ExxonMobil later withdrew step by step from the sales business and focused on wholesale trading. Shell developed into a very active sales company. For some time, the company was one of the best suppliers for medium-sized industrial gas users and for L-gas users. But over time Shell Energy as part of the Shell Group also developed new market segments like small-scale LNG and hydrogen, although it is not directly part of the sales business. But Shell managers from the sales company helped to put these topics on the agenda in Germany. The sales strategy itself was adjusted several times over the years to adapt to changing market conditions. The latest adjustment was made in August this year. Cai-Delf Harms has been the managing director of the sales company since the beginning of 2018 (ener|gate Gasmarkt 03/18). ener|gate Gasmarkt talked to him about the sales business and its new alignment, and a bit about smallscale LNG and hydrogen.
ener|gate Gasmarkt: Mr Harms, in 2016 Shell Energy sold around 59 TWh of natural gas and profit after tax was 15.7 million euros. What are the figures for 2017?
Harms: The figures will be published soon. They are almost the same as for 2016 and deviate by only a few per cent.