Distribution and Trading
Thriving Under Pressure
While Latin America’s petrochemical producers face challenges in 2025, distributors and traders are thriving. GBR interviews reveal market entries, portfolio expansions, new partnerships and acquisitions, and the region’s rising importance as a strategic hub within global operations, highlighting a stark contrast to the struggles of producers.
Take Manuchar, for instance: “Fast-growing markets are especially crucial to us,” confirmed Laurent Pasqualini, its CEO. Among those, he included Latin America, which represents 65% of Manuchar’s global business. “We are preparing to invest in new facilities and infrastructure, enabling us to broaden our portfolio and strengthen our presence in the liquid chemical and specialty chemicals segments,” continued Pasqualini, as Manuchar seeks to expand in the region beyond its traditional base of dry, commodity chemicals. On top of all that, he assured that new value-added services like blending and repacking are in the works, too, all while striving for the highest sustainability standards.
That story is by no means a unique one. Química Anastacio, which already has a major presence in Brazil, Argentina and Mexico, plans to launch distribution in Colombia in 2026: “We will cover Latin America’s four largest markets, cementing our position as a truly regional distributor and marking a key growth milestone,” asserted CEO Jan Krueder.
Química Anastacio is also expanding its portfolio beyond commodities, adding specialty lines and partnerships across pharmaceuticals, food ingredients, cosmetics and rubber. Meanwhile, Rafael Gerlein, Tricon Energy’s Americas director for polymers, called Latin America a “cornerstone” of the company’s strategy. The region delivered 31% of global revenue in 2024, with plastics volumes doubling since 2020. Tricon plans expansion into new geographies, products, and segments through 2025-26, while deepening its commitment to sustainable operations, reflecting a sector marked by clear success and ambition.
At your service
Such is the contrast between the region’s wider chemical sector downturn and these accounts of triumphant growth and diversification among distributors, one is compelled to ask: “How?” Gerlein answered directly: “Our expansion has come despite what has been a challenging period for the global chemical industry. Our strength lies in our combination of global reach, local expertise and broad portfolio offering.”
Amongst those factors alluded to by Gerlein, local presence and expertise was one highlighted as crucial in several conversations with leaders of the region’s distribution businesses, large and small. In particular, many spoke of their efforts to get closer to their customers, offering both enhanced client experience and greater on-the-ground insight to adapt quickly to market shifts. “Our hybrid model of global reach and local responsiveness allows us to stay ahead of market trends, regulatory shifts like tariffs, and evolving customer needs,” maintained Jorge Buckup, president for Latin America at Univar Solutions.
Buckup highlighted the company’s Solution Centers in Mexico and Brazil: “Our lab and formulation services enable real-time innovation and co-development with customers on the ground,” he said.
Services like these are especially valuable for users of specialty chemicals, whose delicate formulas may require customization to adapt to locally-sourced inputs like mineral fillers or other raw materials.
For Anastacio Overseas, the trading sister-company of Química Anastacio, the sentiment was similar: “We see our specialism as one of regional expertise, developing deep local knowledge and human resources tailored to each country and client,” said its general manager, Matias Vorbeck.
Likewise, Gina Fyffe, CEO of the trading company Integra, emphasized the role of collaborative customer relationships to maximize value: “Our focus remains on partnering with clients to identify diversification strategies, whether through product or supply chain solutions, ensuring efficient, reliable, and flexible service that meets evolving regional needs.”
Distributors’ and traders’ logistics offering was another area in which they sought to enhance their proximity to clients through 2025. It is an area in which Integra has strong experience: “In Latin America, we have managed clients’ own inventory, monitoring tanks, adjusting deliveries, and aligning supply with production schedules,” described Fyffe.
This approach, she explained, brings twin benefits of reduced prices and carbon emissions, as Integra’s direct management enables it to coordinate trades across its global markets, reducing travel distances by conducting delivery swaps. Logistics is an area regarded as an area of essential focus also by Marcus Barranjard, general manager of Brazilian distributor Bandeirante Brazmo, due to Brazil’s continental scale: “We have invested heavily in logistics, operating a fleet of 25 trucks that deliver both bulk and packaged cargo within 24 hours across a 400–500 km radius.”
By establishing a reverse logistics system, Barranjard also assures that the company saves on packaging waste, promoting its operational sustainability.
Others focus closely on customer service during the very last step of the journey. “We have implemented real-time last-mile delivery tracking, providing immediate updates on our shipments. Furthermore, we are actively applying AI to enhance customer service and automating processes within our plants to significantly boost overall efficiency,” explained Claudio Gorichon, CEO of Chilean distributor Reno, which also operates in Peru, Argentina and Paraguay.
Brenntag, the world’s largest distributor by revenue, is implementing a similar strategy across its Latin American and global operations: “Our last-mile service operations model plays a crucial role in maintaining close proximity to customers, ensuring a consistent, responsive, and effective offering,” said Germán Torres, president of Brenntag’s Essentials division in Latin America.
By leveraging global networks while embedding locally, Latin America’s distributors combine scale and reach with local proximity and adaptability, helping them to better withstand shocks, manage complex supply chains, and anticipate customer needs, positioning themselves to navigate 2025’s turbulent international landscape.
“In Latin America, quality, on-the-ground infrastructure is vital. While in Europe it is easier to rely on AAA-rated logistics partners, direct control is crucial in fast-growing markets.”
Laurent Pasqualini, CEO, Manuchar
Riding the shockwaves
With distributors’ operational focus covered, attention now turns to the other side of “How?”: navigating the uncertain, volatile world of 2025, shaped by their global businesses. Alessandro Moraes, president and managing director of southern Latin America for specialty distributor IMCD, offered a series of flashpoints: “Post-pandemic adjustments continue to impact value chains, with markets still realigning after disruptions. Geopolitical conflicts in Ukraine and the Middle East have further influenced trade routes, particularly through the Suez Canal, affecting supply and demand balances,” he said, and also highlighted the impact of high interest rates, which have pushed customers to delay large purchases requiring financing, weighing heavily on stagnant demand from industry.
Yet, while it may not have been spared on interest rates, Latin America’s status as a relative ocean of calm compared to the global conflicts Moraes described has attracted some businesses’ attention. “We believe South America is entering a favorable period. The region’s neutrality in global geopolitical conflicts, coupled with a growing middle class, creates a solid foundation for economic growth,” said Daniel Amador Torra, commercial director at Dutch distributor KH Chemicals.
Similarly, Manuchar’s Pasqualini highlighted what he saw as the abiding stability in Latin America’s chemical market: “Despite global supply chain disruptions, we are confident in the long-term demand across our core industries in Latin America.”
Indeed, some companies are taking this period of heightened uncertainty as an opportunity to pivot to new frontiers, as Tomas Steppe, managing director of trader Reuse, described: “Geopolitical shifts, including trends such as nearshoring, are also seen as potential opportunities. Africa is becoming more and more interesting for Latin America, as US markets are increasingly distant. Producers in the region are diversifying and looking for new clients,” he explained.
Eduardo Arus, general manager for Latin America at distributor Snetor, saw a similar shift: “Global shifts are making certain supply origins newly competitive and attractive. Whether in distribution or B2B, our priority remains ensuring reliability and flexibility in our sourcing strategies.”
Some cast this as not just a shrewd move for flexibility, but as one critical to maintain margins against fierce competition. “China’s growing influence in chemicals challenges distributors to balance global brands with competitive products from China and India. Maintaining this diverse portfolio is crucial for Brazilian distributors to remain competitive and relevant,” described Bandeirante Brazmo’s Barranjard.
Above all, the crucial point, argued Brenntag’s Germán Torres, is for businesses to delicately pick the strategic moment to make their move: “Seizing opportunities for growth will require careful timing, financial investment, and a strong commitment to meeting evolving environmental and sustainability standards, which remain central to our long-term strategy in the region.”
The dynamics of this differ between distributors and traders, with the latter more immediately exposed to supply chain disruptions. “Trading operations feel the impact of market shocks within days, compared to months in distribution,” clarified Anastacio Overseas’ Vorbeck – further underscoring the precise judgment required to capitalize on opportunities at a time of global upheaval.
Amid global uncertainty, Latin America’s chemical distribution sector navigates 2025 with resilience. Stability enables expansion abroad, yet diversification of markets and supply chains is essential. Balancing risk and opportunity, regional distributors and traders are actively charting their path forward.
“Growth has evolved from organic expansion to strategic acquisitions and joint ventures, adding scale and local market knowledge.”
Rafael Gerlein, Regional Director Americas – Polymers, Tricon
Charting new paths
Building on strong performance, distributors are pursuing growth both organically and through acquisitions. Executives highlight scale as key to weathering 2025’s external shocks and supporting investments in sustainability and digitalization. In a fragmented market, mergers and acquisitions enable firms to add new product lines and enter markets more efficiently, accelerating expansion across the region.
“We see growth through M&A as a key part of our strategy in Latin America and the world, expanding our scale, product offering and expertise in our focus markets across all regions,” said Manuchar’s Pasqualini.
Manuchar is integrating with the recently-acquired Proquiel Químicos, reinforcing its presence in Chile and opening up distribution channels in western Argentina, a new region for Manuchar. Similarly, Tricon Energy is “adding scale and local market knowledge” through strategic acquisitions, according to Gerlein, while IMCD “has successfully capitalized on quality acquisitions to complement its portfolio in the region,” said Moraes. Tricon expanded its plastics distribution in Central America and Mexico through the integrations of Chemopolymer and Polymat; and IMCD’s acquisitions of Blumos and Apus Química in Chile filled gaps and added technical expertise to its regional portfolio.
Another common thread was distributors’ decisions to expand their specialty offerings. While assuring that its scale and competitiveness in commodity chemical distribution would be maintained, Química Anastacio’s Krueder highlighted new agreements in the rubber segment with Marbocote and Retilox. “Partnerships in specialty segments are enhancing our technical capabilities and supporting the company’s long-term value-added growth strategy,” he commented.
This shift matches with wider specialty-oriented market developments observed by Univar’s Buckup: “We take a strategic focus on key high-growth industries: Agriculture led sector growth, alongside solid momentum in food, beauty, personal care, and rubber markets.”
For Austral Chemicals’ CEO Christophe Jacob, a specialties focus offers clear advantages: “To maintain our technological edge, we focus solely on specialty chemicals and performance additives, deliberately choosing not to sell commodities. While others handle high-volume imports, we serve niche markets seeking innovation and outstanding service.”
Specialty chemicals can offer distributors higher margins and greater opportunities for value-added services.
In Latin America, though, the higher prices of specialty chemicals can prove a barrier for potential customers, especially amid competition from Asian imports. “Some producers and distributors are shifting toward more sophisticated, higher-margin products. However, the commoditization of specialty chemicals, offered at competitive prices by Asian countries, has diminished the added value that originally justified this transition,” observed Juan Pablo Gazmurri, director and president of communications and PR at ASIQUIM, Chile’s chemical industry association.
Austral’s Jacob is ambitious, seeking to make the most of the potential sustainability attractiveness of certain specialties with a push to increase Chile’s use of compostable, bio-based PLA over traditional polyolefin packaging. However, “adoption remains limited due to high costs and a lack of local waste infrastructure,” he commented, adding: “Most customers are not yet willing to pay the premium.”
Latin America’s distributors and traders conclude 2025 tested but transformed. Through scale, specialties, and selective acquisitions, they strengthen positions, building resilience against global shocks and regional constraints, shaping the region’s chemical distribution future with a balance of ambition and caution.