Adhesives Mag logo
search
cart
facebook twitter linkedin youtube
  • Sign In
  • Create Account
  • Sign Out
  • My Account
Adhesives Mag logo
  • NEW PRODUCTS
  • NEWS
    • Adhesives & Sealants Headlines
    • Mergers/Acquisitions
    • Events Calendar
    • Market Trends
  • TOPICS
    • Finished Adhesives and Sealants
    • Pressure-Sensitive Adhesives (PSAs)
    • Coatings
    • Raw Materials and Chemicals
    • Materials Handling/Processing
    • Meter/Mix/Dispense
    • Curing
    • Testing/Quality Control
    • Packaging of Adhesives & Sealants
    • Converting/Packaging
    • Composites
    • Sustainability
  • COLUMNS
    • European Perspectives
    • Strategic Solutions
    • Supply Chain Strategies
    • Tape Talk
  • TOP 20
  • MULTIMEDIA
    • Videos
    • Podcasts
    • Webinars
    • eBooks
  • EXPLORE
    • Adhesives in Action
    • Blog
    • ASI Store
    • Industry Links
    • Market Research
    • Classifieds
  • DIRECTORIES
    • Buyers' Guide
    • Global Adhesives & Sealants Directory
    • Raw Materials, Chemicals, Polymers and Additives Handbook
    • Equipment Handbook
    • Distributor Directory
  • EMAGAZINE
    • EMAGAZINE
    • ARCHIVE ISSUES
    • ADVERTISE
      • Custom Content & Marketing Services
    • CONTACT
  • SIGN UP!

Distributors: An International Perspective

April 1, 2009
DKSH is a market expansion services group that focuses on Asia. In this article, the company answers questions about the role international distributors play in the chemicals industry.

DKSH is a market expansion services group that focuses on Asia. The company integrates international sourcing, marketing, sales, warehousing, logistics and distribution, and support of highly specialized products and services in Asia, Europe, and the Americas. Here the company answers questions about the role international distributors play in the chemicals industry.

DKSH PM is present in 26 countries.

What are the Advantages of Using a Distributor?

Distributors allow customers to focus on their core business - manufacturing chemicals. Most international distributors can offer a range of services (such as logistics, customs clearance, warehousing, technical and customer support, quality assurance, and regulatory compliance) that many foreign suppliers cannot provide to potential customers. Distributors can have a broader palette to work from relative to supply. In addition, distributors can source and bundle a number of materials from several suppliers into one shipment to the customer, saving on the number of orders, total freight, paperwork, etc.

International distributors can provide local market information with import knowledge. They allow the opportunity to test new products and harvest old products. International distributors allow the exporter to both take advantage of a developed market and avoid commitments to an unexplored market. International distributors such as DKSH offer a full range of market expansion services. DKSH stands apart from the rest because it has been entrenched in Asia for more than 140 years and has over 20,000 employees overseas.

What Benefits Can Distributors Provide?

Distributors are often perceived as an additional layer (and cost) for a product, one that brings no benefit to the customer. In short, distribution is sometimes seen as third-party technical sales for the raw-material supplier. Many of the suppliers are not large enough to market and sell their products directly, so distributors bridge the gap. The major benefit of distribution is the ability to offer customers a variety of products from various raw material suppliers.

From an international perspective, distributors offer the same time zone (mostly), local language, and market-specific trends and information as is found in their home country. International distributors can oftentimes bundle together raw materials sourced from around the globe and ship them more efficiently than their domestic counterparts.

What are the Differences Between Domestic and International Distributors?

Domestic distributors:
  • Represent primarily domestic suppliers.
  • Tend to promote products by geography.
  • May have more limited sourcing options.
  • Usually offer one-way service (product to customer).
  • May have a limited view of the markets they serve, as they may only represent a handful of states.
  • May have difficulty working through international logistics, sourcing, duties, language barriers, etc.
International distributors:
  • Primarily represent foreign suppliers.
  • Tend to promote products nationally/internationally by geography.
  • Have greater latitude and selection of principals to represent.
  • Can balance regional supply by exchange rate, logistics, etc.
  • Have dominant cultural influence to leverage international channel relationships.
  • Can coordinate globally to offer the same customer the same product (from the same source) around the globe.
  • Have global networking teams, which help customers to spot global trends and stay current on global technology development.
  • Can expand a formulator's raw materials “toolbox.”
  • Offer outstanding global chemical search capabilities.
  • Can offer two-way and a range of market expansion services.


How is the Current Economy Affecting Distributors?

The economy affects everyone from the top of the pyramid (consumer) to the bottom (base raw-material supplier); distributors are not immune. Distributors sell across a variety of industries, so the more diversified the business is, the easier it is to withstand the economic downturns and industry cycles. Distributors are currently suffering from higher fuel costs for marine, air, train and truck transportation due to the rise in oil prices. Raw materials are directly impacted by the cost of oil, but transportation is a secondary cost that many customers tend to forget about when purchasing goods. International distributors like DKSH offer a range of market-expansion services that provide more value to their customers. In many cases, depending on the economy, they have the ability to focus more on sourcing for overseas offices, which is something a domestic distributor can't do.

For more information, phone (973) 810-5511 or e-mail info.us@dksh.com.

This article originally appeared in
Paint & Coatings Industry magazine, www.pcimag.com.

Links

  • Paint & Coatings Industry magazine

Share This Story

Looking for a reprint of this article?
From high-res PDFs to custom plaques, order your copy today!

Recommended Content

JOIN TODAY
to unlock your recommendations.

Already have an account? Sign In

  • mouse in hole

    Using Foam Sealants for Pest Prevention

    According to the National Pest Management Association,...
    Finished Adhesives and Sealants
    By: Kevin Corcoran
  • linked network nodes

    Using the Power of AI for Adhesive and Sealant Formulation

    With the help of software solutions, adhesive formulators...
    Raw Materials and Chemicals
    By: Karen Parker
  • top20-hero.jpg

    2024 ASI Top 20: Leading Global Manufacturers of Adhesives and Sealants

    ASI's annual ranking of the top 20 global adhesive and...
    Adhesives and Sealants Topics
Manage My Account
  • eMagazine Issues
  • eNewsletter
  • Online Registration
  • Manage My Preferences
  • Subscription Customer Service

More Videos

Popular Stories

Picture of a tub and a tube of an epoxy

CREATIVE MATERIALS INC.: Conductive Epoxies

cardboard packaging

Utilizing Biobased Materials to Enable Sustainability in Hot-Melt Pressure-Sensitive Adhesives

rolls of tape

What’s Next in Tapes: A Look at Industry Trends

ASI Top 20 website

Events

January 1, 2030

Webinar Sponsorship Information

For webinar sponsorship information, visit www.bnpevents.com/webinars or email webinars@bnpmedia.com.

View All Submit An Event

Products

Structural Adhesives: Properties, Characterization and Applications

Structural Adhesives: Properties, Characterization and Applications

See More Products

ASI CASE EBOOK

Related Articles

  • ASC Spring Meeting to Be an International Event

    See More
  • How to Launch an e-Catalog 'A Key Determinant of Success in Internet Economy'

    See More
  • Distributors Play a Critical Role in the Supply Chain

    See More

Related Products

See More Products
  • social media

    Optimizing Social Media from a B2B Perspective

  • handbook-sealant-tech.gif

    Handbook of Sealant Technology

See More Products

Related Directories

  • Emco Chemical Distributors Inc.

    With over 2 million gallons of bulk capacity and over 1 million square feet of storage, EMCO has the breadth of products you need when you need them. With distribution warehouses spread throughout the Midwest, EMCO focuses on bringing both technology in the form of specialty chemicals and commodity products to you with competitive prices.
  • Emco Chemical Distributors Inc.

    With over 2 million gallons of bulk capacity and over 1 million square feet of storage, EMCO has the breadth of products you need when you need them. With distribution warehouses spread throughout the Midwest, EMCO focuses on bringing both technology in the form of specialty chemicals and commodity products to you with competitive prices.
×

Keep the info flowing with our eNewsletters!

Get the latest industry updates tailored your way.

JOIN TODAY!
  • RESOURCES
    • Advertise
    • Contact Us
    • Directories
    • Store
    • Want More
  • SIGN UP TODAY
    • Create Account
    • eMagazine
    • eNewsletters
    • Customer Service
    • Manage Preferences
  • SERVICES
    • Marketing Services
    • Reprints
    • Market Research
    • List Rental
    • Survey & Sample
  • STAY CONNECTED
    • LinkedIn
    • Facebook
    • Youtube
    • X (Twitter)
  • PRIVACY
    • PRIVACY POLICY
    • TERMS & CONDITIONS
    • DO NOT SELL MY PERSONAL INFORMATION
    • PRIVACY REQUEST
    • ACCESSIBILITY

Copyright ©2025. All Rights Reserved BNP Media.

Design, CMS, Hosting & Web Development :: ePublishing