In Part 1 of this article, I describe how our current system of buyer/supplier collaboration in the chemicals market has enormous inefficiencies and suggest we embrace a more efficient, data-driven B2I approach to serving customers in chemical market. Evolving to a B2I model allows the IDEAL chemical & service supplier to create superior value for their customer with reduced costs for all by serving each customer very specifically with precisely what they need and when they need it. In this second installment, I'll describe how we get there. You may not find it surprising to discover that it requires a digital-first approach.
Chemical processing services run the gamut from simple toll blending or repackaging of non-hazardous materials to complicated multi-step organic synthesis and separations with precise temperature and pressure control, subject to demanding quality and regulatory requirements. This is one of the many remarkable aspects of the chemical industry - the vast breadth and depth of expertise across services, chemistries, applications, equipment and the like.However, this wide variety of service offerings and expertise also poses a great challenge for both service providers and chemical buyers. For chemical buyers, it can be very difficult and time-consuming to find a service provider that has just the equipment and experience to meet their specific chemical project requirements.Likewise, suppliers have the challenge of getting found by the customers in their sweet spot.
In my nearly four decades in the chemical industry, I’ve been lucky to see so many changes for the greater good. Mostly driven by technology (with smart regulations), we’ve created a safer, cleaner and more efficient and effective market. These changes have allowed innovation from the molecular level to the research and manufacturing processes and the safe and efficient delivery of chemistry to where it is needed worldwide.