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Subjects

1. Business fundamentals
1.1. Introduction to Business Fundamentals (approach, topics, lecturers) Big picture from business/commercial point of view: value chain (E&P, Refining, LOG, Commercial, Retail, PetChem, LUB) SCM principles, optimization, refinery basics (distillation, major units, crude processing, product portfolio),
1.2. DS/Commercial functions (activities) and organization: Product lines and segments, regions, subsidiaries, responsibilities, functional (support units), supply and trading
1.3. Petrochemicals: Commercial/Marketing organization, basics of Petchem business
1.4. COM fundamentals I: Role of commercial, definitions (wholesale / retail, domestic / export, transfer), market players (producer, reseller, trader, distributor, retailer, end user, agent), sales channels, added value, captured market, services, logistics positions, log capabilities, deals (term, spot, swap, call offs, penalties), contracting (verbal agreements, paper contracts), documentation, INCOTERMS,
1.5. COM fundamentals II: Pricing (premises, quotations, list prices, discounts), Controlling and performance evaluation (markups, sales margin, refinery margin, gross margins) fix prices, price formulas, rabat, payment terms (in advance, guarantees) credit management (credit limit, monitoring, guarantees)
1.6. COM fundamentals III: Commercial strategies (term, spot, strategic partners/key accounts, IOCs, exclusivity, volume options), Western and Central Europe as business environment, growth potentials, threats/risks
1.7. Players in the region, national companies, privatizations, growth potentials, competition, MOL Story?, acquisitions, assessment of acquisition targets
1.8. Marketing principles and operation, customer satisfaction, SDB, promotion.
2. Crude management (and CH purchase)
2.1. Crude I: History, supply-balance, world markets, qualities, purchase and trading, pricing principles, logistics, pipe network/ barges
2.2. Crude II: Regional supply, long term/short term deals, crude, products, strategy and operation
2.3. Exploration and production activities, US/DS cooperation
2.4. Crude III: Planning/execution (performance monitoring) and PIMS connections
2.5. CH purchasing
3. Product management
3.1. Fuel business I: Products, markets, positions, strategy, pricing, key issues
3.2. Fuel business II: Planning/execution (performance monitoring), SCM/PIMS
3.3. Biofuels: Constraints, strategy, product implementation, feed purchase
3.4. Retail
3.5. Chemicals: Products, markets, positions, strategy, pricing, key issues, planning and execution, SCM/PIMS
3.6. Bitumens: Products, markets, positions, strategy, pricing, key issues, planning and execution
3.7. Petrochemicals I: Products, markets, positions, strategy, pricing, key issues
3.8. Petrochemicals II Planning/execution (performance monitoring) and SCM/PIMS connections
3.9. Petchem Logistics
3.10. LPG I: Products, markets, supply, trading (products from US), positions, strategy, pricing, planning and execution
3.11. LPG II: Marketing / promotion: Case study
3.12. LUBricants: Organization, teams, regional strategy, pricing, key issues
3.13. Risk management / hedging
3.14. Case study: Negotiations
4. DS Logistics
4.1. DS LOG I: Principles, definitions, organization/structure, depots, terminals, processes
4.2. DS LOG II: Primary and secondary logistics, modes of transport (pipeline, rail, road, barge), operation
4.3. DS LOG III: Contract management, tendering, (strategic) cooperation, HSE
4.4. DS LOG IV: Planning, budgeting (capacities, costs) performance monitoring, SCM cooperation