Solenis BFM 79

SOLENIS

CHEMICAL REACTIONS

SOLENIS

SOLENIS OFFERS ITS CLIENTS UNIQUE CHEMISTRY-BASED SOLUTIONS, BUT THEY ARE OFFERING A SERVICE AS MUCH AS A PRODUCT.

CHEMICAL REACTIONS PROJECT MANAGED BY: TIMOTHY GARWOOD

Solenis is a unique speciality chemical company combining services with unique chemistries to create solutions for water-intensive industries.

2 | BUSINESS FOCUS MAGAZINE

T

hese solutions encompass improving downtime, reducing maintenance, driving sustainability and optimising production,” explains John Panichella, CEO of Solenis. “A lot of companies sell products, and while we have products as well, our products are encompassed by service and know-how to create unique solutions for our customers.”

What makes these solutions unique is the collaborative way Solenis works with customers to deliver them, as well as the talent and expertise of Solenis’ staff.

“If you have a service model like ours, one of our unique attributes is the skill level of our people. The experience they bring to the table allows them to offer a different perspective and I think that’s highly valuable,”

BUSINESSFOCUSMAGAZINE.COM

SOLENIS

BUSINESSFOCUSMAGAZINE.COM

BUSINESS FOCUS MAGAZINE | 3

,

,

ITALMATCH CHEMICALS Italmatch Chemicals is a leading innovative chemical group, specialized in Performance Additives for the Lubricant, Plastics, Water & Oil markets. It has a wide range of Specialty Chemicals to satisfy most demanding applications, including Personal Care.

Italmatch counts on 18 manufacturing plants: seven are in Europe (Italy, Spain, Germany and UK), five in Asia Pacific (China, Japan and India), six in USA. The Company has a global coverage with own subsidiaries in Brazil, Belgium, Poland, USA, Japan, Singapore and China.

is a leading global manufacturer, supplier, solutions provider and innovator of a broad range of specialty water management chemical additives for Industrial Water Treatment & Process, Desalination, Oil & Gas, Geothermal, Mining, Personal Care and HI&I applications. For its major clients like Solenis, Italmatch is providing and developing raw materials which are being used as critical active ingredients in formulated products specifically designed for industrial water and process treatmentapplications like eg Pulp & Paper processes).

The Group has a long-term view and approach in relation to both Customers and Suppliers, and has its strength in commitment and capability to deliver the most demanding technical and logistic tasks, often in conjunction with its major Partners. Italmatch key Customers are global multinationals, leader in Lubricants, Water Treatment and Detergents, Oil & Gas, Engineering Thermoplastics and Agrochemicals.

Italmatch firmly believes in the future of chemistry as building block for human life and sustainable way and path to a brighter future. Italmatch R&D actitivies are organized in innovation hubs, specialized by chemistry and applications. The Group is both involved in short-term innovations and medium/long-term innovation projects. Italmatch can indeed count on a dedicated innovation team: an excellence-based monitor and evaluation action of the global market macro-trends. Italmatch is currently working on the development of sustainable solutions, promoting Circular Economy projects and the recovery of valuable products from nature or from raw materials. Among others, the RecoPhos project for the recovery of Phosphorus from secondary waste materials, and EcoInhibitors, for the development of chemical solutions to produce a new generation of ecofriendly hydrate inhibitors for Oi&Gas application, derived from recovered salmon waste.

Italmatch is a global leader in the Industrial Water & Process Treatment chemical additives markets. Its business unit “Advanced Water Solutions”

Find out more and visit us at: www.italmatch.com

While Italmatch Chemicals considers the EU as its domestic market, the Company has a long and established tradition of exporting worldwide.

Thanks to its network subsidiaries, supported by local, experienced agents and distributors based in the Mediterranean region, the Middle East, North and South America, C.I.S., South Africa and most Far East countries, over 85% of Italmatch Chemicals turnover is generated by export.

Solenis’ approach to innovation starts with an understanding of customers unmet needs.

BUSINESSFOCUSMAGAZINE.COM

BUSINESS FOCUS MAGAZINE | 5

EGM CHEMICAL AND PROCESS FEED EQUIPMENT

Digital solutions offering remote monitoring and control are part of Solenis’ complete package.

The EGM family of businesses, located in Mobile AL, was founded in the year 2000 and operates three divisions, each of which is staffed to provide specialized products and services to municipal, industrial, and heavy commercial customers.

The Chemical and Process Equipment division of EGM offers turn-key engineering, design and construction services for customers interested in purchasing prefabricated, skid-mounted process and chemical feed equipment.

In addition to building a complete line of proven and reliable systems for specialty chemical make-down and dosing, EGM also has custom system design and fabrication capabilities to construct one-off or custom units.

The Automation and Control division of EGM provides complete electrical panel design, construction, and configuration services. The electrical shop is both CSA and UL certified and can construct to a customer’s specific design or handle the project design and fabrication, beginning to end. From simple motor starter panels to customized PLC control systems or explosion proof designs, the staff at EGM’s Automation group is versed in the proper application of automation and control products and how to integrate those products into customer processes.

Falling under the same ownership umbrella, the L&L Process Solutions group specifies, sells, and supports a wide range of piping, instrumentation, and special use products for various industrial, municipal, and heavy commercial applications. The L&L Group is an authorized distributor and factory representative agent for many well-known brands and serves its own network of customers as well as serving as a purchasing mechanism for EGM. www.egm-llc.com

6 | BUSINESS FOCUS MAGAZINE

BUSINESSFOCUSMAGAZINE.COM

SOLENIS

with critical benefits such as reduced water or energy utilization. In addition, helping to manage waste is another key area. We have chemistries that enable paper manufacturers to utilize higher rates of recycling or waste paper and we have unique chemistries that allow customers to have compostable solutions for their paper products. For example, if you are making packaging or paper cups, our technologies allow them to recycle and reuse those materials as well as making them compostable. So, there’s a big aspect of sustainability in the solutions we provide.”

This means that every member of Solenis’ team is working hard to deliver value with every project.

John Panichella, CEO of Solenis Panichella tells us. “In many ways, customers think of them as a consultant. Our people, in their training and experiences, provide value to the customer.

In addition, a lot of our chemistry is unique. The combination of a unique person and unique chemistry create some great outcomes for customers.”

MEETING DEMAND

Those great outcomes are necessary, as Solenis is working in a demanding sector.

“There’s constant pressure from customers. These are big, water-intensive industries that have a lot of operating pressure to drive productivity and cost,” Panichella points out. “It’s a constant challenge our customers face, and that challenge is laid upon us to help them. It is an even

BUSINESSFOCUSMAGAZINE.COM

bigger challenge to do all that sustainably work with the customers. You invest a lot in training and technologies to build a reputation for value, but even when you’ve done that you need to keep working because every day you have to go out and re-earn it.”

One area where there is a great deal of customer engagement at the moment is in the arena of sustainability.

Our customers are really looking at sustainability because the world is changing around brands and what brand owners are required to do.

If you look at any consumer product, sustainability has become very prevalent in today’s business environment,” Panichella says. “Our products, programs and services have historically provided customers

“OUR CUSTOMERS ARE REALLY LOOKING AT SUSTAINABILITY BECAUSE THE WORLD IS CHANGING AROUND BRANDS AND WHAT BRAND OWNERS ARE REQUIRED TO DO.” “Utilizing the saleforce.com platform, we have a program we call ValueAdvantagesm that tracks every customer project targeting a minimum five per cent return on investment. For every one of these projects, we intend to deliver and document this value every year. In most instances, we exceed our targets. Panichella says. “So, if I did a million-dollar project I would be required to document and show you that I saved you 5% of your operating costs by improving your productivity, driving more efficiencies or enhancing equipment reliability.”

BUSINESS FOCUS MAGAZINE | 7

8 | BUSINESS FOCUS MAGAZINE

BUSINESSFOCUSMAGAZINE.COM

R+L CARRIERS R+L Carriers is a global transportation company, dedicated to maintaining the highest standards in safety and customer satisfaction.

Since its inception in 1965, the business has remained a family-owned freight shipping enterprise. The original operation was contained in Ohio, ultimately expanding to nationwide service throughout the United States and later achieving global coverage.

As an industry leader, R+L Carriers remains at the forefront of logistics and supply chain technology in the 21st century. Customized Electronic Data Interchange (EDI) requests improve the efficiency of document handling, simultaneously increasing operational integrity and visibility.

This paired with the capability for in-cab scanning, enable instant notifications at all stages of freight transaction.

Using such tools in its arsenal, R+L Carriers upholds its mission to deliver a diverse portfolio of shipping services with exceptional customer care and unparalleled dependability. Flexible and cost-efficient lessthan-truckload (LTL) service throughout the U.S., Canada and Mexico constitutes a staple of company operations. Additionally, the nationwide network of service centers presents opportunities to move timesensitive shipments. Such Business Critical solutions offer best-in-class Guaranteed and Expedited Service from one of the industry’s largest fleets. With over 85% percent of trucks using the Final Mile Liftgate Service, customers can even receive freight without a shipping/loading dock at point-of-delivery.

The growing ecommerce sector has allowed R+L Carriers international shipping services to prosper. A strategic network of air, ocean and ground transportation services enable the delivery of on-time shipments

worldwide. Logistics professionals provide a single point-of-contact for import/export services and utilize tools such as an automated broker interface and compliance support to provide customs brokerage on worldwide shipments.

R+L Carriers also maintains global logistics options for warehousing management and reverse logistics, using a comprehensive network of supply chain infrastructure. This makes the company uniquely positioned to support the movement of large inventory between origin and delivery. Other specialized options include high-value cargo protection using controlled routing, GPS tracking and solutions such as You Crate custom crating and Load & Protect tamper-resistant walls.

Looking toward the future, in 2019, R+L Carriers joined the Road to Zero Coalition, a nationwide effort managed by the National Safety Council to end roadway deaths in the U.S. by 2050. Advancing a forwardthinking safety culture and expanding the use of safety technologies has remained paramount within the company since its creation. Currently, the integration of collision mitigation systems into the company fleet has modernized the standard truck, ensuring a safer, more consistent shared driving experience between drivers and commuters.

As the logistics industry continues to grow, R+L Carriers remains determined to meet the needs of every customer while championing safety and technological improvement.

To speak with a customer service representative please call 800.543.5589 or find out more at www.rlc.com

CEO John Panichella [R] on site at Solenis Bradford UK manufacturing plant – one of 40 plants serving customers worldwide.

BUSINESSFOCUSMAGAZINE.COM

BUSINESS FOCUS MAGAZINE | 9

SOLENIS

MOTIVATING TALENT

Of course, this is impossible without a dedicated and talented team to identify those programs that provide that kind of value to our customers.

“Recruiting talent is pretty important for us, but what’s more important is how we train them,” says Panichella. “We have a process, called TREK where an employee will self-assess against a long list of technical competencies and commercial competencies and say ‘These ten I am really good at but these six I have a real deficiency and want to learn and build my skills in these areas’. We then support that employee’s training and development that will allow them to build those competencies.”

This level of talent development extends beyond the front lines of the business, to how they nurture potential next-generation leaders.

“I think developing talent is critical, our leadership development program is key.

It’s not the technical aspect, it’s how we build leadership throughout the company,” Panichella points out. “We offer numerous leadership programs from entry-level staff development through to our executive leaders. In addition, we have some programs specifically for women. As well as building our team to serve customers we’re building our leadership team.”

That team is working under some unusual conditions right now, causing Solenis to reassess a lot of the ways it does things in a post-COVID world.

“It’s changed everything, some things for the better, some for the worse. When it comes to our company, I would say we have learned we have to work differently,” Panichella says.

10 | BUSINESS FOCUS MAGAZINE

Solenis combines services on-site for large customers with unique chemistries to create solutions for water-intensive industries.

“I THINK DEVELOPING TALENT IS CRITICAL, OUR LEADERSHIP DEVELOPMENT PROGRAM IS KEY. IT’S NOT THE TECHNICAL ASPECT, IT’S HOW WE BUILD LEADERSHIP THROUGHOUT THE COMPANY.”

“Like many other companies, we are utilizing virtual tools such as MS Teams internally and with customers to provide technical information. Today, that is more acceptable than it was with customers. As a result, now we can use digital technology to supplement our solutions and add another layer of value.”

On a practical safety level, as a chemical company, Solenis was in many ways already suited to working in a post-pandemic environment.

“Obviously being a speciality chemical company, safety was a number one priority already, so it wasn’t much of a cultural shift to introduce the kind of measures expected in the post-COVID world,” Panichella points out.

“I’m proud of the fact we have over 5,500 employees around the world in 120 countries and

BUSINESSFOCUSMAGAZINE.COM

SOLENIS

“RECRUITING TALENT IS PRETTY IMPORTANT FOR US, BUT WHAT’S MORE IMPORTANT IS HOW WE TRAIN THEM.” to date, we’ve had only a small number of cases and no one has not reported back to work.

So, we have done a good job keeping employees safe. And by the way, we are a critical industry so we worked through the entire pandemic and most of our people are not working remotely.

Our commercial people are in customer plants,

our manufacturing sites have had no downtime and our labs have people working at the bench.”

“OUTSIDE-IN” INNOVATION

Looking forward, Solenis wants to continue to build on its value and trust partnership approach with customers. Everything the business is doing is about building its people, its offerings, its capabilities to be trusted partners with its customers and meet their sustainability and operating goals.

“That means I have to have the best team, trained constantly, and then I’ve got to continue to invest in technologies to give them tools to solve problems,” Panichella says. “Our approach around how we develop technologies is unique in we have an ‘outside-in’ approach

Solenis’ highly-trained sales representatives collaborate with customers to help solve problems and drive value.

BUSINESSFOCUSMAGAZINE.COM

BUSINESS FOCUS MAGAZINE | 11

EGM CHEMICAL AND PROCESS FEED EQUIPMENT EGM has been designing and building the most reliable specialty chemical feed system for 20 years. The ability to achieve year over year growth for two decades is because the team at EGM has prior work history in technical application, sales, support, and product development in the specialty chemical field. This experience allows the group at EGM a level of insight as to how equipment needs to be built that no other company possesses and is just one reason why EGM is the preferred specialty chemical equipment constructor for so many customers in so many markets.

EGM controls all aspect of manufacturing in-house. Engineering, CAD, welding, pipefitting, assembly, panel construction, PLC programming, and instrument configuration is all handled in-house allowing for high speed work without relying on others. The staff’s in-depth knowledge and intimacy with each system also provides for capable support by phone or service technician site visit to help client companies with their chemical equipment needs.

With a fundamental understanding that the proper application of chemistry can be used to solve process related problems, EGM maintains a massive inventory of key parts and components to allow for quick build times knowing that any process upsets that impact production or environmental aspects of operation require fast deployment of equipment. This investment and commitment to inventory not only keeps build speed high, but also serves as a source of ready spare parts for customers.

“AT SOLENIS, WE THINK DEVELOPING TALENT IS CRITICAL, OUR LEADERSHIP DEVELOPMENT PROGRAM IS KEY. IT’S NOT THE TECHNICAL ASPECT, IT’S HOW WE BUILD LEADERSHIP THROUGHOUT THE COMPANY. WE OFFER NUMEROUS LEADERSHIP PROGRAMS FROM ENTRY-LEVEL STAFF DEVELOPMENT THROUGH TO OUR EXECUTIVE LEADERS. IN ADDITION, WE HAVE SOME PROGRAMS SPECIFICALLY FOR WOMEN. AS WELL AS BUILDING OUR TEAM TO SERVE CUSTOMERS WE’RE BUILDING OUR LEADERSHIP TEAM.”

www.egm-llc.com

BUSINESSFOCUSMAGAZINE.COM

BUSINESS FOCUS MAGAZINE | 13

SOLENIS

14 | BUSINESS FOCUS MAGAZINE

BUSINESSFOCUSMAGAZINE.COM

SOLENIS

Solenis’ helps their customers manage or conserve natural resources such as water, energy and fiber.

to developing technology not ‘inside-out’. In our laboratories, our scientists do not sit around wondering what customers want, or just ask people in the field what customers want. We embark on an in-depth approach to understanding customers’ needs, predominantly their unmet needs, and then really try and understand what kind of solution they require. Only after that process do we invest money to create a solution.”

“OUR APPROACH AROUND HOW WE DEVELOP TECHNOLOGIES IS UNIQUE IN WE HAVE AN ‘OUTSIDEIN’ APPROACH TO DEVELOPING TECHNOLOGY NOT ‘INSIDE-OUT’” BUSINESSFOCUSMAGAZINE.COM

BUSINESS FOCUS MAGAZINE | 15

SOLENIS

WWW.SOLENIS.COM