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ENOC Lubricants Sales & Distribution Plan 2011

Explore ENOC's marketing strategies for new product offerings, promotions, and segment development in industrial lubricants, petro-chemicals, power generation, and marine segments in KSA.

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ENOC Lubricants Sales & Distribution Plan 2011

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  1. KSA SALES & DISTRIBUTION PLAN -2011 ENOC LUBRICANTS

  2. COMPETITOR MARKET SHARE

  3. NEW PRODUCT OFFERINGS

  4. PROMOTIONS

  5. SEGMENT DEVELOPMENT

  6. SEGMENT DEVELOPMENT-Contd..

  7. Application Points-Industrial Lubricants Cement & Construction Segment overview & Market demographics • Construction units offering civil engineering and construction services involving project management, developing feasibilities, offering civil & structural designs , remodeling, renovations for commercial/Residential development in both public and private sectors • -In general, a price conscious segment aiming to minimize operating costs • -lubricant requirements are based on project status, and not on regular or periodic basis • -Projects handled by general contractors • -Competitive environment

  8. Core lubricant application points • -Mostly for earth moving equipments like excavators, dump trucks, wheel loaders, rubber crawler carriers, aerial platforms, cranes, forklifts and foundation machines engines and hydraulic systems • -Synthetic gear and high temperature oils for open gear applications,enclosed gears crushers, grinding mills,seperators,rollerpresses,rotarykilns,coolers, ball mills,greases for roller and plain bearings, rubber seals etc under severe operating conditions Target Customer portfolio • -Construction companies associated with OEMs like Hyundai engineering & construction/Hitachi/komatsu/caterpillar/Samsung engineering and construction • -Cement Plants/Factories

  9. Marketing Strategies • -General contractor relationship building • -Technical specifications/recommendations • -Customer orientation and training programs • -Sample testing • -Attractive pricing/Special promotions/Value added services • -Build customer relationship • -Right products and packaging. ENOC Product applications: • Diesel Engine: Vulcan series • Hydraulic systems: Axis series • Transmission systems: Zenon & Armourex series(Open gear applications) • Wheel, roller bearings & other application: Verron & Krasous Greases.

  10. Petro-Chemicals Segment overview & demographics • -One of the basic industries of any economy • -Petro chemical complexes catering to oil & gas upstream and downstream businesses like: • Oil & Gas Exploration • Development of Oil & Gas fields • Crude Oil processing-Refining and processing & Setups producing products like polymers, detergents, solvents and nitrogen fertilizers

  11. Mostly established complexes with large infrastructures • Structured purchasing systems • Tender business/Supplier registration requirements • Competition intense • Bulk requirements Core lubricant application points • Turbines, Hydraulic systems, Compressors, open gears Target Customer portfolio • Petro chemical plants and installations

  12. Marketing Strategies • -Vendor/Distributor registration • -Product application/monitoring • -Technical specifications/recommendations • -Customer orientation and training programs • -Sample testing • -Exclusive supplies • -Promotions: Special schemes/product shows/seminars etc • -Personnel: Qualified sales/technical staff • -Technical Support: Continued technical service and support: Approvals/Tech seminars/customer queries/product lab testing/complaint handling ENOC product applications • Turbines :Vortex series • Hydraulic Systems: Axis series • Open gear Systems:Armorex series • Compressors: Compressor oils • High load grease applications :Verron EP and Krasous Greases

  13. Power Generation Segment overview & Demographics • -Power generation units play a major role in global energy market • -Large scale power generation facilities ranging from nuclear, thermal and hydro set ups • -Structured purchasing systems • -Tender business • -Supplier registration requirements • -Competition intense • -Bulk requirements Core lubricant application points • Turbines, Compressors, gas engines,

  14. Target Customer portfolio • Power generation system manufacturers and power plants Marketing Strategies • -Product presentations/seminars • -Technical specifications/recommendations • -Customer orientation and training programs • -Sample testing • -Exclusive supplies • -Promotions: Special schemes/product shows/seminars etc • -Personnel: Qualified sales/technical staff • -Technical Support: Continued technical service and support: Approvals/Tech seminars/customer queries/product lab testing/complaint handling

  15. ENOC product applications • Turbines :Vortex series • Compressors: Compressor Oils • Gas engines: Khaura LA • Diesel Engines: Vulcan series • Open gear systems :Armorex series • Automotive and Industrial applications : Verron & Krasous greases

  16. Marine Segment overview & Demographics • -Encompasses the ship and boating industry ranging from Industrial and engineering vessels/sailing industry/ports and terminals/passenger ships & ferries/General ship building-repair/powerboat industry/commercial fishing, hatcheries and fish farms etc • -Mostly government/coast guard forces owned and operated • -Quality conscious segment • -Bulk buying trends

  17. Core lubricant application points • -High speed diesel engines • -Hydraulic systems • -Bearings • -Refrigeration Unit • -Gear systems • -Wire ropes • -Slow speed main engine • -etc

  18. Target customer portfolio • -Shipping companies/vessel operators • -Boat manufacturers and operators • -Port authority • -Naval /coast guard services • -Ship building/breaking service units Marketing Strategies • -Right product with right packaging • -OEM recommendations/approvals • -Technical support service • -Skilled sales/technical team • -Customer orientation programs • -Competitive pricing

  19. ENOC product applications • DEOs: Vulcan 770x/700x/660x/550x • Hydraulic systems: Axis /Axis HVI series • Refrigeration unit : ENOC Cryogen N & PE series • Bearings: ENOC Vortex 68/ENOC Strata SMO 30 • Gear systems: ENOC Reduct series/ENOC Reduct SH series • Wire ropes: ENOC Amourex Fluids • Air compressors: ENOC Spiro H, SE & PA series • Slow speed main engine: ENOC Strata CYL 570

  20. OEM APPROVALS

  21. OEM APPROVALS

  22. SUPPLY CHAIN MANAGEMENT

  23. TRAINING & DEVELOPMENT

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