Teresa Cornejo
Director General
Alchisa
/
View from the Top

Alchisa: One-Stop Lubricant Shop in Chihuahua

By MBN Staff | Wed, 10/07/2020 - 16:27

Q: What are the main elements of your value proposition for the mining industry?

A: First, we distribute only the best brands in the global market, including Exxon Mobil, which is the primary brand we represent. Second, we provide engineering and technical services. A customer can buy the best lubricant in the market but if they do not have the knowledge and experience of that product, they can misuse it and waste expensive resources. For this reason, our engineering department is key to our value proposition. Exxon Mobil supports our engineers and technicians, who can participate in training programs. This distinguishes them from our competitors’ technicians. We have access to the Exxon Mobil laboratory in the US, where the samples we collect are analyzed. The third element of our value proposition is that we carefully adjust logistics to ensure consistent supply. Since mines are often in remote and hard-to-reach areas, we add value by ensuring that our customers receive our products on time.

As a result of this value proposition, Exxon Mobil has a 95 percent market share among the mines in the state of Chihuahua. In addition, Alchisa has been certified for nine consecutive years as a Socially Responsible Company. This makes us the best option for mining companies as we help them guarantee a sustainable value chain.

Q: What separates your logistics from those of your competitors?

A: Our infrastructure is remarkably trustworthy, thanks to the support of Grupo Hema. Our facilities, like our storage warehouse are state of the art. Our delivery capabilities are reliable whether via tanker or regular truck. But we always strive to go further and get as close to our customers as possible. To this end, we have established facilities within our clients' operations. We have a 30-day supply to deal with any unexpected occurrences. Our customers only pay for the products once they use them. Having the stock at their facilities comes at no cost to them but requires a significant investment on our part.

This supply model involves a precise system to keep track of our inventory and takes into account each mine individually. Once the supply level at a mine begins to approach a predefined minimum, we then refill its tanks and restock its shelves.

Q: How important are technical services in your portfolio?

A: They are crucial. Our value proposition is in high demand due to our technical service, which helps our customers extend the life of their equipment and lubricants. Each piece of equipment requires a specific type of lubricant that will perform differently under specific circumstances. Because these circumstances vary considerably from mine to mine, it is essential to perform field analyses that are backed by laboratory intelligence in order to develop the correct recipe for each customer. At the end of each year we produce reports for our clients that detail the savings our services generate. There have been instances where we have delivered a 15 percent return on savings to the customer.

Q: Who are your main clients in the Chihuahua mining industry?

A: We have been working with Newmont Goldcorp for over 15 years. We were one of the few suppliers that participated in the Sauzal mine from inception to closure. We have also built a very solid commercial relationship with Coeur Mining, Agnico Eagle and Minera Dolores, among others. We have invested in underground mine storage facilities and are involved in the expansion of each mine. There are new projects in the pipeline that we find really exciting. We are already working with Minera Los Gatos and we are in negotiation with new projects.

Q: You work with companies other than Exxon Mobil, like Dupont. How do you coordinate between all your brands?

A: Our strategy is to complement Exxon Mobil lubricants with specialties such as Molykote (made by Dupont) and Dow silicone. We want to distribute these brands in the Mexican market. In this way we complement our product catalog and thus strengthen our proposal for the client. We have different territories to distribute the brands we represent. Exxon Mobil in the state of Chihuahua, Dow nationwide and Molykote for Chihuahua, Nuevo Leon, Coahuila, Durango and Zacatecas. Our commitment to the market is to offer world-renowned brands accompanied by quality service.

Alchisa is a Chihuahua-based company that provides lubricants for the industry and motor vehicles. It is the exclusive distributor of Exxon Mobil in Chihuahua and delivers technical advice and services to boost industrial performance.

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