Study of Market Potential and New Business

Opportunities for Vytal Speciality Chemicals in GCC &

MEA.

NAME: MOHIT SHARMA

COURSE: MBA-IB (SEM-3)
ENROLLMENT NUMBER: A1802018089
FACULTY GUIDE: Dr. KSHAMTA CHAUHAN
INDSUTRY GUIDE: Mr. Dilip Singh(General Manager- IB)

AMITY INTERNATIONAL BUSINESS SCHOOL, NOIDA

AMITY UNIVERSITY - UTTAR PRADESH

 Table of Contents

S.no Topic
1 Certificates ( Industry and University)
2 Acknowledgment
3 Abstract
4 Introduction
5 Aditya Birla Group ( various Sectors)
6 Product Portfolio
7 Review of Literature

8 Product Application Matrix

9 International Business Division
10 Product Details
11 Why MEA, GCC
12 Grasim Business Expansion
13 Country Mapping and Estimation of Market Potential –Middle East

14 Country Mapping and Estimation of Market Potential – GCC

15 Country Mapping and Estimation of Market Potential – Africa

16 Recommendations
17 Bibliography

CERTIFICATE
(Grasim Industries)
This is to certify that Mr. MOHIT SHARMA, student of MBA- IB (semester –
3), studying at Amity International Business School, Amity University, Noida,
Uttar Pradesh. Has done this project entitled “Study of market potential and new
business opportunities for Vytal Specialty Chemicals in GCC & MEA Region”.
At Grasim Industries Ltd. (Chemical Division) 309, World Trade Centre, 3rd Floor
Barakhamba Lane, New Delhi- 110001 ” Under my supervision. This project is the
result of his own authentic work, the standard of which is coherent with that
inspected for the successful completion of the fore mentioned course. I wish him all
success in future and hope he will synchronize theory and practical for the betterment
of Organization.

Signature:
Name of the student: MOHIT SHARMA
Enrollment Number: A1802018089

Signature:
Mr Dilip Singh (Industry Guide)
General Manager – International Marketing
Grasim Industries Ltd. (Chemical Division)

CERTIFICATE
(Amity University)
This is to certify that I, MR MOHIT SHARMA, a student of MBA (IB) 2018-20,
AMITY INTERNATIONAL BUSINESS SCHOOL, NOIDA has worked under
the able guidance and supervision of Ms. KSHAMTA CHAUHAN. This Term
Paper report has the requisite standard for the partial fulfillment of MASTER OF
BUSINESS ADMINISTRATION Degree in INTERNATIONAL BUSINESS.
To the best of our knowledge no part of this report has been reproduced from any
other report and the contents are based on original research.
I am aware that in case of non-compliance, Amity International Business School is
entitled to cancel the report.

Signature:
Name of the student: MOHIT SHARMA
Enrollment Number: A1802018089

Signature:
DR. KSHAMTA CHAUHAN
(Faculty Guide)
 ACKNOWLEDGEMENT

I dream it to my proud privilege in expressing my hearty feeling of gratitude

& indebtedness to my adorable teachers in my college for their continues inspiring
guidance & taking interest in problem solving work.

I am highly thankful to Mr. Dilip Singh(General Manager- International

Business) of Grasim Industries Ltd. Chemical Division(New Delhi). For providing
me opportunity for taking up this project & arranging all the facilities required. And
for his indiscriminate guidance, concrete & creative suggestion. Constructive
criticism & fruitful discussion through out the course of present work.

I feel immense pleasure in acknowledging my personal obligation to Mr.

Vivek Rattan for his timely guidance, appropriate assistance whenever required &
after all for taking special interest in execution of this work.

I am very much thankful to my Faculty Guide Dr. Kshamta Chauhan for her
timely guidance and fruitful discussion about the present work.

MOHIT SHARMA
A1802018089
MBA-IB ( 3rd Semester)
Amity International Business School
OBJECTIVE OF THE STUDY:
1) Study of Market potential and new business opportunities for Vytal speciality chemicals in Middle
East/GCC, Africa.
2) Mapping of Market Potential, demand Estimation & Strategy planning for development of VAP
Speciality chemicals in GCC & MEA Region.

Abstract:

Grasim Industries Limited (Chemical division) launching a new Specialty chemical for water
treatment called as VYTAL specialty Chemical . The project aims at understanding the market
potential and new business opportunities Vytal of Grasim Chemicals in MEA, GCC . Grasim has
a reasonable share in the domestic market and it currently exports its value added products to more
than 36 countries across the 6 continents. Through this project we aim to understand various factors
that would determine our diversification in MEA & GCC . To understand the demand for our
specialty products Vytal. We need to understand the imports or consumption of our products
different application wise in MEA, GCC. The reason for diversification in MEA, GCC is because
it has one of the fastest developing countries in the world after India. MEA, GCC region is a niche
market which is untapped market by many. The reason for selecting MEA, GCC and Southeast
Asia is because our specialty products are directly proportional to the wastewater treatment and
efficient water management in that country. Because our products applications are Industrial
wastewater treatment, Aquaculture, Commercial pool and water treatment. All the major countries
in MEA, GCC are in the race of becoming fastest developing nations with India and China.
Through the project we’ll be focused on mapping the market potential, demand estimation and
Strategy planning for new international business opportunities for VYTAL specialty Chemicals in
Market like MEA, GCC. Market mapping, identifying Competitors and their position for Water
Treatment Chemicals. This study is backed by intensive secondary and primary research. This is
an exploratory study focused mainly on secondary research & validated by primary data provided
by different Embassies from MEA, GCC countries. At the lager stage data collected will be
evaluated, validated and triangulated and the conclusions of the study will help Grasim industries
Ltd in possible expansion of Vytal specialty chemicals in MEA, GCC Countries.
Company Profile

Introduction

Grasim Industries Limited is a manufacturing company based in Mumbai, Maharashtra. It was

established in 1948 as a textile manufacturer. It is the largest exporter of Viscose Rayon Fibre with
exports to over 50 countries.

It manufactures Bulk Chemicals, Speciality Chemicals and Viscose Filament Yarn. Currently, it
has 16 manufacturing sites – nine in India, five in Thailand and one in Germany and China each.

It is a subsidiary of Aditya Birla Group. The merger has enabled the geographical variegation for
Grasim across the country, besides bringing in operational and financial synergies.

Vision and Values

Vision: To be a noteworthy client centred overall synthetics business that conveys top product and
forte arrangements utilizing protected, manageable and innovative procedures.

Values: Integrity, Commitment, Passion, Seamlessness, Speed

Products and Brands

The product portfolio comprises of eight categories along with multiple brands:

1. Chlor-alkali
2. Chlorine Derivatives
a. Aryafin (chlorinated paraffin)
b. Aquacura - IWT (polyaluminium chloride)
c. Vikram (stable bleaching powder)
d. Shaktiman (stable bleaching powder)
e. HSBP (high strength bleaching powder)
f. Lion (stable bleaching powder)
g. Kanpac series (polyaluminium chloride)
h. Kanofin series (chlorinated paraffin)
i. Vikram PAC (polyaluminium chloride)
3. Epxoy resins
 a. Epotec
4. Peroxides

a. Combimate 35
b. Oxywhite
c. OxywhiteRemelt
d. Multi-5 for fruits
e. Multi-100 for seafood
f. Multi-100 for poultry
g. RGS
5. Phosphates

a. Pearl
b. Gusto
c. Corino
d. Delice
6. Phosphoric Acid
7. Sulphites

a. Vintage
8. Viscose Filament Yarn

a. Raysil
9. Vytal Speciality Chemicals(Water Treatment Chemicals)
a. Vytal 612
b. Vytal 613
c. Vytal 2803
d. Vytal 2810
e. Vytal SD+
f. Vytal HBC Supra

These products are used in many type of industries for various applications including textiles,
water treatment, pulp and paper, paint and coatings, food and food processing, personal care
products, wind energy, composites, electrical industry and detergents.

It is a subsidiary of Aditya Birla Group

About Aditya Birla Group
Company founded by Seth Shiv Narayan Birla who laid the strongest foundation for the company
which no one thought would become one of the leading private companies in India today the legacy
transferred to Aditya Vikram Birla who made sure that company expands globally even before the
process of globalization became in India, and under his great leadership and vision the company
reached heights in no time, and today Kumar Mangalam Birla has taken the legacy forward and
the company today is a 44.3 billion US dollar conglomerate. Aditya Birla is one of the oldest and
renowned conglomerate company in India. Aditya Birla is quite synonymous to the famous Birla
white cement and India’s oldest aluminum company HINDALCO (Hindustan Aluminum
Company). Even today Aditya Birla follows the rich cultural values and business ethics imbibed
by their forefathers and continues to grow its business across all seven continents in the world.
The group earns majorly from its operations abroad. From being one of the oldest conglomerates
in India to becoming part of the fortune 500 companies the journey to reach the top still continues.
The company continues to dominate the Aluminum Industry and its number 1 position in the
world.
Today the group is a leading brand name in retail, textile, cement, insulators, chemicals, telecom
and financial services. For the company its employees are the building blocks of their organization
the proof for the same is that the group is awarded Aon employer of the year in India for three
times is past ten years. But the story doesn’t end here the group continues to dominate the viscose
fiber production which account for about 17% of the total world’s production. Aditya Birla
strongly believes in giving back to the society in various forms as it is India’s leading job creator
as well as empowered more than fifty thousand women empowered, various self-help group, and
schools in various villages in interiors of India helped in irradiation of polio from India. The groups
also has India’s leading Engineering and technology Institute BITS- (Birla Institute of Technology
and Sciences) which has produced greatest professionals in India. The group product offerings are
in every product that we use in our day to day lives that is the groceries we purchase from more
stores or the plastics, aluminum, cement that we use for infrastructure development to the telecom
services provided by Idea, the group product offerings are all around us. The group aims at
becoming the leading conglomerate in India and wans to map its presence on the entire world map.

Various Sectors of Aditya Birla Group is Shown in the table below

S.no Sectors Companies/Brands

1 Agriculture Indo-Gulf Fertilisers

Allen Solly, Louis Philippe, Pantaloons,

Forever 21, Ted Baker, The Collective,
2 Fashion and Retail
Hackett London, Simon Carter, Van Heusen,
Peter England, Planet Fashion.
Grasim Industries Limited, UltraTech
3 Cement
Cement
Grasim Industries Limited (Chemicals
4 Chemicals
Division)
Aditya Birla Capital Ltd, Aditya Birla
5 Financial Services
Finance Ltd.

6 Insulators Aditya Birla Insulators

7 Metals HINDALCO

8 Mining Essel Mining and Industries Ltd.

9 Telecom Idea

Grasim Industries Limited (Textiles

10 Textile
Division)
About Grasim Industries Limited (Chemicals Division)
Amongst India’s leading private company, Grasim is a fragment of Aditya Birla Group. Earlier
Grasim was a textile based company and one of the oldest in India but then the company diversified
its business to cement and chemicals. The company for the financial year 2017 earned a net profit
of US $ 462 Billion. Recently Grasim was awarded the Dun & Bradstreet award 2018 for being
leaders in textile sector.

Wide Product Portfolio of Grasim

Chlor-Alkali

Chlorine Derivatives

Epoxy resins

Phosphates

Peroxide

Phosphoric Acid & Sulphites

The chemical business of Grasim is best performing sector. The company focuses on using the
best Research and development team to formulate new Value added products. The company uses
latest membrane technology for the production of chemicals. Grasim is the leading manufacturer
of caustic soda in India. The Company offers a wide diversified basket of products in various
Industries. Grasim is the leading producer of Chlor-alkali products with production capacity of
approximately 9, 30,000 metric tons. The company is also the leading and largest manufacturer of
Phosphoric Acid in India. The story doesn’t end here amongst the value added products offered by
Grasim. In Chlorinated paraffin (CP) we are the leading manufacturer and largest exporter from
India. Grasim keeps on doing new product development through its efficient Research &
Development team it comes under Aditya Birla Science and Technology. The company doesn’t
believe in settling for lessas it continues to dominate the domestic market it also aims at mapping
the entire globe by doing business with global companies and providing the best products which
meets international standards.
Review of Literature
Diversifying and new business opportunities for any company are not a easy task. Many factors
need to be evaluating before deciding the entry into newer markets. Mode of entry also has to be
identified that is either exports, strategic alliances or joint ventures will be used as a mode of entry
into the new market. Business is very uncertain and dynamic in nature. The company should have
the resources and ability to take risk in order to get higher returns in a new market. Its wrong if we
expect quick responses and setting up in a new market. The market development is a slow and
time taking process which requires expertise and knowledge about the international markets and
the valuating the trends by comparing the past and ascertaining the prospects of doing business in
future. Various factors that business needs to consider while diversifying are first competition
(Henderson, Stern 2003, Bowen, Meyar 2007) Political and economic environment (Plebe and
khana, 1999) allocation of Companies resources (Wan, Kumar, Lim et al, 2008) technological
disruptions and innovation (Lu and Miller, 2005) The right target and intention to expand in a new
market (Barber et al, 2000 and Tihany et al 2001). Diversification is very common in every
business now days but relevant diversification that would benefit the business in future (Chatterjee,
Wrigley and Rumelt 1984).
Businesses may not have the resources to expand in a new market but there are ways of identifying
and using the resources of a foreign market efficiently. (Shan Yin, 2007). The same can be done
with either using internal resources of own company or resources of the foreign country.
(McGahan, 2004). The concept of business owner had to borne the entire risk of business
development is aged back to the 19th century. (Will Durant, 1989). Influence is an impressive
strategy to convert potential business to actual business. (Brown, R.E. 2009).
It was understood that open strategies of influence were preferred over the old closed strategy. Old
debate on the topic should focus be only on just selling or customer focused selling by
understanding their needs and wants. The results by the study shows that customers are retained
and there are repetitive sales by focusing on the customer focused selling. (Hoyer,2004). Various
literature s point out that customer focused selling behaviors are sales targets meeting (Saxe, 1983),
various traits of personality (Brown, 2001), relationship between the seller and buyer (Attaway,
1995) and orientation towards customer focused selling.
The business adapts to the behavior of the customers and changes their offering accordingly.
(Franki, R.G, 2006). The personality plays a major role in convincing and impressing new
customers, traits like ability to convince and communicate product offering to engage the customer
and raise the interest in our product offering. Training and development of marketing team will
imbibe in them core values of identifying and converting the final customer. (Roman, et al, 2001).
Investment in employee training and development is a onetime investment which would reap
benefits in future. (Aberdeen, 2009). It was observed that the trained employees were more
productive and had clarity about the company goals and objectives and they worked in much
synergized manner. (Rapp, Mathieu, 2006).
Prioritizing work according to the objectives of the company is a key feature that a marketer should
possess. (Kuster I,2006). While entering in the foreign market one has to consider various social
factors like the traditions or cultures prevailing in that country. (Rangrajan,2011). With the rapid
industrialization and increasing competition in the market, business has to prepare with
contingency plans for future. (Asha,2010). Resource allocation and deciding the pricing strategy
of either going with market penetration or market skimming is another major decision that the
management has to take in the foreign market. If the price is more they ll buy from customers, and
if price is too less our product may be considered as inferior. (Martin, S, 1993).
While selling product is international markets the quality control is a must. (Weiss, L.W, 2012).
The business should ensure the products are insured while shipped from the home country to the
foreign port. Payment term between both the companies should be planned in advance because in
the international markets the exchange rates have to be kept in mind while doing business. (Taylor,
Thygt, 2011).
To ensure a long business relation in the international market, business should not focus on just
sales rather should focus on building a rapport in the international market and strong relationship
to have a longer and fruitful business in future (Colon, 2007). Many companies who run behind
numbers are focused only on one time sales and not the overall satisfaction of the company abroad.
(Giacobe,et.al 2005). Business in general is dynamic in nature but in domestic market one can still
ascertain or predict the future course of action but in the international scenario controlling various
factors that impact business operation is very difficult as the environment is very uncertain.
Various Product Application Matrix is as follows;-
Chlor - Alkali Products
 Grasim is the leader in manufacturing of
S.no Products Applications Chlor-alkali products in the domestic
1 Caustic Soda lye Soaps & detergents market.
 The major products are caustic soda,
2 Chlorine Water Treatment Chlorine, Hydrochloric Acid and Hydrogen.
Galvanising,  Various Industries where Chlor-alkali
products go into our soaps, water
3 Hydrochloric Acid Brewery
treatment, oils and lubricants and
4 Sodium Hypochlorite Bleaching Agent Bleaching agents.
5 Hydrogen Oils

Chlorine Derivatives
 Grasim is the leading manufacturer
S.no Products Applications and exporter of Chlorinated Paraffin in
India.
1 Epichlorohydin Paper & Pulp  Chlorinated Paraffin provides a by-
product to the company i.e.
2 Chlorinated Paraffin PVC, Oil, Paints Hydrochloric Acid.
 The brand name of Chlorinated
3 Polyaluminium Chloride Water Treatment Paraffin is Aryafin.
 Polyaluminium Chloride is used in
4 HSBP Pool
water treatment.
p Stable bleaching Powder Textile  The brand name for Polyaluminium
Chloride is Vikram-PAC
6 Calcium Chloride De-icing

Epoxy Resins
 In the top 5 producers of Epoxy Resins
S.no Products Applications worldwide.
 Phenolic Curing agents used in various
1 Phenolic Curing agents Pipes coatings for pipes and plastics.
2 Phenalkamines Coatings  Phenalkamines used as solvent free
coatings.
3 Epoxy systems Adhesives  Epoxy systems is used in floorings,
various cracks filling and tank linings.
4 Cycloaphatic Epoxy Resins Coatings
 Cycloaphatic resins are solvent used
5 Waterborne curing agents Coatings for various outdoor coatings.
 Phosphates
S.no Products
1 Blended Phosphates
2 Dipotassium Phosphates
3 Trisodium Phosphates
4 Monosodium Phosphate
5 Sodium Acid
 One of the leading producers of
phosphates in India.
Applications  Blended Phosphates are used in
seafoods and meat processing.
Seafoods, Meat  Sodium Acid is used in the potato
treatment.
Buffering Agent
 Monosodium is used in Animal
Feed and fertilizers.
Cereal food
 Certified Halal, Kosher.
Animal Feed  Di- Calcium is used as a polishing
agent in toothpastes.
Potato Treatment

 Peroxide are used in cosmetics

industry.
 Hydrogen peroxide are used in leather
Tanning and leather treatment.
 Peracitic Acid are used in food
processing.

Peroxide
S.no Products Applications
1 Peroxide Cosmetics
2 Hydrogen peroxide Leather Tanning
3 Peracitic Acid Food
  Grasim is the largest producer of
Phosphoric Acid & Sulphites Phosphoric Acid.
 Phosphoric acid is used metal
S.no Products Applications surfaces, detergent, sugar and
pharmaceuticals.
 Vintage is used for treatment of
1 Phosphoric Acid Bakery, Cheese wine & Beer.
 Sulphites are used in treatment of
2 Sulphites Paper & Pulp wine and beer.

3 Vintage Wine & Beer

(Table 7 showing Phosphoric acid & Sulphites Products)

Vytal Specialty Chemicals

S.no Products Applications

1 Vytal 612, 613 Bakery, Cheese

2 Vytal 2803,2810 Paper & Pulp

Vytal SD+, HBC
3 Supra Wine & Beer
Various Production units and their Capacitates of Grasim.

S.no Production Units State Capacity (TPA)

1 Nagda Madhya Pradesh 2,50,000

2 Vilayat Gujarat 1,20,000

3 Renukoot Uttar Pradesh 1,30,000

4 Rehla Jharkhand 1,00,000

5 Ganjam Odisha 55,000

6 Karwar Karnataka 55,000

International Business Division

Grasim exports approximately 40% of its total capacity across 6 continents. The major Product
that we export are Chlorinated Paraffin. Grasim is one of the leading exporter of chemicals from
India. Our business is spread across various productions units in Germany, Philippines, Thailand
and India. We aim at sharing our core competencies of quality goods, at the right time while
ensuring customer satisfaction and at the right place with global corporations worldwide. We aim
at making our worldwide.
 Our Export Destinations
S.no Export Destination Port of Destination
1 China Port of Chiwan
2 Russia Port of Arkhangelsk
3 Thailand Port of Ban AoUdom
4 Malaysia Port of Bintulu
5 Vietnam Port of Ba Ngoi
6 South Korea Port of Busan
7 Singapore Jurong Port
8 Indonesia Port of Banjarmasin
9 Australia Port of Adelaide
10 Srilanka Port of Colombo

Our Export Destinations

S.no Export Destination Port of Destination
11 Pakistan Port of Gwadar
12 South Africa Port of Cape Town
13 Kenya Port of Cape Town
14 Egypt Port of Abu Qir
15 Lebanon Port of Beirut
16 Jordan Industrial Port Zone
17 UAE Port Zayed
18 Israel Port of Ashdod
19 Kuwait Port of Doha
20 Saudi Arabia King Abdul Aziz Port
21 Iran Port of Amirabad
22 United Kingdom Felixstowe Port
23 Spain Port of Algeciras Bay
24 Poland Port of Darlowo
25 Portugal Porto da Angra do Heroismo
26 Turkey Port of Aliaga
27 Ukraine Port of Belgorod - Dnestronsky
28 Mexico Port of Mariupol
29 Brazil Suape Marine Terminal
30 Peru Port of Callao
31 Bangladesh Port of Chalna
HS Code Product Key Application Segments

38249990 Chlorinated Paraffin Flexible PVC Plasticizers (e.g. Flexible Hoses, Wire and Cable, PVC Flooring)

28273200 Poly Aluminium Chloride Water Treatment (Potable and Waste Water), Neutral Paper Sizing

28272000 Calcium Chloride De-icing (seasonal demand), MUD(Oil and Gas) Drilling, Dust-laying

28281010 Stable Bleaching Powder Aquaculture, Disinfectant, Bleaching Agent in Textile, Herbicide

Catalysts in Fidel Crafts Reaction, Active Pharma Ingredients, Titanium

28273200 Aluminium Chloride Dioxide

28061000 Hydrochloric Acid Pickling/Metal Surface Cleaning, Power Generation, Pharmaceutical/Drugs

28092010 Phosphoric Acid Acidulant in Beverages, Paint Removal, Sequestering Agent, Detergents

28352500 CalPhos Human Nutrition, Filler in Toothpastes, Animal Feed

Vytal 612,613,2803,2810, SD+,

28273200 Water Treatment (Potable and Waste Water), Flocculant, Coagulant
HBC Supra
AWARD AND CERTIFICATION

 Greentech Environmental Excellence Award 2006 by Greentech Foundation

 Planet Award for Innovation in Employee Performance Management 2006 from the
Aditya Birla Group

 Distinguished Achiever Award 2006 to Mr. Ravi Uppal from the Aditya Birla Group

 Young Achiever Award 2006 to Mr. Rakesh Jha from the Aditya Birla Group
 Greentech Environment Excellence Award 2005 by the Greentech Foundation

 Rajiv Ratna National Award – Best Pollution Control Implementation Gold Award 2005
by Greenland Society

 Greentech Safety Gold Award 2005 by the Greentech Foundation

 National Safety Award 2005 by the Government of India

 Indira Gandhi Memorial National Award 2005 by the Greenland Society

 VishkarmaNational Award 2005 by the Government of India.

SWOT ANALYSIS OF THE COMPANY
STRENGTH

MARKETING STRENGTH

1 Reputed company with high regard among buyers.

2 Brand image.
3 Foreign technology collaboration.
4 Efficient management control.
5 Effective and dedicated sales force.
6 Regular follow-up and feedback from customers.
7 Excellent infrastructure facilities and modern technologies.

FINANCIAL STRENGTH

1 Strong financial backup as Grasim Industries Ltd is a flagship company of one of the largest
business house of India, Aditya Birla group.
2 Company adopted ‘PURTA’ and ‘UGHAI’ system so as to implement proper financial
control.
3 Effective credit management by regular follow up and maintaining a proper customer data

MANUFACTURING STRENGHTS

1 Flexibility and adaptability of latest technologies.

2 Plant equipped with modern technologies and proper control systems.
3 Efficient administrative staff and dedicated workers.
4 ‘World Class Manufacturing ‘technology with ISO certification.
5 Proper coordination between Production department and Marketing department.
6 Entrepreneurial orientation and innovation.
7 Entrepreneurial orientation and innovation.
8 Laboratories equipped with advanced German technology of Plant control
WEAKNESS

1. Faraway from port and hence transportation cost is high.

2. Traditional approach towards maintaining records.
3. Largely dependent on Logistic Companies for road transportation of goods.

OPPURTUNITIES

1. Increasing awareness of Specialty Water treatment Chemicals among developing nations

as a substitute of Alum for waste water treatment will increase demand of Specialty Water
treatment Chemicals.
2. Major markets in the world are still untapped.
3. Modern technologies and innovative research team.
4. Strategic planning approach adopted by the company to maintain the growth graph of the
product.

THREATS

1. Traditional Alum users resist switching over to Specialty Water treatment Chemicals.
2. Increasing competition from China.
3. Due to the ban on SBP shipment the company could not export it in spite of having potential
market.
4. More domestic players entering the market leading to rise in competition.
SOME OF THE VALUED CUSTOMER ASSOCIATED WITH GRCD
Scenario of Indian Chemical Industry
One of the oldest and significant contributors in the GDP is India’s Chemical sector. Chemicals
Industry provide various raw materials and compounds that are essential in the production of
various products like textiles, paper, paints, and plastics and leather. Indian Chemical industry is
the backbone of our economy which initiates industrial, economic and agricultural growth of our
nation.
Chemical Industry in India is sized approx. US 40 $ billion and contributes to around 3% of the
total GDP of the country. Total investment in this sector is about US $ 50 Billion and it is one of
the biggest employers in the country. Total Exports from the Chemical Industry account about 14-
15 % from our country. 1/ 10 of the world average is the per capita consumption of chemicals in
India. With the rapid technological transformations and India’s focus on Research and
development the chemical industry has changed to an innovative and value adding industry in our
country.
As the global market gives tough competition to Indian chemical industry it has to constantly adapt
to the environment and innovate new products and work towards more customer oriented offering.
Although India enjoys the abundant availability of various raw chemicals and compounds still it
has to grow its technical capability, develop new products and keep in mind the environment
friendliness and protection.

Key Export Destinations and markets

Exports of Organic, Inorganic chemicals, Agro Chemicals and dyes stood around 13 US$ billion
in the year 2017-2018. United States of America, United Kingdom, Saudi Arabia, and Russia were
the major export destination for India.
PROCESS MAPPING FOR EXPORTS
step 1
• Order enquiry

step2
• Preparation of offer letter/reply to order

step3
• Counter offer /negotiation

step4
• Order finalisation

step5
• Receipt of order copy/with details/Delivery schedule

step6
• Opening of L/C by Party

step7
• works oder to production

step8
• Production of Material

step9
• Fixation of ocean freight/call container

step10
• Arrival of container/Stuffing and dispatch of goods

step11
• Prepare dispatch documents

step12
• Collect B/L from agent

step13
• Prepare documents For negotiation

step14
• Send a set to party

step15
• Negotiate Documents

step16
• Payment /Collection

step17
• Export Benefits-DEPB / Advance License follow up
Major Competitors of Vytal Speciality Chemicals in International Market

S no. Competitors Headquarters

1 BASF Germany
2 SOLENIS USA
3 ASHLAND Germany
4 KEMIRA Finland
5 KURITA Japan
6 AKZONOBEL Netherlands
7 BWA WATER ADDITIVES UK
8 TRAMFLOC TX, USA

Competitors Profile:
1. BASF
BASF Corporation, headquartered in Florham Park, New Jersey, is the North American partner of BASF
SE, Ludwigshafen, Germany. BASF has almost 17,500 representatives in North America, and had offers
of $17.4 billion of every 2015.
At BASF, we make science for a feasible future. We consolidate financial accomplishment with ecological
assurance and social obligation. The around 112,000 representatives in the BASF Group take a shot at
adding to the accomplishment of our clients in about all areas and pretty much every nation on the planet.
Our portfolio is sorted out into five fragments: Chemicals, Performance Products, Functional Materials and
Solutions, Agricultural Solutions and Oil and Gas. BASF produced offers of more than €70 billion out of
2015. BASF offers are exchanged on the stock trades in Frankfurt (BAS), London (BFA) and Zurich (BAS).

2. SOLENIS
At Solenis, we endeavor to remain in front of our clients' next test. By coordinating clients with the ideal
individuals, bringing the correct understanding and offering the correct innovation, we manufacture
profound associations to guarantee confided in arrangements and results that our clients esteem.

Solenis has many years of experience and a rich history that incorporates heritage organizations, for
example, Drew, Betz Laboratories, Hercules, Stockhausen, Ashland Water Technologies and BASF's
paper and water synthetics business. For over 100 years we have been helping our clients address their
procedure and water treatment challenges with inventive compound and gear advancements. Established in
"arrangements" and "beginning," our name addresses our central goal to be the source—the beginning—of
our clients' answers.
We started working under the Solenis name in 2014 after the procurement of Ashland Water Innovations
by assets overseen by the private speculation firm Clayton, Dubilier and Rice (CD&R).
In January 2019, we united with BASF's paper and water synthetic compounds business, empowering
us to give extended substance contributions and financially savvy answers for our clients around the world.
Today, BASF possesses 49 percent of the joined organization and 51 percent is all things considered
claimed by Solenis the board and assets overseen by CD&R.

SOLENIS WATER TREATMENT SOLUTIONS

S Water Treatment
no. Solutions Products Nature Applications
1 Drewfloc™ flocculants Drewfloc™ 2611 liquid flocculant
2 Amerfloc™ polymers
Used for Clarification
of waste water and in
Praestol 185K and the preparation of
3 Praestol™ polymers 187K Potable water
When used in
high cationic, conjunction with a
low-to-medium high molecular weight
molecular polymer, it functions
weight synthetic as a charge neutralizer
Praestol 190K organic polymer and coagulant.
Chargepac 55 and
Chargepac 60 are
liquid inorganic
liquid inorganic
ChargePac 55, primary coagulants
ChargePac™ coagulants primary
ChargePac 60 that can be used to
coagulants
reduce the turbidity in
effluents of sewage
4 water plants.
a liquid blend of
highly inorganic and
Chargepac 121 Liquid Blend organic coagulants.
Amerscent™ odor control
5 agents
6 Drewplus™ defoamers
Amersep™ metal
7 precipitants
3. ASHLAND
Ashland has been very nearly a century really taking shape.
All through our development from oil organization to broadened synthetic concoctions combination, to a
worldwide claim to fame synthetic compounds organization, we've progressed by winding up always
equipped for increasing the value of client items.
Ashland's voyage has been set apart by noteworthy achievements the acquisitions of persuasive
organizations and sciences, our spread crosswise over more than 100 nations, the making of a phenomenal
supervisory group, and most as of late, Ashland's division from Valvoline and re-dispatch as an
unadulterated worldwide forte science organization. Today, we are an unadulterated, claim to fame
synthetic concoctions organization with a particular spotlight on making our clients progressively effective
and the world a superior spot.

4. KEMIRA
Kemira Oy is a chemical industry bunch that comprises of three fundamental portions. Kemira is
headquartered in Helsinki, Finland.
Kemira's principle investor is Oras Invest Oy and its proprietors, individuals from the Paasikivi family. Its
previous primary proprietor, the State of Finland, offered the biggest piece of its holding to Finnish financial
specialists in August 2007. After the deal, Oras Invest holds 17.1% and the State of Finland holds 16.5%
of Kemira's offers.
Jari Rosendal, President and CEO has gone about as the Group's Managing Director since May 1, 2014.
The Group's Deputy CEO is Group General Counsel Jukka Hakkila
At Kemira, we utilize our science to improve your ordinary. We include ideal quality, usefulness and
solidarity to paper and board items, we guarantee security and cleanliness of water and nourishment
bundling, and we augment yield from vitality assets.
Our subject matters are mash and paper, water serious businesses and city water treatment, and oil and gas.
Through our worldwide system of committed specialists, creation offices and R&D focuses, we serve
clients around the globe and improve their item quality, asset productivity and maintainability.

5. KURITA
Kurita Water Industries Ltd. is a Japanese producer, giving water treatment synthetic compounds and
offices just as procedure treatment chemicals. During the 50's Kurita Water Industries extended the portfolio
and began with the water treatment offices business, substance cleaning business (Kurita Engineering Co.,
Ltd.) and upkeep administrations. In her subsequent decade, the 60's, Kurita Water Industries entered the
procedure treatment advertise, particularly in the mash and paper, petrochemical and steel businesses. Since
the mid of the 70's up to now, Kurita Water Industries set up 14 abroad auxiliaries and subsidiaries. Since
2003 Kurita Water Industries is recorded in the Nature Stock Index.
6. AKZONOBEL
AkzoNobel has energy for paint. We're specialists in the pleased art of making paints and coatings, setting
the standard in shading and assurance since 1792. Our reality class arrangement of brands - including Dulux,
International, Sikkens and Interpon - is trusted by clients around the world. Headquartered in the
Netherlands, we are dynamic in more than 150 nations and utilize around 34,500 gifted individuals who are
energetic about conveying the superior items and administrations our clients anticipate.
Akzo Nobel N.V., exchanging as AkzoNobel, is a Dutch global organization which makes paints and
execution coatings for both industry and shoppers around the world. Headquartered in Amsterdam, the
organization has exercises in excess of 80 nations, and utilizes roughly 46,000 individuals. Deals in 2016
were EUR 14.2 billion. Following the obtaining of ICI, the organization rebuilt on 2 January 2008, and
rebranded itself on 25 April of that year.

7. BWA WATER ADDITIVES

Water is fundamental forever. It supports us. It encourages us to live, to develop, to wash down, to make.
It is a fundamental part in any assembling and modern procedures. Access to water can decide an
organization's future or a nation's economy. Water is life which is the reason picking a water arrangements
accomplice isn't something to mess with. As the way to your procedures, water is additionally the way to
your prosperity.
For more than 40 years, BWA Water Additives has been only centered on improving water treatment
advances. We are a worldwide innovator in giving unrivaled items and specialized aptitude. Our brands are
outstanding, broadly regarded and utilized in excess of 80 nations. Our successful, reasonable water added
substances the board arrangements will give your organization an aggressive edge.

Major Competitors of Vytal Speciality Chemicals in International Market

S no. Competitors Headquarters

1 Lonza Group AG Basel, Switzerland
2 Axiall Atlanta ,Georgia,USA
3 Barchemicals castelnuovo rangone
4 Nippon Soda Japan
5 Tosoh tokyo , Japan
6 Nankai Chemical, Japan
7 Sree Rayalaseema Hi-Strength Hypo ltd. India
8 Yuzhou Weilite Chemical Co.Ltd. xuchang ,china
9 Salt & Chemical Complex Jianghan
10 Tianjin Nanke Fine Chemical Co, Ltd. china
Competitors Profile:
1. Lonza Group AG
Lonza Group is a Swiss worldwide, synthetic substances and biotechnology organization, headquartered
in Basel, with significant offices in Europe, North America and South Asia. Lonza was built up under
that name in the late nineteenth century in Switzerland. The organization gives item advancement
administrations to the pharmaceutical and biologic ventures, including natural, fine and execution
synthetic concoctions, custom assembling of biopharmaceuticals, substance blend capacities, location
frameworks and administrations for the bioscience area.

S no. Applications solutions /product

1 Waste Water A)For regular disinfection treatment

Barfloc® FP
Constant Chlor® CCP-B7 Briquettes
HTH® Easiflo® Briquettes
HTH® Disinfecting Tablets
B)For shock treatment, in case of algal
HTH® Shock

2 Oxidizing Biocides Calcium Hypochlorite

a)Granular
1)HTH® Granular
2)HTH® Easiflo® Granular
3)Constant Chlor® CCP-G Granular

b)Briquettes
1)Constant Chlor® Briquettes/Constant Chlor®
CCP-B7
2)HTH® Easiflo® Briquettes

c) Tablets
1) HTH® Duration™ Tablets

d)Sticks
1)HTH® Stick

e)Shock Powder
1)HTH® Shock
 1)Constant Chlor® CCP-B7 Briquettes
2)HTH® Easiflo® Briquettes
3)Dantobrom®
4)Dantoin® BCDMH
5)Isocil™
6DDAC
7)ADBAC
8)Barquat® PQ/PQ-2
3 Power Plants 9)Equinox™ 15 Stabilizer

A)For regular treatment using Lonza’s feeding

equipment:
1)Constant Chlor® CCP-B7 Briquettes
4 Potable Water 2)HTH® Easiflo® Briquettes

B)For regular treatment using day tank chlorination:

1)Constant Chlor® CCP-G Granular
2)HTH® Granular
C)For remote reservoirs:
1) HTH® Duration™ Tablets
2) HTH® Disinfecting Tablets

Dantoin® BCDMH Granular

Dantoin® BCDMH Powder
5 Pulp and Paper Equinox™ 15 Stabilizer

Equinox™ 15 Stabilizer
Constant Chlor® CCP-B7 Briquettes
Constant Chlor® CCP-G Granular
Dantobrom®
Dantoin® BCDMH
6 Mining HTH® Easiflo® Briquettes

Constant Chlor® Plus CCP-B7 Briquettes

Constant Chlor® CCP-G Granular
HTH® Easiflo® Briquettes
7 Commercial Pools and Spas Dantoin® BCDMH Tablets

Constant Chlor® Plus CCP-B7 Briquettes

Constant Chlor® CCP-G Granular
8 Irrigation - MEA Region HTH® Easiflo® Briquettes
 9 Poultry - MEA Region Constant Chlor® CCP-B7 Briquettes
Constant Chlor® CCP-G Granular

10 Beverage Constant Chlor® CCP-B7 Briquettes

Constant Chlor® CCP-G Granular
HTH® Easiflo® Briquettes
Dantobrom® RW Briquettes
Lonzabac® 12. 100 & 12.30

11 Sugar and Bioethanol Industry Equinox™ 15 Stabilizer

Constant Chlor® CCP-B7 Briquettes
Constant Chlor® CCP-G Granular
HTH® Easiflo® Briquettes

2. Axiall
The Axiall Corporation has truly been a noteworthy maker and advertiser of chlorovinyls (acidic soft drink,
chlorine, PVC inflexible and adaptable mixes) and aromatics, cumene, phenol).With the procurement of
Royal Group Technologies the organization is currently additionally a noteworthy maker of structure
materials running from funneling and siding to window profiles, decking, and fencing.

The organization works 47 areas in various states, for example, Mississippi, Louisiana, Oklahoma,
Michigan, Tennessee, and Texas, and is headquartered in Atlanta, Georgia. As of November, 2007 the
organization utilized 6,214 full-time individuals.
The Georgia Gulf Corp. turned into the Axiall Corp. with the finish of its $2 billion procurement of PPG
Industries Inc's. chlor-antacid and subsidiaries business in 2013.
In 2014, Axiall entered a joint endeavor with Shriram Polytech India, framing Shriram Axiall. The two
organizations cooperated together "to give a mechanical push to the PVC offering for various industries".
Aug. 31, 2016—Westlake Chemical Corporation (NYSE:WLK) declared that it has finished the $3.8 billion
obtaining of Axiall Corporation (NYSE: AXLL). The joined organization will be the third-biggest chlor-
soluble base maker and the second-biggest polyvinyl chloride (PVC) maker in North America.
S no. Applications solutions /product Synonyms

7000; Accu-Tab® SI Calcium Hypochlorite

Tablets; Accu-Tab® Wastewater Tablets;
Aquabalance Blue SI Calcium Hypochlorite
Tablets; Aquaward® Tablets; Bio-
Sanitizer; Blue Crystal; C2180T; Ca(OCl)2.
Accu-Tab® Blue Calcium Hypochlorite
Tablets; Cal Hypo Tablets; Indutabs™; Jet-
Chlor; Pittabs™; PML Pool Management
Industrial Line Calcium Hypochlorite Tablets; Power
Application, Pro Tabs™; Repak™ Tabs; Sanuril®
Chlorine Tablets; Sustain® 3" Chlorinating Tablets;
Disinfectant, Pool Calcium Hypochlorite Sustain® Shield Energizer; VersaChlor™
1 Chemicals Tablets System Chlorinating Tablets

All-Clear™ ChlorRight; All-Clear™ Shock

Clear; AmeriChlor Calcium Hypochlorite
Granules; Assalt 73; BioGuard Burn Out
73; BioGuard CLC Classic; Ca(OCl)2; Cal
Hypo Granules; Calcium Hypochlorite;
Calcium Hypochlorite Granular; Ideal Pool
Products Super Shock 73; Induclor™;
Induclor™ 70; More Chlor 65; Nature’s
Way
Super Pool Shock; Pittclor 70; Pittclor®;
Power Powder® Plus; Power Powder® Pro;
Prestochlor™; Pro Team Power 73;
ProGuard; Refresh Dry Chlorinating
Granular; Re-
Fresh®; Regal®; Repak™ + Granules;
Repak™ Dry Chlorinating Granules; Super
Pool Shock; Super Shock-It®; Super
Industrial Shock-It® 73; Super Zappit™; Sustain®
Application, Shock
Chlorine Treatment; Tropiclear; Vanguard® Plus
Disinfectant, Pool Calcium Hypochlorite Calcium Hypochlorite Granules; Zappit™;
2 Chemicals Granular Zappit™ 73
3. BARECHEMICALS
Barchemicals Operates since 1984 in the water and pool treatment part, delivering synthetic items for the
molding and treatment of a wide range of water.
More than thirty years of experience is consolidated into 4 product offerings: Pool, Cleaning.
Barchemicals Group speaks to a completely Italian reality made today out of 5 organizations that offer
tasks, dreams furthermore, values. It works in the essential water and drinking water treatment division
furthermore, pool, both in Italy and abroad, running at 360 ° on each the executives issue, with specific
respect to the water purification and treatment area, cleansing and natural sanitation, control and
mechanization, keeping up as a worth the Biosecurity rule.

S no. Applications solutions /product

1 Pool water treatment A) LINEA QUASAR
B) BIOQUARK
C )PULSAR PLUS TABLET
D) CLOROCAL
E) HTH LINE
F) HTH LINE STICK

2 Special product ACTIV R 2001

5. TOSOH
Tosoh Corporation is a worldwide compound and forte materials organization. The organization was
established in 1935 in Yamaguchi Prefecture, as Toyo Soda Manufacturing Co., Ltd.,and in 1987 changed
its name to Tosoh Corporation. Today, their corporate home offices are in Tokyo, Japan.
It started as a producer of chlor-soluble base and petrochemical wares and feedstocks. Today it produces
different sorts of items including electrolytic manganese dioxide (EMD), claim to fame polymers, fine
synthetic concoctions, logical instruments, and dainty film materials.
The Tosoh Group all inclusive involves in excess of 130 organizations and incorporates assembling and
showcasing offices in East Asia, Europe and the United States.
The organization is recorded on the main area of the Tokyo Stock Exchange and is a constituent of the
Nikkei 225 stock file.
Tosoh's Nanyo complex has a yearly vinyl chloride monomer generation limit of 1.2 million tons, the
essential compound halfway of vinyl plastic
 solutions
S no. Applications /product GRADE FORM comment

sterilizing and disinfecting

swimming pools and drinking
water, and is also used in
1 sewage treatment systems Niclon 70 a) 70G Granules
Tablets
(20
b) 70T grams)
Tablets
(200
c ) 70B grams)

Particle size
aligned.
Quick
dissolution.
After
extrusion
sterilizing and disinfecting granulation,
corners are
swimming pools and drinking smoothed
water, and is also used in Niclon resulting in
2 sewage treatment systems 7000 Pellets low dusting.

6. Sree Rayalaseema Hi-Strength Hypo ltd.

Sree Rayalaseema Hi-Strength Hypo Ltd. the torchbearer of the aggregate, and one of the not many on the
planet.
A best in class innovation created through in-house R&D endeavors helps the organization in assembling
the Sodium Dichloroisocyanurate – SDIC.
The Certificate of Merit granted by CHEMEXCIL for remarkable fare execution fortifies its status as a
perceived fare house.
Sree Rayalaseema Hi-Strength Hypo Ltd. has a particular edge in the assembling of this item, on account
of the twin focal points of indigenous crude materials accessibility and supply of some specific synthetic
concoctions by Sree Rayalaseema Alkalies and Allied Chemicals Ltd.
The organization is additionally a front-positioning maker of Monochloro Acetic Acid. Fabricated by the
logical crystallizer innovation, the item fulfills global quality guidelines. Monochloro Acetic Acid is
utilized by every single driving producer of Non-Steroid Anti-Inflammatory Drugs, different
pharmaceuticals, pesticides, natural synthetic substances and so on.
 S no. Applications solutions /product

aquaculture, textile, leather, paper and Calcium Hypochlorite-

1 sugar industries. 65% & 70%

S. Company
no name Product/solution Physical And Chemical properties

Available
Chlorine
(average % Solubility
Physical state colour PH by weight) in water
Lonza Group 10.5–13 at
1 AG Calcium Hypochlorite 10g solution
a)Granular
1)HTH® Granular Granular White 68% 180 g/l
2)HTH® Easiflo®
Granular Granular White 68% 180 g/l
3)Constant Chlor® CCP-
G Granular Granular White 68% 180 g/l

b)Briquettes
1)Constant Chlor®
Briquettes/Constant Chlor®
CCP-B7 Briquettes White 70% 180 g/l
2)HTH® Easiflo®
Briquettes Briquettes White 70% 180 g/l

c) Tablets
1) HTH® Duration™
Tablets Tablet White 70% 180 g/l

d)Sticks
1)HTH® Stick Stick White 70% 180 g/l

e)Shock Powder
 1)HTH® Shock Powder White 78% 180 g/l

a) Calcium Hypochlorite Various

2 Axiall Granular Solid colors Alkaline
b) Calcium Hypochlorite
Tablets

Granule & tablet of BLUE

3 Barchemicals A) LINEA QUASAR 7g OVULES 10.0 – 10.4 200g/l
B) BIOQUARK Tablet White 10.5 (10 g/l) 65% 180 g/l
White
C )PULSAR PLUS TABLET Tablet ovules 10.4 - 10.8 65-68%
White
D) CLOROCAL grains grains 11.5 66% 217 g/l
a) CLOROCAL POOL ALKALINE
LINE GRANULAR WHITE REACTION 70% 217 g/l
E) HTH LINE
1) Granule HTH 70 69- 70%
2) HTH impact 80%
3) 7g HTH Briquettes
4) HTH ultra
5 ) Acqua Blu Line HTH
detergent
F) HTH LINE STICK
Special Product
ACTIV R 2001

NISSO HI-CHLON (calcium

hypochlorite, AC70%, 65%
4 Nippon Soda min)

5 Tosoh Niclon 70
a) 70G Granules
b) 70T Tablets (20 grams)
Tablets (200
c ) 70B grams)
Niclon 7000 Pellets
WHY GCC, MEA ?

The market is expected to witness growth at a CAGR of 17.68% through 2020. Saudi Arabia has
the largest desalination capacity in the world, contributing to being the largest consumption of
water treatment chemicals. Saudi Arabia is expected to continue its dominance owing to an
increasing potable water demand.

During 2015-2020, desalination of seawater would be the sole source of potable drinking water in
the region. The water should be at a suitable pH before desalination process. Also, the drinking
water has a specific pH, thus pre-treatment and post treatment of water utilizes pH and softeners,
propelling the growth. Municipal water treatment application occupies 80.43% of the total water
& wastewater treatment chemicals market. In the forecast period, the application would lead to
revenue generation of $2.2 billion by 2020, owing to a growing demand of drinking water.

The water treatment chemicals are consumed for production of potable drinking water in
desalination process along with industrial process water. Water participates in various industries
which depends heavily on water for its processes mainly oil & gas, refineries, chemicals and
fertilizer industry, power plants, food and beverages, mining and metals among others.

Market for water & wastewater treatment chemicals in the GCC region is driven by depleting water
reserves and harsh climatic conditions. The region total water demand was about 4,070 Million
Cubic Meters in 2014, with per capita consumption as high as 476 liters per day in Kuwait.
Booming population and huge power demand continues to threaten the water supply. Meanwhile,
GCC has witnessed burgeoning growth in the production of petrochemicals and downstream
chemicals, along with construction chemicals, fertilizers and mining. Burgeoning growth in water
intensive industry continues to pave path for water treatment chemicals.

Apart from this, recent financial model followed by the government called Independent Water &
Power Projects (IWPP) reduces financial burden of operation on the desalination and power plants.
In this model, the desalination plants gain heat and electricity from the power plant working
alongside. Also, government initiative for privatization in water industry and subsidized power
and water supply continues to propel water treatment industry in the country.
 Country Mapping and Estimation of Market Potential –Middle East

Total ETP
Distillation capacity Capacity TOTAL DOSE
S no. Country Refinery Owner capacity (kb/d) (m3/d) (ML/D) (kg/d)
1 Bahrain Sitra BAPCO 263 42080 21.04 420.8

2 Iran Abadan NIORDC 400 64000 32 640

Arak NIORDC 250 40000 20 400
Bandar Abbas NIORDC 320 51200 25.6 512

Persian Gulf
Bandar Abbas Star(NIORDC) 120 19200 9.6 192
Boo Ali Sina NIORDC 35 5600 2.8 56
Borzuyeh NIORDC 125 20000 10 200
Isfahan NIORDC 375 60000 30 600

Kermanshah NIORDC 21 3360 1.68 33.6

Lavan Island NIORDC 60 9600 4.8 96
Shiraz NIORDC 60 9600 4.8 96
Tabriz NIORDC 110 17600 8.8 176
Tehran NIORDC 250 40000 20 400

3 Iraq Amara SRC 30 4800 2.4 48

Baiji NRC 310 49600 24.8 496
Basra SRC 210 33600 16.8 336

WZA
Bazian Petroleum 35 5600 2.8 56
Daura MRC 210 33600 16.8 336
Irbil KAR Oil 85 13600 6.8 136
K3 Kaditha NRC 16 2560 1.28 25.6
Khanaqin SRC 12 1920 0.96 19.2
Kirkuk NRC 40 6400 3.2 64
Mufthia SRC 10 1600 0.8 16
Najaf (+ 2) MRC 80 12800 6.4 128
Qaiyarah
Mosul NRC 16 2560 1.28 25.6
3 Israel Ashdod Paz Oil 104 16640 8.32 166.4
Haifa ORL 197 31520 15.76 315.2

Jordan
4 Jordan Zerka Petroleum 95 15200 7.6 152

5 Kuwait Mina Abdulla KNPC 273 43680 21.84 436.8

Mina Al
Ahmadi KNPC 466 74560 37.28 745.6

6 Oman Mina Al Fahal ORPC 106 16960 8.48 169.6

Sohar ORPC 116 18560 9.28 185.6

Ras Gas
(QP/ExxonMo
bil/Total/Cosm
o?Idemitsu/Mit
7 Qatar Ras Laffan sui 290 46400 23.2 464
Umm Said QP 137 21920 10.96 219.2

Saudi
8 Arabia Jeddah Aramco 90 14400 7.2 144

PetroRabigh
(Aramco/Sumit
Rabigh omo) 420 67200 33.6 672
Ras Tanura Aramco 550 88000 44 880
Riyadh Aramco 120 19200 9.6 192

Aramco/Exxon
SAMREF Mobil 400 64000 32 640

SASREF Aramco/Shell 305 48800 24.4 488

SATORP Aramco/Total 400 64000 32 640

Yanbu Aramco 240 38400 19.2 384

Aramco/Sinope
YASREF c 400 64000 32 640
 9 UAE Fujairah Vitol 82 13120 6.56 131.2
Jebel Ali ENOC 130 20800 10.4 208
Ruwais ADNOC 400 64000 32 640
Ruwais (New
plant) ADNOC 417 66720 33.36 667.2
Umm Al Nar ADNOC 85 13600 6.8 136

Yemen
10 Yemen Little Aden Government 130 20800 10.4 208

Yemen
Marib Government 10 1600 0.8 16

Country Mapping and Estimation of Market Potential - Africa

Total ETP
S Distillation capacity Capacity TOTAL
no. Country Refinery Owner capacity (kb/d) (m3/d) (ML/D) DOSE (kg/d)
CNPC/Sonatrac
1 Algeria Adrar h 13 2080 1.04 20.8
Algiers Sonatrach 58 9280 4.64 92.8
Arzew Sonatrach 90 14400 7.2 144
Hassi Messaoud Sonatrach 27 4320 2.16 43.2
Skikda Sonatrach 462 73920 36.96 739.2

2 Angola Luanda Sonangol 65 10400 5.2 104

Camero Cape Limboh Societe

3 on Limbe Nationale 70 11200 5.6 112

4 Chad Ndajamena CNPC 20 3200 1.6 32

5 Congo Pointe Noire Coraf 21 3360 1.68 33.6

 Alexandria
6 Egypt (Ameriya) EGPC 88 14080 7.04 140.8
Alexandria (El
Mex) EGPC 115 18400 9.2 184
Alexandria
(MIDOR) EGPC 115 18400 9.2 184
Assiut EGPC 60 9600 4.8 96
El Suez EGPC 68 10880 5.44 108.8
Mostorod EGPC 145 23200 11.6 232
Nasr El Suez EGPC 146 23360 11.68 233.6
Nasr Wadi
Feran EGPC 9 1440 0.72 14.4
Tanta EGPC 54 8640 4.32 86.4

7 Gabon Port Gentil Ste. Gabonaise 24 3840 1.92 38.4

8 Ghana Tema Tema Oil 45 7200 3.6 72

Ivory Societe
9 Coast Abidjan Ivoirienne 84 13440 6.72 134.4

Liberia
10 Liberia Monrovia Petroleum 15 2400 1.2 24

Azzawiya and
11 Libya Benghazi Libya NOC 120 19200 9.6 192
Brega Libya NOC 10 1600 0.8 16
Ras Lanuf Libya NOC 220 35200 17.6 352
Sarir Libya NOC 10 1600 0.8 16
Tobruk Libya NOC 20 3200 1.6 32

12 Morocco Mohammedia SAMIR 200 32000 16 320

Zinder,
13 Niger Ganaram CNPC 20 3200 1.6 32

14 Nigeria Kaduna NNPC 110 17600 8.8 176

Port Harcourt NNPC 210 33600 16.8 336
Warri NNPC 125 20000 10 200

15 Senegal M'Bao (Dakar) Ste. Africaine 25 4000 2 40

 South
16 Africa Cape Town Chevron 110 17600 8.8 176
Engen
Durban (Petronas) 150 24000 12 240
Durban Shell/BP 180 28800 14.4 288

NPRSA
Sasolburg (Sasol/Total) 105 16800 8.4 168

17 Sudan Khartoum CNPC 100 16000 8 160

Sudan
Port Sudan Government 47 7520 3.76 75.2

Bwana Nkubwa Zambia

18 Zambia Area Government 12 1920 0.96 19.2

STEPS TAKEN FOR FINDING OUT POTENTIAL DEALERS IN OVERSEAS MARKET

1. Gaining a detailed insight about the product.

2. Gaining an insight about various industries where PAC finds its application.
3. Choosing the channel that could be best used to explore the new potential dealers.
4. Channel opted is net surfing and various trade magazines.
5. Various trade sites were looked and got registered into it.
6. Embassies of GCC/MEA/Southeast Asia have been contacted to gain Information about
Potential International Buyers.
7. Indian embassies in the respective countries were contacted for development of Bi-
lateral trade and Import Information.
8. Various countries having potential for PAC market are explored and contact details of
potential dealers are gathered.
9. Then the Company overview and product portfolio was sent to potential dealers across
the world.
10. Different enquiries were received such as price quote, Inco terms, payment terms, port
of shipment, chemical composition which are then sorted out as per relevance.
11. Samples are also being sent where ever asked.
12. Regular follow-up with these potential buyers should be maintained to turn them into
regular customers.
S No. Country Name Calcium Hypochloriyte Vytal HBC Supra
1 Bahrain 5% 5%
2 Iran 10% 5%
3 Iraq 5% 5%
4 Israel
5 Jordan 5% 5%
6 Kuwait 5% 5%
7 Lebanon 5% 0%
8 Oman 5% 5%
9 Qatar 5% 5%
10 Saudi Arabia 5% 5%
11 United Arab Emirates 5% 5%
12 Yemen 5% 5%
13 Nigeria 5% 5%
Recommendations

 The Company should continue potential leads identification and generation on regular basis to
increase its reach in GCC, MEA & Southeast Asia.
 As it’s hard for a company to target all countries in GCC, MEA and all may not provide the
response we are hoping for. So, the company should focus on main countries majorly, Saudi
Arabia, South Africa, Qatar, United Arab Emirates.
 Chemicals Industry majorly deals in a B2B model, therefore our suppliers/ customer act as a
word of mouth for us. Word of mouth spreads like a wild fire. So we should aim at ensuring
that our major stakeholders are satisfied and there’s no negative word of mouth in the
international market.
 As we are developing our business in a foreign land we should be ready with a plan B always
and be prepared to face challenges on our way forward.
 Language is a major barrier in GCC, MEA as major languages are Urdu, Pashto, Arabic, Zulu.
so we need to be prepared by either using translator or hiring a translator in GCC, MEA .
 Competition for the company is not just from the players in foreign market but also from our
countries domestic companies exporting in GCC, MEA & Europe region.
 Major competitor of India’s Export is USA and China as these two countries are leading
exporters in GCC, MEA .
 While developing our business in GCC, MEA & Southeast Asia should keep a close track of
the various economic activities or trade relations between India and GCC, MEA that we can
extract the benefits.
 To increase our reach in the international market we should work on developing our LinkedIn
Company profile page and increase followers from the chemical sector as a whole. LinkedIn
is an ongoing event wherein we can reach out to professionals all over the world.
 Tools like SALESFORCE.COM should be adopted for better tracking of Leads,
Opportunities, and CRM. So that there are rarely any loss of Opportunity.
References

1-https://www.techsciresearch.com/report/middle-east-africa-water-and-wastewater-treatment-
chemicals-market/3552.html

2-https://en.wikipedia.org/wiki/PolyDADMAC#Applications

3-https://en-in.ecolab.com/nalco-water/locations/ecolab-dubai-mea-headquarters

4-https://en-in.ecolab.com/solutions/wastewater-
treatment?industry=Chemical+Processing&market=Specialty+Chemicals&application=Water+T
reatment&solution=Wastewater+Treatment#f:@websolutions=[Wastewater%20Treatment]&f:@
webapplications=[Water%20Treatment]&f:@webmarkets=[Specialty%20Chemicals]&f:@webi
ndustries=[Chemical%20Processing]

5-https://www.grandviewresearch.com/industry-analysis/water-and-wastewater-treatment-
equipment-market

6-https://tradingeconomics.com/country-list/gdp-annual-growth-rate?continent=europe

7-https://www.indianchemicalcouncil.com/opportunities-in-the-middle-east's-chemical-
industry.htm

8-https://eur-lex.europa.eu/legal-content/EN/TXT/PDF/?uri=CELEX:31991L0271&from=EN

9-https://chemexcil.in/content/top-item-exports/411/2e0f2569c4f96932e3a35be599a703d3

10-https://chemexcil.in/uploads/general/CHEMEXCIL55ANNUALREPORT201718.pdf

11-http://abarrelfull.wikidot.com/middle-eastern-refineries

12-http://www.bazan.co.il/investors/overview.html