Xenon arc

Channel strategy isn’t just about moving products. Zooming out, it’s really about meeting customers where they want to be met and creating conditions for growth.
For our specialty chemical manufacturer clients, fragmented markets and rising buyer expectations have changed the game. Buyers want speed, transparency, and technical support—and traditional distribution models often fall short, because competing on price alone creates fragile relationships. The real advantage comes from building trust and delivering simplicity at every touchpoint. At Xenon Arc, we’re redefining channel strategy to help manufacturers strengthen customer proximity and grow share of wallet. As EVP and CSO Mica Zuniga explains:
“Channel strategy starts with understanding what matters most to our clients and their customers. It means combining digital tools with proactive human support and setting clear expectations for reliability and communication. When we deliver on trust and simplicity, price becomes a matter of hygiene, and loyalty wins.” Our approach integrates eCommerce technology for convenience, data-driven forecasting for smarter planning, and personalized service for technical depth and relationship-building. Together, these elements make our clients the easiest supplier to trust and simplest to do business with for their customers, creating resilience through market volatility and loyalty that lasts. Channel strategy is so much more than distribution. It’s a competitive advantage that we’re building for the future.

At Xenon arc, we don’t believe promotions are just about titles. They’re about recognizing the impact people make every day. Growth here isn’t a straight line or a checklist. It’s shaped by curiosity, collaboration, and the way people show up for each other, our customers, and our clients. When we see someone step into a new role, it’s often because they’ve already been leading in the work. They’ve built trust, made thoughtful contributions, and helped others succeed. That kind of growth doesn’t happen in isolation. It’s supported by mentorship, shared goals, and a culture that values clarity, context, and initiative. As CEO Mick Slattery says: "When people feel trusted and supported, they take ownership. That’s what drives real development—not just for individuals, but for our teams and clients too. Promotions at Xenon arc reflect that readiness, and the belief that leadership is something you grow into through the work." We’re proud of the internal promotions we’ve seen this year. They’re a reflection of the kind of culture we’re building. One that values growth as it happens, not just when it’s formalized.

Growth in the specialty chemical industry requires precision and nuance as much as it does scale. Markets around the world operate with distinct dynamics, and producers must navigate that complexity with local insight.   In Europe, that complexity is magnified. With country-specific regulations around everything from product labeling and financial requirements to marketing, compliance isn't guaranteed across borders. Language and culture add another layer. While many professionals speak multiple languages, accurate translation isn’t always straightforward, and cultural expectations vary. A phrase that feels appropriate in one country might come across as overly casual or even off-putting in another. These subtleties matter when building trust across borders.   For Eric Derouin, Xenon arc's Vice President overseeing European and Latin American operations, understanding these nuances is central to successful growth: "What sets our work apart is the ability to move with precision and cultural awareness in complex environments. Success in Europe and South America requires market knowledge and a fundamental understanding of how business gets done, how people communicate, and what drives decisions.” Getting it right means building strategies that work in real-world conditions and adapting them as needed. That’s the kind of work Xenon arc does every day. We build teams that reflect market complexity and help producers grow in ways that are practical, sustainable, and attuned to cultural nuance.

Technology is changing what’s possible in the specialty chemical industry. No surprise there. What’s interesting is how far beyond sales that impact goes—as it reshapes how people, processes, and technology come together across the full customer journey. Sales, marketing, service, technical expertise, logistics, and analytics all need to be connected if producers want to scale with precision and efficiency. That’s why, at Xenon arc, technology underlies our entire channel strategy—whether clients are already using eCommerce as a growth lever today or it’s still on their roadmap. The real power lies in the data and insights it provides—helping teams make smarter decisions and producers scale with greater precision. For Paul Stephen, our SVP of Technology, unlocking growth through technology is integral to scaling: “Technology is one of the best tools we have to give teams and clients the data to scale smarter. And that’s where the power really lies—helping us serve our clients and their customers better across every channel and touchpoint, with eCommerce playing a key role alongside individual interactions. That’s where real growth happens.” That combination of technology and relationships is how we help producers simplify complexity, unlock new opportunities, and drive sustainable growth.

Operational excellence relies on exceptional service.   During National Customer Service Week, it's important to acknowledge the role great service plays in our company’s success and that of our clients. That means we rely heavily on our Customer Service teams to deliver. Doing what we say we’re going to do, when we say we’ll do it, is at the heart of how we serve our clients and their customers.   “Our Customer Service team deserves recognition. Their individual and team excellence shines through in the way they’re always refining how they work together to anticipate needs, solve challenges quickly, and ensure every client interaction builds trust and momentum.” – Lindsay Kammo, SVP of Operations   Technology and proven frameworks help us deliver consistency and efficiency and earn customer loyalty—but it’s our people who turn those tools into exceptional experiences.

B2B channel strategy has never been one-size-fits-all—and that’s never been truer than today. As markets shift and buyer expectations evolve, our clients need go-to-market models that are as dynamic and specialized as the industries they serve.   We partner with our clients to meet those demands head-on—designing strategies that align commercial precision with deep technical insight. Head of Global Business Development Jen McCarthy will be leading the team attending K-Fair in Düsseldorf this month, where they’ll be connecting directly with plastic and rubber manufacturers to advance those conversations. For Jen, the opportunity lies in bringing together insight and innovation.   “What excites me the most is finding creative strategies that unlock growth while shaping the future of how our industry connects with customers, leverages digital tools, and delivers long-term value.”   Our approach is built for complexity—scaling with our clients as they grow, and delivering the commercial precision needed to succeed in increasingly fragmented, fast-moving markets. By helping clients adapt to those needs—and in turn, lead the change—we help them create lasting value and stronger customer connections at every stage of growth.

Industrial B2B sales have changed—but not evenly. In many sectors, producers are still relying on outdated go-to-market approaches that no longer reflect how today’s customers research, engage, or buy. Xenon arc brings a hybrid model to the table—combining digital tools, technical expertise, and personal connection to help producers close that gap. Executive Vice President Scott Courter shares what makes this shift so critical: “Xenon arc solves a problem I’ve seen for decades—and gives manufacturers a smarter way to grow in an industry that’s been slow to evolve how it goes to market and connects with customers. It's what drew me to the company and fuels my day-to-day.” Modern go-to-market strategy isn’t just about enabling transactions. It’s about building agile, scalable systems around how customers actually behave—then using that foundation to drive better decisions, stronger relationships, and sustainable growth across even the most traditional segments.

At Xenon arc, our strength comes from our global foundation. Our teammates represent dozens of unique backgrounds, bringing diverse experiences and perspectives that fuel our success. Later this month, we’ll celebrate that foundation at our Bellevue, WA headquarters with a potluck, where everyone shares a favorite dish from their culture. With offices across the US, Dublin, Utrecht, Mexico, and Brazil, we live out our company value of One Team every day—working across borders as one global organization. For Mckensie Grafe, our Global Director of HR, this is what makes Xenon arc so unique: “For me, the most rewarding part of HR at Xenon arc is bringing global talent together as one team. Watching people grow, succeed, and drive meaningful results across borders is what makes this work so energizing." It’s no surprise this global spirit is one of the first things candidates mention when they interview with us. We’re proud to be a company where people from around the world unite as one team—driving impact for our clients, our partners, and each other.

Volatility is nothing new—but today’s pace and complexity demand a more intentional approach to growth. As a result, producers must do more than navigate change—they need smarter ways to serve every customer, create lasting value, and scale sustainably. Xenon arc is meeting that challenge head-on with digitally powered distribution models. For Brandon Webb, President of our newly launched XaSolutions, it goes beyond creating wins for customers. “XaSolutions is a powerful platform that bridges innovation and technical B2B sales. In addition to growing a team rooted in culture, values, and vision, we're rethinking the way to market and helping customers unlock new growth and agility.” Because we’re purpose-built for complex markets, we know how to turn fragmentation into a competitive advantage—and we do it every day.

Historical patterns are always helpful, but these days they’re less reliable due to a variety of global factors. Demand shifts faster. Disruptions are harder to isolate. And that means manufacturers have to account for more variability when planning than ever before. For CFO Chris Hynes, the solution isn’t to wait out uncertainty—it’s to invest in the ability to respond. “Long-term success in the materials industry will belong to companies that adapt quickly and scale with intent. At Xenon arc, we’re setting the pace through operational and financial excellence—shaping what a future-forward, resilient, and responsive supply chain should look like.” That mindset guides how we prioritize growth. Every investment—whether in systems, service models, or partnerships—is evaluated for its ability to flex, scale, and hold up under pressure. Resilience isn’t about reacting better. It’s about being ready, by design.