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Indian oil out lets and Bazzar Traders on servo lubricants atIOCL

Sl No Contents Page No1 Executive Summary

2. Company Profile

3. About The Project

5. Data analyses and Interpretations

6. Suggestions

8. Conclusion

9. Bibliography

10. Annexure

Babasabpatilfreepptmba.com Page1


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EXECUTIVE SUMMARY

EXECUTIVE SUMMARY



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The project assigned to me is to collect the information about the Indian oil

out lets and Bazzar Traders on servo lubricants at IOCL Belgaum. The project is

carried out in Belgaum .

This project report is on A detail study on Indian oil out lets and Bazzar

Traders on servo lubricants at IOCL Belgaum.

It consists of two parts.

The first part begins with the detail study of the organization. About Its

establishment and progress. This part also includes the product information of iocl.

The second part of the report consists of introduction to Theoretical

background of project which gives the basic concept and theoretical study of the

subject.

And also this second part includes methodology adopted sampling size

sampling plan, and sampling process and determination level of the Indian oil out

lets and Bazzar Traders of product services they provide to its customer as the

problem definition.

This report also consists the analysis part and ends with findings and

recommendations for problem defined.

Objectives of the project:-

1. To study the product movements in the retailers shelves of servo lubricants.

2. To know the contribution of servo lubes to the total sales of the

retailer(RO,Bazzar traders)

3. To find out factor that influences a retailer to stock and sell more of particular

product brand.



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4. To know the purchase frequency and order size.

5. To find out the satisfaction level of retailers with the benefits that they are getting

from the different companies

.

Sampling size:

A sample size of 100 chosen for the purpose of the research.

Methodology

The method adapted to this project is direct interview method, where the

information will be collected by direct interaction with customer through.

Open ended questions

Close ended questions.

Analysis

From the survey conducted whether information is collect that the

information is analyzed and interpreted for giving the suggestions and

recommendations.

Conclusion

From the above analysis the conclusion is given.

Recommendation

Recommendation are given based on the interpretation of the analysis and

the findings.

Limitations

1) It is not exact science, so we cannot accept 100% results, so only justified

solution one gives.

2) It is conducted in open market place.



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COMPANY PROFILE

COMPANY PROFILE



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In the year 1959, Indian Oil Company Limited was established, later in the Year

1964; Indian Oil Corporation was formed with merger of Indian Refinery Limited which

was established in 1958.

Indian Oil account for 56% petroleum products market share, 42% national

refining capacity 67% downstream pipeline thought capacity.

Indian Oil control 10 of Indias 18 refineries with a current combined rated

capacity of 49-30 million metric tons per annum (MMTTA) or 990 Barrels per day

(BPD).

These include subsidiary Chennai Petroleum Corporation Limited and

Bangaigaon Petroleum Corporation Limited. It owns and operates the countrys largest

network of cross-country crude oil and product pipelines pf 7170 Km. with the combined

capacity of 52.75 MMTPA.

Indian Oils country wide network of about 21 thousand, sales point is backed for

supplies by its extensive, well spread out marketing company with a nation wide retail

network of over 2000 sales point.

Indian Oil reaches Indane cooking gas to the door step of 35 million households

in million over in 2000 markets through the countrys largest network of over 4100

distributions.

The country leading Servo brand lubricant from Indian Oil with over 40% market

share and 450 grades are sold through 8000 retail outlets besides a countryside network

of bazaar traders.



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Indian Oil and Academy Company with score full fledged training centers across

the country building competency, confidence and capability to face the advantages of the

market plays the challenges of the market place.

VISION:

A major, diversified, transactional, integrated energy company, with national

leadership and a strong environment conscience, playing a national role in oil security

and public distribution.

MISSIONS:

To achieve International standards of excellence in all aspects of energy

and diversified business with focus on customer delight through value of

products and services, and cost reduction.

To maximize creation of wealth, value and satisfaction for the stake

holders.

To attain leadership in developing, adopting and assimilating state of the

art technologies for competitive advantage.

To provide technology and services through sustained research and

development.

To foster a culture of participation and innovation for employee growth

and contribution.

To cultivate high standard of business ethics and total quality

management for a strong corporate identity and brand equity.

To help enrich the quality life of the community and preserve ecology

balance and heritage through a strong environment conscience.

OBJECTIVES OF IOCL



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To serve the national interests in the oil and related sector in accordance and

consistence with government policy.

To ensure and maintain continues and smooth supply of petroleum product by the

way of crude refining, transportation and marketing activities and to provide

appropriate assistance to the consumer to conserve and use petroleum

inefficiently.

To earn a reasonable of interest on investment.

To achieve higher growth through integration, mergers, acquisitions and

diversification by harnessing new business opportunities like petrochemicals,

power, lube business, consultancy, abroad and production.

To optimum utilization of its refining capacity and maximize distillate yield from

refining of crude to minimize foreign exchange out go.

OBLIGATIONS OF IOCL

Towards customers and Dealers:

To provide prompt, courteous and efficient service and quality products at fair

and reasonable price.

Towards Suppliers:

To ensure prompt dealing with integrity, impartiality and country and prompt

ancillary industries.

Towards Community:



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To develop techno-economically viable and environment friendly products for the

benefit of the people.

To encourage progressive indigenous manufacture of products and materials so as

to substitute imports.

To ensure safety in operations and highest standard environment protection in its

manufacturing plants and township by taking suitable and effective measures.

Towards Employees:

Develop their capacity and advancements through appropriate training and career

planning.

Towards Defense Service:

To maintain adequate suppliers to defense service during normal and emergencysituations as per their requirement at different locations.



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FINANCIAL OBJECTIVES

To ensure adequate returns on the capital employee and maintain a reasonable

annual dividend on its equity capital.

To ensure maximum economy in expenditure.

To manage and operate the facilities in efficient manners so as to generate

adequate internal resources to meet revenue costs and requirement for the project

investment with out budgetary support.

To develop the long term corporate plans to provide for adequate growth of the

activities of the corporation.

To endure to reduce the cost of production of petroleum by means of systematic

cost control measures.



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ORGANIZATIONSTRUCTURE

COMPETITION ANALYSIS

In todays world we are seeing everywhere competitions, while from the small

shop to big company so when I consider to IOC, IOC has many competitors like HPCL,

BPCL, RELIENCE etc.


Head Office (Mumbai)

Corporate Office (Delhi)

Regional Office

North Region

Office

South Region

Office

East Region West Region Offi

Andhra PradeshKarnataka

Kerala Tamil Nadu

Bangalore

Hubli

Shimoga

Raichur

Karwar

Bidar

Mangalore

Mysore

Belgaum

Bijapur


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In order to get the winning edge, we need to strive for excellence, not perfection.

Striving for excellence is progress, because there is nothing that cannot be done better or

improved.

So, achieving success does not mean gaining value but gaining everything by

defeating the one, who cannot do what do what the things we have done. So its matter of

competition

IOCL has a very good market share that signs the best quality and best service. It

is shown with the aid of below charts

MARKET SIZE:

others

(1.4%)IOCL (43%)

BPCL (20%)

HPCL(18%)

PRODUCT PIPELINE:



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others (1.4%)

IOCL (43%)

BPCL (20%)

HPCL(18%)

CRUDE PIPELINE:

IOCL (100%)



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P R O D U C T P R O F I L E

SERVO

Indian Oils SERVO is India's largest selling lubricant brand. SERVOrange of lubricants

enjoys approvals from major Original Equipment Manufacturers (OEMs) including new

generation cars. 9,000 Retail Outlets and a countrywide network ofSERVO SSls and

SSAs Bazaar traders offerSERVOrange of lubricants to customers.

TheSERVOrange of lubricants is used in almost every application covering automotive,

industrial and marine sectors. SERVO range of lubricants is fast emerging as a Global

Brand with wide acceptance in UAE, Malaysia, Mauritius, Bangladesh, Bahrain, Sri

Lanka, Nepal, Yemen, Kenya, Kuwait, Burkina Faso, Reunion Islands and other markets.

SERVOhas been designated as a SUPERBRAND.SERVOhas genuine oil tie ups witha wide range of companies like Hyundai, Maruti, Bajaj, and Lancer. Anil Kumble, the

ever-dependable sporting icon isSERVOBrand Ambassador.

Developed exclusively at Indian Oils world-class R&D Centre at Faridabad, there is a

SERVOlubricant for virtually every single application. With over 42% market share and

450 grades, the country's leading SERVObrand lubricants from Indian Oil are sold

through over 8,100 Indian Oil petrol/diesel stations, over 1,300 SERVO Shops and a

countrywide network of bazaar traders.



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These lubes are manufactured at different locations administrated at the head

office marketing mumbai. Form here it reaches the various cities of the regions through

road transportation.

The storage of lubes is done in the lube godawn or open space. The entire

products are duty paid products.

In godown the products are packed in the cartoons, where as the lubes in the

barrels are stored are stored in the open space.

Even a sales officer is being appointed, who is in charge of these lubes. Lubes in

which the depot is dealing as follows.

1. ULTRA 30

2. GEAR HP-140

3. GR-SUP 90

4. 2T SUPREME

5. 2T SUPREME

6. 2T SUPRM

7. ZZ- HP 80 W

8. GR HP 90

9. GEAR HP-140

10. GR-SUP 90

11. 2T SUPREME

12. 2T SUPREME

13. 2T SUPRM



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14. MIL-C 30

15. MIL-C 40

16. PRIDE 30

17. PRIDE 40

18. GR- HP 80 W

19. GR HP 90

20. GEAR HP-140

21. GR-SUP 90

22. 2T SUPREME

23. 2T SUPREME

24. 2T SUPRM

25. 2TKH

26. SBF

27. BAJAJ 2T Z

28. 2T ULTRA

29. S.4T

30. SYS. HLP68

31. ELGIAIRL

32. TR-FLD-A

33. TR C4SAE30

34. SMG20W40

35. PCF415W40

36. MARUTI ZEN



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SWOT Analysis of Indian Oil Corporation for Petroleum Business

1. Strengths:

The Government protection in the past has resulted in IOC becoming a gaint in this

sector. The large infrastructure created, has given it a advantage that can help it to face

the opening up of the sector.

Flagship Company: It has been decided that ONGC, IOCL and GAIL would be the

flagship companies of the government and government would continue to hold minimum

of 51% equity in these companies. This keeping in view the importance of maintaining

continuous and uninterrupted supplies of petroleum products to strategic sectors like

defense forces and to the in accessible and far-flung areas.

Joint Ventures: In keeping with its core strength of petroleum, the company has made a

number of joing ventures to gain competitive strength in wake of liberalization. This has

resulted in synergy of IOCL and the Joint venture Company by increasing sharing of

knowledge and venturing into new markets to gain competence in global economy.

16th largest petroleum refining company in the world.

No 1 company in Asia Pacific region.

Its been ranked 186th company among Fortune 500 companies

58% of market share in retailing

45% of refining capacity.

Owns 82.56% of the total pipeline capacity

Approximately 70.000 outlets



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2. Weakness:

The bottlenecks involved with the government functioning have to be faced by IOC too.

The requirements of aggressive and quick decisions making required in the wake of

competition from foreign as well as national companies will be felt strongly as slow

government processes can have short term as well as long term consequences.

The area given to sales officers in retail marketing is very big as compared to other

majors.

Has only 40 Mt capacity

However the prior refining yield of around 70% due to old and smaller refineries

remains a cause of concern.

Government control in the functioning.

3. Opportunities: The Indian Oil sector is at the threshold of decontrol the government in gradually

slackening controls over the give products (MS, HSD, ATF, SKO & LPG) that

contributes 70% of the volumes.

International profits: Post deregulation, Indian refining margins would trap global

refining margins. These margins, however would be relatively insulted because of tariff

barriers and transportation costs. Marketing margins would continue to remain under

administrator pricing till F.Y.2003. In F.Y. 2004, IOC has seen another quantum jump in

earnings with decontrol of marketing / distribution network.

Large capital resource: IOCL is expected to be one of the largest beneficiaries of

deregulation process especially after the redemption of oil bonds, which will create

considerable cash glows for the company.



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Less Government control: While retention pricing for refineries has been abolished

w.e.f. Apr. 98, controls on 5 products (MS, HSD, LPG, SKO, ATF) which account for

over 70% of volumes, continues. Profits of establish PSU refineries will low cost of

production will jump and new refineries will be badly hit due to higher fixed cost outgo.

Post deregulation, Indian refining margins would track global refining margins

Generation of funds

The government regulations

Owns 82.56% of the total pipeline capacity.

Demand in 2006-07, 180 Mt.

Demand in 2024-25, 370 Mt.

4. Threats:

The opening up this sector w.e.f. April 2001 has brought the entry of the

multinational and private national companies Like Reliance, MRPL, Essar, and

Shell in this huge market. The huge resources, experience at the disposal of the

multinationals, the attack of smaller companies at the niche markets will aim at

taking the share of the leader IOC. The threat is also from the increasing .market

of LNG / CNG as substitute.

Competition from the regular competitors

Deregulation will cause competitions from loyal players.

Competition from foreign players

CNG / LNG to become the fuel of the future.



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Increase in Price hike in International Market

Shell has entered petrol marketing, has done an investment of Rs. 20 Bn

ABOUT THE PROJECT



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THEOROTICAL BACK GROUND FOR THE PROJECT

In this project I wanted know what are the tools used to improve the sales Belgaum. It is

a managerial process of developing and maintaining a viable fit between the

organizations, objectives, skills and resources and its changing market opportunities. The

aim of strategic planning in my project is to shape and reshape the companies businesses

and products so that they yield target profits and growth by increasing sales.

Today every company has its own marketing plan, without this no company will survive

in this competitive market. This marketing plan can be understood by studying various

situations that are mentioned below

Market Situation.

Companies Situation.

Competitors Situation.

Macro Environment.

MARKET SITUATION

The market situation of Belgaum is unstable and competitive as it is a large

lubricant market with many brands. Most of the area of these places are occupied

by brand leaders. As there is a continuous entry of new brands of lubricant themarket it becomes very difficult for the customers to buy the lubricant.

As it is a competitive market large number of dealers are authorized of brand leaders,

therefore large area is occupied by these brands. Since there is a large demand for these

brand leaders in these places and also customers prefer its quality product.



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Especially the market situation in Belgaum is unstable and the sales are also faster, due to

huge sales promotional activities by others brand has made its name in Belgaum.

Even though its prices are high customers prefer to buy these and also

the dealers dont get much margins, bonus facilities from these companies yet

they sell these brands faster then other brands.,

COMPANIES SITUATION

The company has brand in the market with maximum loyal customers that has the larger

market share compare to competitors only the demand and supply should match which

will help to maintain and increase the sales

COMPETITORS SITUATION

In the total dominated market ofBelgaum a large number of companies are

existing. Each competitor is using various strategies to make its brand image to

acquire market share.

Actually what is a BRAND? A brand is a name. Term, sign, symbol or design or a

combination of them intended to identify the goods or a service of one sellers or

group of sellers and to differentiate them from those of competitors.

A powerful brand name is said to have high brand equity ie, a brand is a asset in so far as

it can be sold or bought for the price. Many lubricant companies are basing their growth

on acquiring and building rich brand portfolios.

The popular brand in Belgaum is because of its service, demand, easily available.

This company has made use of marketing strategies continuously because ofwhich their brand is popular.



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MACRO ENVIRONMENT SITUATION

TheMacro Environment trends include Demographic, Economic, Technological,

Political, Social and Cultural that bears on the product line future.Since most of

the customers are un aware of total products provide by servo they face the

adverse affect of macro environmental factors.

To avoid this problem many competitive companies are demonstrating the use of

there lubes with there benefits and other techniques to increase they sales and

make a brand name in the market.



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PROBLEM DEFINITION

Product movements in the retailers shelves of servo lubricants

OBJECTIVES

1. To find out factor that influences a retailer to stock and sell more of particular

product brand.

2. To know the purchase frequency and order size.

3. To find out the satisfaction level of retailers with the benefits that they are

getting from the different companies

METHODOLOGY ADOPTED

Research Design: It is a systematic gathering of information from respondents for the

purpose of understanding or predicting some aspect of the behavior of the population of

interest. A personal interest was made to know various dealers to get the source of

Information.

The Research Design category which is related to my project is

DESCRIPTIVE RESEARCH DESIGN:

Descriptive research is focused on the accurate description of the variables in the

problem model. For this approach various questions are made to each dealer, to get

accurate information. The survey research consists of Questionnaire design.

Questionnaire administration. Sampling and Data collection.

Questionnaire Design:

A Questionnaire is simply a formalized set of questions for eliciting information. Its

function is measurement and it represents the most common form of measurement in

marleting research. In my project questionnaire I used Structured questions and involved



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directness so that me dealers are aware of tlie nature of tlie survey. In my questionnaire I

have used Open Ended as well as Closed Ended questions..

Interview:

Interviews are classified according to their degree of structured and directness,

these both are present in my project. I conducted Personal interview as Personal

interviews are widely used in marketing research. I asked the questions to the dealers in

face-to-face situation so that I could get detail information regarding lubricants.

SAMPLING PROCESS

DEFINE POPULATION :

A population must be defined in terms of elements sampling units, extent and time, all

purchasing agents in companies and government agencies that have bought any of our products

in the last one year

Element Dealers

Sampling Dealers sub-dealers Bazzar Traders

Extent Belgaum

Duration 4th December 2006 to 20th April 2007

SAMPLING FRAME:

A sampling frame is a mean of representing the elements of population. A perfect

sampling frame is one in which every element of the population is represented once.

A sampling frame here is a list of all the lubricantsdealers inthe market of

Belgaum.



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SAMPLING UNIT:

The sampling unit is the basic unit containing the elements of the population to be

sampled. They are the dealers who are stock and sell lubricants.

SAMPLING METHOD:

The sampling method is the way the sample units are to be selected. The

method chosen for my project is Non-Probability method.

Define: A probability sample is one in which the sampling unit are selected by

chance and for which there is known chance of each unit being selected.

Define: A non-probability sampleis one in which chance selection procedures, are

not used.

SAMPLING SIZE:

The sample size of my project is 100

SAMPLING PLAN:

The sample size of my project is 100. I have conducted interviewtoeach of the

respondent with both random and stratified method.

SELECT THE SAMPLE:

In my project the actual selection of sample are the Dealers multi brand outlets. Thisrequired a substantial amount of field work, particularly personal interviews areinvolved. The sample selected by me was from Belgaum.



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DATA COLLECTION METHOD:

The main data collection method adopted in my project is structured and direct

personal interview. For this I had got the addresses of the sample size from the

Company..

SECONDARY SOURCES:

Define: Data developed for some other purpose other then helping to solve the

problem at hand.

During defining the problem the secondary data was collected from the dealers

and some information was also collected from.

The company officers of Indian oil corporation

Internet.

Company brochure.

PRIMARY SOURCES:

Primary dataarc those which are collected specifically for the research

situation at hand. Depending upon the objectives constructed and the information

through questionnaire.

Dealers.

company executives

SECONDARY SOURCES:

To get the primary data like the addresses and phone numbers of the Dealers,

multi brand outlets I have used the following secondary data sources.

Yellow pages.



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Internet.



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DATA ANALYSES

1. From how many years have you been dealing in this lubricants business?



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From how many years have you been dealing in this lubricants business

2 2.0 2.0 2.0

30 30.0 30.0 32.0

33 33.0 33.0 65.0

35 35.0 35.0 100.0

100 100.0 100.0

less than one year

1-3

3-5

more than five years

Total

Valid

Frequency Percent Valid Percent

Cumulative

Percent

35.00 / 35.0%

33.00 / 33.0%

30.00 / 30.0%

2.00 / 2.0%

more than five years

3-5

1-3

less than one year

From the above table and chart it infer that 35% dealers are dealing with the lubes form

more than 5 five years . 33% of dealers started dealing with lubes business from 3-5 years

and 30% of dealers started with lubes business 1-3 years, only 2% of have stared their

business newly that is less than one years.

2. Do you stock only one brand?



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Do you stock only one brand

20 20.0 20.0 20.0

80 80.0 80.0 100.0

100 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent

80.00 / 80.0%

20.00 / 20.0%

no

yes

From the above table and chart revels that 80% of dealers are dealing with more thanbrand and only 20% of dealers are dealing with one brand.



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3. Which company lubricants do you deal in?

which company lubricants do you deal in (servo)

90 90.0 90.0 90.0

10 10.0 10.0 100.0

100 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent

(HP)

61 61.0 61.0 61.0

39 39.0 39.0 100.0

100 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent

(BP)

61 61.0 61.0 61.0

39 39.0 39.0 100.0

100 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent

(TATA)

18 18.0 18.0 18.0

82 82.0 82.0 100.0

100 100.0 100.0

yes

no

Total

Valid

Frequency Percent Valid PercentCumulative

Percent

(OTHERS)

68 68.0 68.0 68.0

32 32.0 32.0 100.0

100 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent



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Brandnames yes no

Servo 90 10

HP 61 39

BP 61 39Tata 18 82

Others 68 32

0

20

40

60

80

100

120

Servo HP BP Tata Others

Brand name

Response

no

yes

From the above tables and charts it revels Indian oil servo lubricants has the maximumnumber of dealers 90%.other brands comes second with 68%.HP & BP comes third with61% of dealers.



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4. Does advertisement play a major role in deciding brand?

Does advertisment play a major role in deciding brand

70 70.0 70.0 70.0

30 30.0 30.0 100.0

100 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent

30.0%

70.0%

no

yes

From the above table and chart revels that 70% of respondents say advertisements

play important role in deciding brand and only 30% say no.



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5. Do you recommend any specific brand to your customer?

Do you recommend any specific brand to your customer

60 60.0 60.0 60.0

40 40.0 40.0 100.0

100 100.0 100.0

yes

no

Total

Valid


Cumulative

Percent

40.0%

60.0%

no

yes

From the above table and chart revels that 60% of dealers recommend to customer tospecific brand were as only 40% dealers dont recommend about brand.



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6. What is the contribution of servo lubes total sales?

what is the contribution of servo lubes to total sales

27 27.0 27.0 27.0

41 41.0 41.0 68.0

29 29.0 29.0 97.0

3 3.0 3.0 100.0

100 100.0 100.0


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7. Rank the factors you consider to hold stock and sell?

service

4 4.0 4.0 4.0

8 8.0 8.0 12.0

5 5.0 5.0 17.0

19 19.0 19.0 36.0

23 23.0 23.0 59.0

20 20.0 20.0 79.0

21 21.0 21.0 100.0

100 100.0 100.0

1st rank

2nd rank

3rd rank4th rank

5th rank

6th rank

7th rank

Total

Valid

F requency Percent Valid Percent

Cumulative

Percent

21.0%

20.0%

23.0%

19.0%

5.0%

8.0%

4.0%

7th rank

6th rank

5th rank

4th rank

3rd rank

2nd rank

1st rank



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From the above table and chart revels that ranks given to service consideration to hold the

stock and sell servo lubes 4% of respondents rated as 1st.

discount

24 24.0 24.0 24.0

24 24.0 24.0 48.0

34 34.0 34.0 82.0

5 5.0 5.0 87.0

4 4.0 4.0 91.0

6 6.0 6.0 97.0

3 3.0 3.0 100.0

100 100.0 100.0

1st rank

2nd rank

3rd rank

4th rank

5th rank

6th rank

7th rank

Total

Valid


Cumulative

Percent

3.0%

6.0%

4.0%

5.0%

34.0% 24.0%

24.0%

7th rank

6th rank

5th rank

4th rank

3rd rank2nd rank

1st rank

From the above table and chart revels that ranks given to discount as consideration to

hold the stock and sell servo lubes 24% of respondents rated as 1 st.



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quality

2 2.0 2.0 2.0

3 3.0 3.0 5.0

16 16.0 16.0 21.0

26 26.0 26.0 47.0

24 24.0 24.0 71.0

29 29.0 29.0 100.0

100 100.0 100.0

2nd rank

3rd rank

4th rank

5th rank

6th rank

7th rank

Total

Valid


Cumulative

Percent

29.0%

24.0%

26.0%

16.0%

3.0%

2.0%

7th rank

6th rank

5th rank

4th rank

3rd rank

2nd rank

From the above table and chart revels that ranks given to Quality consideration to hold

the stock and sell servo lubes 2% of respondents rated as 1st.



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demand

7 7.0 7.0 7.0

7 7.0 7.0 14.0

5 5.0 5.0 19.0

32 32.0 32.0 51.0

20 20.0 20.0 71.0

14 14.0 14.0 85.0

15 15.0 15.0 100.0

100 100.0 100.0

1st rank

2nd rank

3rd rank

4th rank

5th rank

6th rank

7th rank

Total

Valid

F requency Percent Valid Percent

Cumulative

Percent

15.0%

14.0%

20.0%

32.0%

5.0%

7.0%

7.0%

7th rank

6th rank

5th rank

4th rank

3rd rank

2nd rank

1st rank



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From the above table and chart revels that ranks given to demand consideration to hold

the stock and sell servo lubes 7% of respondents rated as 1 st.

promotional schemes

1 1.0 1.0 1.0

1 1.0 1.0 2.0

2 2.0 2.0 4.0

20 20.0 20.0 24.0

23 23.0 23.0 47.0

24 24.0 24.0 71.0

29 29.0 29.0 100.0

100 100.0 100.0

1st rank

2nd rank

3rd rank

4th rank

5th rank

6th rank

7th rank

Total

Valid


Cumulative

Percent

29.0%

24.0%

23.0%

20.0%

2.0%

1.0%

1.0%

7th rank

6th rank

5th rank

4th rank

3rd rank

2nd rank

1st rank



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From the above table and chart revels that ranks given to promotional schames

consideration to hold the stock and sell servo lubes 1% of respondents rated as 1st.

margin

37 37.0 37.0 37.0

37 37.0 37.0 74.0

22 22.0 22.0 96.0

2 2.0 2.0 98.0

2 2.0 2.0 100.0

100 100.0 100.0

1st rank

2nd rank

3rd rank

6th rank

7th rank

Total

Valid


Cumulative

Percent

2.0%

2.0%

22.0%

37.0%

37.0%

7th rank

6th rank

3rd rank

2nd rank

1st rank



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From the above table and chart revels that ranks given to margin consideration to hold

the stock and sell servo lubes 37% of respondents rated as 1 st and 2nd .

credit facility

27 27.0 27.0 27.0

21 21.0 21.0 48.029 29.0 29.0 77.0

8 8.0 8.0 85.0

4 4.0 4.0 89.0

10 10.0 10.0 99.0

1 1.0 1.0 100.0

100 100.0 100.0

1st rank

2nd rank3rd rank

4th rank

5th rank

6th rank

7th rank

Total

Valid


Cumulative

Percent

1.0%

10.0%

4.0%

8.0%

29.0% 21.0%

27.0%

7th rank

6th rank

5th rank

4th rank

3rd rank 2nd rank

1st rank



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From the above table and chart revels that ranks given to credit facility consideration to

hold the stock and sell servo lubes 27% of respondents rated as 1 st.

Ranks Factors

Service Discount Quality Demand Promotional Schemes Margin Credit facility

1st 4 24 0 7 1 37 27

2nd 8 24 2 7 1 37 21

3rd 5 34 3 5 2 22 294th 19 5 16 32 20 0 8

5th 23 4 26 20 23 0 4

6th 20 6 24 14 24 2 10

7th 21 3 29 15 29 2 1

0

20

40

60

80

100

120

Service

Discount

Quality

Demand

Promotional

Schemes

Margin

Credit

facility

Factors

7th

6th

5th

4th

3rd

2nd

1st



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From the above table and chart revels that ranks given to margin consideration to hold the

stock and sell servo lubes 37% of respondents rated as 1st and 27% of respondents rated

as 2nd rank for credit facility. 24% of respondents rated as 3 rd rank for Discount.

9. How do you rate the satisfaction level with reference to service provided by the

different companies?Servo

16 16.0 16.0 16.0

9 9.0 9.0 25.0

13 13.0 13.0 38.0

41 41.0 41.0 79.0

21 21.0 21.0 100.0

100 100.0 100.0

very good

good

ok

poor

worst

Total

ValidFrequency Percent Valid Percent

Cumulative

Percent



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21.0%

41.0%

13.0%

9.0%

16.0%worst

poor

ok

good

very good

From the above table and chart revels that the satisfaction level with reference to serviceprovided by the different companies compared with servo is 41% of respondents replied

as poor. only 16% of respondents replied as very good.

BP

20 20.0 20.0 20.0

20 20.0 20.0 40.0

29 29.0 29.0 69.020 20.0 20.0 89.0

6 6.0 6.0 95.0

5 5.0 5.0 100.0

100 100.0 100.0

not applicable

very good

goodok

poor

worst

Total

ValidFrequency Percent Valid Percent

CumulativePercent



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5.0%

6.0%

20.0%

29.0%

20.0%

20.0%

worst

poor

ok

good

very good

not applicable

From the above table and chart revels that the satisfaction level with reference to serviceprovided by the different companies compared with BP is 6% of respondents replied aspoor. only 20% of respondents replied as very good.

HP

20 20.0 20.0 20.0

15 15.0 15.0 35.0

24 24.0 24.0 59.0

22 22.0 22.0 81.0

13 13.0 13.0 94.0

6 6.0 6.0 100.0

100 100.0 100.0

not applicablevery good

good

ok

poor

worst

Total

Valid


Cumulative

Percent



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6.0%

13.0%

22.0%

24.0%

15.0%

20.0%

worst

poor

ok

good

very good

not applicable

From the above table and chart revels that the satisfaction level with reference to serviceprovided by the different companies compared with HP is 13% of respondents replied as

poor. only 15% of respondents replied as very good.

others

20 20.0 20.0 20.0

26 26.0 26.0 46.0

28 28.0 28.0 74.0

20 20.0 20.0 94.0

3 3.0 3.0 97.0

3 3.0 3.0 100.0

100 100.0 100.0

not applicable

very good

good

ok

poor

worst

Total

Valid


Cumulative

Percent



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3.0%

3.0%

20.0%

28.0%

26.0%

20.0%

worst

poor

ok

good

very good

not applicable

From the above table and chart revels that the satisfaction level with reference to serviceprovided by the different companies compared with others is 3% of respondents repliedas poor. 26% of respondents replied as very good.



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SUGGESTIONS

SUGGESTIONS

1) Since supply seems to be the one of problems stocks registers should be the

provided to the dealers so that they can maintain records of all inventory and sales

thus it becomes easier to monitor the supply.



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2) Dealer ego massaging since dealer loyalties seem to be low is imperative that

they be given free gifts and prize be offered for reaching the targets, also gifts be

every year to the dealers to distribute to the costumers.

3) Dealers should given training on the art of pushing products to the costumers.

4) Servo lubricants has good band name in market with good number of dealers but

with reference this project it was found that servo lubricant contribute 50% of

sales to their total sales .

5) Comparing to dealers of bazzar traders Indian retail outlets (petrol bunks of iocl)

less contribution towards servo lubricants company should inspect and find out

the reason in decline of servo at Indian retail outlets.



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CONCLUSION

CONCLUSION

The journey of a thousand miles begins with a single step and this step has been taken by

Indian Oil Corporation Limited by being the only company to hold the flagship of the

country.



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Indian Oil Corporation is one of the fortunes 500 Companies of the World and ranks

170th in the list. Growing demand, a turbulent supply market lack of spare production

capacity and continual turmoil in several oil-producing countries pushed up crude oil

prices to record levels beyond the US $ 50 per barrel mark.

In order to be the brand leader the company should maintain good relationship with

channel partners. They should motivate and train the sales persons to increase the sales.



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ANNEXURE

QUESTIONNAIRE

Name of the Dealer :

Type of outlet: Indian oil retail outlet . Multi brand outlet . Others

Name of the concerned person:

Address:



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Contact No: E-mail ID:

Office No:

Ress No:

8. From how many years have you been dealing in this lubricants business?

Less than one year .

1-3 .

3-5 .

More than five years .

9. Approximate turnover of all lubricants?RS:-________

Litters:_______

10. Do you stock only one brand ?

Yes . No .

11. Which company lubricants do you deal in?

Servo HP BP Tata others_______________

12. Rank the factors you consider to hold stock and sell?

Service [ ] Discount [ ] Quality [ ] Demand [ ] Promotional Schemes [ ]

Margin [ ] Credit facility [ ]

13. Does advertisement play a major role in deciding brand?

Yes No

14. What kind of promotional activities do you expect from the company to increaseyour sales ?



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_______________________________________________________________

15. Do you recommend any specific brand to your customer?

Yes

No

If yes, which brand? ___________

9) What is the contribution of servo lubes total sales?

_______________________________________________________________

10) Are you satisfied with service provided by different companies?

CompanyName Very good Good Ok poor Worst

Servo

BP

HP

Others

THANK YOU



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BIBLIOGRAPHY

References:

www.iocl.com

www.iocxtrapower.com

www.petro.nic

www.indianpetro.com

Marketing Management: Philip Kotler

Marketing Research; Tull and Hawkins



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