Report: Market Insights for strategic and financial investors: Processing & Packaging Machinery
21. May 2026
Article: Three Places Where Construction Still Pays for Chemistry
2. June 2026
ARTICLE
05 / 2026
The Decision-to-Purchase Gap: Why Upstream Chemical Producers Consistently Create Value They Cannot Capture
EXECUTIVE SUMMARY
Europe’s construction industry is undergoing a structural transformation and many of these developments should, in theory, benefit high-performance upstream chemical suppliers. Renovation and energy-efficiency upgrades are gaining importance, regulatory requirements are increasing and performance validation is becoming more critical across the entire value chain. As a result, the strategic value of specialized chemical solutions is rising significantly.
Yet many specialty chemical manufacturers still struggle to translate this value into stronger margins. The reason lies less in the product itself and more in the structure of decision-making processes across the construction value chain.
Our article examines the so-called Decision-to-Purchase Gap: the parties influencing technical specifications are often not the same actors making purchasing decisions or carrying long-term performance risks. This creates a structural disconnect between technical value creation and economic monetization.
The article outlines why traditional upstream business models are increasingly reaching their limits and why successful upstream chemical suppliers will need to strengthen their influence over specifications, documentation and key decision-making processes. The critical shift is not toward vertical integration, but toward becoming a strategic enabler of high-performance systems.
CONTACT
Connecting knowledge.
Munich Strategy is an international management consultancy focused on building and construction materials, machinery and plant engineering, motor vehicle and adjacent sectors. We develop growth and internationalization strategies for leading companies in these industries, support mergers & acquisitions and drive transformation programs.
Your contact
Munich Strategy GmbH & Co. KG
Türkenstraße 5
80333 München
t +49 – 89 – 1250 1590
presse@munich-strategy.com
Read more
European Construction Quarterly: „The market is stabilizing, but there is no real recovery yet.“ Interview
Read more