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