Submitted by: Group 3

Shubham Agarwal-126
Prateek Juneja-143
Akshay Mann-160
Monal Kohli-

Content

Company Profile
Company Brands
Channel Structure
Retail Distribution Flow
Margin Structure and Credit Terms
Sales Forecast
Sales Force Evaluation
Incentives
Conflicts

Company Profile

ExxonMobil has presence in India through chemical,

downstream and upstream businesses. Office locations
include Bengaluru, Gurgaon, New Delhi and Mumbai.
It has a Bangalore Research, Development and Technology
Center which delivers customer development support.
In the downstream sector include the import of base oils,
lubricant oil blending, packaging, and distribution and
marketing of Mobil-branded lubricants and specialties.
They provide upstream affiliates with consulting and support
activities for such as natural gas and LNG marketing and
business development and support exploration and
production areas.
A business support center has been established in Bengaluru
to provide a range of business and technical support services
for company operations around the globe.

ExxonMobil markets fuels and lubricants

under four brands:

Product Portfolio:

Mobil 1- passenger vehicle lubricant

Mobil Delvac 1 and Mobil Delvac- heavyduty lubricants for commercial vehicles

Mobil SHC synthetic lubricantsindustrial lubricant

Mobil Super- premium passenger car engine

Channel Structure
ExxonMobil India

INDUSTRIAL

DISTRIBUTO
R

COMMERCIAL

AGENT

AUTOMOTIVE

DISTRIBUTO
R

DISTRIBUTO
R

COMMERCIAL
AGENT

SMALL
RETAILER

RETAILER

Retail Distribution Flow

FACTORY

DISTRIBUTO
R

WORKSHOP
OR
RETAILER

Retailers in India(411 retailer):

Sales Force Structure

Country
Head

Regional
Managers

Sales
Advisors/
ASMs

Sales
Advisors/
ASMs

Regional
Managers

Sales
Advisors/
ASMs

Sales
Advisors/
ASMs

Sales Forecast- Bottom-up approach

Salespersons appointed by company of particular

area estimate sales expected from their retailer
Area Sales managers combine sales forecasts
received from salespersons of the distributors
Regional
managers combine sales forecasts
received from area sales managers
Sales head combines sales forecasts received
from regional
managers into company sales
forecast, which is presented to Country Head for
discussion and approval

Sales Quota

Company follows Distributor Business Plan in

which the Area Sales manager estimate the
Market potential of their own area by
surveying the distributors.
The Area Sales Managers then discuss their
estimate with the Regional Manager and
accordingly give the targets to the Sales Force
of the company.
The Regional Manager then intimate the
Country head about the sales target set by
them for the particular region.

Incentives

Mobil revises their incentive plan every

quarter for the distributors which is carried
forward by distributors to the retailers.
Previous quarter had point based incentives,
each incentive equals one rupees.

Distributor : Nirmal Oil Store

M1CCO Promotion Program

M1CCO promotion is a unique promotion run

by authorized distributor to further strengthen
their relationship with Mobil Center Network.
With every purchase of any Mobil product any
retailer earn M1CCO promotion points which
can be redeemed against gifts(like white
good, holiday package, gold and other such
items) worth reward value against the
corresponding point slab and no cash will be
given in lieu of M1CCO Promotion Points.

REWARD SLAB AND REWARD VALUE

POINT SLABS

REWARD VALUE(RS)

55000

44000

45000

36000

35000

28000

20000

14000

15000

9000

10000

5500

6000

2700

Margin Structure & Credit Terms

Distributor owns the stock & responsible for sale

Company provides special incentives to dealers
for excellent customer service based on
assessment.
Company provides 21 days credit for industrial
distributors, while only 15 days for auto/OEM
distributors. Industrial distributors margin is 3 to
5%, while other distributors margin is 7-8%.
Retailers are given 15 to 20 days with cash
support system & margin for retailers is 10
to15%.

Sales Force Evaluation

Point based evaluation scheme for sales force.

40% weightage is given to Volume of sales,
Gross margin per litre, total revenue generated
from territory.
60% weight age is given to sales process, new
business lead generation.
150 point based scheme is followed. Scoring
120 points ensures 10 % variable pay. High
performers can earn 15-20% variable pay.
Sales force promotion is decided on innovation,
creativity (managing channel conflict), business
practices, leadership qualities & team work.

Conflicts among the Channel Members of Mobil

Oil

The company ensures that no conflicts arise with the

distributors. Not only are there detailed MOUs but also
company encourages distributors or even retailers to
bring into notice any issues they face with the channel
members.
The only conflict faced by distributors is Infiltration and
Mobil ensures they warn the distributors not to enter any
other territory.
The company have an Open Door Policy for resolution of
any conflict.
The latent conflict faced by retailers is the dissonance in
terms of price. However, since each territory has only one
authorized distributor they have to ignore this conflict.

THANK YOU