Choosing a new ingredient supplier: 10 questions we hear before every partnership 

Choosing a new ingredient supplier: The questions every distributor and formulator asks from our sales team.

Selecting a new ingredient supplier is about much more than evaluating a single raw material. Formulators, brands, and distributors are looking for a partner they can trust, one that combines innovation with scientific credibility, reliable supply and commercial support. We asked ÄIO team members, Matthew Ottaway, Head of Sales, and Julieth Rivera, Global Distribution Manager, to answer some of the questions they hear most often from prospective partners. 

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1. What makes ÄIO different from other ingredient suppliers?

Matthew: At ÄIO, we are not simply replacing one oil with another. We are using precision fermentation to create the next generation of specialty fats and oils with functionalities that are difficult or impossible to achieve through conventional agriculture. Our technology allows us to tailor lipid profiles while maintaining consistent quality, traceability, functionality, and a significantly smaller environmental footprint. Just as importantly, our ingredients are supported by science, formulation expertise and industrial scale-up. We see ourselves as a long-term innovation partner, not simply an ingredient supplier.

2. Why are distributors and brands becoming interested in fermentation-derived ingredients?

Julieth: The industry is changing. Brands are looking for ingredients that combine performance, supply security and sustainability, they also want products that help them create meaningful differentiation in a competitive market. Fermentation offers something unique as it allows ingredients to be produced independently of climate, seasonality or agricultural variability while delivering highly consistent quality. For many companies, it’s becoming an important part of future-proofing their ingredient portfolios and we have great raw ingredients in ÄIO’s portfolio. 

3. Can formulators easily work with ÄIO ingredients?

Matthew: Yes! That is one of our priorities. Although the technology behind our ingredients is advanced, we want the formulation process to be straightforward. Our cosmetic ingredients have been developed to integrate into existing formulations while offering new functionality. ÄIO’s team also provides formulation guidance, prototype formulations and technical support to help customers move from the laboratory to commercial products. 

 4. Beyond supplying ingredients, how does ÄIO support customers?

Julieth: A successful ingredient launch is never just about sending a sample. We work closely with distributors, formulators, and brands by providing technical documentation, formulation recommendations, scientific data, marketing support, and direct access to our product development team. When needed, ÄIO’s scientists join customer discussions to answer technical questions and help optimise formulations. We believe partnerships create the best products and success stories. 

5. How quickly can customers start working with ÄIO ingredients?

Matthew: Very quickly! We already provide samples, formulation guidance, and technical documentation for our cosmetic ingredient portfolio. Our goal at ÄIO is to make evaluation as easy as possible, allowing customers to begin formulation work without unnecessary complexity while supporting them throughout the development process. 

6. Which certifications do customers ask about most?

Julieth: Certification has become increasingly important. ÄIO’s cosmetic ingredients are COSMOS certified and Vegan certified, giving formulators confidence that they meet recognised international standards. Customers also appreciate that our ingredients are naturally derived through fermentation and supported by comprehensive analytical and safety data. We are working on other certifications and will announce the news once we have received them. 

7. How do you support your global distributors?

Matthew: We view distributors as an extension of the ÄIO team. That means training sessions, scientific presentations, technical documentation, marketing materials, formulation support, and customer meetings together. Our goal is to ensure distributors have everything they need to confidently introduce our ingredients into their markets. 

8. What surprises customers the most?

Julieth: Usually, it’s how much science sits behind every ÄIO ingredient. People often discover us through sustainability, but once we start talking, the conversation quickly moves to analytical results, fermentation technology,  biological performance, and formulation possibilities. Many are also surprised that our ingredients are already commercially available and supported by an experienced multidisciplinary team. 

9. Which applications are generating the most interest today?

Matthew: We’re seeing strong interest across skincare and haircare. Customers are exploring anti-ageing formulations, skin barrier support, antioxidant-rich products, waterless cosmetics, solid formats and multifunctional ingredients, because each of ÄIO’s ingredients offers different functionality, formulators have considerable flexibility to create differentiated products. 

10. Where is ÄIO heading next?

Matthew: This is only the beginning of ÄIO’s journey. Our commercial cosmetic portfolio is expanding, our international distribution network continues to grow and more product launches are expected throughout 2026. At the same time, we continue advancing our food ingredient platform and scaling our manufacturing capabilities through industrial partnerships. Everything we do today is building towards a much bigger vision: transforming how specialty fats and oils are produced globally. 

Final thoughts 

Julieth: The best partnerships begin with curiosity. Whether you’re a distributor, brand, or formulator, we’re always happy at ÄIO to discuss your next challenge and explore how biotechnology can help solve it. 

About the interviewees 

Matthew Ottaway, PhD, Head of Sales 

Matthew Ottaway leads ÄIO’s global commercial strategy, working closely with brands, distributors and formulation partners to bring next-generation fermentation-derived ingredients to the cosmetics industry. With more than 20 years of international experience across personal care, food and life sciences, he specialises in connecting innovative technologies with market needs. 

Julieth Rivera, Global Distribution Manager 

Julieth Rivera manages ÄIO’s global distribution network, supporting partners across international markets. She works closely with distributors to ensure they have the scientific knowledge, technical resources and commercial support needed to successfully introduce ÄIO’s ingredients to formulators and brands worldwide. 

Whether you are looking for innovative cosmetic ingredients, expanding your distribution portfolio or searching for your next formulation breakthrough, we’d love to start the conversation.