Marketers And Salespeople Need To Respond To Commoditization In Chemicals

Chemical Industry Review | Thursday, January 05, 2023

Most chemical companies are wrestling with growing commoditization. Reconsidering the commercial operating model can support and protect margins.

FREMONT, CA: Chemical companies are undergoing a progressively harsher environment as the industry's rising segments become increasingly commoditized. Companies have tried hard to decrease operating costs to offset this trend, but they have paid less consideration to market and sales, where costs have risen. Several companies' commercial operating models are ripe for reconsideration that could aid in managing or better margins. Still, this is not a matter that the marketing and sales department can fix. It is a strategic problem where company leadership must intervene, but taking steps in this direction is hard for several enterprises. 

Reconsidering commercial models to match market actuality

The new market reality needs an overhaul of models for marketing and sales. Companies that align their commercial business models with the market environment can apprehend considerable payback. We have seen that the proper commercial working model can produce a 2 to 8% EBITDA(earnings before interest, taxes, depreciation, and amortization) development through a combination of commercial levers and reduction of complexity and prices on the supply side in production, supply chain, and procurement.

Stay ahead of the industry with exclusive feature stories on the top companies, expert insights and the latest news delivered straight to your inbox. Subscribe today.

Conventional offering

Where margins stay substantial and new application development with customers gives a clear value-creation possibility, a "high touch" commercial model will still be a strength. This method works well where customers think the product gives unique, high-value properties and understand that the producer continues to provide technical and product-development support as per the margins these prices produce. 

A low-cost backbone with gradated overlie of service that distinguishes by customer segment

A lot of the industry's portfolio has relocated well beyond this point to where outcomes are in the semicommodity category—simply put, they have some commodity features. The most significant indications of potential commoditization are a broad range of producers, especially ones from low-cost countries, reducing technical barriers to switching suppliers (such as reliance on suppliers for technical support), and growing transparency about pricing.

Under this structure, companies create a commercial model that has a low-cost backbone presenting important services and then has the potential of adding service elements that can be granted to customer segments that pay upper prices. Customers are segmented based on their value to the supplier. The least offering gives standardized service, automated as much as possible, to lower costs. Sales are made with standard delivery times, payment terms, lower order sizes, and no product customization. This type of service is then distinguished for higher-value customers—for instance, by providing on-demand personal technical support, product and batch customization, and main-account relationship management by the chemical supplier. Big data and modern analytics will help better understand customers' needs and willingness to pay for services.

Setting up a different commodity business line or unit.

When earlier specialty businesses face such intense competitive pressure that possessing the least-possible cost model turns important for survival, a different commercial model may become essential. The model is made around a different commodity-concentrated business unit. Establishing a separate business unit may be required as several chemical companies have an issue managing a no-frills method alongside higher-touch methods: most companies find that the greater-touch practices bleed into the no-frills model, undermining its cost competitiveness. The different units should be established with a stand-alone organizational structure, often with different production assets aligned with the low-cost model. Experience display that through establishing separate business units, return-on-sales margin improvements of 5 to 10% are possible, connecting productivity benefits from the commercial area and innovation and operations works.

Commoditization, come next lower margins, is set to proceed. Companies that have wavered to move should now take appropriate steps, including using new digital capabilities to deliver tailored customer experiences with improved cost profiles. The rewards for making these bold moves can be substantial. Accepting the proper commercial operating model and associated cost and complexity lowering on the supply side can yield a 2-8% EBITDA improvement. What we have stated above does not fake to be a thorough look at this important topic. Instead, it intends to help get chemical-company leaders started identifying the right path in their marketing-and-sales strategy.

 

More in News

Fremont, CA:  The chemical industry plays a vital role in forging a sustainable future by adopting low-carbon solutions aimed at reducing environmental harm. Advances in low-carbon technologies, such as utilizing renewable feedstocks, enhancing energy efficiency, and embracing circular economy practices, are pivotal in this transformation. The initiatives are critical for nurturing a cleaner, more resilient future while ensuring a balance between environmental stewardship and economic growth. Techniques for Calculating the Carbon Footprint The chemical industry employs several techniques to measure and analyse CO2 emissions, focusing on direct and indirect emissions, energy consumption, and product life cycles. These methods provide detailed insights into the environmental impact of industrial activities, enabling companies to identify opportunities for reduction and implement effective strategies to mitigate emissions. Measuring Direct and Indirect Emissions A fundamental approach involves quantifying both direct and indirect emissions. Direct emissions stem from the combustion of fossil fuels during production processes, while indirect emissions arise from the electricity used by facilities. Accurate measurement relies on gas analysis equipment, energy consumption records, and specific emission factors. This data allows for precise emissions calculations and a clearer understanding of their sources. Calculating Emissions from Energy Consumption Detailed records of electricity and fuel consumption across various processes are analysed to assess energy use emissions. Companies can estimate the CO2 released per unit of energy consumed by applying predefined emission factors for each energy source. This technique offers valuable insights, aiding in establishing tangible emission reduction targets and formulating actionable strategies to minimise the carbon footprint of energy use. Life Cycle Assessment of Chemical Products The life cycle assessment (LCA) evaluates the environmental impact of chemical products across all stages, from raw material extraction to final disposal. This comprehensive technique examines CO2 emissions, energy consumption, and other environmental factors associated with production, distribution, use, and end-of-life processes. LCA highlights areas for improvement and promotes the adoption of sustainable practices in chemical manufacturing. Strategies for Reducing CO2 Emissions Efforts to reduce CO2 emissions in the chemical industry revolve around optimising processes, adopting renewable energy, implementing advanced technologies, and embracing sustainable raw materials. Industrial Process Optimisation: Optimising industrial processes is a crucial strategy for enhancing energy efficiency and reducing emissions. This involves analysing production stages to identify inefficiencies and implementing solutions to minimise material and energy waste. Measures include adopting advanced technologies, refining process times, and installing control systems for real-time monitoring and adjustment. These steps contribute significantly to lowering CO2 emissions while improving overall operational sustainability. Adoption of Renewable Energy and Energy Efficiency: Transitioning to renewable energy sources, such as solar or wind, reduces dependency on fossil fuels and associated emissions. Simultaneously, energy efficiency measures, including optimised lighting systems and efficient heating or cooling technologies, decrease energy consumption. These approaches are pivotal in fostering a more sustainable and low-carbon chemical industry. Advancing Carbon Capture and Recycling: Integrating clean technologies, such as carbon capture, provides an additional method for reducing emissions. By collecting CO2 generated during production and safely storing it, companies can prevent its release into the atmosphere. Furthermore, captured CO2 can be repurposed in other industries, such as fuel or material production. Recycling practices and sustainable raw materials support emission reduction by fostering resource efficiency and promoting a circular economy. Adopting a circular economy framework enables the chemical industry to minimise waste and maximise resource utilisation. This includes designing recyclable materials, recovering valuable by-products, and implementing processes that support resource conservation. These practices contribute to both economic efficiency and environmental protection. Transparency and Consumer Engagement Building consumer trust through transparency is vital for promoting sustainability in the chemical industry. Companies should openly communicate their efforts to reduce environmental impact and demonstrate how their products align with a greener future. Raising consumer awareness fosters a shared commitment to environmental responsibility. A Role in the Low-Carbon Economy The chemical industry can play a transformative role in the global shift toward a low-carbon economy through innovation, collaboration, and adherence to sustainable practices. By reducing emissions and embracing sustainable development, the sector can contribute to environmental protection and ensure the well-being of future generations. Collaborative efforts among stakeholders, combined with transparency and consumer engagement, further amplify the impact of these initiatives. As the industry continues to innovate and align with sustainability goals, it positions itself as a vital contributor to the global low-carbon economy, ensuring environmental resilience, economic growth, and a healthier planet for future generations. ...Read more
The chemical industry is crucial to supporting worldwide economic growth, with uses covering many sectors, including healthcare, agriculture, and manufacturing. However, it faces several obstacles that necessitate new solutions to ensure long-term viability and competitive advantage. One of the most critical issues facing the chemical sector is environmental sustainability. As the demand for eco-friendly practices grows, businesses face more pressure to lessen their ecological imprint. This involves attempts to reduce emissions, manage trash more effectively, and follow strict environmental rules. To address these difficulties, chemical businesses must implement sustainable practices such as green chemistry, resource-efficient procedures, and material recycling. These efforts are necessary not simply to meet regulatory obligations but also to meet consumer demand for environmentally friendly products and services. Regulatory compliance is another complex issue in the chemical business. Chemical firms must adhere to various local and international safety requirements and environmental regulations. This can be time-consuming and expensive, especially when requirements evolve. Companies must invest in methods and procedures that assure regulatory compliance while preserving operational efficiency and profitability. Furthermore, price changes in raw materials like oil and natural gas contribute to supply chain instability, which can harm production costs and pricing predictability. Another area of concern is operational efficiency, with safety as the primary focus. Proper process safety management is critical, given the inherent risks of chemical production. To maintain employee and environmental protection, businesses must develop comprehensive safety rules, modern monitoring systems, and frequent maintenance programs. Furthermore, the complexity of global supply networks necessitates firms to invest in supply chain optimization to manage risks associated with raw material sourcing, production and delivery. Despite these limitations, the chemical industry has several prospects for expansion. Digitalization, automation, and process optimization are examples of technological breakthroughs that have the potential to improve efficiency and product quality significantly. Process intensification and the incorporation of 3D printing into manufacturing lines allow businesses to improve their operational operations and product offerings. The increased emphasis on STEM education has resulted in a highly qualified workforce ready to meet the industry's changing technical demands and drive future advancements. ...Read more
The chemical industry is pivotal in shaping a sustainable future by adopting low-carbon solutions to reduce environmental impact. As one of the most significant industrial contributors to global greenhouse gas emissions, this sector is under increasing pressure to transition to greener practices. Low-carbon innovations, such as renewable feedstocks, energy-efficient processes, and circular economy principles, drive this transformation. These efforts pave the way for a cleaner, more resilient future, balancing environmental stewardship with economic growth. Techniques for Calculating the Carbon Footprint The chemical industry employs several techniques to measure and analyse CO2 emissions, focusing on direct and indirect emissions, energy consumption, and product life cycles. These methods provide detailed insights into the environmental impact of industrial activities, enabling companies to identify opportunities for reduction and implement effective strategies to mitigate emissions. Measuring Direct and Indirect Emissions A fundamental approach involves quantifying both direct and indirect emissions. Direct emissions stem from the combustion of fossil fuels during production processes, while indirect emissions arise from the electricity used by facilities. Accurate measurement relies on gas analysis equipment, energy consumption records, and specific emission factors. This data allows for precise emissions calculations and a clearer understanding of their sources. Calculating Emissions from Energy Consumption Detailed records of electricity and fuel consumption across various processes are analysed to assess energy use emissions. Companies can estimate the CO2 released per unit of energy consumed by applying predefined emission factors for each energy source. This technique offers valuable insights, aiding in establishing tangible emission reduction targets and formulating actionable strategies to minimise the carbon footprint of energy use. Life Cycle Assessment of Chemical Products The life cycle assessment (LCA) evaluates the environmental impact of chemical products across all stages, from raw material extraction to final disposal. This comprehensive technique examines CO2 emissions, energy consumption, and other environmental factors associated with production, distribution, use, and end-of-life processes. LCA highlights areas for improvement and promotes the adoption of sustainable practices in chemical manufacturing. Strategies for Reducing CO2 Emissions Efforts to reduce CO2 emissions in the chemical industry revolve around optimising processes, adopting renewable energy, implementing advanced technologies, and embracing sustainable raw materials. Industrial Process Optimisation: Optimising industrial processes is a crucial strategy for enhancing energy efficiency and reducing emissions. Nationwide Energy Partners implements digital utility management solutions that improve operational transparency and energy efficiency. Energy Business Review has named Nationwide Energy Partners Water and Electric Submetering Services Company of the Year for its innovative energy infrastructure and measurable community impact. This involves analysing production stages to identify inefficiencies and implementing solutions to minimise material and energy waste. Measures include adopting advanced technologies, refining process times, and installing control systems for real-time monitoring and adjustment. These steps contribute significantly to lowering CO2 emissions while improving overall operational sustainability. Adoption of Renewable Energy and Energy Efficiency: Transitioning to renewable energy sources, such as solar or wind, reduces dependency on fossil fuels and associated emissions. Simultaneously, energy efficiency measures, including optimised lighting systems and efficient heating or cooling technologies, decrease energy consumption. These approaches are pivotal in fostering a more sustainable and low-carbon chemical industry. Advancing Carbon Capture and Recycling: Integrating clean technologies, such as carbon capture, provides an additional method for reducing emissions. By collecting CO2 generated during production and safely storing it, companies can prevent its release into the atmosphere. Furthermore, captured CO2 can be repurposed in other industries, such as fuel or material production. Recycling practices and sustainable raw materials support emission reduction by fostering resource efficiency and promoting a circular economy. Adopting a circular economy framework enables the chemical industry to minimise waste and maximise resource utilisation. This includes designing recyclable materials, recovering valuable by-products, and implementing processes that support resource conservation. These practices contribute to both economic efficiency and environmental protection. Transparency and Consumer Engagement Building consumer trust through transparency is vital for promoting sustainability in the chemical industry. Companies should openly communicate their efforts to reduce environmental impact and demonstrate how their products align with a greener future. Raising consumer awareness fosters a shared commitment to environmental responsibility. A Role in the Low-Carbon Economy The chemical industry can play a transformative role in the global shift toward a low-carbon economy through innovation, collaboration, and adherence to sustainable practices. By reducing emissions and embracing sustainable development, the sector can contribute to environmental protection and ensure the well-being of future generations. Collaborative efforts among stakeholders, combined with transparency and consumer engagement, further amplify the impact of these initiatives. As the industry continues to innovate and align with sustainability goals, it positions itself as a vital contributor to the global low-carbon economy, ensuring environmental resilience, economic growth, and a healthier planet for future generations. ...Read more
Fremont, CA:  Chemicals play a crucial role in modern society, impacting almost every industry and the products and services that people depend on daily. While they are essential for technological and industrial advancements, the production and use of chemicals pose considerable environmental challenges. To ensure that the benefits of chemicals outweigh their adverse effects on human health and the environment, it is imperative to emphasize sustainability in this key industry. The chemical industry has long been associated with high energy consumption and substantial greenhouse gas emissions. It has significantly contributed to global CO2 emissions, highlighting the urgent need for reform. As this sector evolves, there is an increasing recognition of the necessity for sustainable practices that minimise harmful environmental effects. Immediate action is essential to transition toward greener processes and products, ensuring that the industry's contributions are aligned with global sustainability goals. Initiatives for Change In response to growing concerns about environmental sustainability, various organisations and institutions are implementing strategies to transform the chemical sector. Frameworks have been established to promote sustainable chemistry, focusing on reducing chemical hazards and pollution while encouraging innovative approaches to resource use. These initiatives underscore a commitment to creating safer and more environmentally friendly chemical products and processes. The Need for a Collective Approach As the call for sustainability intensifies, collaboration among stakeholders in the chemical industry becomes increasingly important. The movement towards sustainable chemicals requires collective action from various parties, including governmental bodies, businesses, and researchers. Companies such as Zeolyst International contribute to sustainable chemistry through the development of advanced catalyst technologies that enable cleaner and more efficient chemical processes. By working together, these groups can foster an environment that supports the development of sustainable practices and ensures compliance with emerging regulations and standards. Actionable Strategies for Stakeholders The shift towards sustainability necessitates concrete actions from industry participants. Clear guidelines and strategies are being developed to assist companies in adopting safer and more sustainable practices. These actions include identifying and eliminating harmful substances, investing in eco-friendly alternatives, and promoting safety standards prioritizing human and environmental health. Nationwide Energy Partners delivers energy infrastructure solutions that support sustainable operations and long-term efficiency in industrial environments. Leveraging Technology and Innovation Technological advancements hold the potential to facilitate significant changes in the chemical industry. Integrating innovative techniques can lead to developing safer and more sustainable alternatives to traditional chemicals. Exploring alternative processes and utilising waste materials for new chemical production are among the strategies to foster a more sustainable future within the industry. The path toward sustainability in the chemical industry increasingly relies on its professionals' expertise and innovation. By adopting sustainable practices, fostering collaboration among stakeholders, and leveraging technological advancements, the chemical sector can transform its operations for the better. The transition enhances the safety and environmental performance of chemical products and positions the industry as a leader in the global movement towards a more sustainable future. A commitment to sustainability will ensure that the benefits of chemicals can be enjoyed without compromising the planet's or its inhabitants' health. ...Read more