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Client Consult Problem Statement:

MnM’s client who is is a 100% Saudi Arabian venture and a new entrant into the Trading and Distribution of Petro chemicals in the Middle East was interested in project involving “Assessment of Heat Transfer Fluid market in GCC and MENA regions”. The key objective for the study involved:

  1. Market size (current and forecast till 2020) of heat transfer fluids segmented by fluid types, end-user segments and target countries, value chain analysis and drivers & challenges
  2. Major suppliers of heat transfer fluids in the target countries segmented by fluid types, market share of these major suppliers in each product category and other relevant details
  3. Major consumers of heat transfer fluids in the target countries segmented by various end-user segments, market share of these major consumers in each end-user segment and other relevant details
  4. Mapping of LANXESS Diphyl® with types of heat transfer fluids, competing products, advantages and disadvantages, potential assessment and other relevant details to take a Go No-Go decision

Solution Provided:

  1. Methodology Adopted by MnM : MnM carried out a detailed search of the public domain and its own proprietary & non-proprietary database on heat transfer fluids market in GCC and MENA region to orient the project, develop the industry structure including, manufacturers/suppliers, distributors, customers, associations, regulatory authorities and allied stakeholders. Exhaustive interviews were conducted from sales, marketing, production, R&D, technical experts using a semi-structured Discussion Guide to understand and provide the in-depth analysis of the market. These interviews were used to draw out information such as major customers, end user industry demand, customers’ activity, trends, future growth, etc.
  2. Actual Solution Provided: - Through the detailed outcome of the study, we provided inputs on-

    Market size (current and forecasts) of the heat transfer fluids by fluid types, end-user segments and target countries (KSA, Kuwait, Qatar, UAE, Bahrain, Oman, Egypt, Jordan). Market share of suppliers and consumers of heat transfer fluids segmented by fluid types and end-user segments respectively were delivered to the client. LANXESS Diphyl® was mapped with other HTF products manufactured globally, to get the detailed knowledge of the product and its properties. Supply chain analysis of the HTF industry, competitors’ analysis, benchmarking on the basis of fluid type and applications.

Value Delivered:

MnM’s client was able to understand the current scenario of the HTF market in GCC and MENA region for the select countries. The market forecasts were also provided to focus client’s attention to the high growth segments by country, by HTF type and by end-use industry segment. Comparative analysis of LANXESS Diphyl® with competing products present in the market, their advantages and disadvantages and potential of Diphyl was done for the client to capture the market share for distribution of LANXESS Diphyl HTF. The gathered information related to heat transfer fluids market, was useful for the client to pursue potential collaboration opportunities with suppliers.

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