EMCO Chemical Distributors, founded in 1971, supplies, manufactures, and packages chemicals for various industries. Headquartered in Pleasant Prairie, Wisconsin, it operates facilities in Illinois.
EMCO Chemical Distributors came from relatively humble beginnings in the 1970s. How did the company go from an idea in your garage to where it is today?
I was born and raised in Newton, Massachusetts, and went to the Massachusetts College of Pharmacy because my father had two drugstores. After graduating, I joined the Air Force for a short time. When I returned, I planned to work for my father, but during a visit to my sister in Chicago, I saw a Walgreens ad offering $275 a week, while my father could only pay $125. It was an easy decision. I took the job and moved to Chicago.
After a year at Walgreens, I switched to an independent pharmacy but left when the owner asked me to sign fraudulent prescriptions. That same evening, I told my sister’s neighbor the story, and he mentioned that his company, a chemical distributor, was hiring a salesman. I got the job, worked there for four years, and learned the business. When the owner sold the company to Ashland, he advised me to start my own business, which I did in my garage in 1971, selling windshield washer solvent, paint thinner, and drain cleaner. One thing led to another, and today, EMCO is one of the largest chemical distributors in the country.
Can you provide us with an overview of the services that EMCO Chemical Distributors offers?
We distribute, blend, and package chemicals, as well as handle hazardous and non-hazardous waste disposal. We also offer warehousing, particularly for flammable liquids, which are scarce in this area. Initially, chemical distribution is like a grocery store—you need raw ingredients to make a product. The coatings industry is our largest market; companies making paint, whether for houses, cars, airplanes, or furniture, rely on our chemicals.
Beyond coatings, we supply personal care products like shampoos and body washes, household and industrial cleaning chemicals, and materials for the graphic arts industry. Chemicals are in everything—dyes for fabrics, coatings for appliances, and so on. Producers like BASF and Dow can’t sell directly to every user, so they rely on distributors like us to reach smaller companies. Over time, more producers have realised the value of distribution, making it a vital part of the industry.
When you consider suppliers and markets, how agnostic are you in terms of the size and range that you work with?
Originally, producers preferred large distributors, but the industry was divided into commodity and specialty chemicals. Commodity chemicals are widely available, while specialty chemicals require technical expertise. Selling them involves working with labs and chemists to test formulations. It takes knowledgeable people to sell specialty chemicals because they must prove their value in a customer’s formula. Today, the U.S. has 300-400 chemical distributors serving different industries. Some focus on plating or metal cleaning, which we don’t specialise in, while we handle pharmaceuticals and other markets.
We are constantly entering new markets. One recent focus is composites, which are used in wind turbine blades and the automotive industry. We identified 350 companies nationwide that might use composite chemicals, and we now have national distribution rights for certain products in this space. To support this expansion, we are hiring salespeople to target this industry.
You’ve been in this business for over 50 years. How have regulation and technology evolved over that time?
Regulation has increased significantly. Running a business today is much more complex and expensive. Environmental and safety regulations require spill containment, emissions reporting, and employee health protections. We have an entire department focused on environmental health and safety. As companies grow, they face more scrutiny. Regulators focus on bigger players rather than smaller ones, making compliance more demanding as we expand.
Our industry doesn’t change as rapidly as tech, but there are still advancements. Specialty chemical producers constantly develop new silicone products for coatings and personal care. Those are the kinds of companies we like to represent. While AI will impact the world, I don’t see a major immediate impact on chemical distribution. For now, we focus on representing producers who develop innovative specialty products.
Your ‘Our Line is Green’ initiative emphasizes responsible chemical distribution. How exactly do you assess, review, and improve your supply chain with sustainability in mind?
We focus on finding environmentally safe alternatives. For example, older nail polishes contained carcinogens that are now banned. We seek green replacements for such ingredients. Similarly, coatings used to contain high-VOC compounds that contribute to smog; we work on lower-VOC alternatives.
One example is methylene chloride, which is being phased out from paint strippers. We are developing a green alternative for customers needing safer options. Beyond distribution, we also blend and package products. If a customer needs specific chemical blends for car washes or coatings, we formulate and package them accordingly.
Looking ahead to 2025 and beyond, what do you consider to be the biggest challenges ahead?
I try to avoid politics, but government policy impacts our industry. We recently had an administration that struggled, and while I believe the current president will improve things, it will take time. Globally, conflicts like those in Israel and Syria add uncertainty. Tariffs on imported chemicals could increase costs, forcing us to find alternatives.
Employment is another challenge—finding skilled workers is increasingly difficult. We also need to navigate environmental regulations like potential PFAS restrictions. It’s unclear what new rules will emerge, but it’s an area we’re monitoring closely. Overall, chemical distribution plays an extremely important role in the chemical industry especially servicing those customers, big and small, who require “Just in time” service on a daily basis.
