Speaking to NIPNA, Mojtaba Khosrowtaj emphasized that a stable export
strategy must begin with aligning Iran’s production capacities with
international market demands.
“A large share of Iran’s petrochemical products serve as feedstock for
industrial units abroad, which require consistent and scheduled deliveries,” he
said.
Khosrowtaj warned that sudden shifts in export policies, especially to
meet domestic needs, undermine foreign buyers’ trust. “Long-term investments
and increased production capacity are essential to ensure reliable supply and
diversify market outreach,” he added.
He stressed the need to transition from ad-hoc, spot sales toward
structured, long-term contracts. “End-users, particularly manufacturing units,
favor predictable, long-term agreements,” he said. Disruptions, he noted, not
only erode trust but damage the reputation of Iranian suppliers.
Brand Reputation Rooted in Performance, Not Directives
On the topic of branding, Khosrowtaj said creating a trusted brand in
the petrochemical industry hinges on reliability in quality, timely delivery,
and transparent customer engagement. “Brand loyalty emerges when the buyer
consistently experiences dependable quality and service,” he said.
He lamented the loss of a unified national brand identity following
the privatization of Iran’s petrochemical complexes. “Despite high product
quality and the use of advanced technology, the lack of a consistent brand
weakens our global position,” he said.
Infrastructure Gaps Hinder Market Expansion
Khosrowtaj underscored the importance of penetrating emerging markets
such as Africa, Latin America, and East Asia. However, he said this requires
significant structural groundwork. “Without proper logistical and trade
infrastructure, entry into new markets is neither feasible nor sustainable,” he
noted.
He cited Iran’s lack of direct flights and maritime access to African
markets as a major barrier, contrasting it with Turkey’s extensive presence via
over 750 flights to the continent. “Iran Shipping Lines cannot currently dock
in key African ports due to sanctions, which limits our reach,” he said.
Trade and Financial Barriers Limit Competitiveness
The advisor also pointed to high tariffs and limited financial
instruments as constraints on Iran’s exporters. “Competitors like Turkey
benefit from preferential trade agreements with African countries. Iranian
exporters face higher customs duties, undermining their competitiveness,” he
explained.
He called for access to tools such as buyer and seller credit and
export guarantees, which are either lacking or inefficient in Iran’s current
system.
Micro-Distribution Requires On-Site Investment
Addressing market demand in Africa, Khosrowtaj said micro-level
distribution infrastructure is essential. “Some African buyers seek as little
as 2,000 tonnes of LPG, which is not economically viable to ship directly from
Iran,” he said.
As a solution, he proposed sending larger shipments—such as
45,000-tonne cargoes—to regional hubs equipped with storage tanks, enabling
phased delivery and local distribution.
Government’s Role Remains Pivotal
Khosrowtaj concluded by calling on the government to spearhead
foundational reforms. “Establishing transportation routes, trade agreements,
commercial representation, insurance mechanisms, and financial guarantees
requires state leadership,” he said. “Despite current constraints, the
government’s role in enabling private sector export is irreplaceable.”