.png){kind=spacer}
A specialty chemicals manufacturer based in Asia wanted to bring two innovative crosslinking technologies to North America. The leadership team understood the potential for applications in adhesives, coatings, and flexible packaging but faced uncertainty about where to focus initial efforts. They also needed to navigate the U.S. regulatory landscape and design a distributor network that could support rapid commercialization. With limited commercial resources, the challenge was to enter the market with precision rather than spreading efforts too broadly.
We conducted a market assessment that combined expert interviews with formulators, converters, and distributors across the U.S. and Canada with a comprehensive review of North American market data. Through these discussions, we identified the applications where adoption potential was strongest and where regulatory hurdles were most manageable. Our team analyzed volumes, pricing, and competitor strategies across multiple subsegments, drawing from more than twenty regional databases. We also developed a distributor framework to evaluate potential partners based on technical knowledge, experience with crosslinking chemistries, regional coverage, and ability to provide value-added services. The outcome was a phased route-to-market plan aligned to resource availability, beginning with high-potential niche applications and expanding into broader markets once traction was established.
The client received a prioritized roadmap of application areas, each scored by market size, adoption likelihood, and competitive intensity. They gained clarity on pricing ranges and how competitors structured their cost positions, which informed confident positioning of their technology. The distributor evaluation produced a refined shortlist of partners with strong technical and commercial capabilities, ensuring that regional coverage would be both efficient and credible. By combining detailed market intelligence with a step-by-step resourcing plan, the project gave the client the confidence to accelerate entry into North America and begin building commercial presence with reduced risk.