Prista Magazine, Issue 1`15 1 2 Prista Magazine, Issue 1`15 Edition of Prista Oil Holding EAD 12Th Year, Issue 1, January-March 2015

Prista magazine, issue 1`15 1 2 Prista magazine, issue 1`15 edition of Prista Oil Holding EAD 12th year, issue 1, January-March 2015

The Effective financial policy 4 of Prista Oil Holding grew to 12/100 into consolidated net profit for 2014

Prista Oil Holding success- have turned into partnerships Multinational Company Prista Oil fully develops the strategy to long ago, allowing wide varie- Holding EAD is already selling products conquer new markets. Kenya, ty of products to be 6 under the brand name of in Morocco and Equatorial Guin- offered through the channels 42 countries in Eastern Europe, Central ea are not only exotic tourist of the reliable regional distrib- Asia, Africa and the Middle East destinations but desirable sales utors. destinations as well. The fact that Prista Oil 10 Checking out the Czech Expansion of commercial moves forward stably and markets to which Prista Oil ex- emerges from the economic ports branded prod- crisis is confirmed by the finan- Future Managers and E-commerce Merchants From Professional High ucts is a sign that the company cial results of the Group. Given 12 certainly will not have the prob- the stagnation of the market School of Economics & Manage- ment Became Managers of Prista lems of producers who rely on and through optimization of the Oil For One Day a limited number of customers sales processes in the country and often fully dependent on and the region, Prista Oil Group MHM (VG 32, 46,68) them. marks a significant increase in 13 Hydraulic Oils Officially -Ap The fact that some of the revenue. „In other words, start- proved by Denison best traders on Bulgarian lubri- ed in 2012 consolidation and KIOG- Blagoevgrad cants and coolants market are restructure of the company‘s loyalty and commitment towards the companies, who are long- activities already brings results 14 the customers are the aspects that time distributors of Prista Oil, is in terms of better management uplift the Company to become one of the best distributors pretty impressive. Commercial of working capital and improved of Prista Oil in Bulgaria relations developed over time profitability and efficiency.“ It seems that the thought 18 Prista Oil Presented a new shared more than 10 years ago DURABILITY CONCEPT by one of the company leaders that Prista Oil is „fated“ to success now sounds more clearly. TRACTOR EXPORT AND PRISTA OIL Success of the company that 20 join together the international leads good commercial, finan- agricultural exhibition BATA AGRO 2015 cial and socially responsible policy. 24 Ladies rally took place in Ruse R. Nikolaev on international Women’s day Editor in Chief

Prista magazine, issue 1`15 3 report

The Effective financial policy of Prista Oil Holding grew to 12/100 into consolidated net profit for 2014 The optimization & reconstruction of company activities that started in 2012 already give positive results

Nikolay Kostadinov - Group chief accountant in Prista Oil Group

According to preliminary con- came part of the Holding, then this in- nomic situation, Prista Oil Kiev. One of solidated figures of Prista Oil Holding dicator even marks a rise of about 11% the main priorities for the year 2015 EAD in FY 2014 the development strat- over the previous year. In other words, keeps being worked out, namely the egy of the Company and its affiliates the Company’s restructuring and busi- establishment of a Central European proved to be the right one. In 2014, ness optimization launched in 2012, cluster consisting of Prista Oil Czech Prista demonstrated that, despite the already brings results in terms of more Republic, Prista Oil Hungary and Prista lack of large export transactions and effective working capital management, Oil Slovakia, aiming to increase in the participation in international tenders increase in profitability and efficiency. region the market share in sales of lu- to supply lubricant materials, the so- bricating oils under the Texaco brand, called organic business of the Compa- Typically, oil business companies as well as to strengthen the ny was recovered. In spite of the fact with strong presence are daughter brand. that the sales volume was around 20% companies of Prista Oil Holding EAD, less, almost the same gross profit from such as Prista Oil Romania, UZ Prista, Undoubtedly, battery manufac- operations was reached, as in 2013. Premium Lubricants, Bogdany Petrol turing companies, or the so-called By adding the results of Bogdany Pet- and Verila Lubricants. Prista oil, Serbia companies in the economic group of rol (Hungary), the company which as a noted a positive trend, as well as even, Monbat have a significant share in the result of an intragroup transaction be- in spite of the heavy political and eco- consolidated statements of Prista Oil

4 Prista magazine, issue 1`15 Holding EAD. According to preliminary data, over the last fiscal years, their financial indicators were stable and consistent. Unaudited consolidated figures of Monbat Group in FY 2014 showed operating profit in the amount of EUR 16 mln.

Last but not least, we should also point out the Company’s effective financial policy that, by reducing the financial costs of approx. EUR 2mln (in particular, by overcoming the - ex change losses on foreign currency re- valuations and by reducing the cost on interest rate) resulted in 12% growth in consolidated net profit of the Hold- ing in comparison with that in 2013.

Prista magazine, issue 1`15 5 interview

Multinational Company Prista Oil Holding EAD is already selling products under the brand name of in 42 countries in Eastern Europe, Central Asia, Africa and the Middle East

Mr. Tsvetomir Anastasov, Executive Director of Prista Oil Holding EAD, directs the divisions of delivery of raw materials, production, marketing and sales. Graduated from the University of Ruse “Angel Kanchev”, he started working at Prista oil in 1997 and has held the following positions: Head of Sales Department, Commercial Director. A family man, father of 3 children /Pavel, Yoana, Toni/. Being dependant on music that obvi- ously seems to energize him also in his business commitments.

Mr. Anastasov, what are the main Prista® branded products. We may in 2013 already giving the expected directions for Prista Oil Holding in encounter some difficulties, but we results? 2015? move strictly on our business plan for We can say that the investment in СIn terms of a strategy, we look towards development in this region and our Chevron Romania is a good capital Eastern Europe, Africa, Central Asia estimations are that within three years investment, while in regards of and the Middle East. At the moment, we will sell around 5,000 tons per year. Chevron Czech Republic, even at the Western Europe, in terms of logistics is Speaking of the rest of Europe, we also very beginning, we have never had any not within the scope of our priorities, sell in Italy and Malta. Traditionally, unrealistically high expectations. In as it is hard to face the competition we keep our business development in fact, Chevron Czech Republic was part of local manufacturers and also the Greece, but we apply a highly effective of the deal for Chevron Romania. In market therein is largely bound with and modified strategy. order to avoid any misunderstanding I contractual obligations for launching would like to clarify that Chevron Czech and after-sales service that the So, currently, what does this mean? Republic’s foreseen business plan for major oil companies and automotive This means, in comparison to the sales was fulfilled over the last year manufacturers have concluded. current ones, sales should increase 2014, and over the first quarter of this In Central Europe, we have established several times. year. This is a proof of a significantly a cluster, including the Czech Republic, good management and a vision for the Hungary and Slovakia. In these While we are still on the subject of development of our brands. countries, we distribute Havoline®, Europe, is the acquisition of Chevron Ursa® and Texaco®, as well as our own Czech Republic and Chevron Romania Let us have a look at the Northern

6 Prista magazine, issue 1`15 interview

European countries, where Prista oil lasting relationships are established. products, the modern technology is already selling marine oils. In fact, we sell in countries such as center, the continuous contact with Gulf Oil Marine granted the rights to Algeria, Morocco, Libya, Equatorial our customers with regard to any our company to sale marine oils in the Guinea, Kenya. Negotiations with our technical issues, are at the core of Baltic countries-Finland, Lithuania, partners in Nigeria, Angola, Ghana, their confidence to us and our long- Latvia and Estonia. In addition to and Ethiopia are at a very advanced term partnerships. the GulfSea® branded marine oils stage. We look for the large tender on these markets, we also offer results in Libya. Also, currently, we You use the slightly forgotten good branded oils. Our company undergo a prequalification for new image of Bulgaria in markets where has warehouses in Lithuania, Latvia, major tenders in Algeria, where, so far, our country was present with both Estonia and Finland. Just within a few we are a traditional supplier. We have manpower and products, is this months from starting our activity in plans to build factories in Algeria and correct? these markets, all costs are covered Angola. This is correct, and last but not least, by sales revenue, as in this year the All this gives us confidence and it is namely our approach to these volume will increase to 1,000 tons of certainty that we can set foot markets, which is different from marine oils in this region. extremely seriously on this continent. that of most other companies. We don‘t just offer a quality product What about the development of Prista What gives you the grounds for this at a competitive price, we offer a oil’s markets in the African countries? optimism? broader service. This includes more Definitely, the markets in Africa are Our European origin products are flexible sales and deliveries, tailor- quite interesting due to the fact that accepted in Africa as a guaranteed made solutions, technical support. these are emerging markets. Certain big quality. Besides that, Bulgaria has This is about markets, where there oil companies have a strong influence enjoyed a very good reputation in the own qualified staff is not enough in some countries, but in general, countries of this continent from the well prepared. Our engineers provide these markets are an „unploughed years when our specialists have been on-spot complete decisions on the ground“. Between the manufacturers working out there. processes of lubrication in different of lubricants and the local business no The constant high quality of our areas of the industry.

Prista magazine, issue 1`15 7 interview

Which are the major achievements in Lebanon, among/ after the changes has been a catalyst for the expansion of Prista oil on the African market in we introduced in our commercial of our foreign markets. The Bulgarian 2014? structure. market is extremely important to us The Company set foot for the first and we will continue to be the best time last year in Kenya, Morocco and Bulgarian market – until recently partner for our current and future Equatorial Guinea. the hegemony of branded customers, but this is not enough. Our oils, along with the other brands horizon extends much further. Let’s move to another large continent distributed by the Company, had – Asia. What are the challenges there? certainly contributed to the significant Does the overcoming of the crisis for Business in Asia is related with our joint volume of total sales in the territory Prista oil mean a sales growth on the venture in Uzbekistan, which became of the country. What is the situation Bulgarian market? extremely prosperous within the past now, after the crisis? The Company marks constant growth few years. The company there is also The economic crisis has negatively over the past 3 years. In fact, the the most satisfactory investment affected the entire Bulgarian business. results are good due to the purposeful of the Group, outside Bulgaria and As a consequence, the competing methodical work of reconstruction successfully overcomes the difficulties companies on this relatively small and development of the distribution of the market in this region. market have taken a more aggressive network and direct customers. We At the same time, Asian markets have policy to make their presence strive to be extremely accurate in great potential opportunities for the dominant. As a result of the size of the terms of our contractual obligations, development. Last year we launched a emerged crisis situation, the volumes including the delivery terms, the very successful distribution agreement contracted and many companies quality of performance and the after- with the largest importer and dealer bankrupted. But it looks like the most sales service. The most indicative for of cars and trucks in Georgia. We are serious problem, that a wide range of us, is the satisfaction of our customers. currently working on a very serious companies encounter, is the payment At the same time, we react adequately project in Kazakhstan, which will, most of purchased lubricants. There are to any market changes. Fixing probably in 2016, turn into a hugely some situations in which Prista oil competitive prices is extremely successful overseas operation. preferred to abandon a customer important for the Company and for its In 2014 we launched deliveries to the who was no longer to pay off its dealers and distributors as we work in Middle East countries - Qatar and Iraq. debts within a reasonable period of close cooperation, so that they can be In Iraq, we have signed a distribution time. We prefer to avoid entering into able to realize sales and profits. Prista agreement with one of their most risky transactions, under which the sees them as partners and therefore powerful companies, a supplier of payment would take a doubtfully long continuously strives to create the best automobiles. In 2015 we expect a time. possible conditions for a successful doubling, even tripling of our business On the other hand, the economic crisis business.

8 Prista magazine, issue 1`15 interview

Where is Prista oil stronger – on the regional markets and especially to and the strength that we can go beyond the market of automobile oils or of their customers, turned them into a the scope of our strategic future industrial products? major factor in the field of lubrication partners in Central Asia, Africa, the In general, in its more than 20-year and made them a preferred partner. Middle East and Eastern Europe and to history Prista oil’s sales have always When we work successfully together, sell even in highly competitive markets moved relatively evenly and smoothly we always have good results. such as the Chinese, Indian etc. Listed in both directions. Our Company offers We aim at being flexible in terms of markets offer mainly branded an affordable brand, and namely - delivery times, packaging, and product products, i.e. we sell mainly: quality products with a lot of formal type. Often, we offer a production of a - motor oils - synthetics and semi-syn- approvals by various manufacturers of specific product for a specific customer thetics different types of engines, and also it with specific qualities. - industrial oils – products for mining offers an optimum competitive price, industry, energetics, machine building, which in any case is not the lowest To summarize at the end of this chemical enterprises, etc. one, as we do not use cheap and poor conversation - in how many countries - marine oils quality raw materials. We sell at prices is Prista Oil Holding distributing its - lithium, calcium and other greases consistent with the capacities and products: ,Ursa®, Havolione®, - special fluids, including longlife anti- characteristics of the relevant market. Texaco®, GulfSea®, Egron®? freeze Now there are already 42 countries, Is it true that Prista oil has reduced but I would like to point out some exotic its range of manufactured products destinations such as Taiwan and New in recent years, the number of which Zealand. They give us the confidence was exceeding 150? In times of crisis, normally we should make a very careful analysis of the product list, of sales, of what each product brings to it. Normally, in such situation, those products which are not particularly profitable, should be taken off production, albeit temporarily.

Here, it is necessary to say a few words about the distributors that, for a relatively short time, managed to bring Prista oil a quick success both in sales, and in the recognisability of the brand. Is this estimation up to date? The fact is that Prista oil has the most stable distribution network which is a national precedent not only for the sales of lubricating oils. Prista’s commercial network is unique, because the companies that started to work with our Company evolved in parallel with us. Distributors and Prista, we have a largely shared history, walking together in the same direction over the years. Their loyalty and respectability, their attitude towards

Prista magazine, issue 1`15 9 meeting

CHECKING OUT THE CZECH by Nicoleta Vinturis (Technical Manager, Premium Lubricants, Romania)

Nicoleta Vinturis during a visit to a customer

Prague, the city in the very heart training and customer visits. I spent and Meropa BM (for cement plant of Europe, is not only a place of famed two days in the office with Pavel, Jan applications) history, beautiful location, affluent and Tomas working on the following • Texaco full product range culture and fascinating metropolis subjects: benefits versus competitors’ products where past and present meet but so • Combined benefits of • Open discussion about how much more to me. A wonderful week Chevron products and our technical to identify best prospects, how to I spent working side by side with the expertise with Jenbacher, Deutz, understand their problems and needs, Prista & Chevron Lubricants Sales Waukesha gas engines and special and how to offer the best portfolio team! gas compressors such as the US OEM of products and services to provide Cameron and Ariel; solutions. When Tivadar offered me to • Lubrication demand for Volvo go and share experience with the construction equipment with focus We had a very interesting Czech colleagues, I was so excited. on second hand and out of warranty discussion about technical consultative I thought it was a true challenge, a equipment where we can supply selling. Our customers are supported great responsibility but also a very nice Texaco products with very good results to reduce their total cost of ownership opportunity. (Rando HD LVZ, greases and Ursa by presenting them the best technical range) solution. The visit took place between 9th • Products for solving technical -13th of March and had to include both problems: Texclad (for steel mills) Visiting Shape Corporation

10 Prista magazine, issue 1`15 Visit to Prague

plant, Jan and I had to offer a Tomas was photographed with This week was my first experience solution to a problem in the cold roll one of his best customers near a in sharing knowledge and information forming process: overheating and Jenbacher engine as well as Nicoleta. with colleagues in Prista. I am glad wear increase in the roller bearings. that I could contribute to the business We recommended to test High After a day full of talks about development of Prista Czech – and I performance lithium complex grease lubricants, it was a great pleasure to could also learn from their experience. Hytex EP 2 LF. take a relaxing walk in the old town We could identify new prospects, square near the famous Town Hall cross-selling opportunities and raise On the same day, we had two Horologe, on Charles Bridge, an open- interest in potential buyers. more interesting meetings with DBO air art gallery, where people can enjoy and Legato distributors. We presented a glass or two of the famous Czech I consider it a good start for a the gas engine products and discussed beer. new way of working together in the lubricants designated for mould Prista Team. injection machines with focus on our At the end of the visit a detailed hydraulic ashless range of products. action plan was agreed with steps and Ahoj! follow-up actions to growth sales in Nicoleta Tomas and Ivisited the Tedom the Industry segment. gas engine plant, the Siemens turbine plant near Brno and Ceskomoravsky Cement-Heidelberg. We discussed and promoted our services and products and got information about future projects in the region. In Ceskomoravsky Cement we recommended the use of Texaco Meropa BM 680 for cement furnace bearing lubrication – a major critical point for the plant. In Siemens we will be invited to tender for two new projects - one in the Czech Republic and another one in Hungary. These are only examples of new opportunities for business development.

At the end of a busy working week we took pictures with smiling faces saying more than words about how we feel about our customers and the faith we have in the reputation of lubricants’ expert team.

Thomas and his customer

Prista magazine, issue 1`15 11 managers

Future Managers and E-commerce Merchants From Professional High School of Economics & Management Became Managers of Prista Oil For One Day Students were impressed with the scale of business activity in the company and the synchronized team work of professionals eta Kabakova made communication even more interactive by bringing in the Stockholm management game. A business simulation focused on inter- relations between customers, suppli- ers and merchants was run at the end of the visit. The experience was truly bene- ficial and inspirational for the future specialists. It turned out that Velislava was the only one who had visited a production plant. All students felt that Prista Oil was not simply a production plant but a perfectly functioning team carrying into effect the entire process from production to final distribution in the channels of its ever-growing and expanding network of markets. On behalf of company’s management, Mrs. Antoaneta Kabakova expressed the appreciation of the interest shown and the satisfaction with Again this year the Lubricant ny’s production facilities accompa- the fact that the students had demon- blending plant in Ruse - Prista Oil Hold- nied with presentations on behalf of strated rare knowledge and skills and ing EAD welcomed the initiative “Man- dipl.eng. Borislav Miladinov – head of that their presence had a very positive ager for a day”. Students from 10th and Production department and dipl. eng. impact on the team of experts who 11th grade of Professional High School Albena Ivanova – head of R&D depart- saw in their face a group of talented of Economics & Management had the ment, gave students the opportunity and promising followers. chance to see in real environment how to witness the making of motor and production and quality control on final industrial oils, as well as met- products is made, and took a first-hand alworking fluids in real environment. look at the activities and functioning of The future specialists also familiarized different departments in the company. themselves with the system for quality Future managers and e-com- control on final products and follow-up merce merchants, Preslava Tsekova, checks presented by dipl. eng. Pavlinka Cvetalina Ivanova, Velislava Kazakova, Dimova, who is in charge of the mod- Ivona Drumeva, Elitsa Blagoeva and ern testing laboratory. Ivelin Gavrailov, were strongly im- The experts from Export markets pressed with the nature and scope of department Mr. Stefan Stefanov and activities in the company as they were Mr. Ivan Getov “initiated” the students first introduced to company’s business into the market presence of the com- with a presentation delivered by Irina pany in Europe and countries from Ropay, Group Marketing Coordinator. Asia and Africa. The organized tour around compa- The HR Manager, Mrs. Antoan-

12 Prista magazine, issue 1`15 approvals

MHM (VG 32, 46,68) Hydraulic Oils Officially Approved by Denison

Denison is one of the leading companies that manufactures hydraulic vane and piston pumps. This is one of the first companies to introduce specific requirements for the quality of the oils by testing of Denison P-46 piston pump type and Denison T6C platelet pump.

Successful test results and received approval is just another quality proof of Prista Oil‘s industrial products portfolio.

Prista magazine, issue 1`15 13 partners

KIOG- Blagoevgrad loyalty and commitment towards the customers are the aspects that uplift the Company to become one of the best distributors of Prista Oil in Bulgaria

Mr. Kiril Zlatkov Mrs. Gergana Stamboliyska

Every customer who has had the when most companies that have been It is a matter of relationships between opportunity or just had the chance loyal to the young producer of oils and people who, for one reason or another, to work with KIOG - Blagoevgrad lubricants establishing its position on meet regularly in their everyday life, was rewarded with the satisfaction the Bulgarian market, have acquired and thus any contacts go beyond the to receive a high quality and timely a good market share, supported with purely professional relationship. service. This is the positive result from even better financial results. the effective teamwork and excellent To obtain this synchronicity, synchronicity in the management of KIOG is a Company that considerable resources were devoted Mr. Kiril Zlatkov and Mrs. Gergana manages to respond adequately to in order to create and maintain a Stamboliyska who represent the the economic situation in the country highly trained and qualified staff. Company and complement each and to follow the market policies, other in the implementation of the directly depending on its contact with The region, in which KIOG administrative functions. customers. The relationship with them develops its commercial activity is one of the advantages that offer both with the products manufactured Even though Mr. Zlatkov has a preference and an opportunity for a and distributed by Prista Oil, is quite never expressed it verbally, for KIOG feedback on the terms of deliveries specific. There is no well-developed the relationship with Prista Oil has and deadlines. So far no one would agriculture in this area and therefore, long spread beyond the borders of speak openly about that but each the transport and construction sectors ‘just a business’ and it has turned into customer likes to feel special, cared are the main consumers of oils and an emotion over the time. These are for, to receive the timely requested lubricants. the years, especially in the beginning, lubricants as well as a little attention.

14 Prista magazine, issue 1`15 partners

A change in the market structure in this region has been reported since 2009. Sales are strongly influenced by the construction of new dwellings and hotels, as well as the overall structure of the Town of Bansko. Over the years 2010- 2011 there was an upsurge in newly created building companies, most of which were customers of KIOG.

The crisis in the country and the structural changes in Prista did not defeat the KIOG’s managers. During this time the Company began renovating its fleet.

Initially, the transport services were carried out by using two trucks, compared to nowadays where their number has reached 21 units. “We intend to buy another 5 trucks”, says Mr. Zlatkov.

Main transport activity is oriented to Europe and within the territory of Europe, relying on their own shipping department.

All cargo vehicles - DAF, MAN and Renault, use only oils and Texaco oils.

The year 2013 was the time during which KIOG marked its exit from the economic crisis. Annual results have shown an increase of over 10% in the sale of oils. In sales of batteries, manufactured by Monbat, over the period from January 2014 to 2015, the growth rate was doubled.

Prista magazine, issue 1`15 15 Sole-Owner Limited Liability Company “Kiog” EOOD Important years in its history 1993 – The Company was established in the Town of Blagoevgrad, with main business activity - trade with motor and industrial oils. The motor oils market follows the 1995 – The Company rented its own site in the area of the State Auto Vehicles development of internal combustion engines construction; although in Co. – Town of Blagoevgrad for the sale of oil. our country the fleet of both cars 1997 – The Company became the official representative of „Prista Oil“ AD for and trucks is not entirely upgraded. the region. However, an increased demand of 1999 – The Company became the official representative of ”Monbat” AD for semi-synthetic is perceived. the region. 1999 – The Company purchased its own warehouse in the Town of Blagoevgrad, For KIOG the partnership with and later built a site for replacing oil and tires, primarily for trucks. The old site Prista Oil is an ongoing process, which, is still operated. in time, has established a loyalty and 2000 - Prista Oil became the official importer for Bulgaria of TEXACO oils and honest relationships. KIOG EOOD their Distributor for Southwest Bulgaria, respectively. 2004 – The Company opened an Automotive center with a shop and store for “Despite the difficulties that the sale and assembly-disassembly of the light and heavy tyres in the Town of have occurred in certain moments, any understanding shown was Gotse Delchev. rewarded”, says Mrs. Gergana 2005 – The Company started direct imports of tires from the Good year Group Stamboliyska, holding the position of -Debica, Sava, Fulda, Dunlop and Good year. „Sales Manager“ in the Company of 2008 - A “Masterwerk Specialized automotive service and repairs” was Blagoevgrad. established, which in 2010 became the official representative of the Ford brand cars for Southwest Bulgaria. For the owner and manager of KIOG, Mr. Kiril Zlatkov “Our Company’s activity region relationships are perfect, preserved Southwest Bulgarian – Blagoevgrad, Dupnitsa, Kyustendil, Samokov, Sandanski, and developing over time”. Petrich, Razlog, Bansko, Yakoruda, Gotse Delchev and adjacent regions. In terms of expectations for the year 2015, both of them refrain Company’s sites from forecasts and do believe that Warehouse for oils, batteries and tyres, with a site for replacing oil in the Town the results will actually reaffirm the of Blagoevgrad; Shop and site for replacing oil in the Town of Blagoevgrad; economic development in the region. Shop for oils, batteries etc. in the Town of Blagoevgrad; Automotive center However, most likely, growth achieved with a shop and warehouse for oils, batteries and tyres in the Town of Gotse by 2014 shall be preserved. Delchev; Shop for oils and batteries in Town of Yakoruda.

16 Prista magazine, issue 1`15 analysis

CAUSES OF LOW OIL PRESSURE

One of the most frequently asked questions in automobile repair shop is: Why is the engine’s oil pressure low? Generally received answer is that it is caused by the oil. But is this really true? ? This article will give you a detailed answer to this question. The first indication of trouble can be the flickering of oil pressure warning light or a reading message of low oil Causes of low oil pressure train, particularly in the overhead pressure on the dashboard mounted In a high mileage engines, low oil cam engines). Whether the excessive gauge. Failure to notice or ignoring this pressure is most often due to a clearances are due to normal wear or warning will be followed by the next combination of worn main and rod loose assembly tolerances makes no clue that something is getting wrong, bearings, and crankshaft journals. difference because the end result is i.e. clattering of the valve elements, The oil pump itself does not create exactly the same. Excessive bearing due to the fact that the hydraulic pressure. It creates a flow, and clearances will also increase engine lifters are starved for oil and ingest the resistance to this flow creates noise and pounding, which over time air. Should the driver keep driving, in pressure. The resistance is created can lead to bearing fatigue and failure. spite of these obvious warnings and by the orifices in the engine block, The recommended bearing clearances audible alerts from under the hood, through which the oil flows and the vary largely depending on the the next sound that may be heard is amount of clearance between the application of the engine, but many the rapping or knocking noises from bearings and crankshaft journals. engine rebuilders today aim to 0.001 rod bearings which will eventually be As the bearings wear, clearances to 0.002 inch clearance in the main followed by dead silence as the engine increase, which allows an increased oil and rod bearings. In some new engines seizes and the vehicle stops. flow, which reduces pressure. from the factory there might be All engines will lose a certain amount Well, probably you already know that. clearances to as much as 0.004 inches. of oil pressure over time, as normal But what you might not realize is that Excessive clearances everywhere in wear increases engine bearing you don‘t need to have any large the engine can also reduce the oil clearances. But unusually low oil clearances in order to get a noticeable pressure. This includes wear in the pressure in the engine, regardless drop in oil pressure, as well as noise. lifter bores, excessive wear and tear of its odometer value is often an This applies both to brand new between the camshaft journals and indication that something is seriously engines, and those with high mileage. cam bearings or excessive end play in wrong and should be given a proper Excessive bearings clearance (over the cam. Of course all cracks in the oil attention. So, whenever the vehicle 0.001 inch (1 inch = 2.54 cm) per galleys, leaking galley plugs or leakage is in a low pressure condition or you inch of diameter of the crankshaft between the oil pump and block will notice any symptoms that may be journals) can cause up to a 20 percent also reduce pressure. due to a low pressure (warning light or greater drop in oil pressure, which flickering, gauge reading, valve noise in turn can have an adverse effect /to be continued/ or bearing noise) don‘t delay and start on lubrication in other parts of the investigating the cause. engine (e.g. camshaft and upper valve

Prista magazine, issue 1`15 17 concept

Prista Oil Presented a new DURABILITY CONCEPT

Durability that goes the distance, and beyond

What is durability?

Durability is the ability to withstand wear, pressure or damage. lubricants are built stronger with robust formulations that protect and prevent breakdowns, keep parts running together smoothly and extend the life of your engine.

This durability and protection is what keeps your fleet on the road longer. Better protection means fewer repairs and staying on schedule, which is crucial for your profitability.

That’s why oils are formulated to protect more than engines. They protect your reputation as they deliver added peace of mind and significant cost savings over the long haul. It’s the durability that drives value.

New PDS‘s for 6 products: Formulated to give you more Durability, performance and overall value More durability. More protection. More value. come together with PRISTA®’s unmatched range of heavy-duty engine oils.

PRISTA® UHPD 10W-40 PRISTA® SUPER SHPD 15W-40 PRISTA® SHPD VDS-3 15W-40 PRISTA® ULTRA TD 10W-40 PRISTA® SHPD VDS-3 10W-40 PRISTA® LEADER TD 15W-40

In order to prove lubricants quality the following 7 parameters are used: 1. Bore polish 2. Wear

18 Prista magazine, issue 1`15 durability

Bore polish 10 Prista Ultra TD 10W-40 8 Aftr. Comp. Wear 6 CI-4 4 VDS-3 2 228.5 0 CES 20078 Soot Piston deposit E4-08

3277

Corrosion Oxid. Thick. RXD

3. Piston deposit Prista Oil’s unique formulations Durability that Drives Value 4. Oxidative thickening deliver increased performance 5. Corrosion and help your profitability by Prista Oil protects your engine, 6. Soot thickening enhances your reputation and gives 7. Aftertreatment compatibility providing: you value that far exceeds your Savings due to: expectations. Better fuel economy because of the Durability at every detail engine running cooler For more information about how Saving downtime by keeping more Prista’s unique formulations keep your trucks on the road With their supreme detergency, fleet running at its maximum potential, Reducing the cost of repairs lubricants prevent deposits visit www.prista-oil.com. formation to allow pistons to run Business growth due to: stronger and longer. They help For information on specific Prista products, Increasing your reputation and you maximize engine-and fleet- contact your local sales partner. reliability by keeping you on schedule performance.

The value of the oil you choose is more than its price.

It’s the cost of avoided downtime from repairs. It’s the cost of staying on schedule. It’s the cost of peace of mind and reliability. It’s the cost of your reputation.

Prista magazine, issue 1`15 19 partners

TRACTOR EXPORT AND PRISTA OIL join together the international agricultural exhibition BATA AGRO 2015

For the first time in 2015 the Prista Oil Holding, actively presented and services but to all necessary emblematic for our country specialized and promoted Agro series, as supplies as well - oils, greases, tires, agricultural exhibition BATA AGRO will the ambitions are for further expansion spare parts etc. The emphasis is on take place twice. Businessmen from of sales by offering the full range of implementing the AdBlue mobile agricultural sector were attracted to Prista Oil products and the range stations on the Bulgarian market. indoor and outdoor exhibition areas of Texaco® and Chevron® products They are being produced by SWIMER during the spring exhibition held from on the market. It is planned to offer – a polish company whose exclusive 4th to 7th March. An area of more than maintenance not only for equipment representative for Bulgaria, Romania 20,000 square meters was reserved purchased from Tractor Export but for and Moldova is Tractor Export. The for the event. Latest innovations each and every equipment unit that main goal of Tractor Export Ltd is to such as leading brands of agricultural the clients of the company might have. expand their commercial network equipment shown on international in the country and offer the best exhibitions last year, were presented „Tractor Export are currently solutions to their customers”, says for the first time in Bulgaria. working on building a system for Lilia Mejri, Import Manager of Tractor meeting customers’ needs related Export Ltd. „The joint presentation Tractor Export, as a partner of not only to agricultural equipment of Tractor Export Ltd and Prista Oil

20 Prista magazine, issue 1`15 exhibition

Holding EAD was seen by customers are vital for the agro sector in spring. as a great common project. The fair generated interest in the offered „We believe that our joint products and we received our first participation in BATA AGRO is inquiries from potential customers“, essential for a better cooperation she said. between both companies. We support the development of farming Exhibitors covered the full range through production of lubricants for of agricultural products and services. agricultural machines and equipment There was an increase in interest that play a major role in building a from foreign companies – both profitable business“, says Anatoli exhibitors and visiting farmers from Atanasov, Sales Manager of Prista Oil neighboring countries. This initiative Holding. brought together leading companies in the industry and their partners who discussed upcoming investments that

Prista magazine, issue 1`15 21 curious

The 10 Biggest Mistakes in Sales

By Grant Cardone, International Sales Expert FEBRUARY 16, 2015

Sales people, sales organizations and comes from naivety or a lack of prop- not arrogance, and set the stage early sales teams have to change the way er training to truly get in communica- that you know your product can solve they are handling customers today in tion with the client. I was on a sales their problems. this very competitive world. The old call with one of my top people and Related: How to Tell the Difference Be- ways of selling are changing and re- while he was presenting to the group I tween a Hot Lead and a Dud quire all sales people, sales managers sensed that the decision-maker wasn’t 6. Not asking for the close early and sales organizations to think differ- buying what he was saying. enough ently. I interrupted, “you don’t believe a I noticed my sales team was presenting Here are 10 essential selling principles word of what he is saying, do you?” long after the buyer had seen enough. that most sales people and sales or- The client started laughing and said So I took all of our presentations apart ganization either get wrong or don’t that was exactly what he was thinking. and broke them into five stages. At the implement: Ask these questions: "How do you feel end of each stage I require them to ask, 1. Not selling the solution about our price?" "How do you feel “have you seen enough information to People and companies buy things only about our term?" "Why would you do make a decision?” This worked like a in an attempt to solve a problem. Sales business with me when you have done miracle with customers saying, “no I people spend too much time on the of- it with our competitor for so long?" haven’t,” allowing the sales person to fer rather than assuring the buyer that If you don’t get the answers to the continue with the presentation. In oth- the product, company and individual hard questions you will find yourself er cases the buyer closed 80 percent will solve the problem. This typically not closing deals and not learning why. faster than previously or we found out results in presentations that are too 4. Believing price will solve your cli- we didn’t even have the right deci- long and prices that are too low. Focus ents' problem sion-makers in the room. on how your product and the company No one buys a price, ever! I have been 7. Waiting until the end of the pres- can solve the three most critical prob- in sales my entire adult life and have entation to share the price lems your client is trying to solve. been tricked by thousands of buyers Most sales people make this mistake Related: Solve Your Buyers' Problems who said "price is the only issue." Your because most of us were taught to by Changing Their Perspective buyer may seem obsessed with price, build value, then show the price. This 2. Too dependent on the “sales pres- demands your lowest price and claims results in a buyer that, no matter how entation” the budget cannot be violated. Despite intrigued they might be by your pres- I have seen sales people spend hours all this, every one of them will pay a entation, is wondering the entire pres- creating presentations and then be- higher price. entation what the cost is. This results come so dependent upon the slide- 5. Presenting without the intention to in your presentation being interrupted show and every detail that they are no close over price rather than the customer longer aware of vital buying signals. When I start a presentation I make it being able to evaluate what your prod- You being present is more important clear to the prospect that my intention uct or service will do and how that re- than the presentation. Of course, you is to have the product or service being lates to the price. want a great presentation, but never used by the client this week. “Thanks After letting the buyer know my inten- become so dependent that you are un- for your time today, my goal is to have tion is to get the product to their com- able to know what is important, who my product to your company by the pany this week, I then share the price. the influencers are and when you are end of this week.” “Before I demonstrate how my prod- getting the buy in and when you are The customer usually then tells me uct will solve your problems, I want to not. they have no intention of doing - any share with you our pricing so that you 3. Not asking the hard questions thing that quickly, at which point I sim- have it while I present the product.” In- It is my experience that sales people ply say, “I understand. I just wanted itiate price - don’t wait to answer “how miss opportunities to build trust by not you to know my intention.” much?” asking the hard questions. This either You have to present with confidence, They may tell you before the presenta-

22 Prista magazine, issue 1`15 ecodiesel

Audi has invented an eco-friendly diesel made from carbon dioxide and water tion, “that is too high,” at which point you can simply agree with the customer. “Of course it’s too much, you haven’t even seen what it will do. Allow me to show you why it’s this price and what it will do for you and why it is the best value in the marketplace.” Bringing price up early makes you look confident, shows you have nothing to hide and takes out the mystery. Bring price up early then use the rest of the time building value. 8. Ignoring influencers I have made the mistake many times where I put too much attention on the decision-maker and missed the influencers. Ask, "Who else other than yourself will influence your decision or that you would like involved?” Find out The German automaker Audi announced it has created a free from why they are important to the decision carbon diesel fuel, solely from water, carbon dioxide and renewable energy and what is most important to them. sources. The ‘E-diesel’ is already being used to power the new Audi A8, owned 9. Using a free trial to close a deal by the Germany’s Federal Minister of Education and Research, Johanna Free trials without some timeline and Wanka, according to the ScienceAlert. commitment to invest money and energy almost never work and become The creation of a fuel is a huge step towards the creation of sustainable cash flow problems for the company transport, but the fact that it’s being backed by the automobile giant, is that offers them. Grow up and close even more exciting. Audi has already set up a pilot manufacturing plant in the deal or go get another customer, Dresden, which should be operated by the clean tech company Sunfire, which because free will break your company. is expected to produce approx. 160 litres of synthetic diesel per day. 10. Not practicing urgency Too many sales organizations never Their base product, called by the Company „blue crude“, is created using insist on closing a deal for fear of ap- a three-step process. The first step involves harvesting renewable energy from pearing to be a nuisance. If you truly sources such as wind, solar and hydropower. Then, the energy is used to split believe in your company, product and oxygen and pure hydrogen using a process called a ‘reversible electrolysis’. service, you must learn how to insist on closing the transaction now. I have The resulting hydrogen is mixed with carbon monoxide (CO), which is made the mistake too many times of created by carbon dioxide (CO2) that has been harvested from the atmosphere. not practicing enough urgency and The two react at high temperatures and increased pressure, resulting in the then having time and events beyond production of long chain of hydrocarbon compounds that make the ‘blue my control steal my deal. Your sales crude’. team should train and drill on how to press without being unprofessional or Once refined, the ‘e-diesel’ can be mixed with standard diesel fuel, or appearing to pressure. used on its own in a more sustainable way to power vehicles. Source: http://www.entrepreneur.com/

Prista magazine, issue 1`15 23 speed

LADIES RALLY TOOK PLACE IN RUSE ON INTERNATIONAL WOMEN’S DAY

All 21 participants in March 8 Rally Stoyanova with Mitsubishi Carisma 2nd place - Rositsa Ilieva received many gifts on behalf of the 2nd place - Plamenka Ivanova with 3rd place - Maria Radionova organizers and sponsors, among VW Golf whom was Prista Oil Holding who 3rd place - Daniela Hristova with Opel Victoria Stoyanova, who was awarded made this event possible. Vectra 3rd place in 1400 cu cm class, Ladies of any age, on all sorts of also received the prize “Youngest vehicles, enjoyed a nontraditional Overall Race Results: Participant”. entertainment on International 1st place - Constantsa Tomova Women’s Day. “Race against time” 2nd place - Svetlana Rashkova - All winners in all three classes competition was divided in 3 race Stoyanova received gifts from Prista Oil Holding: classes: up to 1 400 cu. cm, 1 600 cu cm 3rd place - Maria Radionova and HAVOLINE® oils and and over 1 600 cu. cm. All participants antifreezes. also competed for the Mayor’s Cup in Mayor’s Cup Award: „Italian Chase“ style parallel driving. 1st place - Constantsa Tomova Results for all three classes are listed below:

1400 cu cm class 1st place - Constantsa Tomova with Fiat Seicento 2nd place - Maria Radionova with Ford Fiesta 3rd place - Victoria Stoyanova with Opel Corsa

1600 cu cm class 1st place - Nora Noykova with Great Wall Voleex 2nd place - Petya Tsankova with Lancia Dedra

1600 cu cm class 1st place - Svetlana Rashkova –

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