Stakeholder S.No.

1
2
3
4
Regional
5
Manager
6
7
8
9
10
11
12
RO 13
14
15
16
17
18
Customers 19
20
21
Questions
Partner identification : How do you reach out to potential partners? Methods used to identify potential partners
Partner selection tool : How is it used? What is the cutoff for selecting a RO? Scores of the last few RO's selected
For each RO, what would be their score on the partner selection score sheet?
How many RO's were terminated in last 2 years? What was the basis of termination?
How many new RO's are planned for this year? How many onboarded? How are targets decided?
Analyzing the RO's that outperformed, what was the key driver for the same?
How is the location for a new RO determined?
What is the credit support provided by xx to retailers? Any structured policies for the same?
How is FA calculated for a RO?
What are the support mechanisms provided by xx to its retailers? What do competitors provide their retailers?
Access roads, canopy, public services - what are xx's guidelines on these? What support does xx provide?
Average working capital days? Why high /low? Is there a reason for maintaining high WC?
Is stockouts / supply an issue? How frequent is supply scarcity from xx?
Average credit period to B2B customers? Compared to competition? How does xx help in this?
Current NFR revenues? Is there a potential for NFR revenues in the TA? What can xx do to increase NFR?
Are there any targeted loyalty programs or marketing campaings? What is the benefit received from them?
Why do you choose one retail outlet over the other? Promotional schemes, loyalty program, outreach, brand, credit
What marketing schemes are used by xx? By competitors?
Is there a difference in perceived quality of fuel at xx? Competitors?
What is the brand perception of xx?
Given two retail pumps, which one would you choose - xx or IOCL? Why?

5 parameters : location of RO wrt TA, (eg. where highways meet, where mdr meets, close to transport nagar)
layout and traffic mgmt - flow, avg no. of waiting trucks
profile of franchisee
fleet owners - what kind of relationship / trust you have with this fuel retailer?
what does a fuel retailer do to build relations at transport nagar? - transporters meet (btl mkting)