Small scale LNG has become a viable business model in the areas in proximity of LNG terminals situated in the western coast of India

1. MBA (E&I) Group 5
Darshit Paun 20131010
Joy Barot 20131016
Raman Shahi 20131040
Siddhartha Bhatnagar 20131051
Swapnil Rayjada 20131054
Marketing of small scale LNG serving remote users
B2B Marketing
Group Project
Presented to:
Dr. Subrat Sahu

2. Potential Markets
Dahej Hazira
Dabhol
Kochi
Mundra
Ennore
Gangavaram
Source: PNGRB website (Pipelines)

3. Petronet LNG Ltd

4. Taral Gas
• It is the trade name of the LNG supplied by road tankers. The
Company has launched its product under the generic brand name
“TARAL GAS”- the New Age Fuel, through LNG satellite hubs/
stations that will serve the industries which are not connected
through pipelines, heavy automotives on highways, housing
complexes etc. Commencement of the brand on 25th September
2014.

5. Customers
• In its pilot project, Petronet LNG had successfully supplied Taral Gas to HLL Lifecare
plant in Thiruvananthapuram in September. At present, Petronet LNG has three
trucks with a capacity of 8-9 tonnes each for the retail supply of the fuel in the
state.250 km distance from the port.
• At present, 20 trucks of Petronet LNG are operating daily in North India, carrying fuel
to various consumers from its LNG terminals in Gujarat.
• Currently about 4-5 trucks are loaded on daily basis & total of around 2000 trucks
have been loaded till date.
• Facility can handle 2500 loadings / Yr.
• Presently LNG (by road tanker) is being sold to limited consumers in Western region.
• Fast developing market with several new consumers (up to 800 KMS) are being lined
up for off-take of LNG for industrial and city gas use.

6. Business Components
1) LNG tanker loading facility.
2) Cryogenic LNG road tankers.
3) LNG Storage & re-gasification facility at customer location
generally called LNG Satellite station.

7. Inox India Ltd

8. Company Profile & Offerings
• INOX India limited, a part of US$ 2 billion capital INOX group of companies, is
a globally acclaimed company offering comprehensive solutions in cryogenic
storage, vaporization and distribution engineering.
• Headquartered in Vadodara, INOX India has grown to become a market leader
in the highly challenging field of vacuum insulated cryogenic equipment in
India and across the world.
• INOX India Limited is equipped with two ultra-modern facilities spread over
78151m2 and covered area of 25,500m2 located at Kalol, near Vadodara and
Kandla – a port located at Gandhidham (Gujarat).

9. GoLNG

10. GoLNG
• GoLNG is transported or distributed by transportation tanks unlike
PNG which is transported by trunk lines and piped network. On-
site storage tank is applicable in case of GoLNG.
• Regasification takes place at the site rather than at the LNG
terminal.
• The costs are low on capex for facility but the transportation costs
are relatively higher than in PNG. The total costs may vary for
customers in the same area therefore. Unlike lead times for new
network of 10-12 months for PNG, GoLNG will have only 4-8
months.

11. GoLNG Clients

12. LNG Express India Pvt. Ltd

13. Company Profile
• Obtained license from PNGRB for marketing of natural gas through Liquefied Natural Gas
(LNG) route to industrial and commercial customers on 26th Feb, 2013, by transporting LNG
in cryogenic tankers.
• The areas shown in the diagram below were included for marketing:

14. Customers
Micro Users Mini Users Medium Scale
Users
Quantum Users
NG filled at 250
bar in
cylindrical
pallets for daily
requirement
NG filled at 250
bar in cylinder
banks and micro-
bulk solutions
NG filled at 250
bar in cylinder
cascades
LNG mini-bulk
storage tanks
For users
requiring in bulk
quantity

15. Costing Aspects

16. Costing Aspects

17. Costing Aspects

18. Customer Profile
• Industrial Sector – Glass, Steel, Petrochemicals
• LNG Consumption – 10 TPD to 50 TPD
• Operations – Continuous (24 * 7 basis)
• Alternate Fuel – LPG or Naphtha
• Distance from Source – up to 1500 kms
• Source of Supply (current) – Kochi
• Source of Supply (future) – Dahej, Kochi, Krishnapatnam,
• Dabhol, Hazira, Ennore

19. Advantages of small scale LNG Model
• Enables access to natural gas beyond pipelines
• Ensures uninterrupted supplies
• Delivers consistent quality of fuel
• Provides an economical fuel compared to LPG/Naphtha (at
current fuel prices)
• Reduces your Carbon footprint
• Infrastructure can be easily relocated

20. Business Model

21. B2B Marketing channels
Lead
Generation
Lead
qualification
Bid and
Proposal
Negotiation &
sales closure
Fulfillment
Customer Care
& Support

22. Conclusion
• Users don’t need to wait for natural gas pipelines to switch to a
cleaner alternative
• New terminals coming up are providing for road distribution of
LNG
• LNG/RLNG marketers need to build distribution systems in their
business models
• Active government & regulatory support is needed to increase
natural gas footprint

23. Thank You