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BUNKERINGOur Goal is to Expand withNew Bunkering StationsAegean first entered the bunkering market in Piraeus and today has a network of bunkeringstations expanding from the Mediterranean to the Persian Gulf and from the Atlanticto the Caribbean.Aegean’s plans for the future goeven further, with more stationsoutside Greece, said Mr.Nellos Filopoulos, bunkering managerof the company, in an interview recentlywith Naftika Chronika (MarineJournal), which the Aegean News isrepublishing below for its readers:Do you believe that Piraeus can re-enterthe bunkering market from a position ofstrength?Most ships going to the Black Sea used tocome to Piraeus for bunkering. That iswhat was happening two years ago.Many things have changed since then.After consistent increases in the pricescharged by refineries, Piraeus’ competitiveadvantage was lost and as a result theports of Istanbul and Gibraltar as well asthe Suez Canal became much more attractiveby comparison. If we want Piraeusto become competitive again, therefineries should revise their currentpricing policies. In addition, some timeconsumingand extremely complex customprocedures should be simplified.Aegean, however, continues its expansionin bunkering, establishing new stations.Aegean gradually expanded to Gibraltarand Fujeirah in the United ArabEmirates, after becoming the leadingbunkering supplier in Piraeus, thanksto its experience. In Gibraltar, after fiveyears of strengthening its operations,Aegean is now competing against industrygiants such as the state-runSpanish Cepsa, Shell, and ChevronTexaco.As far as the developing Fujeirahport is concerned, Aegean already hasan important share of the local market,"If we want Piraeus tobecome competitive again,refineries should reviewtheir pricing policies"even though it has only been there for ashort time. A fourth bunkering stationis under way in Venezuela with the cooperationof the national PDVSA.Aegean has already started deliveringfuel using two of the company’sbunkering ships, Nikaia (built in 1985,with a capacity of 4,000 DWT) in theport of Amuay Bay, and Evros (built in1993, with a capacity of 2,000 DWT)in the greater Maracaibo Lake region.We will soon be able to sell fuel in thesetwo ports. Our immediate goals includeestablishing other bunkering stationsoutside Greece which will improve thesales of our products and increase theAegean tanker income.Will small companies that do not belongto multinational consortiums be able toface such tough competition?The difference in operational costsbetween multinational companies andsmall companies is enormous. Theneed to reduce these costs is one of thereasons leading to so many mergerssuch Chevron-Texaco, Exxon-Mobil,and Totalfina-Elf. In the bunkeringmarket, Aegean is an independentcompany with an international salesnetwork, which enables it to competewith the multinationals. Aegean hasbeen ISO 9002-certified since 1999by the international firm Lloyds, and itis on the Fobas White List, ranked asone of the most reliable suppliers.Our ‘secret’—if I can call it that—isthat we don’t follow the "civil servantmentality." We are available 365 daysper year, on a 24-hour basis, and we¡ellos Filopoulosµunkering Sales Manager of AegeanMarine PetroleumNellos Filopoulos began his career inshipping in 1979 following his shippingstudies in England. From 1987–1992 hewas BP's sales manager for bunkers inPiraeus. From 1992,he worked as amanager of twotrade bunker companiesin London.He is currently thesales manager ofAegean Bunkering.22 AEGEAN NEWS SPRING 2003
offer high-quality services. That iswhy the biggest shipping companies inthe world have become our customers.What are the specifications for highqualityfuels?In our field, fuel quality is everything.Suppliers should give ship owners awritten guarantee that the fuels they sellcomply with the ISO 8217 standards,which are internationally recognized.Taking into consideration the fact thatAegean is active in Alexandroupolis, howdo you see the Bosporous market emerging?Can it become an important bunkeringstation for ships crossing the straits?Our neighbors, the Turks, are attemptingto establish Istanbul as a bunkeringport in order to claim theBosporous market, which is on the riseat the expense of Piraeus.The Turkish Bunkering Associationwas established two years ago, and itsestablishment is an indication of howthe Turks see growth in bunkering. InGreece there is no organization likethat, although Piraeus is a very popularport, regardless of the fact that isfacing some problems.Aegean-owned Ships Cater to BunkeringIn the bunkering station of Piraeus, refueling is carried out by five Aegean-owned shipswith capacities of between 1,000 and 4,500 MT. Ships can also be supplied at the docksby company-owned tank trucks.Three modern barges owned by Aegean are used in the Gibraltar station.Aegean is responsible for the bunkering station of Khor-Fakan-Fujairah in the United ArabEmirates, where products are transported by privately owned tankers and delivered tocustomers by company barges.In Venezuela, two privately owned ships cater to the needs of the bunkering station.All Aegean products are ISO 8217-certified and the agreements concluded between the companyand the world’s largest petroleum companies guarantee the high quality of the products.Aegean is ISO 9002-certified by Lloyd’s Register of Shipping & Industrial Services S.A.and occupies a top position on the Fobas White List.SPRING 2003 AEGEAN NEWS 23
Page 1: Aegean NewsT H E Q U A R T E R L Y
Page 5 and 6: contents8AkisTsohatzopoulosdiscusse
Page 7 and 8: Dimitris MelissanidisAn Interview w
Page 9 and 10: Greece & Turkey Sign Pipeline Agree
Page 11 and 12: Our EuropeSharing the Futurein a Co
Page 13 and 14: 45International Petroleum Prices: 1
Page 15 and 16: PHOTOS: YIORGOS DEPOLLASSPRING 2003
Page 17 and 18: The New Faceof OLP(PIRAEUS PORT AUT
Page 19 and 20: KILKIS SERRESPELLA 1020FLORINA231TH
Page 21 and 22: LUBRICANTSAegean and ChevronTexacoA
Page 23: Sales and AestheticsOn the UpswingT
Page 27 and 28: MARITIME TRADITIONSOcean linersThe
Page 29 and 30: 10Can an ambitious programto promot
Page 31 and 32: FORUMBilateral Trade RelationsHow i
Page 33 and 34: A look that saysTHE AEGEAN IMAGE“

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