In this paper, historic gum rosin price development will be discussed followed by the actual market situation and its price volatility vs. supply capacities and availability, whereas volatility will not decrease but rather further increase in the future. Following the market development and buying, one’s short term needs should avoid larger losses on speculation. The purchasing of raw material is a strategic act which has to be linked very closely with a consistent risk management, and risk management always has the target of avoiding losses.
2. Quote
Speculation is only a word covering the
making of money out of the manipulation of
prices, instead of supplying goods and
services.
Henry Ford
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
3. Content
• Historic Gum Rosin Price Development
– Comparison of demand and supply
– 3 Phases in History To Consider
• The 80s, 90s and new Millennium till YTD
• Actual Market Situation
– Price volatility
– Is speculation and price volatility recommendable?
– Purchasing vs. selling strategies and vice-versa
– Recommendations for purchasing managers
• Conclusion
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
5. Historic Gum Rosin Price Development
Comparison of demand and supply
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
6. Historic Gum Rosin Price Development
Comparison of demand and supply
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
7. Historic Gum Rosin Price Development
Comparison of demand and supply
• CGR price from 97 to 04 influenced (or even dominated) by
EU modifiers
• Price stability interesting for EU modifiers but too low price
level for CGR producers in China
• Decision of Chinese producer to start offering more and
more modified gum rosin instead of gum rosin
• as a result………:
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
8. Historic Gum Rosin Price Development
Comparison of demand and supply
• Price elasticity of demand declined in China since no
alternative raw materials besides gum rosin
– No gum rosin from outside China (BGR, IGR etc….)
– No TOR
– No or very limited supply of HCR
• as a consequence….
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
9. Actual Market Situation
Price volatility
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
10. Actual Market Situation
Price volatility
• Why is that?
– Lower Stocks induce higher volatility in price
– Growing domestic demand for Pine Chemicals in China
– Increase of speculation activities from external influencer
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
11. Actual Market Situation
Price volatility
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
12. Actual Market Situation
Price volatility
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
13. Actual Market Situation
Price volatility
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
14. Actual Market Situation
Is speculation and price volatility recommendable?
• Speculation is a normal thing generally speaking
• Negative impact of speculation happens when:
– sales party is selling even though being short quantity-wise
– purchasing party is not buying even though being short quantity-
wise
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
15. Actual Market Situation
Purchasing vs. selling strategies and vice-versa
• Troublesome for both, buying and selling side
• «do not speculate against the market, but cover your
needs month by month»
– Often better to get continuous valuable suggestions than to
speculate
– Market Volatility between demand and supply will remain on a high
level
– And this volatility can appear on short term, even within the same
day
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
16. Actual Market Situation
Recommendations for Purchasing Managers
• Proliferate this recommendation also to your dedicated
sales team and specialists who are used to conclude
long term contracts with fixed prices
• in the end this is counterproductive if floating
purchasing prices of raw materials will be higher than
fixed sales prices of end products
• Openly share your stock situation with your supplying
partner giving him a better understanding of your
actual situation enabling him to better guide you
regarding purchasing decisions
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
17. CONCLUSION
• Price volatility will not be less in the future, but rather
increase (see other commodity market such as energy
and other raw materials)
• Follow the market and buy your needs on short term in
order to avoid larger losses on speculation
• Purchasing of raw material is a strategic act which has
to be linked very closely with a consistent risk
management and risk management always has the
target to avoid losses (speculation)
Alessandro Visconti, Petrofer AG, Switzerland - PCA Conference Beijing September 2011
18. resina
Xie Xie
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