We serve clients whose activities and interests span the energy industry value chain, encompassing organizations that manufacture and market petroleum-derived fuels, electric power, natural gas, lubricants, and petroleum specialties, as well as companies that provide or have invested in alternative energy sources such as biofuels, fuel cells, batteries, photovoltaics, and wind power. Our client base also includes companies involved with the requisite raw materials, feed stocks, and enabling technologies, as well as those that deliver these myriad products to commercial and retail consumers. Kline has experience with individual consumers, but its most significant expertise resides in the B2B space.
Kline serves senior leadership and general management in these industries, as well as the marketing, manufacturing and refining, supply chain, and strategy functions. Our consulting engagements deliver solutions to business issues that cut across functions and organizational levels. It is quite unusual for our team to work with just one management level or function.
Specific ways that we have served the industry include:
- Supporting a power-generating company in objectively assessing the opportunities in the energy infrastructure requirements for Web-hosting as a vehicle for growth.
- Collaborating with a leading lubricants manufacturer to strike the optimum balance between in-house and outsourced R&D resources in order to develop and drive a new product development growth strategy.
- Providing a regional integrated refiner with the detailed investment analysis needed to objectively gauge the soundness of an investment in building a base oil plant. This analysis spanned supply/demand, evolving technology, and potential new entrants/exits, as well as current ad future cost and competitive position.
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Energy Practice Areas:- Petroleum
- Energy
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Intelligent Insight:
A New Plague from Europe
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| The retail fuel business is a highly competitive and aggressive market where the consumer enjoys the benefits of several different types of players vying for their euros. Mega-majors like Shell, Esso, and BP; key regional brands like AGIP, Q8, and Jet; large supermarket chains like Tesco and Sainsbury’s; and hypermarkets all play a key role in the marking of diesel, gasoline, and LPG. In some European markets, supermarkets and hypermarkets already account for more than 50% of customers’ fuel expenditures.
The same chain transformation is now being seen in the United States, the largest fuel market in the world. Supermarkets like Red Lion and Kroger, as well as big box retailers like Costco, Sam’s Club, and Home Depot, are beginning expand their share of the wallet by becoming a gasoline supplier.
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Chemicals and Materials Client Success |
Client Type:
Lubricants division of a mega-major
Service Provided:
Restructuring business models/channel strategy to enhance probability for success
Client Need:
With positions in all three major lubricant segments, the industrial business was lagging automotive and the client wanted to define and implement an alternative business model to ensure the success of industrial lubricants businesses.
Kline Solution:
Worked closely with senior management and strategy process owners to define and structure a vision of the endpoint for the business. Through a detailed analysis of the markets in Brazil, China, Germany, and the United States, Kline determined which were the most attractive, and how well the critical success factors were aligned with our client’s offering and model. We identified add-on offerings to round out their position and then selected the most attractive segments and realigned our client’s business model to one that would yield the highest potential for return. We pitched our recommendations to the Steering Committee and senior management team. They have since been implemented.
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| "We have finished the reorganization proposed in the work; the industrial business is struggling. Kline highlighted the need for improvement and set us on a path in that direction, but we are heading in the right direction, but are not there yet." |
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