In addition, BSI recently entered into a distribution agreement with Novo Nordisk Pharmatech A/S for pharmaceutical
grade quaternary ammonium compounds into the pharmaceutical, over-the-counter (OTC) and personal care markets in the
US and Puerto Rico.
A great distributor will be the customer’s “eyes and ears”
and will have its finger on the pulse of the industry, insisted
“The best supplier-distributor relationships are built on
and maintained with trust,” noted Gilroy of Univar. “Trust is
essential because a good distributor is an extension of a sup-
plier’s sales force, and in order to leverage that position, a
distributor must be thoroughly familiar with every aspect of
a supplier. A good distributor also shares the positives and
negatives that it learns from the market and customers. This
is information every supplier values, and key to innovating
and growing in the dynamic marketplace in which we oper-
A similar sentiment was voiced by Brenntag’s Joyce.
“Trust, transparency, and regular communication at multiple
levels throughout each organization lead to a strong suppli-
er-distributor relationship,” he said.
In the end, trust is what enables the best distributors to
seamlessly handle the nitty-gritty so that their customers can
focus on what they do best.•
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The right distributor relationship can support your R&D staff.