• Login
    • Join
  • Subscribe Free
    • Magazine
    • eNewsletter
    Checkout
    • Magazine
    • News
    • Formulary
    • Exclusives
    • Top Companies
    • Raw Materials
    • End-User
    • Packaging
    • Directories
    • Events
    • Jobs
    • More
  • Magazine
  • News
  • Formulary
  • Exclusives
  • Top Companies
  • Raw Materials
  • End-User
  • Packaging
  • Directories
  • Events
  • Jobs
  • Current / Back Issues
    Features
    Columns
    Editorial
    Digital Edition
    eNewsletter Archive
    Our Team
    Editorial Guidelines
    Subscribe Now
    Advertise Now
    Top Features
    ACI Is Front & Center During the Pandemic

    Rise… Then Shine

    Making Up for Lost Time

    All’s Well with Wellness

    Help for Indies
    Online Exclusives
    Association News
    Breaking News
    Financial News
    Industry News
    International
    Marketing News
    New Products
    News Front
    Packaging News
    Patents
    Personnel
    Regulations
    Snapshots
    Top News
    Live From Shows
    Top News
    Croda International Acquires Alban Muller

    Givaudan Active Beauty Launches Omegablue

    Sozio Acquires Scentessence

    Cocokind Adds More Information on Packaging

    Sustainable Cosmetics Summit is Online in June
    Blog
    Online Exclusives
    Infographics
    Podcasts
    Whitepapers
    Videos
    Expert's Opinion
    HappiTV
    eBook
    Surveys
    International Top 30 Report
    Top 50 Report
    Top Companies
    12. Clorox

    28. EuroItalia

    30. Fancl

    6. Shiseido

    35. Perfumania Holdings
    Actives
    Functional Ingredients
    Pigments
    Polymers
    Preservatives
    Surfactants

    Croda International Acquires Alban Muller

    All’s Well with Wellness

    Sustainable Cosmetics Summit is Online in June

    BASF Care Chemicals Issues Price Increase

    Innospec Increases Prices
    Air Care/Environmental Fragrance
    AP/Deo
    Color Cosmetics
    Disinfectants
    Fine Fragrance
    Hair Care
    Household Cleaning
    I&I Marketplace
    Laundry Care
    Oral Care
    OTC/Medicated
    Packaging
    Personal Cleansers
    Skin Care
    Sun Care
    Testing

    Croda International Acquires Alban Muller

    Givaudan Active Beauty Launches Omegablue

    Sozio Acquires Scentessence

    Cocokind Adds More Information on Packaging

    All’s Well with Wellness
    Lab Equipment
    Mixing
    Packaging
    Testing

    Sustainable Cosmetics Summit is Online in June

    A Tube Ready for Prime Time

    Ecovia's Sustainable Cleaning Products Summit Goes Online (March 23-25)

    Burt’s Bees Outlines New Sustainability Goals

    Secret, Old Spice Add Refillable Deo Packaging
    Contract Manufacturing / Private Label Directory
    Buyer's Guide
    Add New Company
    Corporate Profiles
    International Buyers Guide Companies
    Vantage Specialty Ingredients

    KLK OLEO

    BotanicalsPlus

    Jeen International

    Croda
    Live From Shows
    Meetings
    Webinars
    Snapshots
    • Magazine
      • Current / Back Issues
      • Features
      • Editorial
      • Columns
      • Digital Edition
      • eNewsletter Archive
      • Subscribe Now
      • Advertise Now
    • Breaking News
    • Formulary
    • Directories
      • Buyer's Guide
      • Contract Manufacturing / Private Label Directory
      • Corporate Profiles
      • Add Your Company
    • Raw Materials
      • Actives
      • Functional Ingredients
      • Pigments
      • Polymers
      • Preservatives
      • Surfactants
    • End-User
      • Air Care/Environmental Fragrance
      • AP/Deo
      • Color Cosmetics
      • Disinfectants
      • Fine Fragrance
      • Hair Care
      • Household Cleaning
      • I&I Marketplace
      • Laundry Care
      • Oral Care
      • OTC/Medicated
      • Packaging
      • Personal Cleansers
      • Skin Care
      • Sun Care
      • Testing
    • Packaging
      • Lab Equipment
      • Mixing
      • Packaging
      • Testing
    • Top Companies
      • International Top 30 Report
      • Top 50 Report
    • Online Exclusives
    • Experts Opinion
    • Slideshows
    • HappiTV
    • Videos
    • Podcasts
    • eBook
    • Infographics
    • Blog
    • Whitepapers
    • Surveys
      • R & D Salary Survey
      • Sales & Marketing Salary Survey
    • Job Banks
    • Events
      • Industry Events
      • Live from show Events
      • Webinars
    • About Us
      • About Us
      • Contact Us
      • Advertise With Us
      • Privacy Policy
      • Terms of Use
    Features

    A Welcome Assist

    Distributors do much more than deliver ingredients whenever and wherever needed.

    Related CONTENT
    • Croda International Acquires Alban Muller
    • Givaudan Active Beauty Launches Omegablue
    • Sozio Acquires Scentessence
    • A Tube Ready for Prime Time
    • ACI and CBC Launch Webpage About ‘Quats’
    Tom Branna, Editorial Director08.01.17
    Enzymes, surfactants, whitening agents, conditioning agents…the ingredient listing in today’s premium laundry detergent formulas reads like, well, a laundry list of ingredients. And the number of raw materials that find their way into today’s anti-aging serums and lotions? That’s even more complex! No multinational raw material supplier can effectively manage these disparate supply chains on their own. That’s why they partner with distributors to make sure that formulators get the materials they need when they need them. At the same time, finished product companies are leaning on their distributors for a variety of services that go far beyond on-time delivery.


    If that’s not enough, multinational marketers are pursuing smaller, independent brands and as a result, stepping up their use of contract manufacturers, which adds a whole new facet to distribution.


    Brenntag Specialties, Inc., has served multinationals and independent brands for years, explained Rich Joyce, business director, personal care group, Brenntag Specialties, Inc.


    “The contract manufacturer segment has started to see consolidation. Larger contract manufacturers are beginning to acquire smaller to midsize contract manufacturers,” he told Happi. “This trend will likely impact the number of companies Brenntag services in the future. In addition, we have noticed an increase in smaller and newer manufacturers requesting technical assistance, relying on their suppliers for formulation and regulatory help.”


    Consolidation and acquisitions continue, agreed David K. Hoff, VP-regional operations, Coast Southwest.


    “Smaller regional distributors are being absorbed into larger entities. Suppliers and customers in the West, due especially to the longer supply chains, are becoming more reliant on distribution.”


    Executives at Vantage Specialty Ingredients know how acquisitions can improve a company’s capabilities. More than a year ago, Vantage acquired Resources of Nature and Curcylic and Curoxyl Technologies.


    “With these two additions, we have complemented our portfolio focusing on high performance products for skin care,” explained Rafael Belline, marketing manager, LATAM, Vantage Specialty Ingredients. “This has helped us continue our focus to maintain our position as a key supplier and distributor to our customers. These new lines helped improve our capacity to work with different types of customers in different market segments where we saw a small gap in our portfolio.”


    For example, in Europe and Asia, the two lines helped Vantage improve its product offering and gain new customers. In Latin America, where Vantage already had a strong footprint, the lines complemented Vantage’s distribution portfolio, putting the company in a solid position in the market, according to Belline.


    For Coast Southwest, distribution, sales, and service capabilities combined bring value above what the manufacturers can offer, according to Hoff.


    “In the West, we are seeing less full truckload and tanker bulk businesses; the less-than-truckload model works well out here,” he added.


    Growing demand for customer support services is impacting nearly all of the categories where Centerchem participates, according to Tom Kovats, vice president. This includes formulation assistance, prototypes, regulatory, customization/exclusivity and marketing data, not just sales and basic technical support.


    “It has become more of a collaboration with many of our customers to work more closely with their R&D and marketing to address new demands and trends in the marketplace faster than in the past as ‘speed to market’ has become paramount,” he explained.


    What’s Moving?


    From naturally-derived actives to petroleum-free chemistries, every distributor agrees that the demand for natural personal care ingredients has grown over the last year. 


    “Consumers perceive natural ingredients as a more sustainable, healthy choice,” said Joyce. “Ingredients having animal ‘cruelty-free’ claims also are on the rise.  At the same time, we have seen a decline in interest for petroleum-based products.”


    According to Belline, more Vantage customers are searching for natural solutions with high performance as well as a good sustainability story.


    “Jojoba is one of our core businesses where we are committed to investing every year,” he said. “Vantage is one of the largest jojoba oil and derivatives producers in the world. What sets Vantage apart in the jojoba market is that we are the only vertically-integrated supplier owning every step in the supply chain, from farming to oil extraction to derivatives manufacturing.”


    For Centerchem, active cosmetic ingredients is the most important category and the company has enjoyed a solid increase in sales of all types, according to Ray Sourial, VP-sales.


    “The actives in a formula, while usually the most expensive ingredients, play a major role due to efficacy and possible recognition by educated consumers,” he said. “More consumers than ever before are willing to pay a premium for products that perform to their expectations.”


    Sales of natural and botanically-derived actives are growing even faster, he added. On the flip side, there’s been a decline in sales of certain products that are considered synthetically derived.


    “Consumer values and perceptions can have an impact on future products and what they contain or not contain,” said Sourial. “This can result in a dilemma for our customers and a possible loss in sales for the distributor.”


    How these materials are moving is changing, too. According to Angela Weeks, Acme-Hardesty, customers who require mixed truckload or less-than-truckload (LTL) are utilizing the capabilities of distributors to combine cargo.


    “In some cases, larger customers are compelled to buy direct from the manufacturers for security of supply,” she explained. “Distributors can offer more than one source for any given product and provide improved security of supply.”


    More than Distribution


    Don’t call it added value. Blending, repackaging, formulating and other services are all part of the job for successful distributors.


    In the past 12 months, Brenntag has significantly increased its cosmetic ingredient blending, surface treatment and repackaging capabilities.


    “We have accomplished this via acquisition and through our internal network.  This allows us to meet our customer’s unique requirements with quality products and shorter lead times,” explained Joyce. “Furthermore, we are investing in our technical services by expanding our regulatory department and hiring additional ‘seasoned’ formulation chemists for our application laboratories.”


    The acquisition of Resources of Nature gave Vantage a trend-setting boutique style of product offerings and formulations that has enhanced the company’s personal care business unit, according to Belline.


    “We have eight laboratories around the world working closely with one another to keep the focus on customer needs with a high level of technical service,” he explained.


    Tier II-IV customers continue to utilize distributors for on-time deliveries, special supply chain services that include regulatory, special packaging and safety stock inventory (security of supply), noted Weeks of Acme-Hardesty.


    “Distributors can typically provide better service than the manufacturers because we have more sales people and customer service people to take care of the customer’s needs,” she added.


    To maintain and enhance that level of service, Acme-Hardesty continues to expand outside sales team and inside sales team. 


    “We have also increased staff in our customer service department, added more resources to our regulatory group to keep up with the high demand for audits, quality studies, GHS SDS for imported products, and other related regulatory requirements,” said Weeks. “We continue to add to our technical service group and lab capabilities to assist customers in formulations, finding solutions to application issues and developing new products and blends.”


    Things to Come


    Sustainability is top of mind for consumers, marketers, raw material suppliers and distributors, too.


    Last year, Brenntag became a full member of the industry initiative called Together for Sustainability (TfS), which shows its commitment to support the development of sustainable procurement standards and toward more sustainability within the supply chain of the chemical and ingredient industry, according to Joyce.


    “Worldwide, Brenntag supports its customers with sustainable solutions and endeavors to continuously add new products to its portfolio which increase efficiency, reduce consumption or decrease environmental impact when applied, thereby providing sustainable alternatives to conventional products,” he said.


    More than one distributor told Happi that the increasingly complex regulatory climate is impacting their business, as most companies require global approval for ingredients.


    “China approval is the most challenging for us and our suppliers. Our customers want new and novel actives but also want China approval,” explained Kovats of Centerchem. “Not being able to provide both could result in lost opportunities even with the investment of much time and resources.”


    At the same time, there is an increasing number of companies that now have “cannot contain” and “must be” lists, which can limit options to offer or result in the need for multiple versions of the same active ingredient.


    “This impacts costs such as additional inventory for distributors and additional screening and testing by our principals,” he added.


    Of course, no matter what trend is driving growth, a focus on fundamentals is critical to running a successful distribution company, explained Hoff.


    “Our continued review and commitment to the fundamentals that work—customer focus, extensive product offerings, employee engagement, technical sales and problem-solving support—set us apart,” he told Happi. “Innovation and new product development also have contributed to our growth.”


    Products and services, and more of both. Customers are depending on distributors for assistance in regulatory, supply chain, formulations, problem solving, right size safety stock and ideas how to drive cost out of their system, according to Weeks.


    “Distributors are an extension of the customer,” she explained.  In a win-win relationship both the customer and distributor come out ahead as partners in profit.” 
    Related Searches
    • president
    • personal care
    • marketing
    • china
    Related Knowledge Center
    • Skin Care
    • AP/Deo
    • Disinfectants
    Suggested For You
    Hope ‘Springs’ Eternal for Hair Styling Hope ‘Springs’ Eternal for Hair Styling
    PALMFONATE MES: A Living Innovation  PALMFONATE MES: A Living Innovation
    More Indie Beauty Brands to Watch More Indie Beauty Brands to Watch
    Croda International Acquires Alban Muller Croda International Acquires Alban Muller
    Givaudan Active Beauty Launches Omegablue Givaudan Active Beauty Launches Omegablue
    Sozio Acquires Scentessence Sozio Acquires Scentessence
    A Tube Ready for Prime Time A Tube Ready for Prime Time
    ACI and CBC Launch Webpage About ‘Quats’ ACI and CBC Launch Webpage About ‘Quats’
    The Happi Podcast: Beauty Expert Vince Spinnato The Happi Podcast: Beauty Expert Vince Spinnato
    Kiehl’s Partners with Gyrl Wonder Kiehl’s Partners with Gyrl Wonder
    Mizani Launches New Hair Products Mizani Launches New Hair Products
    P2 Science Appoints Foley to Scientific Advisory Board P2 Science Appoints Foley to Scientific Advisory Board
    Indena Becomes First Italian Company Authorized to Produce CBD Indena Becomes First Italian Company Authorized to Produce CBD
    Improve Your Innovation Process Improve Your Innovation Process
    Cosmetic Chemical Sales To Post CAGR 5.8% To 2025 Cosmetic Chemical Sales To Post CAGR 5.8% To 2025

    Related Features

    • Actives | Functional Ingredients | OTC/Medicated
      All’s Well with Wellness

      All’s Well with Wellness

      The pandemic has consumers focused on healthcare and wellness and that’s good news for some OTC categories.
      Tom Branna, Editorial Director 03.02.21

    • Color Cosmetics | Skin Care
      Help for Indies

      Help for Indies

      The Independent Beauty Association has been entrepreneurs’ go-to source for industry information and business guidance for decades.
      Tom Branna, Editorial Director 02.01.21

    • Color Cosmetics | Hair Care | Skin Care
      The Future Has Arrived

      The Future Has Arrived

      When the pandemic shut down retail stores, technologies like AI and AR kept consumers connected to beauty brands. There’s no going back, say experts.
      Christine Esposito, Managing Editor 02.01.21


    • Color Cosmetics | Hair Care | Personal Cleansers | Skin Care
      Stepping into the Spotlight for 2021

      Stepping into the Spotlight for 2021

      A look at the leading indie brands in household and personal care for the new year.
      Melissa Meisel, Associate Editor 01.06.21

    • Color Cosmetics | Hair Care | Personal Cleansers | Skin Care | Sun Care
      The Independent Beauty Association Supports Sensible Reform

      The Independent Beauty Association Supports Sensible Reform

      What will the 117th Congress have in store for the cosmetics industry?
      Ken Marenus, Independent Beauty Association 01.06.21

    • Functional Ingredients | Laundry Care | Polymers | Surfactants
      A Clean Commitment

      A Clean Commitment

      In a pandemic, clean matters more than ever; which explains the gains in fabric care sales. A list of new ingredients follows the article.
      Tom Branna, Editorial Director 01.06.21


    • Disinfectants | Functional Ingredients | Household Cleaning | Laundry Care
      Deliver & Delight

      Deliver & Delight

      The fragrances used in home cleaning products must communicate clean, but increasingly health and wellness, too.
      Christine Esposito, Managing Editor 01.06.21

    • Packaging | Polymers
      Reusables for Consumables  In the Pandemic and Beyond

      Reusables for Consumables In the Pandemic and Beyond

      Demand is surging for Loop as consumers express continued support for reuse platforms; now the concept is expanding in retail.
      Tom Szaky, TerraCycle 01.06.21

    • Color Cosmetics | Fine Fragrance | Hair Care | Personal Cleansers | Skin Care
      A Rebound for Beauty

      A Rebound for Beauty

      After a difficult year, the global cosmetics market is on the mend and will even exceed 2019 levels, according to predictions from McKinsey & Co.
      Tom Branna, Editorial Director 01.06.21


    • Hair Care | Skin Care
      Beauty Brands Must Prepare for a

      Beauty Brands Must Prepare for a 'Decade of the Home'

      The crisis will define consumption for the next decade, and it will force change for brands and companies more accustomed to catering to on-the-go consumers.
      Kim De Maeseneer, Accenture 01.06.21

    • Actives | Functional Ingredients | I&I Marketplace | Surfactants
      Front  & Center

      Front & Center

      The COVID-19 pandemic has moved commercial cleaning into the spotlight.
      Christine Esposito, Managing Editor 12.02.20

    • Functional Ingredients | Hair Care
      Clean-Label Shampoos with Xanthan Gum

      Clean-Label Shampoos with Xanthan Gum

      Thanks to its distinctive structure, xanthan gum provides a host of benefits when used as a thickener.
      Amirah Bajawi, Cameron Whitney and Dr. Teresa Berninger, Jungbunzlauer 12.02.20


    • Functional Ingredients | Hair Care | Polymers | Surfactants
      Just Hit Refresh

      Just Hit Refresh

      This year has been all about clean including advanced shampoo, conditioner and treatments for the scalp. A new ingredient list follows the article.
      Melissa Meisel , Associate Editor 12.02.20

    • Household Cleaning | Laundry Care | Personal Cleansers | Skin Care
      The Invention Legacy of COVID-19 & Implications for Home & Personal Care

      The Invention Legacy of COVID-19 & Implications for Home & Personal Care

      Recent inventions may reverse the course of COVID-19 and provide opportunities that could change the household and personal care industry.
      Robert and Margaret Lochhead, Lochhead Consulting LLC 12.02.20

    • Actives | OTC/Medicated | Skin Care
      Skin Care Actives  During  Inactivity

      Skin Care Actives During Inactivity

      When there’s nowhere to go, the focus is on the face.
      Tom Branna, Editorial Director 12.02.20

    Trending
    • When The FTC Comes Calling...
    • Beiersdorf And Evonik Partner On Nature Conservation Project
    • Formulating Liquid Laundry Detergents
    • What You're Reading On Happi.com
    • Amyris Buys Brazilian Clean Beauty Brand
    Breaking News
    • Croda International Acquires Alban Muller
    • Givaudan Active Beauty Launches Omegablue
    • Sozio Acquires Scentessence
    • Cocokind Adds More Information on Packaging
    • Sustainable Cosmetics Summit is Online in June
    View Breaking News >
    CURRENT ISSUE

    February 2021

    • Help for Indies
    • Trade Association Directory 2021
    • The Future Has Arrived
    • Shape It Up
    • View More >

    Cookies help us to provide you with an excellent service. By using our website, you declare yourself in agreement with our use of cookies.
    You can obtain detailed information about the use of cookies on our website by clicking on "More information”.

    • About Us
    • Privacy Policy
    • Terms And Conditions
    • Contact Us

    follow us

    Subscribe
    Nutraceuticals World

    Latest Breaking News From Nutraceuticals World

    Low Levels of Vitamin D and Calcium Linked to COVID-19 Severity
    Probiotic Evidenced to Assist Digestive Recovery from a Complex Surgery
    AHPA Submits Comments to FDA on Proposed Traceability Rule
    Coatings World

    Latest Breaking News From Coatings World

    Chromaflo Technologies Adds Benjamin Woeste as Territory Sales Manager
    AOC Announces EMEA Price Increase
    Mule-Hide Products Co. Introduces Seal-Fast Liqui-Flash
    Medical Product Outsourcing

    Latest Breaking News From Medical Product Outsourcing

    NAMSA Acquires American Preclinical Services
    Quidel's QuickVue At-Home COVID-19 Test Earns EUA
    Memic Receives FDA Marketing Authorization for Hominis
    Contract Pharma

    Latest Breaking News From Contract Pharma

    Fusion Pharmaceuticals Acquires IPN-1087
    Strata Oncology Unveils Strata PATH Trial
    Alimentiv Acquires McDougall Scientific
    Beauty Packaging

    Latest Breaking News From Beauty Packaging

    IT Cosmetics Supports Women’s Confidence
    Inter Parfums Reports a Strong Fourth Quarter
    Universal Engraving Announces New President
    Happi

    Latest Breaking News From Happi

    Croda International Acquires Alban Muller
    Givaudan Active Beauty Launches Omegablue
    Sozio Acquires Scentessence
    Ink World

    Latest Breaking News From Ink World

    Massilly North America Adds Koenig & Bauer MetalStar 3 Metal Decorating Press
    Hydrocarbon Solvents Market to Surpass $8.1 Billion by 2030
    Access Direct Mail Doubles Revenue with SCREEN's Truepress Jet520HD
    Label & Narrow Web

    Latest Breaking News From Label & Narrow Web

    Abbott Label installs Domino K600i dual bar digital UV inkjet printer
    Crossmark turns to Eagle Systems for cold foil
    Maxcess launches Tidland PressureMax Airshaft Pressure Monitoring System
    Nonwovens Industry

    Latest Breaking News From Nonwovens Industry

    Domtar Completes Sale of Personal Care Business
    Mitsui to Sell Chinese Nonwovens Business
    Dr. J's Disinfectant Wipes Approved for Distribution in CA
    Orthopedic Design & Technology

    Latest Breaking News From Orthopedic Design & Technology

    FDA Approves Accufix Surgical's Accu-Joint Hemi Implant
    FDA OKs Q-Collar Device to Protect Athletes’ Brains During Head Impacts
    SeaSpine Releases Reef TO (TLIF Oblique) Interbody System
    Printed Electronics Now

    Latest Breaking News From Printed Electronics Now

    Comercial Kywi Improves Customer Service, Front-Store Operations with Zebra Mobile Solution
    Global Printed Circuit Board Market Projected to Reach $69.32 Billion by 2027
    Global Smart Glass Market to Register 6.8% CAGR Between 2021-28: Grand View Research

    Copyright © 2021 Rodman Media. All rights reserved. Use of this constitutes acceptance of our privacy policy The material on this site may not be reproduced, distributed, transmitted, or otherwise used, except with the prior written permission of Rodman Media.

    AD BLOCKER DETECTED

    Our website is made possible by displaying online advertisements to our visitors.
    Please consider supporting us by disabling your ad blocker.


    FREE SUBSCRIPTION Already a subscriber? Login