEMICAL
178 2013 SALES: $45.1M
Dublin, Ireland
WWW.NCC.IE
CEO: Alan Looney
Products: Full range of chemicals, food ingre-
dients and performance polymers
Services: Supply chain solutions from sup-
ply chain risk assessment, sourcing, accredi-
tation, regulatory support, logistics and
supply
Assets: ISO13485 clean room; medical com-
pounding plant via joint venture with Innova-
tive Polymer Compounds
ANDES CHEMICAL
179 2013 SALES: $42.9M
Doral, Florida, US
WWW.ANDESCHEM.COM
CEO: Fernando Espinosa
Products: Dispersants; pigments; talc; cal-
cined clay; additives; zinc oxide; zinc stearate;
coalescent agents; surfactants acrylic resins;
alkyd resins; cellulosics; solvents; driers;
defoamers
Services: Storage; consolidation; export
services
Assets: One warehouse
ULTRA CHEM
180 2013 SALES: $42.5M
Mexico City, Mexico
WWW.ULTRACHEM.COM.MX
President: Jose Antonio Iniestra Zuniga
Products: 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
chemicals
Servcies: 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/manufacturing
Assets: Four warehouses; four laboratories;
one manufacturing site; three ofces; two
clean rooms; 280 tonnes of liquid bulk storage
in 10 carbon steel tanks
www.icis.com

MATTESON-RIDOLFI
181 2013 SALES: $42.2M
Riverview, Michigan, US
WWW.MATTRID.COM
President: Scot Westerbeek
Products: 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 additives
Services: Regional warehousing (ve loca-
tions); technical sales support
D.B. BECKER
182 2013 SALES: $42.1M
Clinton, New Jersey, US
WWW.DBBECKER.COM
President and CEO: Daniel T Canavan
Products: Additives; biocides; fungicides;
resins all types; resin emulsions; pigments;
waxes; llers; catalysts; urethane resins;
cure promoters; environmentally friendly/
SOURCING AND
SUPPLYING
Quality Products Worldwide
Since 1947
Ofces in:
Hamburg, London, Lyon, Mumbai, New York,
Paris, Shanghai, Singapore
www.aceto.com
www.icis.com
TOP 100
CHEMICAL DISTRIBUTORS
sustainable products; products with no SINPRO
or low volatile organic compounds (VOCs) 184 2013 SALES: 30M ($41M)
Services: Heated and freezer storage;
drumming Lausanne, Switzerland
Assets: Seven warehouse locations along the WWW.SINPROSA.CH
Eastern seaboard of the US; temperature- Director: Eric Frankel
controlled facilities; one corporate ofce Products: Industrial chemicals; resins; poly-
building; 12 eld sales representatives esters; pharmaceutical ingredients; construc-
tion chemicals; paints; inks; food and feed
EMSA TECNOLOGIA QUIMICA additives
183 2013 SALES: 30.2M ($41.7M) Services: Associated with a forwarding agent
Trading sales: 50%
Barcelona, Spain
WWW.EMSAQUIMICA.COM MCKINN INTERNATIONAL
President and CEO: Jorge Grima 185 2013 SALES: $38.4M
Products: Raw materials and additives for the
following sectors: abrasives; lubricants; metal- Singapore
lurgy; ceramic; glass; coatings; inks; adhe- WWW.MCKINN.COM.SG
sives; construction; plastics; rubber; surface Managing director: Chau Tak Vui
treatment; agrochemical; feed Products: Flame retardants; acids and
Services: Blending; packaging; storage; com- anhydrides; agents and catalysts; intermedi-
paction; briquetting; milling ates; solvents; oleochemicals; plasticizers;
Assets: Headquarters in Barcelona, Spain; of- metal powder and metallic oxides; food
ces in Oporto, Portugal, and Casablanca, additives
Morocco; main warehouse in La Pobla de Services: Sourcing
Claramunt, Spain Assets: Third-party warehouse
Trading sales: 20% Trading sales: 100%
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LATIN AMERICA CHEMICAL DISTRIBUTION LEADERS 2013

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

1 Brenntag 1,200 23 Andes Chemical 42.9 43 Comercial Qumica Masso 4.8
2 Helm 813** 24 Ultra Chem 42.5 44 The Plaza Group 4
3 QUANTIQ Distribuidora 556 25 T.Z. Group 37 45 PENPET Petrochemical Trading 3
4 Manuchar 513 26 Cosmoquimica Industria e Comercio 31.2 46 Unipex 2.8
5 M. Cassab 405 27 Shamrock Shipping & Trading 28.7 47 PHT International 2.6
6 Jebsen & Jessen Group 358 28 Morais de Castro 27.2 48 Connect Chemicals 2.2
7 Pochteca Materias Primas 307 29 BRISCO DO BRASIL INDUSTRIA 24.2 49 Solvadis 2.2
8 Bandeirante Brazmo 272 QUIMICA E COMERCIO 50 2M Holdings (Banner Chemicals, 2
9 Indukern 157.8 30 ECEM European Chemical Marketing 21.7 Surfachem)

10 Coremal Comercio e 128.1 31 Campi y Jove 19.3 51 Arkem Kimya Sanayi Ve Ticaret 2
Representacoes Maia 32 CG Chemikalien 18.6 52 Bufa Chemikalien 2
11 Quimisa 123.9 33 Omya 17 53 TransChem 1.75
12 ICC Chemical 109 34 CLARIQUIMICA COMERCIO DE 16.8 54 LEHVOSS GROUP 1.5
13 D'Altomare Qumica 76.6 PRODUTOS QUIMICOS 55 NovaSol Chemicals 1.5
14 IMCD Group 76 35 Additiva Comercio de Produtos 9.3 56 Norkem Holdings 1.2
15 Agro Qumica Maringa 74.3 Quimicos 57 Ricardo Molina 1.2
16 Usiquimica do Brasil 68.1 36 K&H Chemicals 9 58 ChemSpec 1
17 Petrochem Middle East 64.8 37 Haeffner 8.5 59 Royale Pigments and Chemicals 1
18 Biesterfeld 64 38 Wego Chemical & Mineral 7 60 BARCELONESA DE DROGAS Y P.Q. 0.97
19 Quelaris Internacional 61.6 39 Arpadis 6.9 61 BHS Marketing 0.68
20 Carbono Quimica 55 40 Atlantic Chemicals Trading 6 62 R2 Group 0.55
21 Comercial Conte 51.5 41 Charkit Chemical 5.9 63 TRInternational 0.50
22 Metachem 45.5 42 Bodo Moller Chemie 5 64 RNM-Productos Quimicos 0.32
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

SAMECA PRODUTOS QUIMICOS Managing directors: Horst Ludwig and Products: Surfactants; emulsiers; silicates;
186 2013 SALES: 27.8M ($38.3M) Jurgen Martin chelating agents; preservatives; rheology
Products: Amines; bromides; dimethylsul- modiers; personal care specialties; home
Oporto, Portugal foxide; methane sulphonic acid; nickel sul- care products; industrial and institutional
WWW.SAMECAPQ.PT phate; nitrilotriacetic acid; oxo acids and alco- specialties
CEO: Eduardo Moura e Sa hols; phosphorous compounds; phosphates; Services: Local storage; formulation assistance
Products: Native starch and derivatives; starch derivatives (for technical use) Trading sales: 10%
food additives including vitamins, sweeten- Services: Packaging (liquid and solids);
ers and process aids; phosphates; coating grinding; storage CHEMICAL DISTRIBUTORS INC
chemicals including resins, pigments, llers, Assets: Six warehouses; more warehousing 190 2013 SALES: $34M
large range of additives and thickeners, ltra- available on customer demand
tion aids (diatomites and other minerals); Trading sales: 10% Buffalo, New York, US
detergents/personal care raw materials in- WWW.CDIBUFFALO.COM
cluding surfactants and colourants; inorgan- INDEPENDENT CHEMICAL President: Mark T Russell
ic chemicals (acids, salts, etc); textile and 188 2013 SALES: $36M Products: Acids; alkalis; food and pharma-
paper chemicals; additives and raw materi- ceutical ingredients; hydrogen peroxide; sol-
als for polyurethane (PU) foam and polyvi- Glendale, New York, US vents; reagents; water treatment chemicals
nyl chloride (PVC); masterbatch formula- WWW.INDEPENDENTCHEMICAL.COM Services: Customised blending; packaging;
tions; rubber President: Jonathan Spielman warehousing; bulk and less-than-truckload
Services: Repackaging/drumming of bulk Products: Cosmetic specialties; nutritionals; (LTL) shipments
chemicals surtactants; alkalies; acids; industrial chemicals Assets: Two warehouses; 10 trucks; eight
Assets: Warehouses in three locations in Por- Services: Blending; packing; warehouse; cus- trailers; eight tankers
tugal (Oporto, Lisbon, Alcanena) with total tom manufacturing Trading sales: 1%
area of 4,500 sq metres; own distribution eet Assets: One warehouse; six trucks; three
(six trucks and two vans); ofces in Oporto tankers VIVION
and Lisbon 191 2013 SALES: $31.9M
VENDICO CHEMICAL
GB-CHEMIE 189 2013 SALES: 25.2M ($34.7M) San Carlos, California, US
187 2013 SALES: 26.7M ($36.8M) WWW.VIVIONINC.COM
Malmo, Sweden President: Michael Poleselli
Messel Germany WWW.VENDICO.SE Products: Acidulants; sweeteners; humec-
WWW.GB-CHEMIE.COM Managing director: Anders Hakansson tants; preservatives; chelants; hydrocolloids;

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

TOP 100 Sign up to receive free ICIS updates
CHEMICAL DISTRIBUTORS by email, tailored to the markets you are
interested in. Visit icis.com/keep-in-touch

surfactants; vegetable oils; antifoams;
tableting aids; micronutrients; vitamins;
minerals
Services: Documentation support; technical
and product formulation support
Assets: Five warehouses/ofces (85,000 sq
ft); two trucks
R.E. CARROLL
192 2013 SALES: $31.84M
Trenton, New Jersey, US
WWW.RECARROLL.COM
President: Robert E Carroll III
Products: 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 oils
Services: Repackaging; storage; capacity to
efciently repackage 6,000-12,000 gal per
week at several locations for aromatic, naph-
thenic, parafnic base and process oils
Assets: Corporate ofce and warehousing
(New Jersey); warehouse locations in the US
in California, Ohio, Georgia, Tennessee,
Texas, Wisconsin
COAST SOUTHWEST
193 2013 SALES: $31.24M
Placentia, California, US
WWW.COASTSOUTHWEST.COM
President: Joseph C Cimo
Products: Surfactants; silicones; personal
care ingredients
Services: Liquid blending; liquid bulk stor-
age; drumming; transportation; formulating
Assets: Six locations; six trucks
COSMOQUIMICA INDUSTRIA E
194 COMERCIO
2013 SALES: $31.21M
Sao Paulo, Brazil
WWW.COSMOQUIMICA.COM.BR
President and founder: Jayme Marmelsztejn
Products: Active pharmaceutical ingredients
(APIs); defensive agricultural products; cos-
metics ingredients; food additives; household
chemicals; specialties; feed ingredients;
chemical intermediates
Services: Blending; packaging; storage;
chemical analysis; technical support; delivery
within 24 hours; quality assurance; logistics;
contract drumming; outsourcing
Assets: One ofce; two warehouses with
8,000 sq metres of space for dry products; 20
tanks with capacity over 2,000 cubic metres;
laboratory certied by ISO 17025
GALLADE CHEMICAL
195 2013 SALES: $31M
Santa Ana, California, US
WWW.GALLADECHEM.COM
President and CEO: Richard A Gallade
Products: Inorganics; alcohols; esters; sol-
vents; food additives; glycol ethers; ketones;
reagents; chlor-alkali
Services: Package and bulk storage (oxidis-
ers, corrosive, ammable, poisons)
Assets: Four warehouses; ve trucks
NEWPORT INDUSTRIES
196 2013 SALES: 18.3M ($30.3M)
London, UK
WWW.NEWPORT-INDUSTRIES.COM
Managing director: Raj Patel
Products: Soda ash dense; sodium sulphate;
sodium bicarbonate; calcined bauxite; hydro-
carbon resin; rosin and modied rosin prod-
ucts; ne chemicals; chemicals for animal
feed; copper sulphate

The Strengths of Many. The Power of One.

The Strengths of Many. The Power of One.
Hubbard-Hall Inc. Hawkins, Inc.
Hubbard-Hall Inc., an Omni-Chem136 partner, is New Englands
oldest independent supplier of industrial chemicals and specialty It all adds up to unmatched, one to one service, its why
our clients know they can always rely on us to deliver what
chemicals for surface treatment.
we promise. Hawkins, Inc. distributes, manufactures and
97.5% on time shipment since 2011 formulates bulk and specialty chemicals for our customers in a
ISO 9001-2011 certied wide variety of industries. We began our operations primarily
6 generations of family leadership as a distributor of bulk chemicals with a strong customer
focus. Industries and areas of focus include water, waste water,
Chemistry and Expertise for Manufacturings Toughest Problems. energy, food, agriculture and pharmaceutical.

Waterbury, CT Hawkins, Inc.

800.648.3412 1-800-328-5460
www.hubbardhall.com www.hawkinsinc.com

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

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

Dedication that conquered the

WORLD
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.

2YHUHPSOR\HHV)RXUZDUHKRXVHV 2YHUWUXFNV 2YHUPLOOLRQOLWHUVVWRUDJHFDSDFLW\

www.quimisa.com.br

Headquarters - Brusque - Santa Catarina, Brazil

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 TOP 100
CHEMICAL DISTRIBUTORS

Services: Sourcing
Trading sales: 90%
TRI-ISO
197 2013 SALES: $29.1M
Cardiff, California, US
WWW.TRI-ISO.COM
President and CEO: Jason Scott
Products: Paints, coatings and ink raw mate-
rials; adhesive and sealant ingredients; plas-
tic and composite chemicals; lubricant and
metalworking additives; PU chemicals
Services: Product marketing and sales
Assets: Multiple public warehouses
CHEMSPEC
198 2013 SALES: $29M
Uniontown, Ohio, US
WWW.CHEMSPECLTD.COM
President: David Moreland
Products: Silanes; plasticizers (including
non-phthalates); oxides and borates; wood
our; blowing agents/activators; process aids;
parafn wax and chlorinated parafn wax;
rubber accelerators (including nitrosamine-
free); antioxidants; co-agents; polyethylene
glycol (PEG); polymers (butyl, polyisobutyl- President: Semyon Melamed
ene, polyisoprene); wood-plastic composite Products: Phosphates; micronutrients; che-
coupling agents lates; detergent chemicals
Services: Blending; packaging; storage; Services: Blending; packaging; storage; liquid
logistics processing
Assets: Warehouse locations in the US: one
in Akron, Ohio; two in Los Angeles, Califor- TAN INTERNATIONAL
nia; three in Norfolk, Virginia; four in Atlanta, 201 2013 SALES: $28M
Georgia; ve in Dallas, Texas; six in Topeka,
Kansas Perth, UK
WWW.TANINTERNATIONAL.COM
VENUS CHEMICALS GROUP Managing director: Chris Irvine
199 2013 SALES: $28.5M Products: General chemicals; oileld chemi-
cals and custom blends; food chemical prod-
Cairo, Egypt ucts; solvents; agricultural products; industrial
WWW.VENUSKIM.COM chemicals; water treatment chemicals; ne
Managing director: Ahmad Alghoul chemicals and pharmaceutical ingredients
Products: Resins; pigments; solvents; kaolin; Services: Custom and third-party blending;
oils; fatty acids; surfactants storage; packaging sales; turnkey manage-
Services: Trading ment of chemical supply projects
Assets: Five warehouses; eight cars Assets: Owned and operated 10-acre site with
Trading sales: 40% about 10,000 tonnes liquid storage and about
5,000 tonnes dry/packed storage; owned and
VALUDOR PRODUCTS operated specialist vehicles including hydro-
200 2013 SALES: $28.03M chloric acid/methanol and general-purpose
liquid tankers; blending plants capable of 1, 5,
Rancho Santa Fe, California, US 15, 50 and 100 tonne blends; fertilizer blend-
WWW.VALUDOR.COM ing plant with 45,000 tonne/year capacity; two

The Strengths of Many. The Power of One.

Grupo Pochteca
Grupo Pochteca serves Mexico, Central America and
Brazil with 43 branches strategically located to provide
top of the class service to industrial and food processing
companies. Pochteca distributes products for more than
100 leading suppliers from the U.S., Europe and Asia to
more than 27,000 clients in elds that range from cheese
to high tech electronics and appliance manufacturing.
Pochtecas team is committed to service, safety and value
generation for customers and suppliers. If you are looking
to sell your products in these markets or need world class
supply for your local operations, allow us to be of service.
Mexico City, Mexico
Tel. + 52 (55) 5278-5900
ventas@pochteca.com.mx
www.pochteca.com.mx
The Strengths of Many. The Power of One.
Ideal Chemical & Supply
Ideal Chemical & Supply y has been a successful supplier
for more than 80 years because we work hard to meet
your needs, solve your problems and enhance your
business. The word service is not a clich to us; its a
fundamental business principle. Responsiveness, exibility,
dependability and consistency make us the Ideal choice.
Memphis, TN
800.232.6776
www.idealchemical.com

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

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

 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.

Animal Nutrition Laboratory LifeScience Product Industrial Chemicals

www.mcassab.com.br

additional third-party owned but Tan opera-
ted satellite sites
INDUSTRIAL CHEMICALS CORP
202 2013 SALES: $27.8M
Arvada, Colorado, US
WWW.INDUSTRIALCHEMCORP.COM
President: Robert L Wilson II
Products: Acetates; acids; aliphatic and aro-
matic solvents; alcohols; biofuel chemicals;
chelating agents; detergent chemicals; glycols
and glycol ethers; heat transfer uids; hydrogen
peroxide; metal treatment and nishing chemi-
cals; oil and gas eld chemicals; organic and
inorganic chemicals; pharmaceutical ingredi-
ents; surfactants; water treatment chemicals
Services: Contract and custom blending;
warehousing
Assets: Three warehouses; 22 tankers; 12
tractors; ve vans; 700,000 gal bulk storage
MORAIS DE CASTRO
203 2013 SALES: R64.36M ($27.22M)
Bahia, Brazil
WWW.MORAISDECASTRO.COM.BR
President: Eduardo Morais de Castro
Products: 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; biocides
Services: Transportation; packaging (includ-
ing USP-grade products) bulk to packages;
repackaging; storage; importing; dilutions
Assets: Warehouses in Bahia and Pernambu-
co, Brazil; 10 trucks; one bulk storage facility
(Bahia); one sales ofce (Rio de Janeiro); one
refrigerated facility (Bahia)
www.icis.com
ARC PRODUCTS
204 2013 SALES: $27.2M
Dallas, Texas, US
WWW.ARCPRODUCTSINC.COM
President and co-owner: Bobby M Viteaux
Products: Personal care ingredients; agricul-
tural chemicals; household chemicals; indus-
trial chemicals; oileld chemicals; sur-
factants; polymers; oils; inorganics
Services: Storage; formulating
Assets: One corporate ofce; laboratories;
warehouse space totalling 22,600 sq ft
Trading sales: 10%
CHEMSERVICE
205 2013 SALES: 19.6M ($27.01)
Milan, Italy
WWW.CHEMSERVICE.EU
President: Holger Fox; CEO: Oliver Fox
Products: Home and personal care chemi-
cals; plastics; agrochemicals; paper chemi-
cals; tanning chemicals; paints and varnish-
es; adhesives and inks; natural and synthetic
bres
Services: Storage and transport
Trading sales: 19%
VECKRIDGE CHEMICAL
206 2013 SALES: $27M
Kearny, New Jersey, US
WWW.VECKRIDGE.COM
President: Mark Veca
Products: Flavour and fragrance chemicals;
alkalies; acids; food chemicals; solvlents; che-
lates; amines; inorganic salts
Services: Dilutions; packaging; warehouse-
ing; trucking
Assets: One warehouse; ve trucks
21-27 July 2014 | ICIS Chemical Business | 103
TOP 100
CHEMICAL DISTRIBUTORS
GULF COAST CHEMICAL
207 2013 SALES: $26.9M
Abbeville, Louisiana, US
WWW.GULFCOASTCHEMICAL.COM
Managing member: Jim Fusilier
Products: Glycols; methanol; ethanolamines;
antifreeze; stationary engine coolants; lubri-
cants; gas engine oils; production chemicals;
heat transfer uids; solvents; specialty drill-
ing and completion products
Services: Blending; packaging; laboratory
services; design, implementation and moni-
toring of chemical treatment programmes; op-
erator training
Assets: Seven warehouses; 101,000 sq ft
warehouse storage; 460,000 gal bulk storage
TMC MATERIALS
208 2013 SALES: $26.2M
Shrewsbury, Massachusetts, US
WWW.TMCMATERIALS.COM
President: Kevin Mulkern
Products: Epoxies; acrylics; urethanes; oils;
UV oligomers/monomers; bio-solvents; car-
bon black; colour dispersions; specialty pig-
ments; rheological additives; specialty
amines; titanium dioxide (TiO2); tackiers;
cellulosics; organic pigments
Assets: One warehouse
MIN-CHEM/LAWRASONS GROUP
209 2013 SALES: $25M
Oakville, Ontario, Canada
WWW.MIN-CHEM.COM
WWW.LAWRASONS.COM
President: David A Luciani
Products: Composite thermosets (roving, resins
and peroxides); composite thermoplastics; rub-
ber additives; adhesives; waxes; ame retard-
ants; pharmaceutical ingredients; mineral and
industrial acids; water treatment chemicals;
pool and spa chemicals; janitorial and sanita-
tion chemicals; industry specialty chemicals
Services: Manufacturing; logistics
Assets: Three warehouses in Canada
Ontario, Quebec, British Columbia
Trading sales: 20%
UBA
210 2013 SALES: $24.99M
Ontario, Canada
WWW.UBA.CA
Vice president: Denis Manias
Products: Acetic acid; aqua ammonia; caustic
potash; caustic soda; hydrochloric acid; hy-
drogen peroxide; nitric acid; phosphoric acid;
sodium bisulphite; sodium hypochlorite; sul-
phuric acid
Assets: Two tank farms and buildings; own
dedicated eet
TOP 100 Sign up to receive free ICIS updates
CHEMICAL DISTRIBUTORS by email, tailored to the markets you are
interested in. Visit icis.com/keep-in-touch

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

Montornes del Valles, Spain

WWW.COMINDEX.ES
Director: Ana-Cristina Arp
Products: 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
modiers; UV absorbers; hindered amine
light stabilizers (HALS); aluminium pig-
ments; effect and pearl pigments
Services: Technical assessment; storage; dis-
tribution; agency; training; testing
Assets: 1,300 sq metre (14,000 sq ft) ware-
house and ofce space of 850 sq metres

TRANSCHEM
217 2013 SALES: $20.5M

Brenntag
Carlsbad, California, US
WWW.TRANSCHEMINC.COM
JNS-SMITHCHEM LUMAR President: Jeremy Krome
211 2013 SALES: $24.3M 214 2013 SALES: 16.5M ($22.7M) Products: Pharmaceutical intermediates; acti-
vated wood carbons; oxygenated solvents;
Paterson, New Jersey, US Barcelona, Spain trichloroethylene; monochlorobenzene; iso-
WWW.JNS-SMITHCHEM.COM WWW.LUMARQUIMICA.COM propyl alcohol; methyl acetate; isopropyl
CEO: Darren Jachts President: Lluis Ribera; CEO: Bruno Saillant acetate; n-propyl acetate; n-butanol; n-butyl
Products: Acrylic resins; pigments; mineral Products: Antioxidants; corrosion inhibi- acetate; ethyl acetate and full line of glycol
llers; chemical specialties; thickeners tors; metal deactivators; antiwear and ex- ethers and ether acetates; recycled, reclaimed
Services: Packaging treme pressure additives; fatty acids; fatty and stream products for industrial applications
Trading sales: 10% alcohols; emulsiers; polyalphaolens; poly- Services: Expedited order fulllment; expert
isobutene; esters; polyalkyleneglicols (PAG); level logistics; 24 hour service; import and ex-
BRISCO DO BRASIL INDUSTRIA defoamers; heat transfer uids; water lami- port division; processes committed to Re-
212 QUIMICA E COMERCIO nating adhesives; aluminium foil; acrylic sponsible Distribution
2013 SALES: $24.2M resins; low density polyethylene (LDPE) Assets: 12 public and private warehouse lo-
Sao Paulo, Brazil lm; biaxially oriented polypropylene cations across North America; 13 railcars;
WWW.BRISCO.COM.BR (BOPP) lm three trailers
Commercial manager and owner: Guillermo Services: Blending; packaging; storage; anal- Trading sales: 20%
Castillo ysis; technical training; Reach Only Repre-
Products: Styrene monomer; acrylic esters; sentative RADCHEM PRODUCTS
plasticizers; alcohols; maleic and phthalic an- 218 2013 SALES: $20.4M
hydride; special monomers; thermoplastics GJ CHEMICAL
(EPS, ABS, SAN, SBC, PC) 215 2013 SALES: $22.6M Orland Park, Illinois, US
Services: Imports; liquid and dry blending; WWW.RADCHEMINC.COM
packaging; agency service Somerset, New Jersey, US President: William M Radostits
Assets: One warehouse, ve trucks WWW.GJCHEMICAL.COM Products: Chemicals and solvents including
President: Diana Colonna acetates; alcohols; aliphatic hydrocarbons;
ALCHEM CHEMICAL Products: Acids and anhydrides; alcohols; glycol ethers; process oils; reuse solvents; res-
213 2013 SALES: $22.9M amines; aliphatic solvents; aromatic solvents; ins; K-1 kerosene
chlorinated solvents; cosmetic preservatives; Services: Railcar transport; drumming;
Atlanta, Georgia, US epoxy resins; esters; glycol ethers; glycols; blending
WWW.ALCHEMCHEMICAL.COM heat transfer uids; ketone; monomers;
President and CEO: Bart Whitaker plasticizers BIACHEM
Products: Solvents; caustic soda; caustic pot- Services: Testing; bulk storage; repackaging; 219 2013 SALES: $18.2M
ash; alcohols; phosphates; acids; surfactants; liquid bulk handling; custom blending; puri-
quaternary compounds fying and stabilising London, UK
Services: Blending; packaging Assets: Three locations; 6 trucks; 30 tankers; WWW.BIACHEM.COM
Assets: Five trucks; three tank trailers; four 10 box trucks; full analytical laboratory Managing director: Bob Beaumont
box trailers; warehouse Trading sales: 50% Products: Caustic soda; salt; magnesium

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


chloride; potassium chloride; sodium percar-
bonate; anionic surfactants; sodium sulphate;
sodium hydrosulphite
Services: Repacking, blending, detergent
formulations
Trading sales: 5%
BROCKLEY GROUP
220 2013 SALES: 12.5M ($17.2M)
Dublin, Ireland
WWW.BROCKLEYGROUP.COM
Chairman: Hugh ODonnell; Sales director:
Pat Short; Director nance and business de-
velopment: Nicky Holmes
Products: Chemical intermediates; specialty
chemicals; solvents; hydrocarbons; diesel ex-
haust uid; coolants and anti-freezes for the
pharmaceutical, healthcare, veterinary, chem-
ical synthesis, electronic, water treatment and
automotive industries
Services: Contract lling/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
www.icis.com
TOP 100
CHEMICAL DISTRIBUTORS
Assets: Dilution plants (four); owned depots Products: Paraformaldehyde; hexamethylene
(one); tank farm (540,000 litres); delivery tetramine; phthalic anhydride; melamine;
tanker (full and part bulk); drumming station; maleic anhydride; phenol; pentaerytritol; bis-
eet of more than 250 stainless steel interme- phenol A; diesel exhaust uid
diate bulk containers (IBCs); testing facility Services: Logistics; storage; repackaging
(key point) Assets: 60,000 sq ft warehouse; 12 trucks;
ve van trailers; seven container chassis
CLARIQUIMICA COMERCIO Trading sales: 10%
221 DE PRODUTOS QUIMICOS
2013 SALES: $16.81M ROYALE PIGMENTS AND
Sao Paulo, Brazil 223 CHEMICALS
WWW.CLARIQUIMICA.COM 2013 SALES $15.5M
CEO: Valne Lucas Vieira Paramus, New Jersey, US
Products: Pigments; paper chemicals; dyes ROYALEPIGMENTS-CHEM.COM
for paper and textiles; caustic soda; carbon John Logue CEO; Lindsay Logue President
black; additives; iron oxide; pigment Products: Potassium Fluoride (solid and liq-
dispersions uid), potassium uoroborate, potassium uor-
Services: Blending; packaging otitanate, uorozirconic acid, uorotitanic
Assets: One truck; one warehouse acid, ammonium biuoride, potassium bif-
Trading sales: 75% luoride (solid and liquid), potassium nitrite,
sodium nitrite, ACS chemicals, iron oxides,
INTERATLAS CHEMICAL pearle pigments, uorescent pigments, organ-
222 2013 SALES: $16.8M ic uorides, organic intermediates
Services: grinding, solutions, custom synthe-
St. Catharines, Ontario, Canada sis, supply chain management
WWW.INTERATLASCHEMICAL.COM Assets: Five warehouse locations in the US,
President and CEO: Alex Van Zijl one in Europe
W FRE
eb E
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TOP 100
CHEMICAL DISTRIBUTORS
MULTICHEM SPECIALITIES
224 2013 SALES: $15M
Mumbai, India
WWW.MULTICHEMINDIA.COM
Managing director: Manish Karnani
Products: 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 carbonate
Services: Storage
Assets: 10 warehouses; four branch ofces
BOEHLE CHEMICALS
225 2013 SALES: $13.6M
Sterling Heights, Michigan, US
WWW.BOEHLECHEM.COM
President: Tedd Strobehn
Products: Surfactants; resins, epoxy resins,
epoxy curing agents; pigments; preservatives;
coatings additives
Services: Storage; technical assistance
Assets: Five warehouses
Trading sales: Less than 5%
SAIPER CHEMICALS
226 2013 SALES: RS608M ($9.7M)
Mumbai, India
WWW.SAIPER.COM
Managing director: IBV Raghavan
Products: 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
106 | ICIS Chemical Business | 21-27 July 2014
Sign up to receive free ICIS updates
by email, tailored to the markets you are
interested in. Visit icis.com/keep-in-touch
Products: Plasticizers; corrosion inhibitors;
additives; solvents; fatty acids; alcohols; spe-
cialty chemicals; industrial chemicals; food
additives
Services: Blending; packaging; labelling;
storage; just-in time delivery
Assets: Four warehouses
Trading sales: 8%
CHESTECH
229 2013 SALES: 3.9M ($6.5M)
Rugby, UK
WWW.CHESTECH.CO.UK
Managing director: Jonathan Sellars
Products: Chemicals for use in the manufac-
ture of polychlorinated biphenyls (PCBs);
solar panels; electronic and industrial n-
ished components; semiconductors
Rex Features
Services: Storage; technical support; labora-
tory analysis; R&D/consultancy projects
Assets: Two warehouses
industrial applications; specialty coalescing Trading sales: 100%
agents; specialty wax adsorbents
Services: Registered with the FSSAI Food DAKRAM MATERIALS
Safety and Standards Authority of India 230 2013 SALES: 2.12M ($3.51M)
(FSSAI) for supply of chemicals to food and
beverage industries, and the US Food and Biggleswade, UK
Drug Administration (FDA) for supply of WWW.DAKRAM.COM
chemicals and intermediates to the Managing director: Kate Mingay
pharmaceutical industry; custom blending Products: Animal feed and nutrition trace el-
and repacking; drumming; market research; ements; agricultural trace elements; catalyst
technical support; trend analysis; legal chemicals; electronic ceramic chemicals;
compliance water treatment chemicals; glass manufactur-
Assets: Two ofces; two warehouses (one ing chemicals and raw materials
owned); blending/formulation unit Services: Re-packaging; blending; solution
Trading sales: 5% manufacture
ADDITIVA COMERCIO DE ANGEM SPECIALITIES
227 PRODUTOS QUIMICOS 231 2013 SALES: 1.35M ($1.86M)
2013 SALES: $9.3M
Porto Alegre, Rio Grande do Sul, Brazil Barcelona, Spain
WWW.ADDITIVA.COM.BR WWW.ANGEM.COM
Director: Marcos Antonio Bresolin CEO: Xavier Lascorz Duran
Products: Specialty chemicals and semi- Products: Metal surface treatment; water
commodity chemicals for architectural and treatment chemicals; phosphonates; poly-
construction coatings; automotive and indus- mers; biocides; corrosion inhibitors; optical
trial coatings; printing inks; detergents and brighteners; green surfactants; phosphorous
industrial and institutional cleaning; textile, derivatives
paper and leather formulations; water treat- Services: Blending; formulation; post-sales
ment; glycols; amines; acrylic monomers; res- support; picking and packaging; storage
ins and dispersions; pigments
Services: Packaging; storage; delivery; tech- CURRENCY CONVERSION RATES AS
nical support OF 31 DEC 2013
Assets: Complete logistics services from
third-party company (Kuehne +Nagel) Euro = $1.378
Trading sales: 10% UK pound = $1.657
Canadian $ = $0.941
CHEMCEED Swiss Franc = $1.123
228 2013 SALES: $8.9M South African Rand = $0.095
Indian Rupee = $0.01618
Chippewa Falls, Wisconsin, US Australian $ = $0.893
WWW.CHEMCEED.COM Brazilian Real = $0.423
President: Marimel Enderes
www.icis.com
TOP 100 Sign up to receive free ICIS updates
CHEMICAL DISTRIBUTORS by email, tailored to the markets you are
interested in. Visit icis.com/keep-in-touch

safety rating that is consistently better than

NACD focus on non-member companies, reporting fewer

injuries, illnesses, and accidental releases
in the storage, handling, loading, or unload-

safety, security ing of products.

Membership has risen to nearly 430 rms, putting more
under the umbrella of NACDs Responsible Distribution
ERIC R BYER PRESIDENT, NACD
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.
continue to grow sales for their supplier part- I commend NACDs members

D
espite 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
NACDs 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
ners and provide thousands of essential prod-
ucts to their customers while ensuring the
safety and security of our communities.
NACDs Responsible Distribution includes
a set of performance standards that our mem-
bers must meet before passing third-party
verications 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
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.
Our membership continues
to reduce incidents year
over year, improve safety
performance, and gain
greater strength in numbers

29 years of happy.
28
Since 1985, Fitz Chem has been an exclusive
distributor for some of the worlds best
specialty chemical suppliers. Were known
for the service and technical support to guide
your new product development as well as
your existing formulation needs.
The Strengths of Many. The Power of One.
For a complete list of products
and applications, visit us at Coyne Chemical
www.tzchem.com

Well make you smile.

Coyne Chemical is proud to be celebrating 146 years of
experience providing specialty chemicals and solutions.
Premier customer service, extensive training, customized
packaging, delivery CHOICES and broad product line
is the core of our 5th generation family business. Our
knowledgeable staff is available to provide user specic
solutions to virtually any challenge.

George S. Coyne Chemical Co., Inc.

Croydon, PA
800.523.1230
www.coynechemical.com

Fitz Chem Corporation

450 E. Devon Avenue, Suite 175 | Itasca, IL 60143 | www.tzchem.com
Phone 630.467.8383 | Fax 630.467.1183 www.omni-chem.com
St. Louis 636.561.5626 | Detroit 630.240.3897 | Texas 972.369.7271

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

 TOP 100
CHEMICAL DISTRIBUTORS

Fecc to seize 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

opportunities 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
To help members excel and stay up to date on growth enquiries by consumers about products that are
sustainably produced, prompting many dis-
possibilities, the association takes a practical approach tributors to focus on adopting sustainability
principles. Fecc continues to promote Respon-
UTA JENSEN-KORTE DIRECTOR GENERAL, FECC position to prot from ensuing changes. To sible Care, the chemical industry initiative that

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.
Feccs 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
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 protability of individual companies
will depend on an efcient 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
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.
Distributors must take
advantage of the innate
diversity of the business, by
offering tailored services

BASF Kaolin considers HORN

to be the best of the best.
They are in a class of their own.
Jan Jeffries, Sales Director
BASF Kaolin - Americas

HORN is BASF Kaolin Distributor of the Year

2001, 2004, 2005, 2006, 2007, 2011 and 2013

Advanced Materials Animal Wellness Care Elements Coatings and Building Materials Composites and Fabrication Materials FoodTech Nutraceuticals
orders@ethorn.com 800.442.4676 www.ethorn.com

www.icis.com 21-27 July 2014 | ICIS Chemical Business | 33

TOP 100 Sign up to receive free ICIS updates
CHEMICAL DISTRIBUTORS by email, tailored to the markets you are
interested in. Visit icis.com/keep-in-touch

Associquim sees growth

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

RUBENS MEDRANO PRESIDENT, ASSOCIQUIM reach $6.6bn in 2013 a 10% rise year on With Associquims mandatory PRODIR Re-

G
iven 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 satised by imports.
Chemical distributors saw sales in Brazil
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
al cov-
offer more-or-less national
mestic
erage and handle domestic
ts.
material as well as imports.
utors
These chemical distributors
play an important role. They
not only supply chemicalsals but
offer technical support and can
ters.
help with regulatory matters.
Chemical distributors saw
sales in Brazil reach $6.6bn in
2013 a 10% rise year on year
sponsible Distribution Process in operation,
with third-party verication, 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 ne chemicals or when domestic produc-
tion is not sufcient 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 beneting
from the governments 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.

The Strengths of Many. The Power of One.

2M Holdings Limited
2M Holdings Ltd is headquartered in the UK and has six
international locations and ve branded operating companies
"ANNER#HEMICALSs3URFACHEMs-03TORAGE"LENDINGs0ACKED#HLORINEs3AMPLE2ITE
4HElVECOMPANIESTHATMAKEUP-(OLDINGSMARKETABROAD
The Strengths of Many. The Power of One.
CCC
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
RANGEOFPRODUCTSFORTHECOATINGSAUTOMOTIVEPRECISION
CLEANING market knowledge have helped our customers to succeed.
OIL
lELDPHARMACEUTICALPERSONALANDHOMECAREMARKETS)N With our tradition of excellence, make CCC your time-
ADDITION-(OLDINGSMANUFACTURESEMISSIONREDUCTIONPRODUCTS honored partner for chemical distribution.
!D"LUER METALDEGREASINGPRODUCTS3AM3OLR PACKEDCHLORINE
ANDCHLORINATESOLVENTS42)+,/.%R 0%2+,/.%R  CCC
Mississauga, ON
United Kingdom 905.454.6900
+44 1928 597 000 www.canadacolors.com
www.2m-holdings.com

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

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


CACD promotes training
The CSCM course is for personnel and executives working for, or with foreign partners
CATHY CAMPBELL PRESIDENT, CACD
T
he 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 ve 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.
CACDs members and supplier partners are
entitled to an enrollment discounted rate as a
benet 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 acronyms
Successful 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-
TOP 100
CHEMICAL DISTRIBUTORS
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 difcult 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.
CACD is committed to
deepening your understanding
of current issues and concepts
TOP 100 Sign up to receive free ICIS updates
CHEMICAL DISTRIBUTORS by email, tailored to the markets you are
interested in. Visit icis.com/keep-in-touch

CBA highlights opportunity

Smaller rms to face pressure from REACH and consolidation in supply chain partnerships
PETER NEWPORT CEO, CHEMICAL BUSINESS is that smaller rms are numerically dominant. contribution to the economy. This conversion
ASSOCIATION In Europe, some 96% of chemical rms are to the cause has arrived late in the day with the

I
t 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 hufng and
pufng 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 benet-
ing from the portfolio of added-value services
offered. So, what are the risks? A key character-
istic of the independent chemical supply chain
smaller with less than 250 employees. They
provide over one third of the industrys 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
industrys 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 rms with limited
resources. The European Commission and the
European Chemical Agency (ECHA) are at last
beginning to recognise the importance of
smaller chemical rms and the extent of their
third REACH deadline approaching in 2018.
Many smaller rms have yet to calculate
whether the costs of REACH registration will
make their products uncompetitive and force
their withdrawal from the he market. This will
have serious implications ns for all
micals
industries for which chemicals
represent a key component nt of
their product, process, or ser-r
vice if the opportunities thus
created are not taken up p by
rs.
their surviving competitors.
A key characteristic of the
independent chemical supply
chain is that smaller rms are
numerically dominant

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

 Petronas Towers, Kuala Lumpur, Malaysia

WE SPEAK THE LANGUAGE OF SOUTH EAST ASIA

TOP 100 Sign up to receive free ICIS updates
CHEMICAL DISTRIBUTORS by email, tailored to the markets you are
interested in. Visit icis.com/keep-in-touch

JOSEPH CHANG NEW YORK &

M&A a key M
WILL BEACHAM LONDON

ergers and acquisitions (M&A)

will be a key facet of the global
chemical sectors growth plans.
Despite years of consolidation, the

facet of 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

growth
Opportunities abound for
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
companies with strategic consolidate. In distribution,
we have an important role
and global expansion plans to play in the value chain
to constantly enhance our
value proposition to cus-
tomers with products,

The distribution space

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

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.
Nexeos 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. Archways 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.
Many distributors plan
Rex Features

Earlier in December 2013, Nexeo completed

to be active in M&A
its buyout of CSD-Startex, a distributor with a

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


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 specically 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 Ashlands distri-
bution business.
The foundation work was our rst priority.
But now we have the right platform and have
added M&A to our toolkit. Its all about nding
the right deal at the right time and at the right
price, said Bradley.
STRATEGIC FIT
With strong competition for deals, Nexeo es-
chews auction situations in favour of talking di-
rectly with companies on strategic t.
In approaching deals, we look for strong
strategic reasoning and have conversations
about our strategy. Whats nice about distribu-
tors is that many care about their employees and
would rather sell to achieve a greater strategic t
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. Were not into bidding wars, he added.
Building out capabilities in North America
has been Nexeos primary focus this year, but
in the coming years, we can expand our reach
M&A
UKS CORNELIUS GROUP SEEKS 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 Prior eyes expansion
more hard-nosed in their re-
quirements from buyers. in Asia-Pacific with people
Opportunities exist, he says, in keen to enter life-sciences,
all regions but perhaps less so particularly personal care and
www.icis.com
M&A
AZELIS STICKS TO ORGANIC GROWTH
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. Muller stays out of M&A
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 Nexeos 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 ofces in
China and expanded supply relationships.
While it has seen some negative impacts from
weaker macroeconomic conditions, growth
rates are still attractive, said Bradley.
DIVESTITURES
Nexeos 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 rst major asset sale
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.
TOP 100
CHEMICAL DISTRIBUTORS
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.
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. Its 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.
BRENNTAGS MID-SIZE STRATEGY
For 2014 and 2015, Germanys Brenntag in-
tends to continue with its strategy of making
mid-sized acquisitions totalling around 250m-
300m/year funded from free cash ow.
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
21-27 July 2014 | ICIS Chemical Business | 39
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strategically so were still looking at quires more value-added services. One of

both those regions.
CHINA CHALLENGE
Holland 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 its been very much a
learning curve, which weve 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 conrmed that the plan re-
vealed at the time of the joint venture an-
the things weve 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 signicant 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

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, its a
market thats becoming
more sophisticated,
and therefore re-
We see ourselves as
a consolidator and a
company which wants
to grow geographically
STEVE HOLLAND
CEO, Brenntag
M&A
JEBSEN & JESSEN TREADS CAREFULLY
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.
points out that in North America, with the
growth of its oil and gas business, there are
certain regional add-ons that will strengthen
Brenntags network.
FAMILY TARGETS
The 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 weve known for quite some
time and when the time is right they tend to
come to us. Holland says that the M&A
scape for us is not mainly only
a geographical expansion be-
cause we are everywhere. Its
mainly as an opportunity to
expand on technology, selec-
tive portfolio expansion of ar-
eas where growth happens
strongly and its mainly con-
nected to population growth.
The 650m consumers in
southeast Asia have higher
available, expanding incomes.
The company is also inter-
Deschamps urges caution ested in pursuing joint ven-
tures. Selectivity is one of my
Acquiring new technology that key words when its about
we do not have in our portfolio M&A. You have to really be
as well as downstream manu- sure what you are doing and
facturing towards consumers you shouldnt be doing too
and their needs in SEA is our much at the same time be-
main focus. cause after the M&A or JV, an
He adds: So the M&A land- integration is required.
Brenntag
Top 10 distributors like Brenntag are
very active in M&A as consolidators
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
conicts.
If were supplying a range of products ex-
clusively and we acquire a company which
supplies its competitors range then that is not
an easy t 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 isnt necessarily the best value for
the company, he added.
DISTRIBUTION TRENDS
Holland 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 rst-quarter
numbers. Its fair to say that Latin America
and Asia Pacic 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 ows 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. Its a bit early in the cycle to say
there are high volumes from North America to
other parts of the world. So I wouldnt say
there has been a fundamental shift in the sup-
ply chain as yet.

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

First Our customers value our technical
collaboration, outstanding product

Things lines and superior service. But mostly,

First
they value the fact that we put their
needs first.

Distributors of Personal Care, HI&I

and Pharma Specialty raw materials
770.831.9010
www.essentialingredients.com
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WILL BEACHAM LONDON

China C
hina is proving a difcult market
for multinational distributors to
enter. With the exception of Brenn-
tag and Univar, which have taken
their rst steps, global groups do not play a

distribution large part in the countrys 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-

challenge
Multinational distributors have so far failed to
make big inroads into the China market. For those
who succeed, however, the prize could be immense
ing market, and the prize access to one of the
worlds 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 signicant
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. Thats 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 SOARS
Narayanan 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-
nicant 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
difcult 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-
cult 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%
Rex Features

in Europe, according to Strategy& analysis.

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

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

 TOP 100
CHEMICAL DISTRIBUTORS

The largest global distributors such as Univar with a track record in North America and Eu- it expected from its distribution channel in
and Brenntag are trying to do things in China rope can offer its know-how and some of its pro- China. According to Tong Zhang, senior con-
but they havent been that successful at enter- cesses to a local player that might help distin- sultant for Strategy&, one of the primary rea-
ing the market on their own, according to guish it in this highly fragmented market. sons for the lack of growth was a lack of coop-
Narayanan, though there have been some lim- But they are still selling, as a distributor, to a eration between the direct and distributor
ited joint ventures (JVs). set of SMEs which are not after know-how and channels. The direct team had a lot of small
He says it is really important for any Chinese technical solutions. On the ip side if you can customers but without the resources to win
JV partner to agree to allow their global coun- say to a local player that they are not differentiat- new business. Distributors
terpart to grow with them into new territories. ing themselves on the market and that adding had larger customers,
Any expansion the local player does in high solutions provision will allow them to sell val- which required a more
value, high growth inland areas; its not a fait ue-added products; the question then is wheth- sophisticated service
accompli that the global partner will go with er the demand exists yet from the SMEs. they could not offer.
them. They would have to invest more and are Also they had been
sceptical about doing so because theyre not re- M&A ENVIRONMENT using the same distrib-
ally making very much money in China. None of the local distributors have a global utors for 20 years.
prole at all, making it difcult to track M&A.
CHINA JV STRATEGIES Narayanan says that over the last couple of If youre using a partner who
Selling as a distributor in China involves mainly years, he has seen almost no consolidation.
selling to local players as these still dominate the One good reason for this is that theyre not
cant support your business,
market compared to multinationals. So it would making tonnes of cash to go out and buy other you wont grow your revenue
be incredibly difcult for a foreign player to enter players. They are small and have thin mar- TONG ZHANG
the market on their own and be successful. gins; also they cant leverage cash from over- Senior consultant, Strategy&
Partnering is an obvious fall back, as is not seas operations as they are mainly domestic. I
entering at all. But given the prize, its difcult to cant see this changing in the short term.
imagine that one would want to stay away too It is also important to realise that many Chi- If you compare the distribution landscape
long. The scope, governance and details of any nese distributors are part of larger state-con- now to 20 years ago, it has changed complete-
JV need to be carefully thought through. I would trolled chemical producers. ly, with some not growing. If youre using a
advise companies not to sign a JV which is spe- Narayanan says there is no reason why channel partner who cant support your busi-
cic to one region, as you wont benet from the global distributors cannot be successful in a ness, you wont grow your revenue.
organic growth of your ur local market where global manufacturers are pre- Zhang says management systems need to
partner, he says. sent. It is very difcult for a global player be in place to allow growth through, for ex-
It is important to high- without a local team talking to local custom- ample, a pricing strategy. If you have a tough
tners
light to Chinese partners ers to build a business better than the local internal transfer price for your distributor,
the advantage of a rela- players themselves. they will add their margin, and the nal price
tionship with a global A lot of these distributors are still small will be uncompetitive.
bal,
player. If a large, global, and family-owned and therefore the talent in Twenty years ago this was OK because the
proven distributorr distribution here is not signicant. But if you US companies had the technological advan-
can address the talent challenge and go credi- tage. But now pricing is going down and local
But if you can address the bly, especially Chinese to Chinese to your competitors are emerging.
customers, then the prize is enormous. He says you also need incentives for the
talent challenge and go distributor to grow the business. If a producer
credibly, the prize is enormous DISTRIBUTION CASE STUDY wants its distributor to expand into fast-grow-
KRISHNAN NARAYANAN Strategy& did a piece of work for a multina- ing inland China it will need to invest in sup-
Senior executive advisor, Strategy& tional producer that was not seeing the growth ply chain capabilities, especially wide ware-
housing coverage.
JAPAN
CHINA PRICE PRESSURE
SHOSHAS WIN IN CHINA One reason for price pressure in China is in-
SHOSHAS ARE trading compa- non-auto businesses and are successful as a foreign player creased supply. In the past multinational
nies set up in Japan as buying trying to grow by becoming in this market. They are sourc- chemical companies like BASF, DuPont and
agents for raw materials for distributors in China because ing and selling within China. Dow dominated in specialty chemicals. But
the emerging auto industry. In of slow growth in Japan. They Shoshas have been selling now, according to Zhang, we cannot ignore
southeast Asia almost 100% have had a lot of success, to Japanese customers in the local, emerging chemical companies that
of sales to auto manufacturers since they are big and impres- China, so are already well es- are trying to catch up with the multinationals.
go through shoshas there is sive organisations to work for tablished there. And they are Another issue is that producers often steal
almost no direct procurement and have been good at hiring much more familiar with the a distributors customers when they become
at all. They are like distributors local staff. Asian market than, say, a big. In China this happens all the time, and it
except they represent buyers I see these as a threat to German distributor would be. is a difcult dynamic to deal with. Distribu-
rather than sellers, according local distributors. They may well They have also set up some tors struggle because they build a customers
to Strategy&. have the desire to gobble up fully-owned subsidiaries in size, then they lose it.
Narayanan believes that some smaller distributors in China such as Inabata, which According to Narayanan, China is the most
over the last couple of years, China. These shoshas are has a subsidiary called sophisticated market in emerging Asia. In the
shoshas have moved into showing that it is possible to be Inabata Guangzhou. performance polymers market, at least 30% of
sales are premium and specialty products.

www.icis.com 21-27 July 2014 | ICIS Chemical Business | 43

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Innovative chemical distributors

are on track for growth

Growth and T
GUENTHER EBERHARD DISTRICONSULT

he theme of the European Associa-

tion of Chemical Distributors (Fecc)
Congress 2014, held in May in Rome,

consolidation
The fragmented chemical distribution sector is still
undergoing a lot of consolidation. Prospects are
healthy for those who can match suppliers needs
was Going for Growth. At rst
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,

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


Rex Features
however, questions did crop up. There were
talks about the need for nancing 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 GDP
The good news is that chemical distribution
will continue to grow in Europe. Over the last
ve years, growth was around 1.8%/year in
western Europe and around 10%/year in cen-
www.icis.com
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 gures 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 nancially 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 COMPLEXITY
Whether 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 efciency 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 gures, it was obvious that the sales
volume allocation was skewed toward the
rst category.
One may argue that this pertains only to
large producers of chemicals. However, our
experience from channel management pro-
TOP 100
CHEMICAL DISTRIBUTORS
Medium-sized and small
companies do not always
nd the bank nancing
that they may need to
capture signicant
growth opportunities
jects with producers suggests that even me-
dium-sized or small producers look at the
efciency 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.
ITS THE RELATIONSHIP THAT COUNTS
Seen from the distributors perspective there
are of course some requirements that chemi-
cal manufacturers need to full 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 principals 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 nd the bank nancing
that they may need to capture signicant
growth opportunities.
Larger companies can consider issuing
their own bonds and some distributors have
done so. Others look at mezzanine nancing,
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
companys growth initiatives.
As Peter Overlack, CEO of Germanys
21-27 July 2014 | ICIS Chemical Business | 45
TOP 100
CHEMICAL DISTRIBUTORS
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 -
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 nancial 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 ling 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 nancial 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 THEME
Against the backdrop of the prevalent driving
forces outlined above, it is quite clear that size
matters in chemical distribution.
CHEMICAL DISTRIBUTORS WITH STOCK MARKET LISTING (SELECTED)
Company Currency Sales
2013 (m)
Brenntag 9,769
DKSH Holding Swfr 9,559
IMCD 1,233.4
NOTE: 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
46 | ICIS Chemical Business | 21-27 July 2014
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CATEGORIES OF DISTRIBUTORS (LARGE SUPPLIER PERSPECTIVE)
High
(number of countries covered)
Pan-European
Geographical presence
Industry
specialist
Country leader
Low
Low High
Coverage of suppliers business units
(often correlates with number of application areas/industry sectors seved)
SOURCE: Dow Chemical, DistriConsult analysis
Companies need to make sure they main- suppliers that keep them going in the busi-
tain the critical mass that is required to have a ness for a while.
broad enough presence in the market. Other-
wise distributors may be conned to small GROWTH, BUT NOT FOR EVERYONE
niche markets. The acquisition of other dis- Chemical distributors will need to make
tributors has always been a key element of the choice in order to address current and future
growth strategy for medium-sized and large challenges. Participating in industry growth
distributors, that is those with a turnover will necessitate the circumspect management
above 250m per year. They account for of product portfolios and supplier relation-
roughly 75% of the transactions recorded by ships, which are key drivers of success.
DistriConsult during 2013 and the rst half of In order to be attractive to principals, this
2014. While only 20% of the deals can be means to be able to project market reach, de-
classied as consolidation in a narrow ned in terms of both, geographic footprint and
sense, that is the take-over of a competitor application coverage. Buy-side mergers and
with similar activities in the home territory of acquisitions activities continue to be high on
the buying company, also geographic expan- the agenda of the nancially strong and cash-
sion and the access to new industries and ap- rich distribution companies. Owners of small-
plication areas through the takeover of a er companies will need to ask themselves
smaller company does result in overall in- whether their company is active in a niche that
dustry consolidation. is defendable in the medium to long term. Oc-
The share of market served by the medium- casionally this may require them to forgo some
sized and large distributors is continuously top line growth and streamline their business
growing, even when some local markets are in order to survive. If this is not the case, and
still quite fragmented. Ambitious growth they see more pressure being put on them, they
initiatives are not without risk and in that may be better off selling out and putting their
respect it helps to have commercial size and company into the ownership of a larger, more
nancial power. On the other hand, as long as resilient player in the industry.
there are smaller and medium-sized
Guenther Eberhard is managing director of
producers looking for channel partners to get Switzerland-headquartered specialist
their products sold and delivered to the distribution consultancy, DistriConsult.
market, distributors will be able to nd the geberhard@districonsult.com
EBITDA EBIT Employees Share price Market capitalisation Chemical distribution Comments
2013 (m) 2013 (m) (31/12/2013) (02/07/2014) (m)
6,98.3 555.9 13,297 132.85 6,842 100%
EBITDA =
Operating
EBITDA
325.5 282.2 26,693 66.75 4,294 8.1% of sales (Swfr EBIT excl.
770m), 16.1% of EBIT; sale of
1,150 employees in BU property in
Performance Materials Malaysia
95.3 73.4 1,463 23.3 1,165 100% Employee
data are avg.
Q1-2014
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TOP 100
CHEMICAL DISTRIBUTORS
ICCTA to encourage
wider engagement
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
JOHN BAKER LONDON
I
mproved 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 Europes 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 COLLABORATION
Fecc 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-
48 | ICIS Chemical Business | 21-27 July 2014
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closely on their respective programmes.
We need to... devise some
way of introducing TPV at an
intermediate level for the
smaller distributors
PETER SKOU
President, ICCTA
tional Council of Chemical Associations], says
Skou. ICCA is ICCTAs 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 Cec, 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
industrys 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 CEOs com-
mitment, a self-assessment questionnaire and
indices of performance. And in 2009 the two
bodies signed an agreement to cooperate
However, despite many years of efforts,
there is still plenty left to do. Skou is rmly
behind the drive to widen the use of third-
party verication (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 ASSOCIATION
Also on Skous 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 ICCTAs 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.
Its 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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