Understanding the Customer

Transcription

1 Understanding the Customer Tanker Operator Conference Athens April 2016 Martin L Shaw MBA C Eng C Mar Eng FI Mar EST AFNI Managing Director Marine Operations and Assurance Management Solutions Ltd

2 Outline The tanker industry-a health check The oil companies Who are they? How have they changed? Dynamics How are oil companies affected by world events Demand Oil price Climate What do they want of the shipowner? Requirements Who is involved in making decision Vetting

3 Tanker industry-health check

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5 Good News and Bad News? IGS COW Steering Gear SBT etc. New Vessels Double Hull ISM Code Erika/ Prestige ISPS SECA s Ballast water Ship Efficiency GHG MLC Etc Tightening of SOLAS MARPOL STCW Development of Port State and Vetting TMSA1 Building Boom Piracy TMSA2 Low Freight Rates

6 The Oil Companies

7 Remember the 70 s Oil Major share of tanker tonnage 1970 Spot 12% Oil Major Owned 36% Oil Major T/C 52% Oil Major Owned Oil Major T/C Spot Data Source Martin Stopford Maritime Economics

8 Markets Markets Markets Markets Oil industry dimensions Upstream Midstream Downstream Oil super major.. XOM, Shell, BP Oil major + Chevron, Total, Statoil. Conoco Phillips E&P s.. Premier, Talisman etc Refiners... Inios, Valero etc Traders...Glencore, Trafigura etc Integrated / sector specific IOC or NOC?!!!

9 Oil producers Oil Majors? 2015 Top Producers Saudi Aramco Gazprom NIOC Exxon Mobil Rosneft Petrochina BP Shell Petromex Kuwait Chevron Abu Dhabi Total Petrobras Qatar Lukoil Sonatrach Iraq PDVSA Conoco Phillips Statoil ISIS Data source Forbes

10 Tanker Owners Top 30 Tanker Owners Top Teekay MOL NITC Euronav Bahri AET China VLCC Frontline SCF Maran NYK COSCO Dynacom Ocean Tankers China Shipping OSG Maersk SK Minerva Navios Oman BW Gener8 Thenamaris DHT Tsakos Formosa SCI TORM BP Shipping = -2 = = = MDWT in service MDW building Source Tanker Operator Magazine

11 Biggest Charterers 2015 Dirty Fixtures Number of Fixtures ( Data source Potens) Unipec Shell Vitol BP Chevron Litasco (Lukoil) Exxon Mobil CSSA (Total) ST Shipping Indian Oil Corporation Repsol Clearslake CNR Socar Trafigura Petrochina Petrobras Reliance Bahri PTT (Thailand)

12 Dynamics How oil companies are affected by world events

13 World growth, oil growth

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17 If you ve got it pump it!

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19 Oil major earnings

20 Don t forget the future of the planet!!

21 What the customer wants

22 Safe, Reliable and Efficient Safe Reliable On time-no stock outs or field shutdowns No breakdowns No contamination Efficient Good rate Load and discharge full stem Good communications

23 Who is involved Charterer advises trader of selected ship Trader Request from trader for ships for cargo Request to brokers for ships for cargo Oil company charterer works three ships with broker and owner and makes final decision Charterer Brokers Charterer Vetting system advises e.g. three ships acceptable Brokers offer e.g. 5 Ships Owner offers Ship Vetting Charterers checks 5 ships with vetting DPA Oil Company Owner

24 Vetting why? Risk Management Protection of life Protection of assets Protection of environment Reputation Management Corporate Social Responsibility Stock price Consumer markets Licence to operate Litigation Management Oil pollution clean up costs Government sanctions Civil claims --real and imagined

25 Requirements SIRE VIQ SIRE Inspection Report Request for Inspection Feedback Inspection Detention/Sanction Rankings, blacklisting Tanker Regulatory System IMO Other Industry Organisations (10+) SOLAS,MARPOL,STCW,ISM Insurance Industry IACS Requirements Contract Specification Modifications Requirements Class Rules Surveys IMO Member States (170+) Requirements SOLAS MARPOL Flag state Recognised Organisations (RO s)/class (30+) RO/Class Surveys Certificates Audits Tanker Companies (1,000+) Requirements SOLAS MARPOL ISM RO/Class SOLAS MARPOL STCW ISM TMSA ICS Codes Guides SIRE Inspection from initiating company ICS OCIMF Codes Guides OCIMF Members 100+ OCIMF TMSA Vetting Org SIRE Reports Other Charterer /Terminal Vetting Organisations Rankings, blacklisting Casualty Data Public Domain Info Design and Build Maintain Operation Owner Response SIRE Shipbuilder Design & Build Feedback Plans Sea trial data Certificates Tanker Company Vetting Clause Vetting Status Feedback Trader Other Traders 100+ National Laws Port Regulations Terminal Regulations Tankers (10,000+) Arrival Documents Cargo Documents Port s (1000+) Port SIRE Inspection Terminal Feedback SIRE Ship Inspector Port State inspection Detention/Sanction Targeting Data Port MOU State Other Other Port Inspection Detention/Sanction Port State States MOU s (100+) (10+)

26 Vetting Decisions Indicators Events

27 Conclusions Healthy tanker industry? There are many customers National oil companies IOC s Super majors, majors Traders E&P s The balance has changed over 50 years Outlook is uncertain with price, demand and climate change Many involved in chartering and vetting Incident rates and pollutions are low but the consequence of getting it wrong is even higher than it was Its about good operations not marketing