SYNTHESIS | Business Case
Supporting product development and sustainable growth
When it comes to product innovation, our teams face many challenges. Last year two customers were in the market to develop new generations of existing products: a resin and a surfactant. These materials are used in end products such as lubricants, coatings and detergents. Our customers wanted to improve on the composition of their products to enhance performance. As their long-term partner, they approached us for support.
Product innovation through collaboration
In many instances we can reach out to our suppliers, and they would have a solution we can work with already in their portfolio. This type of acrylate raw material we were looking for, however was not available in their portfolio so, we needed to be more resourceful.
We recognised the commercial potential of the new product our customers were looking for and established a consortium including other interested parties. With this insight for the demand in the market, we were able to collaborate with our principal supplier to bring a new product innovation to the market; a better performing acrylate monomer which would consist of 85% plant-based material.
“We are proud of our position at the customer-supplier interface. Our unique position means we can create opportunities for all parties. By convincing our principal supplier to develop the new product for just two customers and by coordinating the specs for the consortium we more than demonstrated our added.”
Sales, Product and Technical Manager
To make this happen, our technical development team provided detailed specifications and managed the laboratory work with our supplier until the manufacturing pilot trial commenced. We helped our customers conduct their own testing as well, to help make their products a commercial success.
A successful bio-based solution
We were able to create an opportunity for both our customers and suppliers to move towards more sustainable products. Thanks to our network we were able to link up customers with a similar need and our intervention enabled the manufacturer to expand their own bio-based product portfolio. Our next goal is to promote this new product to strengthen this business with our existing customers and to attract new users for this innovation.