CASE STUDY ABOUT SALES AND MARKETING IN EL-MEX SALINES Co.

BY: Chemist: Fayed Abd El-Aziz El

Sammak
Export General Manager June 2010

First would like to thank Chemist / Osama Abdel Aziz, Managing Director and Accountant / Mahmoud Abdel-Salam Chairman of the Board for giving me and the masters of colleagues this opportunity to follow this fair competition to choose one of the staff members for the post of head of the internal and external sales. I would also like to thank the Colleagues of applicants for this competition on there good spirit that prevalence during the preparation of this study and special thanks to all employees, especially the trade sector to honest and sincere attempts to cooperate with me and ask God to guide them to bless their footsteps.

Introduction :
This simplified study is considered only as a modest attempt from me, to give ideas and to highlight some issues related to company's domestic and foreign sales, I did not want to list the statistics and achievements, and although there are lots of positive things the company but I did not prefer to be resorted to only in context and did not count on the achievements of the Department of the export of which I honored to work in for the principal of equal opportunities. This study in fact- is the second attempt of the study, where I set up in the first time to depend on export, marketing and sales references and has almost finished when it dawned on me that the current situation is not likely rhetoric, so I decided to write this new research, which is dwell on ideas are more practical and although the image of cash as it looks in research but it is not an attempt to stand on some problems that constrain company and put obstacles in the evolution and success of a company, which is considered the most prestigious salt company in the area. I am quite confident that the company would be able in recognizable time to prominent that it deserves, moreover, I am sure what was accomplishments during the last six months and I hope to bring this research any benefit to the company and to find out what there may be of problems from my point of view to find solutions based on my experience background. I hope to get the attention and to be discussed more widely. And ask God to help us to achieve the best.

First: export:
In fact the export for the company's products is the most important source of income and it is long tradition for many years since the company has the means for success of any company having the viability of the export process because of the following factors: 1 - The size of the company's production is not available for any competitive company and the availability of raw salt throughout the year while all the salt works in the Mediterranean basin have a limited production and the product is available seasonally. 2 The short distance from the company's shipping ports, where in case of El Mex Salines the port distance is no more than 5 km and in case of Port Said the distance to the shipping port is about 2.5 km only, which reduces freight and reduces the cost of the exported product. 3 - The presence of the company's yard in Dekhaila Port with excellent potential of shipping belt conveyors and cargo handling equipment, which may not be available to any other company in addition to the trained technical staff where it is able to ship about 8000 tons per day which is high and good rate. 4 The rental of company's own dock in Port Said Port which is equipped with a fixed shipping belt conveyor, this feature not available to any other company which ensures to customers to load their vessels with cargo and berthing, without any penalties. 5 - The presence of the diversity of the company's products and its high productivity. 6 - The growing needs of the market of salt, an increase of the global rate of 2.5% per annum with the decrease of salt production areas in the world. Like what is happened in Asia and that's where the salt works would necessarily present on the sea shores and is making a lot of Salinas turned to tourist places This is what happened in Alam El Roum saline in Matrouh almost twenty years ago, since they have switched to the resort of Andalusia. 7-The increased demand for solar salt produced by solar evaporation over the demand of vacuum salt of product which is especially in the advanced countries.

8- There is a good base of old customers with new customers spread all over Europe and America. In spite of these possibilities, however there is different factors must come together for the success of the company and make reasonable profits and it is not difficult or impossible , but we must put our hands on solutions for some problems to improve the situation of the company. This study is based on three axes, namely: 1 - Quality of products. 2 The fair price. 3 - Quality of Service. 1 - Quality of products: For the development of the company's exports, it is necessary to give attention to the quality of the product. The Company has a good plan to improve the quality of the product which starts to show it's positive reaction from customers where the debut production of El Mex Salines this season and the reaction of the samples were sent to customers overseas. Consequently it is possible to continue this improvement to increase the sales value of the products both at the local or foreign market. We must have a kind of coordination between the sales and production sectors to control the quality according to customer requirements without any increase or decrease. It is possible to avoid customer complaints in the next stage if we take the following actions: 1 It is clear during the previous years that there are commonly consumption for the varieties of good salt immediately after the extraction of raw starting from May to October of each year and remaining salt commonly of lower quality and because sales are concentrated in the months from October to March, which could lead to reduce the quality of salt which is exported. Therefore, there must be coordination with the production sectors of the company to work on a classification system for raw salt in the storing yards. We must note that it is possible to sell any quality of salt where there is a customer for all types of salt, but what defines it, is the object uses of the client. For example, we have been sold, the amount of 20000 tons of crude salt from Port Said salines with low quality This season with price of 8 dollars per ton, note that the company was suffering from the presence of this quantity over 6 years and the quantity is a standing
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item on reports of observations of the Central Auditing Agency, but When agreement with the clients and give them a real representative sample. This salt was totally sold in one month and this indicates the possibility of obtaining reasonable prices in the case of classification of salt. We must have suitable quantities of high quality salt so that we can meet the needs of clients of all types of salt throughout the year and especially during the peak period of export.
Expot Curve
250000 200000 150000 2009/2010 100000 50000 0
JU L AU G SE P T V DE C JA N FE B M AR AP R M AY O C NO

3 The fair price. By revision of the export prices before 1/1/2010 and after this date, the comparison between clients who have dealt with the company during this period we can get the following results:
No. 1 2 3 4 5 6 7 8 customer Trade Cop Trust Trade NPR MP Theodoru Alex Trade Macott Al Amira Al Badramany 2009 2010 Increase in Washed washed Prices 8.5 13 52.94 12 13 8.33 11 14 27.27 12.5 14 12 12.5 13 4 12 14.5 20.83 12 13 8.33 12 13.33 11.08 18.1

Average

A table showing the evolution of the prices per ton of washed salt in the first half of 2010 compared to prices in 2009

1 - The price, which was established in 2009 reflected a policy of preferential prices between the customer and are the prices was relatively low and the price of washed salt for a company like Trade Cop is less than or equal to the prices of the raw salt for the rest of the clients and has been the decisions of the company in raising prices had an immediate impact of price increases. In the sample shown above there is an increase in prices of 18.1%. It has been to bring prices to the price of 15 dollars per ton of the washed salt sold to Prost Company in Denmark during March 2010. 2 - The company is following now a clear policy towards the price of the salt for export by classification of salt according to quality, where we are now preparing for the extraction of raw salt from Port Said salines and we are giving the costumers Performa invoices at prices ranging between 17-18 dollars per ton, whereas in the previous year, the average price was 11.56 dollars per ton, the increase estimated at about 50% that is due to the fact that the salt of Port Said salines is one of the highest quality and we should increase the price according to market prices. 3 Despite of prices increase in the second half of the fiscal year 2009/2010, where some expect sales to fall, but it was a good increase in sales over the corresponding period in fiscal year 2008/2009 the volume of exports increased by 20.33%, which is equivalent to 140 228 tons and value of exports increased by 38.3% equivalent to 263,414.5 U.S. dollars.

3- Quality of service: It is the direct and indirect services operations, a, which is a companied the product as an added value, are: a Administration Services. b - Transport services and freight services. c - Inspection, testing and quality. d - Telecommunications services. e - After-sales service and customer complaints. B - Freight Forwarding: Due to the increase of the export of raw and washed salt during the months of autumn and winter for using up to melt the snow in Europe, Asia, and North American continent, as shown in the following graph:

EXPORT tons
250000 200000 150000 100000 50000 0
JU L AU G SE P T V DE C JA N FE B M AR AP R M AY O C NO

2008/2009 2009/2010

Where there is a universal increase of the demand for salt product, however we note that there are positives and weaknesses during this period from October to March and the company positives are: 1 - The increase in demand during these months in which we have an enough stock of raw salt to meet the demand. And, for example, it sold the amount of 737 212 tons during those six months and this amount represented 88.5% of sales for the period from 1/7/2009 until 31/5/2010 (11 months). 2 - Quality of the company products for use in de-icing, where the compounds associated with sodium chloride like magnesium sulfate Calcium sulfate is one of the efficient de-icing compounds which increasing the effectiveness of the company's products for that purposes. 3 -Finishing of the stock quantities in the competitors during this period because of the low rates of productivity than those in the El Mex Salines Company which is the largest in the Arab, European and African countries. 4 The availability to get high prices during this period than the rest of the year because of the lack of supply and increasing demand, as has been in this season (2009/2010) we canceled a contract for the amount of 275 thousand tons of washed salt to USA at 10 dollars per ton, and this quantity was sold for prices ranged between 13 to 15 dollars per ton, which has higher added value. 5 The huge capacity of washing units which is not available to other competitors.

Negatives: 1 The congestion in Dekhaila Port and the length of waiting times for ships outside the anchorage, which ranged from 10 days to 30 days. This condition led to a big demurrage for the clients exceeded in some cases, the cost of the fine 5 dollars per ton which causes an increase the cost for salt importers making the company not capable for increase the volume and prices. In fact that congestion is due to the following reasons: A - concentration of all bulk cargo ships at Dekhaila Port only because it is specialized in shipping of raw clinker to Alexandria Cement Co, where the factory depends on the raw clinker during this time of year where it is imported and the plant just grind this clinker and also this berths are used in the process of export of sand. B There is priority for the unloading grain ships as well as the allocation of berths in the port for some companies like Ezz Steel and the Chinese company for the container and no longer leaves or the company the exploitation of pier 92 to be used for us with all shipments of bulk cargo. And therefore to enable the company to provide better service and maximize the quantities and prices of the export, It would be needed to move to develop appropriate solutions which will give benefit the company and clients at the same time and so we did the following steps to solve that problem and we planed to work on more than one axis and the summed solutions as following: 1 By the contact with officials in Dekhaila Port in order to obtain priority for the company's vessels Anchorage it seemed to us difficult for the requirement of the Port Authority to have fixed equipment on the pier as the companies of unloading grain and they reported that it is not possible at the present time due to there is no spaces.

2 We are currently making communications with the port of Abu Qir which belong to the Navy and there is no congestion and it is a port away from El Mex salines by distance of 40 km using the International Coastal Road. We have visited this port on 15.5.2010 and this port have 7.5 meters draft, able to accommodate ships with tonnage of 10000 tons and up to 15000 tons in the case of a ship wide-body small ships and could be shipping through the port during the winter period for vessels of relatively small and the specialize of the port of Dekhaila for large vessels

such as salt cargo ships for the United States of America, which used to be a tonnage of 50000 tons. And the only drawback of this port that there are no enough storing yards, as limited spaces available to us is only around 500 square meters pieces of land and the rent is exaggerated in terms of 30 dollars per meter per month, but it is possible to overcome this problem by: 1 Rental of yard from one of the companies having yards big enough, such as Cisco Trans and Shehta Co, especially because they have old contracts with the port with low-rent value, In addition we have good relations with them. 2 To rent a piece of land outside and near to the port for storing salt, note that technically it is necessary for the operations of shipping to have a stock ranging from 30-50 % of ship load near the pier to ensure the continuity of shipping. It is also by exploring the transport cost from the El Mex saline to the port of Abu Qir with the discussion with the company's contractors we were obtained the price of 15 pounds per ton we think this price is acceptable compared to the transfer of salt at the public tender and the existing traffic from El Mex saline to Dekhaila Port at 11.5 pounds per ton. In case of shipping vessels could not work from Abu Qir port, we will we attempt to ship from Alexandria port and we will work to provide shipping built conveyors, that is all required for shipment from Alexandria port, where the conditions of the port is better from Dekhaila port in all cases. In the aim that we don't want to handle company with an additional cost, we have introduced this subject with some key customers and they are namely Salinity in Sweden, Alex trade in Egypt and M P Theodorou in Cyprus and they have welcomed all of this steps and have been willing to pay the additional cost, which avoid them off the risk of delay penalties for ships. Raising the efficiency of transport operations: We notes during the peak of salt export, we can not work through the present contractors with high rates, therefore it is necessary to improve of shipping process to dispense the present contractors who do not have the equipment and means of transportation as it was in the case in transport operations tenders from several years, it must be required to provide evidence of owning their own equipment, and adequate means of transport for the proper functioning and that is the phasing out of some contractors in the business, specifically the operation of salt transfer from the yard of Dekhaila port to feed the built conveyors along the ship side. Shipping and unloading companies:
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Despite of the great company's potential within El Dekhaila port and the company can handle all shipping operations represented in yard, handling, equipment and management of the company in Dekhaila Port in a system to be proud of and considered as one of the best shipping companies in the port but we notes with our contract with Shipping companies such as Al-Khalid and the United Arab Company for shipping and unloading where those companies get the amount of 0.80 pound per each ton shipped, and that for the use of declare of shipping and trimming of ships holes by supply of labor does not exceed 10 members for the settlement of the trimming after ship loading and this is a very simple process and we can save an expected amount of one million pounds annually in the case of the company's to charge decision for it own. Note that by questioning about the requirements of the this declare it became clear that the company is qualified for that, it is required by the port authority to own equipment, not less than one million pounds value, while the company has a loading equipment worth much more than this in addition to the requirement of a minimum for the company capital which is a foregone conclusion it. By this amount it can be directed to other aspects which will return to the company. It is considered that the company have the right to obtain fond from the Export Support Fund Egypt, which is regulated by law No. 155 of 2002 about the export development process to support exporters specially to assist the industries in which possess 100% local component, for example, of subsidies granted to the products of spinning and textile they are fond by unrefundable 10% of the value of export shipments, but it is required for the company to seek that fond with the Ministry of Trade with coordination with salt exporters in Egypt, where salt companies are entitled to receive this support where it is promoting the exportation of chemical products, the amount of about 500 million pounds (according to data from website of the Ministry of Trade and Industry ) that the company has the right to obtain 50% of the value of shipping freight from the Export Support Fund.

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Second: The local market

Salt commodity is regarded as an inflexible commodity in that its properties considered as a firm in the needs of the market and constant rates of annual consumption. By studying the sales distribution of the company products variety we find a growth in sales of coarse washed salt and the ground salt which have low quality and little added value and the consequent market problems on the refined salt, which have highest quality and highest value where the share of the company's products form the market as follows: Iodized fine salt (table salt) Iodized coarse salt (Kitchen salt) Iodized coarse salt (50 kg packages): Iodized fine salt (25 kg - 1 k -500 g packages):
El mex saline local sales 2008/2009
300000 250000 200000 Tons 150000 100000 50000 0 Bulk Bulk row coarse Fine washed washed washed course Table Salt Kitchen Salt cyclone

It is known to all that the company sells washed coarse salt at 180 pounds per ton packed in 50-kg sacs with a quantity from 40000 to 50000 tons per year where these quantities go? Of course, these quantities, especially in Upper Egypt governorates and countryside are dried in the sun and crushed and packaged as refined salt and sold in the market price up to 850 pounds per ton, which giving private salt mills salt huge profits which at least 600 pounds per ton and compete with our products of refined salt which had no popularity in these markets. The company has realized this situation since so many

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years, but it is not considered seriously where there was a decision of the Board of Directors in 1983 prohibits the sale of washed coarse salt for the warehouses, but this decision was not implemented to the present date. Given the opposition of the company on this resolution on the grounds that this salt is produced for social reasons of the poor citizens note that this type does not particularly produced for direct costumers consumption as the package capacity of 50 kg can not be traded to the uses of citizens and the other reason is the company contracted formally with some of the private salt mills which is making problems to the company directly as well as raised reasons for discussing this subject, that this salt is used in bakeries for the production of bread and is the reason is allowed to rationalize the sales of this product and the firm to limited distribution of this product with management of the company's sales department and to stop delivering the agents and distribution warehouses with this product or to try to agree on the distribution of salt to the bakeries with the lots of flour by the Directorate of Supply and under the direct control of the company.

Quantities of Salt Sales during Aug. 2009 by tons

3000 2500 2000 1500 1000 500 0 Coarse Washed Ground Wached 3.6 Dried Washed Kitshen Table 381.8 11.03 Cyclone 1035.97 2651 2129

Example for the distribution of items sold during the month of August 2009

We also believe that we have to work on economic feasibility study for the company's products and to determine the proportion of products that are marketed and geographical areas and their actual needs. 1- Distribution Channels: The Company follows a distribution system for their products depends on the agent in most regions of the Republic with a reduced system of
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direct sales and it is noticeable that the system of agents, despite the effectiveness of the system but with the passage of time this system is no longer appropriate according to market mechanisms and the presence of competitors for the following reasons: 1 - It is currently contracting with agents on the basis of a target of selling monthly value and without setting a quantitative target for each product, resulting in stagnation of higher-value products which the sales breakpoint quickly. 2 - The agency contracts are exclusively and the follow up to achievement each month is ineffective and the company can't the rapid intervention to direct the selling in that area which cause the loosing of company control on sales. In case of any shortage in the targets, the sales agent in the province as it resorted to a policy of prevarication and work on ordering products which are not available throughout the month to justify not being able to achieve the target. 3 - The company lacks the data to end-user for it's products for the presence of agents in between the company and customers and the company is losing any contact with consumers. 4 -The capabilities of the company is confined to few agents and distributors, which they are not commensurate with the size of the company and its capabilities and the company became unable to achieve their ambitions that the sales reflect the efficiency of the network of distributors and brokers. 5 The neglecting to follow up certain important warehouses putting attempts for others to put their hand on some of it especially some buildings owners and raise issues in the court for the expulsion of the company, as in case of Sidi Gaber warehouse , which is located in Zananiri market which is one of the largest and most important markets in Alexandria, this warehouse was closed for many years, resulting the inability for the company to make any activity because of the owner who dont let any company employee to enter it also he prevents the company from trying to restore this warehouse. 6 - For example, the city of Greater Cairo, which includes 20.5 million citizens or 25% of the population of Arab Republic of Egypt, the amounted to salt sold in the month of August, 2009 (This example does not reflect the company's sales, but has been used for the purpose

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of an explanatory reason only an examination mini study on the market) as follows: Giza Agouza Dokki Misr El Kadema Attaba Helwan El Zaiton Bahteem El Malik al-Salih Ain Shams Sharabia Shubra, Misr Bulaq Abbasia Nasr City Total 230.5 tons 480 tons zero tons zero tons 7 tons 104.1 tons 95.06 tons 110 tons 2.97 tons 196.675 tons 192.835 tons 356.645 tons 346.106 tons 254.434 tons zero tons 2376.325 tons

And by calculating of the global average consumption of salt per capita, which is in average 10 grams per day it is clear that the monthly consumption of food grade salt in Greater Cairo can be calculated approximate as follows: 10 g X 20500000 citizen X 30 days / 1000000 = 6150 tons per month Percentage to cover Greater Cairo market = 2376 X 100/6150 = 38.6% While the percentage (fair share in the market), which should not be less than it is as follows: Size of the company's annual production = 1650000 tons Total production of the Egyptian companies = 2400000 tons Market share = fair percentage of the volume of production of the company attributed to the total production to Egypt = 1650000 / 24000000 X 100 = 68.75% the proportion of deficiencies in the coverage of the market 38.6 = 68.75 = 30% approximately. Therefore we need comprehensive marketing plan to be done for this city and the formation of a working group for marketing and technical research to develop a program to boost the sales in this geographic region.
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Also we need to study and ascertain about the reasons for the lack of sales at all some important regions, in my opinion; this failure may be due to one or some of the following reasons: A - Deficiencies in some warehouses as in some important warehouses like Nasr city had not made any sales. B This deficiency may because of the high-cost of distribution, particularly as the city of Greater Cairo sprawling, and it is known that the cost of transport and distribution are relatively high in some areas, and may be the profit margin does not cover this cost. C May be some of the responsible for selling in this area don't know the presence of this shortage, believing that these figures are good and usual. D Presence of more effective marketing system and channels of distribution for the competitors. E -Customer unsatisfaction in some areas with high level of income and preference for the product with the best packaging and the outer appearance. F-Focusing of the imported salt, especially from Saudi Arabia on the market in Greater Cairo, and increased market penetration of this region. G- Despite of owning the for 81 distribution warehouses all over the country, the company is giving the agents the right to exploit some of these warehouses in return afford to pay the rent to the owners which is a few pounds as well as the value of water and electricity consumption without any adequate oversight and without an assessment of This warehouses in business sense and what it represents of value in the contracts. H - The lack of adequate control and the connection with some warehouses has been lost from the terms of marketing point of view. I- the inability of the marketing department to work effectively to study the market due to the loss of customer data and they can not work in areas of exclusive distributors for the lack of access to promotions, marketing, or direct contact with customer. J Despite of an exclusive distributors contracts for the company's products in certain geographic areas, no body can be sure practically

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that the exclusive distributor deal with competitors by marketing of their products against the company's share in the market. The Proposals: 1 - Review of the agents and distributors system, and close he gaps in contracts by enabling the company to make direct sales in all regions of the Republic, where the company is unable at this time for direct sale to any customer and in the event that a client require any amount of salt he will directed to the agents. 2 - Simplification of procedures of direct sales where the Company requires the existence of a tax card and trading register as they are imagining that they are protecting the company against the illegal salt traders which is not convincing as the agents and warehouses do not ask the buyers about tax card or trade registers and while competitors do not put these impossible conditions with customers. 3 - Restricting the dealing with coarse washed salt to the company's sales department and to limit the distribution of the product to bakeries and factories. 4 - Action on a plan to raise the company's sales of refined salt product in the market accompanied by the raise in production, thereby reducing the cost and increases the profits and the possibility to increasing the profit margin for traders. 5 Canceling of agencies which are unable to achieve the aspirations of the company. 6 - Palace the bonus for the distributor on terms of the products which throes of recession, not the value of total sales to stimulate the sale of items which suffer from poor distribution or increased competition. 7 - Evaluation of the commercial value of the warehouses and consider it during contracting with distributors, and it is better to keep it as a gateway for direct distribution centers for the company as most of them located in unique commercial places and can be used on a commercial basis allows the company to achieve a high return to be sustained for the sale of the company's products for consumers and as well as sister companies products.

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8 - Sustained a sudden inspection on the warehouses to let company to have the full control. 9 Making investigations about contracts with distribution companies which is specialized in food products, which owns the means of distribution of food products from other major food companies as they are fully aware about the market, more efficient in distribution of food stuff and have their ready client on the market. 10 The reduction of the exclusive distributor system as it was not in the interest of the company and to open the markets for the company's products to create alternative channels for distribution in the markets to ensure achievement of the objectives of the company. 11 - the cancellation of private mills contracts, salt and stop dealing with due to the failure of this system to achieve the expected benefits and to convert those contracts to baking of refined salt by the Company for the benefit of clients and may have special packages to them and give them good prices to enable them to make a profit to benefit from their marketing potentials. 12 - Trying to contract with the consumer and the major supermarket chains because of their branches spread throughout the Republic and the volume of sales. 13 Generate a system of debit limits and credit facilities provided for the payment of the value of the sales which should be limited and realistic and just hanging on for committed persons and following-up debit collection on a daily basis. Product pricing for the domestic market: Pricing is the second element in the marketing plan and pricing of the product is one of the most important decisions taken by the company, it must be a good price to the buyer at the same time, the target price covers the cost of production as well as to the rate of profit of the company could ensure continuity in the market. Price consists of the following elements: Cost: is the total value of expenses, whether fixed or variable.

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Price: One product is the value when you sell it and include the cost + profit rate. The cost is the ground as the maximum value is the ceiling value which represent the importance of the product or the perceived value, and between them put the price so that it would price higher than the cost to ensure survival and competition in the market at the same time not put the price higher than the ceiling because the ceiling is the highest price could sustain the market. One of the unique phenomena in the salt market in Egypt is the fixedprice for many years where we are pricing for salt in accordance with the pricing of competitors in the Egyptian market and in spite of our personal influence with all salt producers in Egypt, but that at the professional level there is no sufficient cooperation and because Company Max Salinas is the largest and oldest and the more congested in terms of labor, and bear that the company is more burden than any competing firm, and despite attempts by the company but that is a fact known to all, that all consumer goods have been moved up much more than 30% in 2008, for example in accordance with to the data of the Central Agency for Mobilization and Statistics but good salt is still the same price for more than six years, if not at lower prices in some cases in spite of the dramatic increase in the cost of the product in terms of wages, energy, packaging materials and packaging. It is required the full cooperation with the salt producers in order to agree to move the price of salt up, for example, that if it were agreed to raise prices by 10% only because it turned the company from loss to profit in little time and that collaboration was a destiny for all salt producer companies, as that continuity of the present price policy will affect the rest of the companies in turn.

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Developing products: Market mechanisms require periodically review for the market needs and try to develop new products by introduction of new products which does not require major investments, but can be made of the available capabilities of the company after studying the needs of the market, for example: 1 - bulk mineral salt: It is possible to produce bulk mineral salt by using raw salt is which characterized by the existence of the necessary elements for animals, such as calcium - magnesium - potassium - sulfate, ..etc. and in addition to some of the rare elements, The only we need is the drying of the raw salt and adding small amounts of mineral elements in order to have low-cost effective product for marketing at a competitive cheap price. 2 - low-sodium salt: El Mex Salines co. was one of the leading companies in the manufacture of this type of salt, but has been shut down production due to the low marketing at the time. It is known that the production of this salt does not cost the company too much by adding potassium chloride by 49.5% + refined salt by 49.5% + anti-caking agent 1% and packed in special packages. 3 Dried washed and row salt: One of the most important factors in determining the price of salt is the moisture content, where they are more added values for the dried salt locally and internationally, as it can be sold as a substitute for ground washed salt to improve the quality and price which can give higher value for the company. 4 - Brine: The evidences Indicate as in the web site of SALT INSTITUTE that the trading in brine is equal to the size of global trade in sea salt and the following chart illustrates this:

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World production (tonnes per year) 72,000,000 70,000,000 68,000,000 66,000,000 64,000,000 62,000,000 60,000,000 58,000,000 56,000,000 54,000,000 Solar salt Rock salt Brines World production (tonnes per year)

we should study the market available and also the possibilities of shipping and handling of this product that will give benefit to the export process as well as the quality of salt produced for the renewal of the closed cycle of the solutions in the crystallizers to solve the problem that the company suffer for many years and did not attention care by company except this season. Despite the difficulty of this solution is in practically but it can be studied extensively and examples of major companies selling brine see the following website: http://www.texasbrine.com

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References: The documents & registers The Export Dept. of El Mex Salines Co. The documents & registers Local Sales Dept. of El Mex Salines Co. Indicators for assessing performance El Mex Salines Co. 2008/2009. Wikipedia electronic encyclopedia " sales analysis" GSL electronic publishing. SI Report electronic publishing. Web site of Ministry of Trade & Industry Egypt, hyperlink Egyptian Exports Fond.

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C.V

Name: Fayed Abd El Aziz Fayed El Sammak Date of birth: 23.2.1963 Education: B. Sc, of Oceanography, Faculty of Sciences, Alexandria University. In May 1984. Present Job : On behave duty of Export General manager. Marital Status: Married have 2 children. Hiring Date: 31.12.1988 Experiences: Third grade specialist chemist in Borg El Arab Sector as responsible for Artemia project from 1.3.1989 to 31.12.1989. Chief of Mineralized Salt Factory in Borg El Arab Saline from 1.1.1989 to 1.6.1996. Chief of Stacking and harvesting in Borg El Arab Saline from 2.6.1996 to 30.10.1999. Quality Assurance Manager in Borg El Arab Salines from 1.11.1999 to 14.2.2004. Documentation And internal Audit Manager in El Mex Salines Co. from 15.2.2004 to 30.5.2006. 1St Washing Unit Manager in El Mex Salines Sector in addition to supervising the operation test of the new washing unit from 1.6.2006 to 30.4.2009. Quality Manager in Asfour for Mining and Refractory from 3.5.2009 to 14.12.2009. Export Manager in El Mex Salines Co. from 15.12.2009 to 19.4.2010. Export General Manager ( On behalf of duty ) from 20.4.2010 up till now

: 23/2/1963 : : .1984 . : : 31/12/1988 : : .31/12/1989 9891/3/1 .1/6/1996 9891/1/1 .30/10/1999 6991/6/2 .14/2/2004 9991/11/1 15/2/2004 .30/5/2006 .30/4/2009 6002/6/1 . 14/12/2009 9002/5/3 .19/4/2010 9002/21/51 0102/4/02

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