{"id":10171,"date":"2026-06-09T06:14:02","date_gmt":"2026-06-09T06:14:02","guid":{"rendered":"https:\/\/www.munich-strategy.com\/?p=10171"},"modified":"2026-06-09T06:14:02","modified_gmt":"2026-06-09T06:14:02","slug":"system-influence-levers","status":"publish","type":"post","link":"https:\/\/www.munich-strategy.com\/en\/system-influence-levers\/","title":{"rendered":"Article: System Influence Without Vertical Integration: Four Levers That Close the Gap"},"content":{"rendered":"

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\npresse@munich-strategy.com<\/a><\/span><\/h6>\n

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Audrey Courant<\/a><\/h6>\n

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Marco Fern\u00e1ndez<\/a><\/h6>\n

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ARTICLE<\/span><\/strong><\/h6>\n

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06 \/ 2026<\/span><\/h6>\n

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System Influence Without Vertical Integration: Four Levers That Close the Gap<\/h1>\n

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EXECUTIVE SUMMARY<\/strong><\/h6>\n
Many specialty chemical manufacturers face the same challenge: their products create measurable value, yet they repeatedly find themselves competing on price. The root cause often lies not in the technology itself, but in a structural disconnect between where value is created and where purchasing decisions are ultimately made.<\/h6>\n
Our article explains why the so-called Decision-to-Purchase Gap<\/em> cannot be solved through stronger sales execution alone. Specifications, system approvals and installation preferences are often established long before procurement begins. Suppliers that only become visible during the purchasing process frequently arrive too late to meaningfully influence the outcome.<\/h6>\n
Rather than pursuing vertical integration, upstream suppliers need a more deliberate approach to influencing system selection. The article outlines four practical levers: co-development with system leaders, specification and certification support, treating data and documentation as part of the product offering, and providing adoption support that ensures reliable performance under real-world conditions.<\/h6>\n
The article also demonstrates how these levers translate into concrete strategic decisions across portfolio management, R&D, go-to-market and organizational design. The key message is clear: leading companies will not simply sell chemistry, they will build the capabilities, partnerships and evidence required to become a preferred part of the systems that ultimately win specifications.<\/h6>\n

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Read the full article on the Ducker Carlisle website \u2192<\/a><\/span><\/h6>\n

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Pocket one: Energy renovation<\/span><\/strong><\/h5>\n
Renovation already accounts for more than half of European construction output. Between 2022 and 2024, new residential construction fell by as much as 10 to 15 percent in major markets like Germany and Sweden. Renovation held steady and grew slightly. The drivers are structural and durable: an aging building stock, mandatory energy performance upgrades under the EU Energy Performance of Buildings Directive and sustained political pressure to reduce operational carbon in existing buildings.<\/h6>\n
Most renovation, however, is not deep, multi-year transformation. It is incremental work done under tight budgets, limited space, and strict constraints on disruption. Occupants often remain in the building. Schedules are compressed. These conditions favor specific chemistry: solutions that improve thermal and moisture performance without adding thickness, that cure faster, that adhere reliably to existing substrates, and that perform predictably across variable site conditions.<\/h6>\n
The requirement is not simply high performance it is high performance in difficult conditions. Chemistry that delivers in the lab but fails on an occupied renovation site is not a premium product from the specifier’s perspective. It is a liability. The opportunity is in formulations designed explicitly for real-world renovation constraints.<\/h6>\n

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Pocket two: Critical and high-performance buildings<\/strong><\/span><\/h5>\n
Data centers are the clearest example of a segment that pays for reliability. The global data center construction market has grown significantly, driven by AI infrastructure investment, cloud expansion, and regulatory requirements for domestic data processing. Downtime is expensive. The consequences of a fire, a moisture failure, or a chemistry-related emissions issue are not minor cost overruns they are operational shutdowns and reputational damage.<\/h6>\n
That risk profile creates sustained demand for materials with documented performance: fire safety systems with validated certification, sealing solutions with proven long-term integrity, low-emissions chemistry with traceable data for indoor air quality compliance, and thermal performance that holds under sustained load.<\/h6>\n
The documentation requirement is not incidental. Many data center projects require an environmental dossier, a fire performance certificate, and a compliance declaration before a material is considered. Upstream suppliers who cannot provide consistent, certification-ready data do not reach the specification stage.<\/h6>\n
The same dynamic applies to other high-performance building types: hospitals, cleanrooms, and specialized industrial facilities where the cost of failure exceeds the cost of premium chemistry. In these applications, advanced materials are not a discretionary upgrade. They are a condition of the specification.<\/h6>\n

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Pocket three: Infrastructure and durability-driven maintenance<\/strong><\/span><\/h5>\n
Roads, bridges, tunnels, and water assets are aging across most developed markets. The replacement cycle for many of these assets has been deferred. The result is sustained demand for repair and service-life extension, and a buyer logic anchored in whole-life cost rather than lowest installation price.<\/h6>\n
In infrastructure maintenance, a solution that lasts 30 years at higher initial cost competes favorably against one that requires intervention every ten. That shifts the purchasing calculus in ways that benefit advanced chemistry. Epoxy resin systems, polyurethanes, and acrylics designed for durability, corrosion resistance, and long-term structural performance are finding consistent demand as infrastructure owners shift their R&D focus toward long-life materials.<\/h6>\n
The challenge for upstream suppliers is making that performance visible and defensible through test data, durability protocols, and documentation that procurement teams can use to justify the premium.<\/h6>\n

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What all three pockets have in common<\/strong><\/span><\/h5>\n
Each of these segments presents the same underlying requirement, expressed differently by application. Buyers are not purchasing ingredients. They are purchasing outcomes: thermal performance, fire safety, structural integrity, compliance documentation, system reliability.<\/h6>\n
That means performance must be visible at system level, not just component level. A resin that improves thermal efficiency in isolation is not a specification driver. A resin that has been tested, documented, and validated as part of a qualified renovation system with compatibility guidance, installation support, and environmental data is a different commercial proposition entirely.<\/h6>\n
Across all three pockets, buyers apply three filters to every specification decision. Does this perform at system level? Does it make installation reliable? Can I prove it? Upstream suppliers who can answer all three with evidence have a fundamentally different position than those who can answer only the first.<\/h6>\n

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The implication for upstream suppliers<\/strong><\/span><\/h5>\n
These are not niche opportunities. Together they represent a substantial and growing share of European construction spend, precisely the share that is most resistant to softening in the overall cycle.<\/h6>\n
But accessing the premium in these pockets requires more than good chemistry. It requires a path to system selection: the relationships, the documentation, and the adoption support that turn a technically superior product into a preferred ingredient.<\/h6>\n
Upstream suppliers who build that path will find consistent demand even through cycle downturns. Those who do not will face persistent pressure on price, in segments where the value of their chemistry is real but invisible to the people making the specification decision.<\/h6>\n

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Content<\/span><\/h2>\n

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