More alignment between producers and distributors needed: Dow

27 May 2014 15:40 Source:ICIS News

ROME (ICIS)--Chemical producers and distributors must attempt to align growth and opportunity strategies in order to be foster a more productive relationship, Dow Europe’s director of distribution and channel management Martin Sutcliffe said Tuesday.

Speaking at the European Assocation of Chemical Distributors (FECC) conference in Rome, Sutcliffe stressed the dialogue between players must be enhanced.

“Communication must go beyond just product information and logistics,” Sutcliffe said. “We must try to have an alignment on strategy, but without force fitting it of course.”

He added this remains more of a challenge with commodity products than speciality products.

When asked about matching demand dynamics down the supply chain, Sutcliffe noted this was not part of Dow’s alignment strategy but is nevertheless crucial to the producer-distributor relationship.

By Stefan Naidu