Changes in the resin distribution market have created a need for processors to expand producer relationships and explore new distributor-broker options, said Bill Bowie, chief operating officer for Resin Technology Inc.
At the MAPP conference in Indianapolis, Bowie said pro-cessors also could benefit by evaluating their general product offerings and educating themselves on offshore resin options.
In March, engineering resins leader Sabic Innovative Plastics LP linked up with Ashland Distribution in its first major deal with an outside distributor. That deal led some suppliers to move business away from Ashland.
In August, DuPont Co. chose PolyOne Corp. over Ashland as its primary North American distributor. DuPont officials said at the time that their decision was not affected by the Sabic-Ashland deal.
Changes in distribution have happened because margins decreased, and that led to consolidation, Bowie added.
Now, resin producers want an exclusive distributor. They want the power back, he said.
Bowie also said that RTI recently signed its first European client and soon expects to add three global clients as well. He would not identify the new clients.
Fort Worth, Texas-based RTI a consulting firm that helps resin buyers to buy more effectively also has added four new staff members in the last year.
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