Lube Expo 2026: addressability, not growth, is the question. * Posted on September 23, 2026 As Kline Group wrap up another Lubricant Expo 2026, Kline Group wanted to take the time to reflect on the things that you should be aware of and the things that you should be taking a position on. If the halls in Düsseldorf are anything to go by, then the lubricant industry is going from strength to strength. Lubricant Expo Europe gets busier every year, and 2026 was no exception. It was the first time that Kline Group debuted Brain Oil, its hydration solution for lubricant marketers and the feedback was fantastic. The broad story that Kline Group saw on the floor was of an industry that has been dealing with huge disruption, after several years of challenges and shifting landscapes, but that is becoming stronger and more resilient. Growth was visible everywhere, both in terms of showings on the floor and the potential growth the industry can look forward to. However, growth does not mean anything if you can't access it. For those looking for actionable insights, addressability is the key question. Leaders need to make headspace to seed tomorrow's opportunities while those left behind are stuck in crisis management." Yana Wilkinson, Vice President The question for you, whether you attended or not, is what does this mean for you? Kline Group break down the three things that you should be paying attention to, and the three things that you should have on your agenda: Three things to pay attention to: 1. Niches are becoming more prominent: Defense manufacturing, power for digital infrastructure, robotics (including humanoid robotics), and metalworking fluids were all being, or back being, talked about - both on the conference agenda and on the show floor. (In fact, defense and power for digital infrastructure were covered by Kline in presentations, and Kline Group will be hosting webinars on those topics in October.) Each of these has different and nuanced value propositions, risk profiles, and unique barriers to entry and right-to-win factors. Power generation, in particular, is an exciting opportunity, but the addressability is complex, with talk of data center construction not always turning into action. For defense manufacturing, 2025 saw the eleventh consecutive year of defense spending growth. However, as European supply chains are pivoting from automotive to defense, there is a ~two-year lag from budget to factory floor. These are areas where your alignment with the ecosystem you are selling into is the main success factor. If you don't play by the rules of the game or to the needs of the customer, then it doesn't matter how superior your product is. 2. Services as a lever for demand management: Services have witnessed a rising trend for a while, with the rise of the solution-driven offer becoming more important. However, the reason that Kline Group is calling this out as a trend to watch is because of how closely it is linked to supply shortages. When it becomes hard to manage supply, services such as circularity, filtration, and demand management (especially enabled by digital integration and real-time asset monitoring data) become ways for customers to extend the life of the product they do have, and to rationalize product demand in the longer term. 3. Circularity and RRBO have security of supply potential: Circularity and RBBO are very well established in the sustainability consideration bucket. However, Kline Group led several conversations exploring how they could also be considered as a supply security asset as well. Something that will help keep them on the table as options as sustainable topics face pressure to justify themselves economically. OEMs signaled their stamp of approval for RRBO-based formulations of select suppliers. Kline Group is not yet at the stage where RRBO can deliver at the scale needed to be a true supply option. However, Infineum won the Sustainability Innovation of the Year Award at the event for their Accelerating Circularity Through Mass Balance Certification initiative, enabling lubricant additives to contain 25-30% circular-attributed content. The challenge to overcome for RRBO to become a supply chain security option is the scale of operation, both in terms of plants that are capable of significant output and of collection infrastructure. The winners will be those that have good partnerships with used oil collection points, ensuring that it is collected according to grade and quality, and that have the capacity to re-refine it. Three things to put on the management team agenda for annual planning: 1. Start defining "new normal" scenarios despite uncertainty: The intensity and duration of the disruption caused by the ongoing conflict in the Middle East will cause structural changes in the fabric of both supply and demand. Kline Group is now at a point where Kline Group can say that some things will never be the same, and that it matters for your strategic position, not just tactical. As a management team, it's important to think in terms of horizons and have a clear view of 12 months as well as what a two-to-five-year view might be, and the resulting threats and opportunities you need to deal with. Different scenarios need to be considered explicitly, with clear plans in place for each so that you are not just reacting to uncertainty but preparing for the different directions the market could take. 2. Regionalization is opening doors: capture customers who are looking for alternatives. Customers and partners have had to try solutions and workarounds over the past seven months that they would not have previously entertained. Supply chain shifts, in particular, have led to deglobalization as customers look to diversify to increase resilience. That search for optionality has opened the door to challengers. One trend that Kline has been tracking for years has moved into the mainstream, with independent additive package suppliers strengthening their position in Europe, while the broader "meets the requirements" product segment continues to expand. This has meant that the industry is dividing between challengers and traditional players. Is this your opportunity to take a bigger seat at the table, or are you in danger of facing a different environment? 3. Your success depends on the quality of your partnerships (distribution and broader ecosystem): While competition is becoming more intense, route to market is becoming a strategic capability. There may be many lubricant suppliers, but there are far fewer effective routes to market. Distributors are consolidating, auto parts groups are integrating vertically and horizontally, and channel partners are gaining influence, so access to customers is becoming an increasingly valuable asset. At the same time, technology, quality and OEM approvals are increasingly expected rather than differentiating, and customers are buying outcomes such as uptime, productivity and total cost of ownership rather than products. Competitive advantage is shifting from the product itself towards route-to-market effectiveness and the ability to solve customer problems. In that environment, your partnerships are the biggest strength, or your biggest weakness. Having the right relationships in place means that you have the flexibility to adapt to a changing world. Configuring and managing them well is key not only to success but also to risk reduction.

Longevity spotlight report. What stood out at Ringier's Personal Care Technology Convention 2026? * Posted on July 28, 2026 Earlier this month, Carol Du, Consultant, Beauty & Wellbeing, China, at Kline + Company, took the stage at Ringier's Personal Care Technology Convention (PCT) 2026 in Shanghai to discuss how longevity is reshaping the future of beauty. Across the conference, four themes consistently emerged, each with direct implications for where beauty innovation, investment, and consumer demand are heading next. Here are Du's key takeaways from the event: * Longevity Trend Is Redefining the Underlying Logic of the Beauty Industry Anti-aging research is no longer limited to superficial indicators such as wrinkles and sagging; it has expanded into deeper mechanisms such as extracellular matrix regeneration, longevity proteins, and stress-induced skin aging. What was particularly striking was that this trend has already translated into concrete brand actions: * Pechoin, jointly with Beijing Technology and Business University, released the 2026 East Asian Women's Holistic Anti-Aging White Paper at the conference and introduced its "anti-cortisol" skin care concept. Targeting cortisol-induced skin aging, the brand screened approximately 300 candidate botanical species and selected Schisandra chinensisand Campsis grandiflora to develop its Anti-Cortisol Complex. * Estée Lauder is focusing on extracellular matrix regeneration, advancing its serum products through a recombinant PDRN ingredient matrix. These brand initiatives validate one of the key points of Carol's presentation: Longevity is moving decisively from concept to commercial product development. * Delivery System Upgrades Are Becoming a Core Lever for Brands to Break Through "Ingredient Saturation" Across multiple forums at the conference, delivery system innovation was one of the most frequently discussed technological trends. "My observation is that as the 'ingredient-conscious' consumer base matures, competing solely on ingredient purity or concentration is no longer a sustainable differentiator," says Du. Delivery efficiency is emerging as the new frontier in brands' technological storytelling. For instance: * Proya shared its Hyper3DS multi-layer delivery technology, which addresses the coexistence of sensitivity and anti-aging needs through skin typing and layered delivery. * Yatsen Group's brand DR.WU demonstrated its "Triple-Action Renewal" framework, integrating delivery logic into product experience design. Together, these examples signal a broader shift in competitive advantage, from simply highlighting ingredients to demonstrating how effectively they are delivered. * Cell Technology and Repair/Anti-Inflammatory Mechanisms Are Forming the Scientific Foundation for Efficacy-Driven Beauty Brands The integrated model of oral and topical beauty products continued to gain momentum at this year's conference. * Inoherb's collaborative model with Longhua Hospital, affiliated with Shanghai University of Traditional Chinese Medicine attracted significant attention. By taking clinical skin concerns as the starting point for product development, the brand has successfully bridged the gap from "medical prescription" to "cosmetic formulation," significantly enhancing its credibility in the precision repair segment. * Meanwhile, L'Oréal introduced AI-powered quantification tools in male skin research. Its skin aging atlas covers over 300 reference charts and has been applied to more than 500,000 subjects globally, with AI auto-rating accuracy exceeding 94%, providing large-scale data support for cellular-level skin research. These developments underscore the growing importance of scientific credibility, with brands increasingly expected to build robust evidence at the cellular level. * The "Oral and Topical" Synergy Model Is Accelerating, With Inside-Out Solutions Moving Toward Industrialization The integrated model of oral and topical beauty products continued to gain momentum at this year's conference. * Pechoin has established supply chain partnerships with plant cell bio-manufacturing platforms such as PuRuiKang. Its Tremella fuciformisculture is the first botanical cell-based ingredient in China to complete the regulatory framework for both cosmetic and food use, providing a compliant template for developing "inside-out" product solutions. * Brands such as Guyu are also actively exploring oral and topical product combinations, reinforcing their position as the providers of holistic beauty solutions. As beauty increasingly intersects with health and wellness, competition will extend beyond topical skin care to more holistic, inside-out approaches that support consumers throughout their longevity journey. PCT 2026 demonstrated just how quickly longevity is moving from scientific discussion to commercial reality. Across every stage of the innovation pipeline, from ingredient delivery and cellular science to integrated inside-out solutions, the industry is shifting its focus toward helping consumers maintain healthier skin for longer, rather than simply correcting visible signs of aging. To learn how Kline helps beauty companies navigate growth and market change, explore its Business Strategy advisory services.