煤层气销售策略研究

Study on CMB Sales Strategy

煤层气产量逐步缓慢增长并且无法关停限产的生产特点与常规天然气市场冬夏季需求峰谷差大消费特点矛盾突出,因此常规天然气销售常规策略不完全适用于煤层气销售。通过对煤层气与天然气产销特点差异性分析,总结前期煤层气销售存在的问题,采用问题导向方法确定煤层气销售原则,提出煤层气销售策略:(1)煤层气销售外输渠道必须与区块产能建设同步或先于产能建设;(2)必须建立多渠道外输出口以解决夏季调峰问题;(3)依托国家有利政策,打通气源地出境渠道扩大煤层气销售区域市场;(4)在外输管网互联互通的基础上,充分利用天然气交易中心等平台实现上下游直供,提升煤层气销售效益。

CBM(coalbed methane) production increases slowly,and cannot be shut down or limited. These features are very inconsistent with the consumption characteristics of the conventional natural gas market featuring big peak and off-peak difference in winter and summer. Thus, conventional natural gas sales strategy is not fully applicable to CBM sales. By analyzing the differences of production and sales characteristics of CBM and natural gas, this essay summarizes the problems existing in CBM gas sales in the past,comes up with the sales principles of CBM by adopting a problemoriented approach, and proposes CBM sales strategy:(1) CBM sales and export channels must be built simultaneously with or ahead of block capacity building;(2)establish multi-channel external outlets to solve summer peaking issues;(3)make use of national favorable policies and explore outbound channels for gas sources to expand the CBM sales regional market;(4)based on the interconnected outbound networks, make full use of natural gas trading centers and other platforms to achieve direct upstream and downstream supply, and improve the sales efficiency of CBM.