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.

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.

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.