Subhankar Sen: MAK is providing the best propositions to the customer

Subhankar Sen is the Executive Director (Lubes) of Bharat Petroleum Corporation Limited (BPCL). Shreya Shrestha from ApEx interviewed him about BPCL performance and the oil market in Nepal.

Can you brief about MAK Lubricants performance worldwide?

MAK Lubricants is from Bharat Petroleum, India’s national oil company, which covers the entire spectrum of automobile and industrial lubricants. Today, we cater to all models of automobiles and every industrial sector. We are really happy to say that we have one of the best research and development teams that work from Mumbai. They are constantly working on new formulations, sustainable lubricant grades because that is the need of the hour. Both across automobiles and industrial sectors. We have a presence across the length and breadth of India, and we are very proud that we are the one of the oldest lubricant brands in Nepal. We have an excellent parther in Sipradi who have been with us since 23 years.

Nepal is a very big market for us and very important as well. Just the way, it is a very important neighbor of India. It’s a very important market because we recognize that the economy of Nepal which is expected to grow with 4-5 percent which is also one of the highest growing economies in this part of the world, and we recognize that the consumer aspirations in Nepal are much as anywhere else in the world. We are looking at various propositions where we offer a complete solution. We are moving from a product centric organization to a solution centric organization. One of the initiatives that we have just started in Nepal is a MAK Serve, which is basically a proposition which takes care of the vehicle and lubricant is just one part of it. We also offer an end to end solution which is just like a car care. 

Across the world, we are present in over nine countries and we have plans to grow about 35 countries across the world and our immediate focus remains our immediate neighbors which is Nepal and Bangladesh where we have a long standing presence.

In this competitive industry, how do you differentiate yourself?

The first point of difference is always quality and I can tell you with a lot of conviction that our lubricant products are made out of the finest base oils in the world. Our base oils which are group 2+ and group 3, manufactured in our Mumbai factory, are acknowledged to be the finest formulations. Whether we are providing the lubricant or not, it's our oil which is going out of the majority of the vehicles. So that’s the foundation of the belief that our products are one of the finest. Ultimately, what does the customer want? They want a) quality b) peace of mind c) better value for money. And when all these three are put together, we can confidently say that MAK Lubricant is providing the best propositions to the customer.

What are your future plans for Nepali market?

For Nepali market, we are now going to focus on the newer grades for the newer vehicles because we have seen a lot of new models on the roads, including two-wheelers with four-stroke engines and passenger vehicles. We are focused on investing a lot both in terms of bringing new products, new value propositions, new service oriented offerings like MAK Serve. We are also looking for an industrial sector and we have a range of industrial products. We are making a beginning in certain areas and we believe that while we go forward working closely with Sipradi, we will be able to add a lot of value to the industries in Nepal from the perspective of total cost of ownership  with the products that we will provide.

What are some of the major trends in the industry and how is BPCL gearing for the same?

Asia and the Indian subcontinent in particular is where a lot of action is happening these days. Asia is at the top of the world and we see trends happening in terms of consumer aspirations to always go for propositions which are better both in terms of value and quality. We see ourselves doing a lot of work in the environmental sustainability area. In fact we are doing  a lot of work for sustainable products. So, back in India we have a large portfolio of sustainable products which are across the sectors and we hope to bring that to Nepal at the earliest. We have seen Nepal is also moving towards BS6 while regulations may come in but there are a lot of BS6 vehicles which are already on the road. So, pollution is one area where we believe we can play a role in bringing down automobile pollution by introducing some of our grades which are absolutely wonderful when it comes to reducing C02 emissions.

With the growth in EVs, how has the lubricant industry been impacted?

Well EV certainly is not the form factor of mobility and we are investing ourselves quite heavily in EV. In India, we can share that we have the largest network of EV fast charging stations which have 1,000 fast charging stations and we have set up across what we called fast charging highway corridors. The entire country is mapped. While we have done that on the charging space. On the Lubricant side, it's just  engine oil that is not required in EVs, everything else is required.we are specializing ourselves in looking at new technology for EV fluids. There are a whole lot of Lubricants which would be required, there are moving parts in Electric Vehicles. So, those will require friction to be taken care of so in that space, we see ourselves playing a big role. We see healthy co-existence in both segments and for times to come, I think that’s the way  it’s gonna be . Both segments will grow and we believe that there is space for growth. So, we are there as a solution provider for personal commercial mobility. Whichever form factor mobility comes in, MAK Lubricants will always be there.