POINTERS: Marketing Opportunities for Packed Oil and Specialty Fats in Middle East and North Africa (MENA) Region

By: Mr. Sandeep Singh

A result driven professional with over 25 years of experience across diverse areas of the palm oil value chain including bulk refinery operations, trading , marketing of specialty fats in general with special focus in South East Asia , Africa , Middle East and Indian Subcontinent. Has an adept experience in managing commodity trade risks, sales and purchase strategies, new products development and key accounts management. From 2018, ventured as a founder and director of a consulting and trading setup The Farm Trade, developing physical trade of edible oils, developing partnerships and linking the suppliers to some key markets and promoting trade to various destinations. Also into regular consulting assignment with leading consulting companies (among top 5) and also in-house advisor to leading plantation companies, speaker in palm oil conferences and guest speaker in Indian Management Institutes . The last employment was as a Vice President in the Global Trading and Marketing Unit of Sime Darby Plantation Berhad, Malaysia, where he worked over 11 years and prior to that in Pan Century Edible Oils Sdn Bhd, Malaysia (Aditya Birla Group) for over 10 years. Also an arbitrator in the Palm Oil Refiners Association of Malaysia (PORAM) and was also the Board Member of the Association from 2015 till May 2018.

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This paper will share on the marketing opportunities for packed oils and specialty fats in the fast developing Middle East and North Africa (MENA) region. The discussion will focus on the increasing variables of exorbitant container freights, record high palm oil prices, shift to local packaging at destination, the comparative evaluation of costs of shipments from origins and the benefits of long term partnerships that becomes imperative.

With market reaching record high this year, it is equally important to ensure on tract performances and develop a long term supply chain so that the production and distribution processes are not disrupted.

This regions holds good potential as a fast growing market with increasing geo-political stability and growth in consumer demand.

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Questions & Answers (6) :

WONG YQ

2 years ago

Dear Mr. Sandeep, There are good opportunities and demand of palm oil in MENA. There is the risk of geo-political for certain countries too like Syria and Iran which are the sanctions countries. How was the local market demand and are they able to accept the surging of imported goods with current high freight cost?

POINTERS Secretariat:
Dear Mr Wong YQ, As the region has been troubled with intermittent wars , Geo political risks are important aspects . For Sanctioned Countries some respite is their for Basic food imports , else it is mainly catered by adjoining countries Due to high prices and high freight costs we see lot of Demand rationing
2 years ago

Capt Lee Fook Choon

2 years ago

Capt F C Lee Dear Mr Sandeep what is the common governing law applicable to sales contract for sale of Malaysia palm oil products to Mena countries and if there is any disputes arising, arbitration will undoubtedly be the dispute resolution option and if this is the case, where is the seat of arbitration and the language applicable for such proceedings.

POINTERS Secretariat:
Dear Captain FC Lee, The Governing contract is as per PORAM / MEOMA contracts which is widely accepted The Seat of Arbitration is Malaysia and Language is English
2 years ago

Anthony Yap

2 years ago

Hi Mr Sandeep; As per your slips 9, RSPO certified palm oil been increased; which MMC been expand their base in MENA region. How much the RSPO MB premium been charged ?

POINTERS Secretariat:
Dear Anthony, The Sales of RSPO oil are getting better demand and most MNC who have sales in MENA Region and have pledged for Sustainable oil imports are ramping their purchase The premiums are varied for different product and we can share individual applicable premiums as per the products required
2 years ago

Abd Rahman Abdullah Thani

2 years ago

Any certificate given to participants of POINTERS Program who participated by and listen to all presenters?

kwyap

2 years ago

Dear Mr. Sandeep Singh, The supply chains which have been distrupted due to the Covid pandemic and high logistic cost, would it be a good solution to do repacking in final destination by packing in smaller storage capacity like IBCs and BIBs. Thank you

POINTERS Secretariat:
Posted on behalf of Mr Sandeep Singh: Dear KW Yap, Yes repacking in smaller pack sizes is happening in a big way In Port destinations . The size depends on the packing demand from the markets and is mainly in Jerry cans , Tins, Cartons , BIB and other consumer packs . IBC's and Flexi are also done but in smaller volumes.
2 years ago

Abd Rahman Abdullah Thani

2 years ago

Is it advantageous for Malaysia to set up some capacity of bulk terminals in selected countries in Central Asia and MENA region to serve these these regions?

POINTERS Secretariat:
Posted on behalf of Mr Sandeep Singh: Dear Abd Rahman, Bulk terminals will help and that need to be for refined fractions , but bigger value will be to have options of Destination packing and Value addition.
2 years ago