Continued from page 43
In June 2016, ExxonMobil and government leaders gathered at the ExxonMobil Rotterdam refinery to break ground and begin construction of a new hydrocracker.
Ted Walko
SJ: You mention that people need to adopt early to maximise... TW: You want to adopt early, but not too early, just right around the time when the specifications are released. The ACEA specifications change every couple of years. Companies won’t capture much value if they adopt at the very end of that, because, this will result in them having to reformulate again, which is expensive. It’s important to adopt early in the growth curve of the new category of engine specifications. We believe that that time is soon approaching again. That’s why it’s important for manufactures to start thinking about how and when to convert to Group II.
ExxonMobil is well positioned to support transitions at a time and pace that is most appropriate to individual finished lubricant manufacturers’ operations.
SJ: How will buyers of ExxonMobil products adopt? TW: We have added the formulations and are ready to commence with some of the larger additive companies. Our customers can do one of two things: they can call ExxonMobil’s sales force for guidance, or they can call the additive companies, who are also prepared to assist the customers in getting set up with Group II. It will take some time as customers have to adjust their blend plants. Unfortunately base stocks are not like consumer packaged goods (CPG), where you finish a gallon of milk and just replace it with a new one in the fridge. It’s a complicated process which can require customers to recertify and work through all of necessary logistical details.
SJ: You talked about three beliefs in your presentation. What are your three beliefs? TW: First, Group II is well suited to meet the new performance specifications; second, European marketers and blenders will benefit from local, reliable manufacturing of Group II; and third, now is the time to begin planning your conversion.
The lubricants industry is a constantly evolving market, and lubricant blenders and other manufacturers need to evolve alongside the requirements in order to meet the demands and specifications of customers.
LINK
exxonmobil.com/basestocks
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LUBE MAGAZINE NO.138 APRIL 2017
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