The world’s largest chemical distributor offers an example of the value of being a key middleman. It offers one-channel distribution to several thousand chemical suppliers, and one-stop shopping for over 10,000 products to nearly 200,000 buyers in 74 countries.The company buys chemicals in scale from various producers, then repackages and distributes them in small – and often eclectically mixed - quantities to customers. Most buyers require further services such as just-in-time delivery, technical support, repackaging, inventory management, and the collection of empty containers. The business-to-business chemical market presents the players in it with a high degree of complexity driven by the fragmentation of both supply and demand, the high number of different substances, and the need for environmentally appropriate handling of those substances and their containers. It is worth paying an intermediary to reduce that complexity and its resultant cost.
In our opinion, there is a lot of room for growth in this business. The global market for chemicals that are distributed by third parties is highly fragmented: The company discussed here is estimated to have a 6%-7% share of the market, which is significant given that the top five global players, together, have less than 16%. Furthermore, barriers to entry are relatively high, particularly in parts of the world where it is difficult to obtain permission for new chemical distribution centers. This market lends itself well to roll-up consolidation, a practice deeply imprinted in the DNA of this company’s business model.
Chemical distribution – to say nothing of many of the ancillary services associated with it, such as container collection -- may be considered a dirty job, but someone’s got to do it. Many companies would rather pay a specialist to be that somebody than to do it themselves. That reality may explain why the company has had attractive annual returns on invested capital. How beautifully boring.
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