Oct 14, 2022
by trainingdijogja
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TRAINING STRATEGI PENJUALAN
DESCRIPTION
Natural gas is rapidly becoming ‘the fuel of choice’ in many
countries. At the same time it is one of the world’s most
capital-intensive industries. As such, participants in the natural gas
industry must confront the central issue of the ability to mobilise
the investment required to undertake project development. The solution
to this question turns strategies for (1) Marketing and (2) Pricing.
Marketing is viewed in terms of balancing demand with supply. Pricing
considerations include both the energy value of gas as a commodity as
well as costs for processing, transportation and storage. Approaches
to both issues vary regionally according to the role that natural gas
plays in relation to alternative sources of energy.
This course will cover the essence of establishing good practices in
gas marketing and pricing from both the technical and commercial
perspectives through specific understanding of the current gas market
structure and mastering the gas/LNG pricing strategies in a
competitive global gas market reinforced with real world gas/LNG case
studies learning.
OBJECTIVES
* ESTABLISH good practices in gas marketing and pricing from both
the technical and commercial perspectives
* GAIN a thorough understanding of the current gas market structure
* MASTER and APPLY the gas/LNG pricing strategies in a competitive
global gas market
* MANAGE a good balance between the supply and demand of natural gas
in a competitive global market
* RECOGNISE the importance of the physical integration of the Gas
Industry or what is referred to as the Gas Chain
* UNDERSTAND various approaches for pricing natural gas and SELECT
the most cost effective one aligned with your organization goals
* MAXIMIZE your practical experience by participating in simulations
on gas price negotiation
* MINIMIZE transportation and storage cost of natural gas while
fulfilling the contract specifications for gas delivery
OUTLINE MATERI Training Optimizing Gas Pricing and Sales Strategy
1. Commercial Consideration in Natural Gas Development
2. Development of Natural Gas
a. First Principles of Natural Gas Development
* Understanding the Gas Chain
* Project Development Stages
b. Managing Development Risks
* Completion Risk
* Market Risk
* Political Risk
c. Role of Governments
* Legal Framework
* Prescriptive v. Light-handed Regulation
d. Analysis of Project Feasibility
* Economic Yardsticks – Rate of Return, Pay-out, etc
* Cash-flow Analysis
e. Final Investment Decision
* Design & Construction
* Key Commercial Agreements
* Financing
3. Upstream Project Financial Analysis Commercial Issues
a. Natural Gas Markets
* Market Characteristics
* Global Gas Trade
b. Gas Marketing Strategies
* Fuel v. Feedstock
* Supply Security
c. Competing Fuels
* Energy Conversions
* Handling & Storage
* Price Volatility
* Environmental Issues
d. Natural Gas Sales & Purchase Agreements
* Contractual Formats
* Key Terms & Trade-offs
4. Calculating Energy Equivalent Fuel Prices
5. Options for Pricing Natural Gas
6. Gas Pricing
a. Long-term Contracts
* Indefinite Price Formula
* Alternative Fuel References
b. Spot Contracts
* Pricing Hubs
c. LNG Supply Contracts
* Atlantic Basin
* Pacific Basin
d. Price Indexation & Adjustments
* Inflation
* Changes in Commodities
e. Price Re-negotiation
* Periodic Reopener
* Market Changes & Economic Hardships
* Arbitration
7. Gas Pricing Formula for Pacific Basin LNG
8. Negotiation Simulation
a. Using Financial Models
* Production Costs & Revenue
* Discount Rate
* Contract Duration
b. Project Evaluation
* Target Rate of Return
* Competing Fuel Cost
c. Indicative Prices
* Base Price
* Point of Delivery
d. Adjustments Between Price and Delivery Obligations
* Minimum Bill
* Firm vs. Interruptible
9. Cost of Power Generation from Natural Gas
10. Costs and Value of Transportation and Storage
11. Natural Gas Transportation
a. Transportation Access & Costs
* Access Regimes
* Transportation Obligations
* Transportation Tariffs
b. Natural Gas Transportation Agreements
* Dedicated Pipelines
* Open Access Systems
c. LNG Charters
* Long-term Charters
* Spot Cargoes
12. Part Pipeline Tariff and LNG Charter Rates
13. Natural Gas Delivery and Storage
a. Storage Access & Costs
* Integrated v. Stand-alone
* Storage Tariffs
b. Multi-User LNG Terminal Agreements
* Services
* Contract Conditions
c. Natural Gas Storage Agreements
* Services
* Contract Conditions
PARTICIPANTS
The course is designed for oil & gas professionals involved in gas/LNG
production, purchase, transportation and sales including:
* Gas/LNG negotiators
* Government regulators
* Contract executives, specialists & managers
* Purchasing executives & managers
* Commercial executives & managers
* Business development executives & managers
* Project executives & managers
* Financial executives, managers and controllers
* Gas/LNG buyers, sellers, distributors and traders
* Gas/LNG project investors and advisors
TRAINING METHOD
Presentation
Discussion
Case Study
Evaluation
JADWAL TRAINING TAHUN 2026
03 – 04 Januari 2026 | 16 – 17 Januari 2026
06 – 07 Februari 2026 | 20 – 21 Februari 2026
05 – 06 Maret 2026 | 19 – 20 Maret 2026
03 – 04 April 2026 | 23 – 24 April 2026
07 – 08 Mei 2026 | 21 – 22 Mei 2026
05 – 06 Juni 2026 | 25 – 26 Juni 2026
09 – 10 Juli 2026 | 23 – 24 Juli 2026
06 – 07 Agustus 2026 | 20 – 21 Agustus 2026
04 – 05 September 2026 | 18 – 19 September 2026
08 – 09 Oktober 2026 | 22 – 23 Oktober 2026
06 – 07 November 2026 | 26 – 27 November 2026
04 – 05 Desember 2026 | 18 – 19 Desember 2026
Metode Training
- Tatap Muka/offline
- Online via zoom
Kota Penyelenggaraan jika offline :
- Bandung
- Jogjakarta
- Surabaya
- Jakarta
fasilitas yang didapatkan
- Training Kit Eksklusif
- Tas
- Name Tag
- Modul
- Flash disk
- Ballpoint
- Block Note
- Souvenir
- Harga yang Reliable
- Trainer Kompeten di bidangnya
- Pelayanan Maksimal untuk peserta
- Penjemputan dari dan ke bandara
Investasi :
Public training : Rp. 4.500.000 (minimum 3 pax)
In House Training : on Call
