LNG MARKET STRUCTURES IN THE PACIFIC BASIN AND THEIR IMPACT ON NORTH WEST SHELF AUSTRALIA LNG'S APPROACH TO CUSTOMERS

摘要

To date, LNG import markets have been established in three countries within the Pacific Basin region: Japan, Korea and Taiwan. China will join these countries in 2006 when the Guangdong terminal receives its first cargo from NWS Australia LNG. The internal market structures for LNG within the existing importing countries varies markedly, each requiring a distinctive marketing approach and product offer. A high level of understanding of individual market dynamics within the Pacific Basin and an ability to adapt customer approach accordingly will become increasingly important for future marketing success. NWS Australia LNG undertakes a rigorous analytical approach in order to develop a clear understanding of the issues impacting on its customers and to tailor LNG sales contracts to meet individual requirements. In particular, NWS Australia LNG has adopted a more communicative relationship with all of its customers and seeks to work closely with them to ensure both customer satisfaction and participation in the growing LNG market.