작성일자: 2013.4.1

작성자: 무스카트 무역관 은지환 (stern@kotra.or.kr)

1. 수요동향

□ Oil Exploration in Oman is difficult as most of the oil is in deep reservoir which is hard to extract. In order to extract oil, most exploration companies have to adopt stream injection process /chemical inject process aswell as miscible gas process so that oil extraction becomes easier. During the drilling process, a lot of water is used for oil extraction and this water has abundant H2S which needs to be removed. Hence H2S removal system in used.

□ Apart from that, Oman has abundant H2S in its soil.H2S is having a bad smell. Hence waste management networks and sewage treatment plants in Oman require H2S odor removal system.

□ According to Oil &Gas trading companies in Oman, H2S is found in abundance in the Oman soil. Most of the petrochemical companies and oil exploration companies as well as waste management companies will need H2S removal system on a regular basis.Some companies from USA as well as UK are providing H2S removal system in the Oman market.

□ 오만 주요 발주처

 ○ Major buyers of H2S removal system is Oman include:

  - Petroleum Development of Oman

  - Occidental Oman

  - ORPIC

  - Daleel Petroleum

  - PTT Exploration & Production Public Company

  - Consolidated Contractors Energy Development,

  - Oman Oil Company Exploration &Production LLC.

  - Schulumberger

  - Halliburton

  - L&T Oil & Gas Div.

  - Al Abraj

  - Haya Waters

  - Be’ah

 ※ Similar systems used in Oman are called H2S scrubbing system/H2S stripper.

2. 유통경로

 ○ This system is procured primarily by oil exploration/petrochemicals companies as well as waste management contracting companies on a project basis.

 ○ In case of oil exploration companies, PDO happens to be the biggest exploration company. PDO has its own vendor registration policy. Hence any vendor supplying to PDO has to be registered with PDO with the help of local PDO registered supplier/agent. If the vendor is registered with PDO other oil exploration companies gives preference to these vendors.

 ○ Other oil exploration companies have their internal vendor registration procedure which is much simpler than PDO vendor registration. However it is advisable for the Korean vendor to register with PDO first. Once registered with PDO, entry to other oil exploration companies as a vendor becomes much easier. Each oil exploration company hasits own internal tender committee which floats the tender for this system. This is a project based requirement. Whenever there is a project, the tender is floated by the respective companies.

 ○ For supplying in waste management sector, vendor registration with Be’ah and Haya Waters is mandatory. This is taken care by local agents.

3. 시장진입전략

 ○ It is advisable that the Korean company should tie up with local trading companies who have experience in supplying this system to oil exploration/petrochemical companies as well as waste management companies. Most of the trading companies in Oman have a highly diversified portfolio. Hence selecting the right agent is very crucial.

 ○ The other route is to supply their product to some contracting companies who have an ongoing project wherein there is a requirement for this product.

 ○ The total time to enter the Oman market will be roughly around one year, since vendor registration procedure with PDO takes roughly one year.

4. 납입방식

 ○ Generally the payment terms is 10% advance, 80% against delivery by mode of L/C and 10% after successful commissioning.

 ○ The payment is made by the client to the local agent who wins the contract for that particular project. It is the local agent which then pays to the vendor.

 ○ In case the contractor is purchasing it for their ongoing project, the payment is made by the contractor directly to the vendor.