Done At

Indian Oil Corporation Bhopal(M.P)

BY
Vindyanchal Kumar
BBA (Oil And Gas Marketing )V Semester
University Of Petroleum and Energy Studies, Dehradun
Mentor
Mr. Amiy Ket Singh, Chief Divisional Retail Sales Manager
Indian oil Marketing Division, BHOPAL
 Indian oil corporation

Indian Oil: Indias major Downstream Company

IOCL formed in 1964 with the merger -INDIAN OIL COMPANY LIMITED and
INDIAN OIL REFINARIES LIMITED.

Indian oil capture 46.2 % of total retail market.

Product-Servo , Indian LPG , Auto gas ,Diesel , MS , Sko.

 Repeat
Purchases
Retention of
Customers
provide
Information about
Customers

LOYALTY

Just Another Reward Loyal

Marketing Program Customers

Reality ..could be all of the above !!!!

3
 Xtrapower Fleet Card Program Benefits:

Cashless transaction

Facility to track each vehicle

Detailed fleet management reports.

Payment convenience-both prepaid and credit options.

Personal Accident Insurance Cover and Medi-claim for fleet owner, driver,
co-driver and helper.

Attractive rewards on purchase of fuel & lubricants through the Card

Opportunity for earning additional rewards on purchase of J.K. Tyre and

Exide Battery
 Project Assigned
In Sip I was assigned with two type of work
1. Field work
2. Office work
Field work :
I visited Bhopal and Indore and performed two works:
a) Sales and promotion of Xtrapower fleet card to the transporter and Retail outlets
of Bhopal and Indore.
b) Get the questionnaire filled provided by company
Office work:
Conducted telephonic interview With negative Transporters and Ros owners
a) Prepare report on negative customer and suggested action plan
b) Prepare report on negative retail outlet and suggested action plan
 RESEARCH METHODOLOGY

05-11-2017
Research Design : Descriptive

Sources of data

1. Primary Data

The data collected through questionnaire based survey from the retailers and
transporters

Excel sheet provided by company

2. Secondary Data

Companys annual reports, journal , pamphlets , website and magazines

Companys Products and sales report

SAMPLE SIZE 300+Transporters and 20+ Retail outlets

No. of Xtrapower fleet card sold: 100

Sample Area : Bhopal and Indore

 Objectives

Primary Objective of this report is:

To sell and promote xtrapower fleet card in Bhopal & Indore

To Attract transporter for purchase of xtrapower fleet card.

To educate transporter and petrol pump owner about xtrapower fleet card

Secondary objectives:

Gain professional experience

To learn skills such as : Data collection and analysis, observational skill

.
 Analysis
Is mein questionaaire ka result with graph
dalo

05-11-2017
 Xtra power scheme is not available at all the retail outlet of Indian oil , so it
creates problem.

The card swiping machines are not properly maintained at some places
leading to many customer complaints.

At some places pump attendants are not interested in providing this

service.

There are no pamphlets available at pumps, which could give a brief idea
about the loyalty program.

There is Lack of internet facility at some of the outlets and also problem
with poor network service.
 The facilities should be made available to as much retail outlets as possible.

The card swiping machine must be carefully maintained and should provide quick
service for any technical difficulties.

A training program for pump attendant to increase his expertise in the use of swiping
machine and its various technical aspects.

Surprise visit to pump by pump owner and attendants.

If possible some rewards should be given to the pump with highest sale in month by
card transaction.

Pamphlets must be available at pump so that customers get a brief idea about the
program.

The poor network service at retail outlet need to improve urgently.

 Most of the customers were very supportive and welcoming. Customers
who showed interest appreciated the offer provided and wanted to
know more about the program.

Some of the customers faces technical difficulties while using the card
as they are not able to understand its operations clearly.

Some customers have no clear idea about its benefit and they are
happy to use their old traditional way of purchasing oil and lubricant.

Some transporter purchases the card but the card remains idle or they
had very less transaction.
 FINDINGS FROM CUSTOMERS

Pamphlet and booklets are in English; hence most of the people are not able to

understand.

There is no dedicated person for collecting the forms. So, there is a large backlog

of forms.

This program is not for small LCV .

There are no any special benefits for customers having larger transaction.

Corporate customers are not very much interested as there is no any special

benefit for them.

Website of Xtra power (www.iocxtrapower.com) is not regularly updated

 Most of the people are not aware regarding the Xtra power scheme, IOC should
try to create awareness regarding the program by means of more aggressive
advertising.

Xtra power fleet card banners should be put at proper location with easy visibility.

The customers facing any kind of difficulties must be assisted promptly and their
problem must be considered with due care.

Information centers especially in remote areas must be setup so that people have
access to this program and they can have detail information about its benefits.

All the pamphlets and booklets should be in regional language and Hindi for easy
understanding.
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 There must be a fixed person for collecting forms and application for the card.

Target new vehicle/fleet owner by tie up with the vehicles companies and give
XTRAPOWER FLEET CARD with every new vehicle/truck.

If a card is not used for a specified period then a message should be given as a
reminder and if possible to contact the person as there may be some problem for
not using the card.

Special benefit must be provided to customers with larger transaction.

Need for Local alliance partners.

The website for Xtra power needs regular update with more user friendly access
and details of new as well as upcoming offers.