FAQs About Viachem
Now you have another choice when it comes to selecting your distribution partner: Viachem, Ltd.
Bottom line… What makes Viachem so different from other distributors? Viachem’s unique sales model is different in four ways from other channels to market for the specialty chemical and ingredient producer. First is our proprietary upfront market research and qualification campaign which successfully identifies and prequalifies over 80% of all end-use customers in the market or markets targeted. This qualification process provides access to underserved markets and is key to rapid sales growth and increased market share. 
Second is the complete visibility into the Tier 2 and 3 markets that Viachem provides. A dashboard with real-time valuable information for every segment of the market qualification campaign and on-going sales efforts. Third, Viachem’s degreed Technical Sales Specialists are selling your product every day making 25 to 30 calls per day rapidly extending your Tier 2 and 3 market share. Lastly, Viachem is exclusive with each producer partner and is focused on your products only, all the time, every time.
♦ How does this benefit the producer? Viachem’s producer partners see us as a solutions provider who generates consistent results… No Excuses… No Hassles… just increased sales and superior market share. Our strength and success is delivering a powerful and complementing extension to your direct sales force while concentrating our efforts on the Tier 2 and 3 markets to make your growth plans a reality.
Why is traditional distribution so ineffective with specialty chemicals/ingredients? Traditional distribution is design best to sell commodity products, those sold on price and availability and where value is added through warehousing, logistics and re-packaging. As a result, products that have a longer sales cycle and require chemistry, formulation and performance knowledge as well as technical insight tend to get lost in the shuffle.
♦ How does this benefit the producer? Viachem’s unique sales and marketing distribution model is optimized to sell fine ingredients and specialty chemicals, and produce results much faster than alternate channels.
Why has Viachem’s model been so successful and realized such significant growth? Viachem’s strategic and methodical approach to sales provides a “laser like” focused sales approach. This disciplined process, coupled with our Technical Sales Specialists contacting 10 times the number of prequalified end-use prospects, and selling the producers products everyday allows Viachem and their producer partners to meet and or exceed growth expectations.
♦ How does this benefit the producer? The producer’s market share is expanded at a much faster rate than previously attainable in the fine ingredient and specialty chemical industry. This concentrated effort in key markets delivers greater sales and increased profitability for our producer partners.
What is “market qualification campaign?” How does Viachem identify and qualify the Tier 2 and 3 market segments? Viachem’s upfront market qualification campaign starts with our proprietary research methodology. Developed by Viachem’s leadership over a 10 year period, it involves the use of multiple in-house data bases to research and locate over 80% of the potential end-use customers in any market segment in the USA and Canada.
♦ How does this benefit the producer? By identifying multiple new leads and qualifying a targeted segment of the market, Viachem can extend your market reach to many additional end-use customers previously unknown to most producers and target them to qualify and sell your products increasing your profitability and market share.
Does Viachem have warehouses and keep inventory? Warehousing products is one of the only similarities Viachem has with “traditional” distribution. On those products where value is added, Viachem buys inventory from the producer in largest possible quantity and warehouses the products across the USA.
♦ How does this benefit the producer? By warehousing and maximizing producer shipments Viachem reduces the cost of managing and growing the Tier 2 and 3 market segments.
Is selling over the telephone really effective? I am used to face-to-face sales for my products. Viachem has developed a sales process that features an inside sales environment because it fosters a higher level of customer intimacy than outside sales efforts. Hard to believe but true.
♦ How does this help the producer? Responding to our customer needs in REAL TIME with a knowledgeable sales rep builds, trust, confidence and loyalty. That is how we enhance customer INTIMACY. Our inside Technical Sales Specialist are able to do that 10 times more per day than the typical “outside sales representative.” At the “end of the day” they sell more.
Why is having “Exclusivity” important? Some level of exclusivity allows the partnership to share end-user information readily. As a true strategic partner, Viachem provides complete visibility on all market qualification and sales activity in a simple easy to digest on-line dashboard.
♦ How does this benefit the producer? It allows the producer to increase profits by better understanding the dynamic and competitive activity affecting Tier 2 and 3 markets.
How does Viachem focus on selling my product every day? Viachem’s sales process is optimized for selling specialty products. Our technical sales representatives know a lot about a few numbers of products and focus on specific end-user markets.
♦ How does this benefit the producer? Increasing the sales activity by an average of 10 times the current activity results in more sales and a larger market share for the producer.
How is end-user visibility at Viachem different than that from other distributors? Viachem provides each producer a customized on-line dashboard with “drill down” capability featuring real time results and sales activity.
♦ How does this benefit the producer? The dashboard is designed to give the producer intimate knowledge of the Tier 2 and 3 market in about 15 minutes on a Friday morning; no long and complicated spreadsheets.
How and why does “turn-over” business accelerate the sales cycle and how is it profitable for me? Our joint objective is to expand the size and profitability of the Tier 2 and 3 market segment. Having Viachem manage those current accounts allows us to “prime” the logistics and sales process and greatly speeds up market share growth.
♦ How does this benefit the producer? It greatly expands the profitably the producer realizes from a much larger Tier 2 and 3 market than they have experienced in the past.
