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PROJECT REPORT ON
MARKET & POTENTIAL SURVEY OF BPCL
As partial fulfillment for the award of
The making of this project has been a great experience for me on BPCL (Financial Management) during partial fulfillment of my MBA course.
While making this project I have gained immense practical knowledge of how an organization works day to day and how their policy regarding Financial conditions of Shree Bharat Petro, (BPCL) marketing and sales of the products has been made and how they strive continuously in today competitive environment to maintained and enhance their position in the market.
In the end of my project, I would like to acknowledge Dr. Arpita Khare, Co-ordinator of MBA at IPEM, Ghaziabad for her immense cooperation in making this project and also I would like to give my thanks to Mrs. Sapna Rakesh, Director of IPEM, Ghaziabad whom able guidance helps me to complete this project.
Last but not least I would like to give my thanks to all BPCL family members, colleagues and dealers who helped me during my project work.
SHIVENDRA PRATAP SINGH MBA 2002-2004 IPEM Ghaziabad.
CONTENTS Acknowledgement Introduction Objective Synopsis Company Profile Research Methodology Market Analysis Suggestions & Recommendation Conclusion Annexure – Questionnaire . .
SYNOPSIS OBJECTIVE : The main objective of the project is to find out the perception of dealers/ retailers regarding the sales promotion facility. TYPES OF RESEARCH : Research Approach : Survey Approach Research Instrument : Questionnaire SAMPLING PLAN : Number of Sampling Unit : 30 Sample Unit : Dealers / Retailers DATA COLLECTION : Contact Method : Sampling Procedure Structured Interview through questionnaire . .
Conducted the survey : Under the able guidance of Mr. To find out the perception of dealers / retailers of BPCL. It is important to get and idea regarding BPCL position in Ghaziabad and Meerut City.liquid petroleum gas. (LPG) Petrolium diesel. manufacturer a large range of lubricants . It could not help BPCL to capitalize on existing potential but also to formulate strategic and to fill the look holes and gaps to fight the competitive situation. . Neeraj Tyagi and Mr. Suri. Aviation fuel & solvents. The researcher has tried to now about the following points :1. 2. BPCL has also spreads up to Refinery plants in India Indian Oil and Castrol of the major competitors in the market against BPCL. To determine the market share .INTRODUCTION Topic Objective : Market Survey of BPCL : To increase the sale of BPCL Products Bharat Petroleum Corporation Ltd.
and has extremely flexible. There are a number of companies in the market. Delhi and Modinagar. Ghaziabad. Survey Research is the systematic gathering of data from respondent through the questionnaire. used in collecting primary data in market survey. I have make a survey especially on petroleum product (Sales Promotion facility). The purpose of the survey is to provide more and more information regarding it market position and sales promotion.e.MARKET ANALYSIS Survey is the most commonly method i. A questionnaire is the former list of the entire question to be answered in the survey. . I have conducted the market survey in different city e.g Meerut. Some of them of Government companies and some of them of private companies as BPCL IBP .
dealers meets. and mechanic meet. This company does’t not provide as much sales promotion facility as it should provide in comparision to other company which exists in the market like Indian Oil. Castrol. It can gets its real position only by improving its faults. Pennzoil. Hindustan Petroleum . There is also a lack of proper advertisement and wall painting. Shell. .Indian Oil Hindustan Petroleum Castrol Shell ELF Pennzoil In our analysis. bp . ELF. Infect the quality of BPCl products its superior but its price is little big high and it also doesn’t provide sale promotion scheme. I have found that BPCL is not in a good position in the market. electronic media and distribution network. . BPCL not in a good position because prices so much high in comparison to other companies. print media.
bottled and marketed Petroleum as medicinal cure.A GLORIOUS COMPANY Do take some time off for a brief interlude with the past. USA. People found it useful as illuminating oil and the demand for it steadily increased. he designed the first primitive refinery in 1852. connected to a metal tank.DAWN OF A NEW ERA Petroleum (derived from Latin Petra-rock and oleum-oil) first came up in wells drilled for salt. A new chapter in the history of Indian industry. . 'Colonel' Edwin Drake and 'Uncle' Billy Smith drilled a well with the specific objective of finding oil. they "struck oil" at Titusvale. in North Western Pennsylvania. a Pittsburgh druggist. To market a deodorized variant. and on 27th August 1859.5 ft. . which was a huge improvised kettle. at a depth of 69. EARLY HISTORY . Samuel Kier. as we take you back in time to the evolution of Bharat Petroleum Corporation Limited.
. In 1889. . Rothschilds . which had been formed in 1871 to refine crude oil produced from primitive hand dug wells in Upper Burma. The largest rivals of Standard Oil . Goodenough of McKillop Stewart Company drilled a well near Jaypore in upper Assam and struck oil. when Mr. An important player in the South Asian market then was the Burmah Oil Company.FROM NOTHING TO GOLD The 1860s saw vast industrial development. Though incorporated in Scotland in 1886. While discoveries were made and industries expanded. A lot of petroleum refineries also came up. The search for oil in India began in 1886.Royal Dutch. the Assam Railway and Trading Company (ARTC) struck oil at Digboi marking the beginning of oil production in India. the company grew out of the enterprises of the Rangoon Oil Company.came together to form a single organisation: Asiatic Petroleum to market petroleum products in South Asia. John D Rockefeller together with his business associates acquired control over numerous refineries and pipelines to later form the giant Standard Oil Trust. Shell.
In 1928. particularly in Indian and Burmese markets.an active producer. . . refiner and distributor of petroleum products. This alliance led to the formation of Burmah-Shell Oil Storage and Distributing Company of India Limited. Asiatic Petroleum (India) joined hands with Burmah Oil Company .
. followed by service stations. In the 1930s. Burmah Shell began its operations with import and marketing of Kerosene. service stations began to appear and became accepted as a part of road development. The company took up the challenge of reaching out to the people even in the remote villages to ensure every home had its supply of kerosene. With motor cars. retail sales points were built with driveways set back from the road. . This was imported in bulk and transported in 4 gallon and 1 gallon tins through rail. came canned Petrol.THE PIONEERING SPIRIT - BURMAH SHELL MARKETING A pioneer in more ways than one. After the war Burmah Shell established efficient and up-to-date service and filling stations to give the customers the highest possible standard of service facilities. road and country craft all over India. The development and promotion of efficient keroseneburning appliances for lighting and cooking was an important part of kerosene selling activity.
which carried airmail at slightly higher rates than sea transport.and it became a part of the company's culture. Besides selling Bitumen.D. at several locations.big and small . And all along. i. It provided free technical services to industrial customers . it went beyond selling petroleum. Burmah Shell again had the privilege to fuel JRD Tata's reenactment of the original flight. the company pioneered desert road construction.e. to educate the customer.R. the company had the honour of fuelling J. Burmah Shell also fuelled flying boats. . Thirty years later. the company introduced LPG as a cooking fuel to the Indian home in the mid-1950s. Tata's historic solo flight in a single engined de Havillian Puss Moth from Karachi to Bombay (Juhu) via Ahmedabad. Bombay was signed between the Burmah Shell group of companies and the Government of India on 15th December 1951. when civil aviation arrived in India. training road engineers. . As a true pioneer would.On 15th October 1932. in 1962.THE BURMAH SHELL REFINERY An agreement to build a modern refinery at Trombay. ON STREAM .
free India moved one step closer to selfreliance. It was then the largest refinery in India then. it was renamed Bharat Petroleum Corporation Limited. On 1st August 1977. and work began on the marshland of Trombay at Bombay. Man and machine worked relentlessly. in the country. Dr. It was also the first refinery to process newly found indigenous crude (Bombay High). one year ahead of schedule. Vice President of India. and miles of pipeline. declared the 2. . . S. With this infrastructure.2 MMTPA (Million Metric Tonnes Per Annum) Refinery open on 17th March 1955. Radakrishnan. FROM BURMAH SHELL TO BHARAT PETROLEUM On 24th January 1976. and soon the swamps gave way to towers and tanks of steel.Burmah Shell Refineries Limited was incorporated as a private limited company under the Indian Companies Act on 3rd November 1952. The refinery on 454 acres of land at village Mahul went on-stream on 30th January 1955. the Burmah Shell Group of Companies was taken over by the Government of India to form Bharat Refineries Limited.
The challenge of SAP implementation was to ensure that all the integrated elements (of the complex multimodular integrated solutions that impact the entire workflow of the organisation) work seamlessly across the length and breadth of the country. The early gains of implementation are in the areas of tracking customer-receivables. Providing online connectivity in these remote locations. including the remote locations. given the full-fledged IT network infrastructure. Bharat Petroleum is reaping the benefits of the integrated system in many areas of its operations. . with Bharat Petroleum having the distinction of executing the largest and the most ambitious SAP project in India.THE TECHNOLOGICAL EDGE Bharat Petroleum has always been on the forefront of harnessing technology initiatives for maximising efficiency and achieving greater customer satisfaction. monitoring credit- . was in itself a daunting task. The implementation project known as ENTRANS (Enterprisewide Transformation) has been awarded the 'SAP Star Implementation Award'. Bharat Petroleum is the first Public Sector Oil Company to implement Enterprisewide Resource Planning (ERP) solutions SAP.
inventory management. The production-based success philosophy of marketers . THE PLANNED APPROACH Increasing globalisation. besides easing the operations in a large number of areas. thus ensuring value-added services. and innovative marketing have resulted in a very market savvy consumer. . With SAP as the IT backbone.management. Furthermore. new products and services. This enables the management to take strategic and business decisions. Bharat Petroleum has also set up one of the biggest 'Centres of Excellence' in Asia to provide online support to the end users and also work towards continuous improvement in business processes and handle product upgrades and new generation products. which facilitates access to real-time accurate information on key performance indicators at all Bharat Petroleum locations. Bharat Petroleum plans to take advantage of the Internet based capabilities along the entire value chain with a Customer Relationship Management solution. better customer satisfaction and enhanced shareholder value. A large data warehouse project has also been implemented.
besides facilitating the SBUs in developing their respective strategies that lead to an integrated Corporate Strategy. . . Bharat Petroleum has taken cognisance of this situation well in time and has been taking radical steps to keep itself attuned to the changing times. A Business Planning process has been put in place that not only provides opportunities for the SBUs to pursue their visionary goals in consonance with the Corporate Vision.has now been replaced by a customer-oriented philosophy. The Strategy Development effort at the corporate level achieves better focus in the new organisational structure. but also continuously monitors trends and identifies strategic opportunities for the Corporation. STRATEGY DEVELOPMENT Bharat Petroleum recognises that all strategic initiatives must conform to the overall vision ofthe Corporation and improvethe economic value. realising that the future belongs to those who listen and adapt to their customers.
CAring and Reliable.000 million has been planned to be spent in three phases up to the year 2003-04 on this project. Product Application Development and Environmental Engineering. The Brand Management team at Bharat Petroleum endeavors to build and manage a strong brand image reflecting Bharat Petroleum's core values of being 'INCARE'. .BRAND MANAGEMENT In the highly competitive scenario. it has become imperative to own dominant brands. viz. Innovative. and meeting these needs in the most costeffective manner. a new state-of-the-art R&D Centre is being set up near Delhi. Emphasis is laid on continuously understanding customer behaviour. A total outlay of Rs. Bharat Petroleum is making distinct efforts towards Research & Development (R&D).Process & Technology Development.3. tracking their changing needs and expectations. . Besides the R&D facilities at the Refinery and the Product Application Development Centre in Sewree in Mumbai. RESEARCH & DEVELOPMENT Always on the forefront to innovate. The R&D Centre is being organised around three core groups .
Turnover. LPG Distributors. has today become one of the most formidable names in the petroleum industry. Lube Shoppes. Bharat Petroleum produces a diverse range of products. and several international and domestic airlines. profitability and financial reserves grew by leaps and bounds. from petrochemicals and solvents to aircraft fuel and speciality lubricants and markets them through its wide network of Petrol Stations. Large-scale recruitment and training became critically important to meet the demands of expansion. besides supplying fuel directly to hundreds of industries. Kerosene Dealers. Thus Bharat Petroleum. the erstwhile Burmah Shell. .SHAPING THE FUTURE The core strength of Bharat Petroleum Corporation Limited has always been the ardent pursuit of qualitative excellence for maximization of customer satisfaction. DYNAMIC GROWTH POST NATIONALISATION Following nationalisation in 1976. Massive expansion and modernisation provided a tremendous boost to the company's performance. . Bharat Petroleum changed gears and embarked upon a rapid growth path.
In 1996. success can only come with a total reorientation and change in approach with the customer as the focal point. Based on this. Aviation. Strategic Business Units (SBUs) and Shared Services and Entities. The organisational design comprising of five customer facing SBUs. viz. Bharat Petroleum went through a process of visioning. kindled by the phased dismantling of the Administered Pricing Mechanism (APM) and emergence of additional capacities in the region in refining and marketing.THE WINDS OF CHANGE - A TRANSFORMED ORGANISATION EMERGES Opening up of the Indian economy in the nineties brought with it more competition and challenges. This made the company more responsive to its customer needs. . Bharat Petroleum realises that. which evolved a shared vision and a set of shared values. The function-based structure was carefully dismantled and replaced with a process-based one. involving people at all levels. in a proactive move to adapt to the emerging competitive scenario. . in the long run. Today. Bharat Petroleum is restructured into a Corporate Centre. the company restructured itself.
LPG. is based on the philosophy of greater customer focus. Lubricants and Retail and one asset based SBU. . . Refinery.Industrial & Commercial. viz.
schools. FICCI awarded the 'Rural Development Award 1999-2000' to Bharat Petroleum. providing sanitation and drinking water in the villages. are just a few of the many contributions made by Bharat Petroleum to meet its social responsibilities. . development of rural women and children. . Cataract camps for villagers. vocational classes to make the rural women self-reliant.OUR COMPANY COMMITMENT TO SOCIETY Bharat Petroleum continues its endeavours in meeting social obligations to the under privileged sections of the society through development of roads. clinics and vocational training centres in rural areas. In recognition of the outstanding work done in the area of Rural Development.
B. Finance S. Refineries ASHOK SINHA Director . Ministry of Petrolium and Natural Gas Dr. Naryanan Director. A. . Human Resource S. RADHAKRISHAN Director.BOARD OF DIRECTORS S. Marketing S. VIJAYA RAGHWAN Joint Sect. MOHANTY Joint Advisor (Finance) . BEHURIA Chairman & Managing Director MUKESH ROHATGI Director.
.OUR COMPANY CORPORATE VISION Have excellent customer carrying and customer service Make BPCL a great place to work Effective boundary management Established a first class brand and corporate image Fulfill Social responsibility VISION Develop cohesive corporate strategy Apply the best technology Sound Business performance and operational efficiency Strong and dynamic system Be and ethical company .
etc. to deliver best humane services for our employees and their family members. Money Management. Bharat Petroleum has been the pioneer in the oil sector to hire the services of professional social workers. Eventually. Divorce Reconciliation. holistic health. With years our focus changed from restorative to preventive as well as promotive. For the above mentioned activities we have collaborated with various Non Government Organisations. Assistance to quit substance abuse (like alcohol and other drugs. . Marital Conflicts. to mention a few are: Counselling for personal as well as emotional problems affecting work. family relationships were initiated. Talks on various issues at plant level like addiction. parental issues. Areas of work in the initial years were primarily to cater to the softer areas of employee related issues.SOCIAL WELFARE Social Welfare in Bharat Petroleum was initiated as a non-statutory body in the year 1984. which still continues and gives considerable positive returns. HIV/AIDS. time and finance management. their involvement in the whole process of employee related issues were .
. Bharat Petroleum adopted 25 villages under Mogrej and Tembre Gram Panchayat. through regular health camps. Karjat is located in Raigad District and comprises of mainly tribal population. Some of the activities undertaken to help the tribal population are Constructing a community hall/ Samaj Mandir Health assistance. pediatric camps and cataract camps Educational assistance through distribution of books. COMMUNITY DEVELOPMENT As a part of Society. holding competitions Vocational assistance by imparting training in bamboo and tailoring . there by channelising their energy positively as well as encouraging prosocial behaviour. Bharat Petroleum believes that they owe as a corporate body to give back to society their best.taken. With this social obligation Bharat Petroleum started community work way back in 1987 by adopting Karjat (tribal area in Raigad District) and Mahul (our neighbourhood) for ameliorating lives of the deprived.
Mahul being close to Refinery had different set of expectations as well as issues. Balwadi. . Homeopathic Dispensary Vocational guidance through aptitude testing. scientific vocational need based study through Jan Shikshan Sansthan (NGO under ministry of HRD) Exhibition for the Fishermen to equip them with latest avenues in fishing through Central Institute Of Fisheries Education(CIFE) Bharat Petroleum's approach both for employees as well as community is to share the best to get the best.000 inhabitants who are primarily fishermen. like construction of jetty. The village has approximately 25. Some of Bharat Petroleum's assistance to these inhabitants so far has been Infrastructural development. solar cookers as well as educating them through folk music. Bharat Petroleum also has in the Refinery a crèche wherein employees and their children are in touch with each other. . Encouraging environment friendly attitude through distribution of smokeless chulhas. some are migrants who work on contract as well as in salt pans.
Bharat Petroleum relief teams have worked tirelessly to provide the Gujarat Earthquake and the Orissa Flood victims with food and essential survival materials. .In times of natural calamities you will always find Bharat Petroleum in the forefront. . rendering aid and emergency provisions.
.LIST OF 20 VILLAGES ADOPTED Bhogalpura (Agra) Srinivasapura & Muneshwara (Bangalore) Neelgarh (Bhopal) Ramathenga (Bhubaneshwara) Brindabanpur & Farakidanga (Calcutta) Jahazpur (Calcutta) Mankara (Calcutta) Kadambankulam (Coimbatore) Basantgarh (Delhi) Jyotinagar (Goa) Nangalgovind (Jaipur) Babukhera (Lucknow) Pedawada/Manjripal (Nagpur) Laakarhawar (Patna) Kasabkhede / Pohey (Pune) Khara Bairaja (Rajkot) .
It helps us to get closer to our Corporate Philosophy. We care for you. . Mangadih / Jaradih / Dimra / Obar (Ranchi) Bhaktachiwadi / Mogrej (Karjat) Tembre (Karjat) Mahul (Chembur) We feel happy when we see Smiles on the faces of villagers and children. .
.PUMPSET OIL MAK Pump .PETROL & DIESEL PUMPS Lubricants .PASSENGER CAR MAK Classic MAK Elite MAK Supreme MGO .PRODUCTS Refineries Petroleum Products . MAK MP3 ( Multipurpose) .GREASE MAK Univex-A MAK W.DISEAL ENGINE OIL MAK Multigrade MAK Gold MAK Diamond MAK Ultra Supreme MAK GE (Gas Oil) .D.
..GEAR OIL MAK Spirol 99ep/140ep MAK Syncrol 90/140 MAK ATF-A Tello ATF TWO STROKES OILS MAK 2T FC MAK Glide 4T (4 Stroke) BRAKE OIL MAK BRK Flud (Heavy Duty) MAK Super Kool MAK Redi Kool Hydrol 68 Hydrol 32/46/68/100 Hydrol 150/220/320 Hydrol 460 Hydrol HLP 32/46/68/100 Sherol B FREEZOL 32/46/68/100 .
THE INDIAN LUBRICANT INDUSTRY: The lubricant industry in India is one of the sub-sector of petroleum industry which was opened out completely to private . followed soon by the introduction of its brand 'Balmerol' for blended lubricating oils and greases. The present global lubricant market is of the order of about 38 MT. . Lubricant are the smallest and most diversified segment of the petroleum industry.1% per year upto the year 2002 while in Asia the average growth rate would be around 5%.ORIGIN OF LUBRICANTS LUBRICANT: Balmer Lawrie introduced modern day lubricants-greases and oils.in India. In 1937 the company pioneered the manufacture of lubricating greases in India setting up a small plant in Howrah. Asia Pacific region including India accounts for almost one third of this demand. The international scenario of the lubricant is as fast changing as ever. initially them from England and USA and distributing them to tea gardens and other industries. The world lubricant demand is expected to grow by about 1.
35 billion with a sales volume of 630. The major factor in favour o the Indian market is the growth rate. (In 1993. 5500 crores. the government announced a number of regulatory changes in the lubricants sector. Automotive oils are the biggest and largest and the most crucial segment of the lubricant sector which consumes about 60% of the lubricant in India.5% more than 25 national/international oil companies are operating in India with a total market value of around Rs.and foreign manufactures.2 million tonnes. It permitted the entry of foreign companies. LUBRICANT MARKET In 1993.) decontrolled prices. . 55 billion with a volume of around 1.000 . In 1997-98. decanalised imports of base oil (used for lubricants. The market is growing at the rate of around 5% against the global average of 2. making it the sixth largest lubricants market in the world. the size of the lubricants market in India was around Rs. The Indian lubricant industry is 6 th largest in the world. the market size was Rs. Current lubricant market in India is 1 million tones per year which has not been affected by the current recession in Asia. and progressively lowered the customs duty (from 85 per cent to 30 per cent).
In general. BPCL and IBP) has declined from 88 per cent in 1991-92 to around 60 per cent in 1997098 IOC is the largest player with a market share of 32 per cent. the number of lubricants in the market has increased. Since 1993. the quality to lubricants had improve. . while Castrol is the second largest with a market share of nearly 18 per cent. The changes in market shares of players can be attributed mainly to the pace of new product introductions by companies. HPCL. Castrol had increased its market share from per cent in 1991 to 17.) the lubricants market has grown by nearly 17 percent per annum in the past four years in terms of volume and by nearly 12 per cent annum in terms of value. With the introduction of multi-grade oil and synthetic lubricants. . Some companies have also set up state -of-the-art lube blending plants. The number of players in the lubricants market has increased from 5 in 1993 to around 40 in 1997.4 per cent in 1997-98.tonnes. availability of the product in the market. and aggressive advertising and pricing strategies followed by companies. The share of public sector marketing companies (LOC.
The market can also segmented by end-users-individual and institutional buyers. Retail outlets are petrol pump and bazaar trade comprises authorised dealers. The individual user segment accounts for about 55 per cent of the market. state road transport corporations and manufacturing firms.marketing costs account for 10 per cent of the selling price of lubricants. spares and accessories shops. defence forces. Automotive sales are done through two channels. . . and road-side mechanics. The market can be segmented by end-use automotives and industrial uses. where institutional buyers include railways. The share of lubricants sold at petrol pumps has declined from 90 per cent in the late eighties to about 65 per cent in 1997-98. while the institutional user segment accounts for about 45 per cent of the market. while industrial account for 40 per cent of the market. retail outlets and bazaar trade. automotives accounts for about 60 per cent of the total market.
Other international players have been forced to focus on bazaar trade. Shell and Caltex. distribute international companies such as Mobile Exxon. are lubricants through retail outlets. . A marketing company's retail outlet sells both its own lubricants and the foreign brand. Gulf oil is planning to set up 'quick' lube change centres' since it does not have access to petrol pump. Automotive Gear Oils: Automotive gear oils are one of the bulk volume lubricants after engine oils world over. public sector marketing companies are also trying to increase sales through bazaar trade in order to improve their market share. Lubricant companies have also been targeting automobile companies for direct sales as original equipment (OE) suppliers. have set up joint ventures with them in order to access the distribution network of 16.Since only permitted to public sector marketing companies. . Recently. which are usually priced higher.950 retail outlets.
. Naik Bengre M/s RSM & Co.PROFILE BHARAT PETROLEUM CORPORATION LTD. Incorporation Year Registered 1976 Bharat Bhavan 4 &6 Currimbhoy Rd Ballard Est. Behuria D. Bharat Bhavan 4 & 6 Cruimhoy Rd Ballard Estate Bombay -400001 Telephone Fax Industry House Chairman Company Secretary Auditor Face Value Market Lot Listing Registrar . Ltd. of India S. M/s Mehra Goel & Co. Bombay 400001 Maharastra 91-22-2618281/8061/1705 91-22-2616793 Refineries Govt. 10 1 Bombay Calcutta Madras Delhi NSE Bharat Petroleum Corpn.M.
BPCL’s CONEPTS COCO The Company Owned Company Operated Retail Outlets (COCOs) are of significant importance to the Corporation. . There are a number of examples of COCOs being patronized very heavily by the public because of their reputation of supplying right quality and quality fuels. COCOs are a very valuable platform for acquiring retailing skills. There is a lot of value seen by all concerned in these Retail Outlets. These Outlets are an excellent gateway for the Oil Companies to build their brand through visual manifestation and customer service. They give a first hand opportunity to interact with the customers directly. which will go a long way in preparing the Corporation for de-regulation. One of the major problems the Oil Industry is facing. From the consumers' point of view. as of today. The Company Owned Company Controlled Retail Outlets represent the face of the corporation to the public at large. Some of these Retail Outlets are being used as . is to ensure availability of right quantity and right quality of fuel to the general public through Dealer run Outlets. COCOs are favourite because of the right quality and quantity of fuel delivered to them. These Retail Outlets provide an opportunity to get a hand on experience on retailing fuels and allied products.
Further. An opportunity was given to the Oil Industry to construct and operate Retail Outlets on COCO basis under the Jubilee Retail Outlets scheme on major important National and State Highways.Training Center for the staff. COCOs serve as a fall back to the Oil Industry to ensure supply of petroleum products to the general public. . These outlets have become instant success with the customers because of high standards of customer services including the right quality and quantity of fuels being dispensed from these Retail Outlets which is one of the major concerns in the mind of the vehicle owners. in case of strike by the dealers or threat of "No Purchase" campaign which is happening quite often in the recent past. .
PURE FOR SURE PURE FOR SURE . The retail outlets covered under this program display the 'Pure for Sure' sign . and at the same time delivering courteous.A nation-wide effort a dispensing pure quality and correct quantity of fuel. At such Retail Outlets. and TUV's certificate displayed at the outlet. strict quality control and tracking measures have been put in place at every point from the Supply Point (Depot) to the customer's fuel tank. .The Sign of a New Revolution Bharat Petroleum recognises that one of the basic needs of the customers is pure quality and correct quantity of fuels. Bharat Petroleum guarantees that the correct quality and quantity are dispensed.also imprinted on the dispensing units and on the back of the blue uniform sported by DSMs. .an outturned palm forming a circle with the thumb and the first finger . In order to be able to do so. Bharat Petroleum is passionately committed to making this need a reality at its Retail Outlets. As one of the major initiatives in this direction. fast and efficient service. Bharat Petroleum has launched an 'Enhanced Fuel Proposition' (EFP) programme .
which has been well appreciated by customers. the Retail Outlets are subjected to stringent tests by TUV SUDDEUTSCHLAND . Better mileage and lower maintenance expenses on their motor vehicles. During the last 3 years Bharat Petroleum has implemented a set of Customer Service Standards. . Reduced pollution due to the use of pure fuel. The 'Pure for Sure' program is an even more focussed. Before certification. Mystery audits and extensive inspections are carried out at these Retail Outlets to ensure that they continue to comply with the requirements of the EFP program. . Efficient fuelling and courteous service resulting in saving of time. to ensure that all parameters of the program are complied with. EXPECTATIONS OF THE CUSTOMERS OUT OF THIS PROGRAM: Value for money from "Pure for Sure" outlets as these outlets dispense right Quantity of pure fuel.INDIA.Special locks have been provided in tank lorries and comprehensive sealing has been undertaken at the dispensing units. a renowned international agency.
. This has made a joint initiative between the Company and the dealers possible to provide courteous service. This program is a continuous effort and involves systematic certification and therefore.and intense effort towards ensuring Quality and Quantity. interested Dealers are able to join the program only in phases. Another 600-700 sites are to follow. More customers across wider geographical areas would therefore be in a position to access retail outlets sporting the "Pure for Sure" logo easily. The first phase of Retail Outlets that have been certified recently covered the 4 Metros Bangalore & Hyderabad. in 2 more phases in various cities. This program is being launched in phases. . courteous and quick service. assured Quality and Quantity and efficient fuelling at the retail outlet. at 108 sites. STATUS OF THE PROGRAM Bharat Petroleum Dealers have responded voluntarily to join the "Pure for Sure" program.
which fulfill the requirement of any research and training. . . Without research methodology we can draft for any subject so before starting a study we used a proper resource. RESEARCH DESIGN : The research design which has been used in the Project report is descriptive researc design in particular. So it is essential that we should describe some tools and techniques that helps me research period. research.RESEARCH METHODOLOGY Research Methodology always provides guidelines tools and techniques for any study. training.
Processing and analyzing the data 6. Formulating the objective of the study 2. 8.This is rigid in nature and focuses attention on followings. universe has been used for the research purpose. . Collecting the sample 5. called the universe. Reporting and findings 7. . to be studied. Conclusion SAMPLE DESIGN : Type of universe : This is the first step in developing any sample design is to clearly define the set of objects technically. Suggestions and modification if any. 1. finite. Hear. Designing the method of data collection 3. Selecting the sample 4.
SOURCE LIST : It is also known has sampling frame from the sample is to be drawn . Here Ghaziabad.SAMPLING UNIT : A decision has to taken concerning a sampling unit before selecting a number of sample. SIZE OF SAMPLE : This referee to the number of items ( Outlets) to be selected from the finite universe to constitute a sample size. No sampling frame was available there except dealers list. The survey was conducted of 30 outlets. . NATURE OF DATA : In this project report the data is collected through primary source DATA COLLECTION Type of Data Method Adopted Mode Communication of collection Primary Questionnaire Personal Interview . Meeeut and Modinagar city has been taken as a geographical and dealers / retailers as an individual unit. we had generated an idea regarding of sample unit on the basis of dealers list. It may be geographical as well as individual.
QUESTIONNAIRE 1. . Which company’s product are you using? BPCL IBP Indian Oil Castrol 7 4 9 10 Castrol 34% BPCL 23% IBP 13% Indian Oil 30% .
. How do you come to know about this company? Through Advertisement Through Dealer Any Other 15 10 5 Any Other 17% Through Advertisement 50% Through Dealer 33% .2.
3. Have you got any sales promotion facility ? Yes No 19 11 No 37% Yes 63% . .
4. other 5 8 10 7 If any. Which types of sales promotion facility have you got from the company? Sample Purchase Discount Occasional Gift If any. . other 23% Occasional Gift 33% Sample 17% Purchase Discount 27% .
. Which types of sale promotion facility have more attraction? Sample Purchase Discount Occasional Gifts Replacement Facility Others 3 10 10 5 2 Others 7% Replacement Facility 17% Occasional Gifts 33% Sample 10% Purchase Discount 33% .5.
6. . Is there any competition among the companies related to sales promotion ? Yes No 25 5 NO 17% Yes 83% .
What do you think about BPCL’s company product? Excellent Very Good Good Average No Information 2 13 7 5 3 No Information 10% Average 17% Good 23% Excellent 7% Very Good 43% . .7.
8. Please specify which company has much better sales promotion facility? BPCl IBP Indian Oil Others 5 10 12 3 Others 10% BPCl 17% Indian Oil 40% IBP 33% . .
Are you using product of BPCL? Yes No 11 19 Yes 37% No 63% . .9.
What criteria are you consider for using product of BPCL company? Price Quality Sales Promotion Facility Any Other 8 12 7 3 Any Other 10% Sales Promotion Facility 23% Quality 40% Price 27% .10. .
Have you got sale promotion facility from BPCL? Yes No 10 20
The number of petroleum is available in the market of various companies.
The company doesn’t provide the replacement facility of spoiled products to retailers / dealers.
The company is not given any promotional incentive to the dealers / retailers.
There is unfrequent visit from the company representative through the dealers/ retailers.
The price of petroleum products so much high. The company has capture only 20% share in lubricants market.
Company distributors do all their business in frequently cash only.
Competitive information can be obtained. 100% mail survey is not effective. This survey was relatively and expensive way to be obtained.
The should call a meting of dealers time to time. Company should go for replacement facility. Company should provide tour and traveling package. New avenues of advertising should be launched like glow sign board etc. Company should offer free gifts or incentive to dealers and retailers to increase their motivation level. New appointments should be done for increasing visiting at market places. Prices should be kept low in comparison to competitors products prices, so that company can earn more profit by selling large volumes. IN present scenario, credit plays, and important roles in business sales so it should do its dealing in credit also. Their should be sales promotion point scheme. Company should collect necessary information regarding market position The companies products has a high quality and value product of sophisticated nature for future to market, it should concentrate on indigenous & export market.
.CONCLUSION The project survey of sales promotion BPCL. advertisement. we found that 20% customers of petroleum products used BPCL’s products. it can improve it market share and dealers/customer satisfaction. distribution network. that mostly manufacturers Lubricants. In our survey. . petroleum products and refineries. Mostly users are satisfied but dealers are not satisfied with the promotional policy of company. We can suggest that if BPCL cares the above mention complaints and other promotional policies. and occasional gifts packages. Dealers / retailers complaints about its price sales promotion facilities.
Annexure . .
IBP c. Castrol Q. Sample b. Yes b.QUESTIONNAIRE Q. Which types of sales promotion facility have you got from the company? a. Which company’s product are you using? a. No Q. Through Dealer c. Have you got any sales promotion facility ? a. Indian Oil d. Purchase Discount . BPCL b. please specify ---------------------------------------- Q. Through any other sales per motion facility. Through Advertisement b. How do you come to know about this company? a. .
Average e. Purchase Discount c. What do you think about BPCL’s company product? a. Occasional Gift d.c. other please specify Q. Excellent b. Very Good c. Occasional Gifts d. Which types of sale promotion facility have more attraction? a. Is there any competition among the companies related to sales promotion ? a. Good d. Replacement Facility e. Yes b. No Information . If any other please specify ---------------------Q. If any. No Q. . Sample b.
Price b. No Q. Yes b. BPCl b. What criteria are you consider for using product of BPCL company? a. Any Other please specify --------------------Q. No . IBP c. . Indian Oil d. Are you using product of BPCL? a. Please specify which company has much better sales promotion facility ? a. Yes b. Have you got sale promotion facility from BPCL Company ? a. Quality c. Sales Promotion Facility d.Q. Others Q.
. ___________________________________________________ ___________________________________________________ ___________________________________________________ Response Form Name of firm ______________________________________ Address ___________________________________________ Tel Number ________________________________________ Date: Signature .Please give your suggestion about the sales promotion facilities.
Sahibabad. Meerut Opp. BPCL Ghaziabad. Mohan Nagar. Dealer Bawa Motor Jai Shankar Jawahar Chowk . Dealer Japline Traders E/3.B. Ghaziabad. Meerut Kesarganj. Modi Nagar Indian Oil Castrol Castrol Indian Oil Castrol 0121. Meerut Hanuman Chowk. BPCL U. Delhi 35. Dealer Arvind Gupta Auth. Lohia Nagar. Road. Avon Oil Agency Auth. 0120-2733929 G. Shahdara. Murti Complex.T. BPCL Meerut 178 /2. Meerut Sadar Bazar.LIST OF RESPONDENTS NAME & ADDRESS NAME OF FIRM ADDRESS DEALING PH. Shahdara. Kesarganj.P. . Delhi G. NUMBER IN Jai Bharat Enterprises Shivam Oil Traders Auth. Modi Nagar IBP Indian Oil 01232-50071 01232-500634 Company Driwll Service Station Victory Service Station Dashmesh Oil Traders Exclusive Lube Shoppe K. Malhotra Auth. PNB. Meerut BPCL 0121-53359 0121-526630 9412205179 227. Ghaziabad. Castrol 0120-4636346 Castrol Castrol 011-22583113 011-22580259 0120-2634504 OM Nagar. Hanuman Chowk. Ghaziabad OM Market. Road. ELF 0120-2706188 .660832 0121-2660564 0121-2660375 0121-520188 01232-47117 Gaylord Building. Bhawani Oil Co.T. Modi Nagar Oil Govind Pur. Dealer Auto Emporium Pal Auto Stores Bajaj & Co. New Arya Nagar. OM Market.
Ghaziabad. Auto Mobiles Saurabh Auto Mobile Prashant Dubey Arihant Enterprises Bhatia Chowk. 54. Ghaziabad. Agarwal Automobile & A/187. New Arya Nagar. Ghaziabad. Hapur Road. Ghaziabad SHELL Indian Oil Indian Oil 0120-860120 0120-2861473 0120-2866212 0120-2866211 Service Near Lal Qua. Model Town.1. Ghaziabad. 237. Ambadkar Road. Ghaziabad. New Arya Nagar.P. New Arya Nagar. New Arya Nagar. Lohia Nagar.Mahalaxmi Company Aggarwal Traders Ambay Motors Oil 85. Indian Oil 0120-2730654 85. EssKay Enterprises Satyam Motors Shri Balaji Motor 85. Shop No. Shivam Oil Company Shakti Motor Parts Chaudhary Station G. Ghaziabad. . Hapur Road. BPCl U. IBP Sandeep Oil Traders Gupta Oil Company U. Delhi C-19. Lohia Nagar. Castrol Ghaziabad.K. IBP U. Ghaziabad BPCL Castrol Castrol 0120-2036346 011-2211378 0120-2706188 0120-2721729 C-20. Shahadra. Lohia Nagar.2736994 0120-2736920 . Shatyam Indian Oil 0120-2730754 0120-2862057 Enclave. IBP 9811625049 0120.P. Ghaziabad. Ghaziabad. Castrol Indian Oil 0120-2211401 9811259483 2851678 E/3. Ghaziabad. Ghaziabad.P. Ghaziabad.
R.BIBLIOGRAPHY Resource Methodology – C.com Questionnaire Magazines & Newspaper . .bharatpetroleum. Kothari Company Profile – www.
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