PREMIUM BUSINESS SEGMENTS:

STRENGTHENING SALES
OF HIGH-MARGIN PRODUCTS

In order to sell petroleum products more efficiently, Gazprom Neft has identified separate business segments, including the sales of jet fuel, lubricants, bitumen materials, petrochemicals and ship bunkering. Individual strategic development plans have been devised by the Company for each segment. The main objectives for each business area are to increase sales efficiency, widen the geographical area of business, and increase market share in the premium segments.

SALES VOLUMES THROUGH PREMIUM CHANNELS

Source: Company data

The dynamic development of Gazprom Neft’s bunkering business has become the basis for setting even more ambitious goals to achieve before 2025. The main trend in the international bunkering market is the increasingly demanding environmental standards for marine fuels. Therefore, besides actively expanding its international presence, Gazpromneft Marine Bunker is planning to expand its range of fuels and implement a liquefied natural gas bunkerage project in the near future, which will facilitate the creation of a new market segment.

Anatoly Cherner

Deputy CEO for Logistics, Refining and Sales, OJSC Gazprom Neft

Sales of light and heavy fuels and oils for marine and inland water transport are handled by LLC Gazpromneft Marine Bunker, a subsidiary of the Company established in 2007. Petroleum products are sold year-round in all key marine and river ports in Russia.

The Company currently holds a leading position in the Russian bunkering market with an 18.6% market share. In 2013, ‘direct-to-ship’ sales of fuel rose by 28% compared to 2012, reaching 2.3 million tonnes.

The Company’s total annual sales of petroleum products grew by 11.4% to 3.2 million tonnes compared to 2012.

Petroleum products are shipped by Gazpromneft Marine Bunker from the Omsk refinery and the Moscow refinery, which produce a range of high-quality DMA marine fuels (environmental and class 2), and TSU, including a range with less than 1% sulphur content. Some products are purchased from third parties.

In 2013, the bunkering business was expanded considerably following the acquisition of two European companies — Gazpromneft Marine Bunker Balkan S.A. (Romania) and AS Baltic Marine Bunker (Estonia). The Company also started ship bunkering in the ports of Sochi and Nizhnekamsk. Two new refuelling ships were commissioned to operate in the ports of the Far East and Black Sea. A bunker terminal was acquired in the port of Novorossiysk, which includes a tank farm and berthing facilities.

The customers of LLC Gazpromneft Marine Bunker include major Russian and international shipping companies. Gazpromneft Marine Bunker has the strongest presence of all domestic bunkering companies in Russia, operating in 19 seaports and 10 river ports. In addition, the Company continued its operations in international ports.

Gazpromneft Marine Bunker currently holds a leading position in the Russian bunkering market. It is comprised of nine regional offices and six subsidiaries:

  • Gazpromneft Shipping operates the company’s own fleet of eight refuelling vessels (four vessels in Saint-Petersburg, three in the Black Sea and another one in the Russian Far East).
  • Gazpromneft Terminal SPb operates a bunker terminal near the Kirovskiy Plant in Saint Petersburg on a long-lease basis.
  • Gazpromneft Marine Bunker Balkan S.A. sells marine fuels in Romania (Constanta port).
  • AS Baltic Marine Bunker sells marine fuels in Estonia (Tallinn port).
  • Novorosnefteservis and the Novorossiysk Transhipment Complex tranship petroleum products at their own bunker terminal (tank farm and berth) in Novorossiysk.

In line with Gazpromneft Marine Bunker’s ongoing growth, the Company updated its long-term development strategy and set targets to 2025.

The implementation of Gazpromneft Marine Bunker’s large-scale strategic plans requires it to continue to strengthen its competitive advantages, which include its own large fleet of vessels. In 2013, the company’s fleet was complemented by two new bunkering tankers – Gazprom Neft Zuid East for bunkering ultra-large container ships in the Far East, and Gazprom Neft Nord East for bunkering ships in the Black Sea ports.

The Company’s plans include further additions to its own fleet, which should expand to 20 vessels by 2025.

Bunker fuel sales should grow to 8.2 million tonnes by 2025, which is 16.7% above the 2020 target. Another competitive advantage, instrumental in enabling Gazpromneft Marine Bunker to achieve its ambitious plans, is a network developed from both its owned and leased terminals. Gazpromneft Marine Bunker plans to build a complete bunker infrastructure cycle in all key ports where it operates.

In 2013, the company took over a terminal in Novorossiysk, and renewed long-lease terminal contracts in Saint Petersburg and Kaliningrad. The company’s development strategy envisions active growth in international markets over the next three years: in Europe, the Middle East and Asia. It plans to increase its market share in Russia to 27% by 2025.

Sales of marine fuel, million tonnes

Source: Company data

Market share of LLC Gazpromneft Marine Bunker, %

Source: Company data

Gazprom Neft’s updated aviation fuel business strategy to 2025 establishes new, higher target parameters. This reflects both the successful development its sales strategy and long-term market prospects. By benefiting from its competitive advantages such as its broad sales network and high service standards, Gazpromneft-Aero is positioned to become one of the leaders in the international aviation fuel market.

Anatoly Cherner

Deputy CEO for Logistics, Refining and Sales, OJSC Gazprom Neft

The main business of CJSC Gazpromneft-Aero, a subsidiary of the Company established in 2008, is small wholesale and retail of jet fuel, and the latest aircraft fuelling technologies, helping to guarantee flight safety.

CJSC Gazpromneft-Aero’s sales network is the largest among Russian-based vertically integrated oil companies and consists of 38 integrated fuelling facilities located in Russia and CIS countries. Gazpromneft-Aero’s subsidiaries provide aircraft fuelling services in the airports of Moscow, Saint Petersburg, Novosibirsk, Murmansk, Tomsk, Bryansk, Ulyanovsk, Kemerovo, Krasnoyarsk, and Bishkek (Kyrgyzstan). Gazpromneft-Aero is the sole supplier of jet fuel at 27 aerodromes owned by the Russian Defence Ministry.

Gazpromneft Aero’s strategic goal is to become one of the top ten suppliers of aviation fuel in the world.

Having its own infrastructure enables Gazpromneft Aero to provide uninterrupted delivery of aviation fuel to airports and ensures high quality of the fuel. The company uses advanced aircraft fuelling technologies, helping to guarantee flight safety.

Based on the reporting year results, Gazpromneft-Aero is the clear leader in aircraft fuel retailing in Russia. Retail jet fuel sales grew by 15.5% compared to 2012. The Company’s share of Russia’s retail market grew from 21.3% in 2012 to 22.9% in 2013. Total sales of jet fuel for the Russian Defence Ministry’s aircrafts reached 560,000 tonnes in 2013.

The company has ongoing partnership programmes for aircraft refuelling with 125 airports in South-east Asia, Europe, Africa, Australia, and in North and Latin America. Since 2008, Gazpromneft-Aero has been designated a strategic partner of the International Aviation Transportation Association (IOTA) for supplying aircraft fuel.

In the past year, the company significantly expanded its geographic scope for sales in both domestic and international markets. It began to provide refuelling services at its own integrated fuelling facilities at the airports in Kemerovo and Orsk. Aircraft refuelling services are now offered by Gazpromneft-Aero in 49 countries (170 cities), compared with 38 countries (127 cities) in 2012.

In order to strengthen its position in both the domestic and international markets, Gazpromneft-Aero will continue the intensive development of its own chain of modern, integrated fuelling facilities. By 2025, the company plans to create a network of 58 integrated fuelling facilities (five more than the 2020 target), located at domestic and international airports, and to increase jet fuel sales to 5.3 million tonnes, or 6% above the 2020 target. The company’s plans also include expanding its international sales network to 220 airports, and increasing its share of the domestic market to over 31% by 2025.

Sales of jet fuel, million tonnes

Source: Company data

Gazpromneft-Aero’s share of the Russian retail market, %

Source: Company data

Central Asia - Kazakhstan, Kyrgyzstan, Tajikistan, Turkmenistan and Uzbekistan

The production and sale of motor oils and lubricants is very important for Gazprom Neft, and a vertically integrated lubricants company, LLC Gazpromneft Lubricants, has been established for the purpose.

Expanding Gazprom Neft’s motor oil business in combination with long-term industry forecasts will allow us to maintain current growth rates until 2025 and strengthen the Company’s market positions. One of the competitive advantages of Gazprom Neft-Lubricants is its strong R&D and engineering resources and its willingness to implement the latest world-class technologies at Russian production sites in order to provide quality products to Russian consumers.

Anatoly Cherner

Deputy CEO for Logistics, Refining and Sales, OJSC Gazprom Neft

Gazprom Neft-Lubricants owns production assets in Western Siberia (Omsk), European Russia (Yaroslavl), the Moscow Region (Fryazino), Western Europe (Bari, Italy) and Serbia (Novi Sad). The company has received ISO international quality certificates that confirm its compliance with international standards (ISO 9001:2008, International standard for environmental protection that sets requirements for environment management quality and is used to work out legally compliant environmental policies. The standard regulates environmental aspects of corporate activities that are controllable and require monitoring. This is a voluntary standard that does not supersede legislated requirements14001:2004, OHSAS 18001:2007). Currently, the company is preparing for ISO/TS 16949 certification (requirements for suppliers to automotive manufacturer assembly lines).

LC Gazprom Neft-Lubricants sells its products through the extensive Gazprom Neft filling station chain, and also supplies retailers and online stores, service stations, and assembly lines for automotive manufacturers. Gazprom Neft-Lubricants sells its products both inside and outside Russia.

A new range of Gazpromneft-branded motor oils was launched on the Russian and CIS markets in 2013, promoted to new market sectors through a major retail marketing programme in which more than 6,000 retail outlets took part.

In the reporting year, the company continued to expand its motor oil sales channels. The company began delivering new G-Energy FE DX1 5W30 oil approved by General Motors to the Opel/Chevrolet assembly line of Avtotor. A strategic agreement with the Chinese car manufacturer LIFAN was signed to supply G-Family to assembly lines (Cherkessk) in Russia and to the Russian dealer network (150 service stations). The company began delivering Baumaster/Sturm premium-grade products under a co-branding programme to retail and service networks in Russia and Ukraine (300 tonnes).

Packaged oils sales, thousand tonnes

Source: Company data

In 2013, Gazprom Neft-Lubricants supplied:

In 2013, Gazprom Neft-Lubricants supplied 100% of the Gazprom Group’s demand for turbine oils; as well as, 1,200 tonnes of a wide range of premium-grade oils and 7,000 tonnes of turbine oils. 1,350 tonnes of high-quality products were also delivered to Russian Ministry of Defence enterprises. The company started to supply premium-graded products to key Russian industrial enterprises, such as SDS, SUEK, UGMK, Apatit, Russian Coal, and Polyus Gold, as well as to the Belarusian enterprises BelAZ, MAZ, MTZ, and the Belarusian Metallurgic Plant.

In 2013, Gazprom Neft-Lubricants continued to expand into international markets by broadening its lubricant sales outside Russia. The company began supplying oils to Turkmenistan, Uzbekistan, Lebanon, Nigeria, Afghanistan, the Dominican Republic, and Hungary. The company now sells products in 42 different countries.

A significant milestone in the reporting year was the completion of the construction and commissioning of an automatic oil-mixing station at the Omsk Lubricant Plant with an annual capacity of 110,000 tonnes.

In 2013, Gazprom Neft-Lubricants achieved a historic sales record of 492,000 tonnes of products (an increase of 12% versus 2012) due, partially, to the commercialization of returned products. Gazprom Neft-Lubricants increased premium sales by 13.3% compared to 2012, while G-Energy sales showed a 26% increase in a stagnating market with intense competition, confirming the success of its strategic direction.

Gazprom Neft-Lubricants has set itself a specific goal – to create a national lubricant company recognised as a leader in technology, marketing and services related to high-specification premium-grade oils, lubricants and service fluids under a global brand. In pursuit of this objective, LLC Gazprom Neft-Lubricants is planning to add new, premium-grade lubricants to its product portfolio, increase its market share in Russia and expand further into foreign markets.

Demand for innovative road construction materials is growing rapidly in Russia. The production and sales of high-quality bitumen materials using the latest technology is one of Gazprom Neft’s priorities in maintaining its leading position in the Russian bitumen market.

Anatoly Cherner

Deputy CEO for Logistics, Refining and Sales, OJSC Gazprom Neft

All Gazprom Neft refineries are involved in the production and sale of bitumen products. Data for 2013 show Gazprom Neft retaining its leading position in the Russian bitumen sector, with a market share of 30%.

In 2013, overall sales of bituminous materials totalled 1.8 million tonnes. Of particular note is the record volume in Russia of 1.1 million tonnes of bitumen produced at the Moscow refinery in 2013. LLP Gazprom Neft Bitumen Kazakhstan, acquired in 2012, produced over 50,000 tonnes of bitumen in 2013.

With the objective of further raising brand awareness, the Company continued to increase the volume of bitumen delivered in branded vehicles. More than 70,000 tonnes of bitumen materials were delivered in 2013, three times more than in 2013. The past year has also seen the roll-out of branded bitumen tankers for the transportation of bitumen from the subsidiary company, NIS, and a long-term agreement has recently been signed on the use of rail vehicles, with deliveries now commencing by branded rail tankers.

Gazprom Neft is always in search of new markets and state-of-the-art technology. In 2013, Gazprom Neft and Total, one of the leading petroleum product manufacturers in Europe, established LLC Gazprom Neft-Total PMB, a joint venture engaged in the production of modern polymer bitumen materials. In 2013, the company acquired Russia’s largest Ryazan polymer modified bitumen plant – ROZNKhP. At the present time, these are the most promising bitumen products with high added value and in great demand in road construction. As a result, Gazprom Neft increased the sales of polymer-asphalt binders and bitumen emulsions by 24.1%.

Sales of bitumen materials, thousand tonnes

Source: Company data

Gazprom Neft is Russia’s largest producer of a range of basic petrochemical products: aromatic hydrocarbons (benzene, paraxylene, orthoxylene, and toluene) and propane-propylene fraction (propylene liquefied petroleum gas). Gazprom Neft’s petrochemical production units are located at the refineries in Russia (Omsk, Yaroslavl, and Moscow) and Serbia. The Company’s share of the overall Russian consumption of aromatic hydrocarbons in 2013 was 17%, while its share of exports was 32%.

Petrochemical production units of Gazpromneft Group

Business unit

Location

Production profile

OJSC Gazprom Neft – Omsk refinery

Omsk, Russia

Benzene, paraxylene, orthoxylene, toluene, propane-propylene fraction and methyl tertiary butyl ether

OJSC Slavneft-YaNOS

Yaroslavl, Russia

Benzene, toluene, aromatic hydrocarbons and propane-propylene fraction

OJSC Gazprom Neft – Moscow refinery

Moscow, Russia

Methyl tertiary butyl ether and propane-propylene fraction

LLC NPP Neftekhimia (JV with OJSC SIBUR Holding)

Moscow, Russia

Polypropylene

Petrochemicals production, thousand tonne

Petrochemicals

2013

2012

Aromatic hydrocarbons

304

306

Propane-propylene fraction

351

317

Sales of the Company’s aromatics were 304 thousand tonnes in 2013, of which 295 thousand tonnes were sold in Russia. The output of propane-propylene fraction by the Company’s refineries was 317 thousand tonnes in 2013.

In 2013, Gazprom Neft analysed the possibility of creating a stable gas condensate processing complex and Benzol+ monetisation. The outcome of this was the agreement of three- to five-year contracts that will increase future product sales margins.

LLC NPP Neftekhimia, a joint venture with OJSC SIBUR Holding, expanded its range of titan-magnesium catalysts as part of a programme to improve product quality and unify its branded range of polypropylene. The packaging of finished products has been outsourced since 2013 in order to improve operational efficiency.

Gazprom Neft is planning a significant expansion of its petrochemical production and a deeper processing of basic petrochemical products by upgrading existing refinery facilities and by implementing major capital projects for the construction of large-scale production facilities.