World Bunkering Autumn 2010 83 Company News W hile the past 18 months have been tough for the shipping industry, there are signs of impending recovery, albeit slow, as global trade has begun to increase. And while certain economies teeter on the brink, we can still be optimistic about the future. However, there are still significant challenges; the pressure to increase efficiencies, yet reduce costs; adapting to the new environmental legislation and compliancy standards; managing rising oil prices and increased levels of risk to maximise profitability. All are potential threats, but not insurmountable; and when managed effectively, can prove the key to real competitive differentiation and success. From the perspective of the fuel supplier, adapting to these dynamics is critical. Delivering quality fuel and associated products when and where customers need them, is now a ' given'. It is expected. The focus must be on adding more value above and beyond this industry standard. A relationship that is based on partnership and working consultatively with customers is central to achieving this. Ultimately, getting close to your customers - under-standing their business and challenges as well as they do - facilitates the implementation of the right solutions, increasing efficiencies, mitigating risks and driving profitability. It is a principle that OW Bunker has always subscribed to. The significant growth that the company has delivered is evidence of a formula that works. To continue this, and as an example of anticipating the changing dynamics of the industry, OW Bunker has recently announced the development and implementation of a new corporate strategy that will enable the business to sustain its exponential growth over the coming years and meet its ambitious plans for further expansion. The process, which will be completed by 2011, will see the imple-mentation of a global business and sales strategy that is devolved from a central function, and delivered and managed across five key regions where the Group has a significant presence: Asia, Northern Europe, Central Europe, the Mediterranean and the Middle East, and South America. The new strategy will serve to maximise business optimisation in each region and enhance operational synergies across the Group by ensuring closer collaboration and alignment between regional and local offices, as well as the sharing of knowledge on a worldwide basis. Critically, this strategy empowers the regions and localities to take responsibility for decision making as a means of increasing momentum and speeding up processes so that delivera-bles and objectives can be met faster. At the heart of this strategy is ' the customer'. It is a strategy that is founded on ensuring that the same high standards and levels of service that customers experience, and rightly expect, is uniform right across the world. It is about delivering global excellence, but at a regional and local level. Whether in Singapore, Rotterdam, Fujairah, Panama, or offshore in the Pacific, they can be assured that the Group's key motivator is to ensure that customers' demands are being met, and that their challenges are being solved. It is based on the simple principle and recognition that the success of the customer is inextricably linked with the success of OW Bunker. Ultimately, the challenges for customers within the market are too great to not deliver such a strategy; whether it's understanding the changes to compliancy in line with the new low- sulphur legisla-tion, or the technical issues and fear of vessel and engine damage and subsequent downtime when switching to low- sulphur fuel oil and distillates; or the uncertainty of which hedging strategy to adopt as a means of mitigating the increasing risks that need to be faced, and the need to better manage cash flow and lock in costs and profit-ability; or concern over increasing efficiencies within the supply chain and the lack of time to deviate from a course to refuel. Whatever the challenge is, the role of the fuel supplier is to solve it. Building a partnership- based relationship with customers takes time. It also takes trust, which can only be gained by delivering tangible results. But ultimately, the organisation must have the right structure, the right values, the right culture and training, and most importantly, the right people that can combine customer and in- depth industry knowledge with a fundamental understanding of business to enable calculated and responsible decision- making that delivers bottom line benefits. Website: www. owbunker. com OW Bunker Group A/ S Placing the customer at the heart of strategic development

84 World Bunkering Autumn 2010 Company News Nayada Co. Ltd N ayada Co. Ltd. was founded in 1998. Throughout its 12 years of operation the company has successfully provided high grade bunkering services to Russian and foreign shipowners. At present we are a leading company on the bunkering market of the dynamically developing South Pacific Region. Additionally, the com-pany is engaged in transporting fuels to the ports of the Primorsky Territory such as Nakhodka, Vostochny, Vladivostok, Posiet, Zarubino, Slavyanka and Bolshoy Kamen. Our average monthly sales of bunker fuel, including transportation, are between 25,000 and 30,000mt. Currently we own five barges with a total capacity of 7,850mt, which are immediately available to deliver fuel to any berth or to the roadsteads at any port of the Primorsky Territory. We operate under long- term supply agreements for export quality petroleum products, produced by our own company and a number of major Russian concerns such as Gasprom- Neft PLC, Alliance Khabarovsk Co. Ltd. and NK Rosneft PLC, which have their own oil terminals in the ports of the Primorsky Territory. All of our company's barges are fitted out with certified equipment in compliance with the relevant international standards to measure the quantity of cargo and to take, calibrate, analyse and store bunker fuel samples. To provide a sup-plementary means of control, all of our barges have portable express laboratories which are able to carry out a shipboard control testing of the quality of bunker fuels immediately before the commence-ment of bunker fuel delivery. We have contracted and co- operated successfully with the largest test centres in Far East, namely Saybolt Petroleum Analysts and SGS ( Nakhodka Representative Offices), both world- famous institutes. In 2006, the company's technical management developed a set of large- scale production methods to make IFO- 30 and marine diesel oil aboard our ships, under the proprietary specifications. The specifications have been introduced for the first time, and registered at federal level. The large- scale production lines and the resulting products were inspected and tested to prove compliant with the respective regulations of the Russian Federation. A brand name has been given to the products, the manufacturer being Nayada Co. Ltd. To complete the job we applied to the leading research institute in the country for a relevant certification procedure to be carried out in respect of our large- scale production lines, which has resulted in Certificates of Compliance. Thus, Nayada Co. Ltd. has become the first and the only bunkering com-pany in the Far East region that is granted a Manufacturer License to produce IFO- 30 and marine diesel oil on a large- scale basis aboard bunkering barges. Now we are making efforts to develop and introduce a quality management system within the company to conform to the require-ments of the ISO 9001 standard, and to support this endeavour we plan to undergo a relevant certification procedure with a generally recognised certifying institution in 2008. The operational technique, resources, and internal and external policies of our company always enable us to meet our commitments to our customers. We treat any customer as a long- term business partner and we believe that our customer's success means the guarantee of our company's success. Welcome to Nayada Co. Ltd. - a company of high quality, reliability and stability. For more information please contact us at: HEAD OFFICE: Room 708, 3, Portovaya Street, Nakhodka, Russia, 692900 Tel/ Fax: + 7 4236 629779, 679341 E- mail: nayada@ nakhodka. ru Website: www. nayada. biz VLADIVOSTOK BRANCH: Room 412, 10a, Okeanskiy Prospect, Vladivostok, Russia, 690091 Tel/ Fax: + 7 4232 302606 E- mail: nayada@ vl. ru Evgeny Gryaznykh, Director, Nayada Co Ltd.