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Marketers rank ExxonMobil’s sales support to be #1 in the US |
Based on a comprehensive market research report
conducted by Petroleum Trends International, Inc.
(PTI), lubricant marketers rate ExxonMobil number
one in sales support.
In general, marketers typically define sales support
as having access to a qualified sales representative.
According to the PTI study, The First Annual
Industrial Report Card on Major Lubricant Supplier in
the US Market, 2005, marketers frequently say
qualities that distinguish good sales representatives
from bad include, competency (knowledge of the
products and marketers/end-use applications),
experience in dealing with lubricant
marketers, “connections” (the ability to work with
the majors system in order to help its marketers),
and the ability to assist marketers to grow their
business, among others detailed in the study.
The report also notes one important point about the
quality of “good” sales support speaks to the issue
of “sense of urgency.” The report says marketers
tend to say this is a low cost – high- impact issue
that carries a good deal of value. Many marketers
report that their sales representatives are slow to
respond when asked questions. In fact, some simply
never even get back to them.
The First Annual Industrial Report Card on Major
Lubricant Supplier in the US Market, 2005
examines
48 key business issues and consolidates the thoughts
of nearly 125 lubricant marketers. For more
information on the study contact Petroleum Trends
International at 732-494-0405.
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ExxonMobil Leads the Pack into the New World of API CJ-4 |
ExxonMobil announced to its customers and
marketers that it will be making significant changes
to its Mobil Delvac HDEO product line. The changes,
which will begin in mid-October, are designed to
transform the Delvac product line into the new world
of API CJ-4. According to what marketers are being
told, the transformation will include the following
changes:
- Mobil Delvac 1300 Super 15W-40 will be
reformulated to meet CJ-4. Word on the street is
that the new Mobil Delvac 1300 Super 15W-40 has
racked up more than 7 million miles of field testing
and not only meets API CJ-4 requirements, but also
exceeds the specification in soot-viscosity control,
wear performance, oil consumption control, and
deposit control. In addition, the new Delvac 1300
Super 15W-40 is said to be backwards compatible
and will meet the requirements of API CI-4 and CI-4
PLUS.
- ExxonMobil will introduce Mobil Delvac MX
15W-40 into its Mobil Delvac family of products. This
new product is formulated to address the need for a
strong API CI-4 Plus HDEO in applications where fuel
sulfur will remain high over the next three years,
particularly in off-highway applications. According to
marketers, Mobil Delvac MX 15W-40 will be similar to
Exxon XD-3 Extra 15W-40. But in addition to sporting
the API CI-4 Plus label, Delvac MX 15W-40 will meet
additional global specifications and offer the same
performance as the current Mobil Delvac 1300 Super
15W-40 formulation.
- Exxon XD-3 Extra 15W-40 will be
discontinued. Marketers are being told the new Mobil
Delvac MX 15W-40 is the recommended replacement
product for XD-3 Extra
|
Shell also now ready for CJ-4! |
Shell Lubricants announced the development of a
new formulation of Shell ROTELLAŽ T motor oil. The
new formulation meets all of the specification criteria
for the new API CJ-4 service category for diesel
motor oil, as well as the requirements of the low
emissions engines of leading diesel engine original
equipment manufacturers (OEMs). In addition, Shell
RotellaŽ T motor oil has already met the
specification requirements for Caterpillar ECF-3,
Detroit Diesel 93K218. In addition Shell ROTELLAŽ T
motor oil has gained Cummins CES 20081, Mack EO-O
Premium Plus 2007 and Volvo VDS-4 approvals. The
new API CJ-4 Shell ROTELLAŽT motor oil can also
provide performance benefits when used in engines
built prior to 2007.
According to Shell, the API CJ-4 Shell ROTELLAŽT
motor oil will initially
be available in bulk and drums beginning July 1st and
in quart, gallon and pail packages beginning October
15th. Shell plans to continue to have its API CI-4
Plus Shell ROTELLA T motor oils available in bulk and
drums beyond the introduction of the new API CJ-4
motor oils to meet customer demand.
Shell ROTELLAŽT motor oil, which meets or exceeds
the API CJ-4 specification, will serve the diverse
needs of fleets, owner/operators, industries and the
light duty truck market, providing additional
performance and benefits in wear reduction, soot
handling and oxidation resistance. It also helps
maximize the durability of Diesel Particulate Filters
(DPFs),” says Dan Arcy, Technical Marketing
Manager, for Shell Lubricants. “With the successful
development of this new formulation, Shell maintains
its position as an industry leader actively involved in
the development of new performance categories and
developing motor oils that meet or exceed the latest
specifications.”
As part of the Shell portfolio of heavy-duty diesel
motor oils, a new brand, Shell RimulaŽ Super will
soon be introduced to meet the new API CJ-4
specification, specifically targeting the needs of fleet
operators. More details on this introduction will be
forthcoming.
|
POLARIS LABORATORIES STEPS UP TO ASSIST LUBRICANT MARKETERS GROW THEIR BUSINESS |
In an effort to bring our readers the highest value
information possible Jobbers World is pleased to
announce that Mark Minges, COO with POLARIS
Laboratories will now be writing a monthly column for
Jobbers World. Mark’s column will speak to ways in
which lubricant marketers can use oil analysis to build
new business and retain and better service existing
accounts.
According to Mark, “Oil analysis can turn the average
marketer into a solutions provider – a provider
interested in identifying and solving problems,
maximizing efficiency and saving the customer
money. It’s a competitive edge for the marketer who
believes information and knowledge increases sales
and it gives you a whole lot more to talk about than
the price of today’s almighty gallon. And if a marketer
knows how to use oil analysis, “they will be seen by
their customers and prospects as a solutions provider
instead of simply just another salesman peddling oil.”
Mark’s column will specifically focus on assisting
lubricant marketers to become solution providers.
Mark has been involved in oil analysis for over 27
years. His experience ranges from owning and
operating a small fleet of Class-A trucks to repairing
and maintaining off-shore drilling platforms in the Gulf
of Mexico. Minges began his career with POLARIS as
Vice-president of Sales and Marketing, moving to
Chief Operating Officer three years ago to capitalize
on his strengths as a data analyst and technical
consultant. Minges is a member of the Society of
Tribologists and Lubrication Engineers (STLE), the
American Society of Mechanical Engineers (ASME),
as well as the Technology Maintenance Council
(TMC) of the American Trucking Association. More
information is available at www.polarislabs.com or
contact Mark directly at
mminges@polarislabs.com.
|
New Study on Biodiesel |
Petroleum Trends International (PTI), a leading
market research and consulting firm in the lubricant
and fuels business, announced it has
launched a new report on the U.S. biodiesel industry.
The report, OPPORTUNITIES IN BIODIESEL, 2006
to
2010, is designed to provide high-value insights
into
current and future demand for biodiesel. In addition,
it will provide detailed information and insights on
trends, manufacturing economics, and business
opportunities in biodiesel.
According to PTI, although biodiesel is in the
introductory stage of its life cycle, biodiesel is big
news and quickly becoming big business. Why?
Because, they say, following the introductory stage
of a product’s life cycle it moves into the growth
stage. And when that happens, there is money to be
made. Well, according to PTI, we are there.
Where once biodiesel was an industry characterized
as a niche market served by many small regional
plants, today it’s growing fast and quickly gaining the
attention of big fleets and major oil companies. As an
example, Chevron formed a biofuels business unit last
month to “advance technology and pursue
commercial opportunities related to the production
and distribution of ethanol and biodiesel in the United
States.” The business unit operates within Chevron
Technology Ventures (CTV). Within weeks of forming
the business unit CTV announced that it took an
equity position in Galveston Bay Biodiesel LP (GBB).
GBB is constructing a biodiesel production and
distribution facility in Galveston, Texas. The plant is
scheduled for completion by the end of 2006 and will
initially produce 20 million gallons of biodiesel a year.
According to Chevron, this will represent almost a 27
percent increase in the total U.S. biodiesel
production of 75 million gallons in 2005. Chevron adds
that the GBB plant has the capability to expand
operations to produce 100 million gallons of fuel per
year.
One reason biodiesel is gaining the attention of the
majors and others is because many believe biodiesel
will enjoy strong growth over the next 5 years. This
growth will be driven by EPA regulations that took
effect in 2006. These regulations significantly reduce
the allowable sulfur content in over-the-road diesel
fuel and strongly favor biodiesel because it’s sulfur
free. In addition, the Environmental Protection Act
(EPACT) regulations also allow energy tax credits for
fleet owners that use biodiesel. PTI says these tax
incentives, along with current and pending
regulations, are spurring unprecedented growth in
biodiesel demand. Because of this, some forecasts
suggest biodiesel demand will reach over 700 million
gallons by 2010, up from an estimated 100 million
gallons in 2006. This would represent an average
annual compounded growth rate in demand of a
stunning 63%, as shown in Figure 1. With growth like
that there is little wonder why PTI is launching this
very timely study.
PTI says OPPORTUNITIES IN BIODIESEL, 2006 to
2010 provides investment grade market research
specifically designed for use by venture capitalists
and law firms; investment banks; soybean farmers
and co-ops; biodiesel industry feedstock suppliers,
manufacturers and chemical suppliers; biodiesel
marketers and distributors; and petroleum refiners.
|
Chevron will bump the price of packaged lubricants |
Chevron advised its marketers that it will increase
the price of packaged PCMO, ATF and 2-cycle oils by
$0.56 per gallon. This increase is set to take effect
on August 9, 2006. As usually, Chevron says the
increase is in response to the higher cost of crude,
VGO, base oil, additive and packaging.
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