DEVELOPING
TOGETHER
SPECIAL FLUIDS
INTERNATIONAL SEMINAR 2017
March 2016 : Introduction of a NEW RANGE of
RENEWABLE HIGH PERFORMANCES FLUIDS
● Target : A wide range of applications
● In line with dedicated range strategy
ISANE BERYLANE SCRIPTANE GEMSEAL LUBRILAM
General Lubricants & MWF Printing Inks Cosmetics Aluminium Rolling
Purpose Total Lubrifiants
(Paints, …)
DEV 1762 ISANE BioLife 15 BERYLANE BioLife 10
DEV 1763 ISANE BioLife 56 BERYLANE BioLife 25 SCRIPTANE BioLife 25/27 GEMSEAL BioLife 15 LUBRILAM BIO 40
DEV 1764 ISANE BioLife 58 BERYLANE BioLife 30 SCRIPTANE BioLife 26/28 GEMSEAL BioLife 16 LUBRILAM BIO 50
DEV 1765 ISANE BioLife 78 BERYLANE BioLife 40 SCRIPTANE BioLife 29/32 GEMSEAL BioLife 18 LUBRILAM BIO 55
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 2
Some highlights on certifications, labellisation, registration…..
Labellisation of BioLife products for
TOTAL Ecosolution program
Total Fluides Oudalle’s plant
gained ISCC PLUS
Registration of BioLife
certification (1st plant in
products on USDA
France to be certified
program under
ISCC Plus) finalization
New feedstocks under
evaluation
Q3 2016 Q4 2016 Q1 2017 Q2 2017
BioLife products included in database
BioLife products comply with dedicated to bio-sourced products such
Ecolabels such as Ecocert as Agrobiobase
Greenlife, COSMOS
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 3
Technical promotion & R&D developments for BioLife
Building products through intellectual A wide spectrum of scientific disciplines :
property : > 10 Patents on Bio-sourced Discussions and R&D projects with institutes
products ● University of Descartes; university of Lille; NTU
Process
cosmetic
● Ensiacet, Ecole des mines, Itech, Leitat…
Lub
Drilling
● Pôles compétitivité : IAR (Industries &
Bitumen Agroressources); Trimatec….
Worldwide Conferences & exhibitions ● UIC (Union Industries chimiques)
dedicated to bio-products ● ACDV (Association chimie du Végétal)
● USDA (United States Department of Agriculture)
> 10 Press articles in general and
specialized press (Inks, cosmetics,
Lubricants…)
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 4
1 year of Prospection
- >200 BioLife prospected companies worldwide
Important efforts of prospection (existing customer or prospect)
- >30 NDA signed
Strong Special Fluids teams involvment
- ≈100 companies tested BioLife samples
- ≈ 200 BioLife samples tested
Switzerland Turkey; 3 UK; 2
; 2 Sweden; 4 Sealant &
Paints & PAM Polymers Additives
Adhesive Bitumen
Spain; 16
Coatings 3% 1%
1%
& Fuels
Portugal; 2 15% 1% 2%
Cosmetics
Hungary ; 4 Mining 14%
France ; 55 1% General
Germany; application
40 s
Home
Lubricants 8%
Austria; 4 Care
&MWF
Belgium ; 13%
27%
Finland; Netherland 11 Inks
2 Czech ; 6 s; 5 18%
25 countries where A wide range of
BioLife samples were tested applications where
BioLife was tested
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 5
Prospection from the field
● Biolife :
- tool for prospection,
- innovation image for Total Special Fluids
- Curiosity from customer for bio/renewable products
● Focus :
- coating industry (Green coating, additives)
- ink industry,
- isoparaffine (Kemetyl)
- cleaning
- Resellers
- lubricants
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 6
1st sales & opportunities
● SEPPIC Partnership (Air Liquide affiliate)
- Emogreen launching as emollient for cosmetic
- Emogreen Best ingredient awards
● S&S
- Mineral oil free printing ink solvent
- Interest for Newspaper printing (value chain)
● Key Accounts: Beiersdorf, SNF, Flint, SUN…
Interest. Discussions in progress
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 7
Open innovation to discover new markets
applications
New
Heat Transfer Fluids Car care
Lubricants Home care
SF applications
Drilling Sealants
Existing
Inks
X
Cosmetics Mining Vaccine
PAM Crop protection Adhesives
Paints & Coatings
Bitumen fluxants Chemistry
Metal Working Fluids
7 5
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017
8
Technology adoption rate : Long term commitment
Short time to market : 5 years between the idea
and the commercial launching
Commercial development under progress
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 9
Hard to change things but believe on the future and support the
long term business of our customers
Differentiation - R&D – Innovation
are key success factors
Society aspire to greater
« sustainability »
Widespread faith of brand owners :
preference for bio-sourced
solutions
Need to join forces and build solid
value chains
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 10
Testimony of scientific director form a chemical industry
ONE BioLife
● Total Lubrifiants
- Lubrilam Bio range introduction for Aluminium rolling and
active prospection (STLE, Articles in Specialized press…)
- CReS
• Outstanding performances validation (Oxidation stability, heat
resistance)
• Development in progress in different formulas (Formule E,
Hydraulique grand froid, Heat transfer…)
● Total Bitumes
- Development of a Bio GreenFlux
● Total ACS
- Test in progress (F1…)
● M&S – Global partnership customers:
- Implementation of a “business introducer” approach through identified Key Accounts
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 11
What about BioLife Price?
Affiliate Pricing Guides lines/market - 2016
Berylane BioLife Berylane Scriptane BioLife Scriptane PW Isane BioLife Isane IP
Minimal price 2,3€/kg 2,1€/kg 2€/kg
Price indication 2,5 - 3,5€/kg 0,7 -0,9€/kg 2,1 - 2,6€/kg 0,7 -0,9€/kg 2 - 5€/kg 1,4 -1,5€/kg
Cl: With current low Platts cotation, BioLife premium is significant
No feedback Quality problem Product was not
appropriate in
Client chose
the formulation
another product
supplier
H304
Affiliate Testimony
No interest in ● Price difference with standard product is an issue
biosourced
products for their ● Time needed to evaluate and formulate with Biolife
applications
cause you didn’t replace 1 to 1 product
« you have to accept that it takes time »
Price
BioLife Prospect Survey – Nov 16
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 12
Let’s write the roadmap of the green road
2016 BioLife Products Push
Raw Total Fluides Producer of
Consumers
Material BioLife finished products
2017 Market Pull
Target, Focus
& Sell
TOTAL SPECIAL FLUIDS DIVISION / INTERNATIONAL SEMINAR 2017 13
DEVELOPING
TOGETHER
SPECIAL FLUIDS
INTERNATIONAL SEMINAR 2017
