Market Development for Total Oil Lubricants

1. MMAARRKKEETT DDEEVVEELLOOPPMMEENNTT FFOORR LLUUBBRRIICCAANNTTSS
PPrreesseenntteedd BByy-- AAaaddiittyyaa MMaatthhuurr
RRoollll NNoo..-- 118855
SSeeccttiioonn-- MM33

2. COMPANY PROFILE
• Fifth largest publicly-traded integrated international oil and gas company in
the world.
• First largest capitalization on the Euronext Paris and the Euro zone: €93.2
billion at December 31, 2010
• 97,126 employees
• Operations in more than 130 countries
• Exploration and production operations in more than 50 countries
• Producer of oil and gas in 30 countries.
• Approximately 540,000 French individual shareholders
• 2012 sales: €200.06 billion
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3. MARKET SHARE
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4. PRODUCT FLOW AT TOTAL OIL INDIA PVT LTD
(LUBRICANTS DIVISION)
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5. ON THE JOB TRAINING (MARKET DEVELOPMENT)
Market Development Market Mapping + New Counter Development
•Market Mapping can help companies locate problem areas and figure out the
source of problems by examining related variables.
•The objective behind market mapping is to analyze those counters which are
not selling our product i.e Total/Elf Oil.
•The mapping was done by using Google maps but that could not help to a
great extent so they were used for directions purpose.
•The actual mapping was done by visiting the major markets and actually
interacting with the major counters.
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6. CONTD.
• New Counter Development is the process after Market Mapping where the
analyzed counter response is taken care of.
• If the response seems to get converted they are listed as Positive counters
• The counters which seems of hardly getting converted they are listed as
Neutral counters.
• Some counters which directly refuse of showing even 1% interest, so they
are listed as Negative counters.
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7. WEEKLY REPORT
• Week1- The Induction Week
• Week2- The Ice-Breaking Week
• Week3- Introduction to The Market Mapping
• Week4- The Customer Meet and Market Mapping Week
• Week5- Market Mapping and New Counter Development
• Week6- Market Mapping, New Counter Development and Promotion
Campaign Setup Week
• Week7- The Follow-Up Project Week
• Week8- The Final Learning
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8. MAJOR LEARNINGS
• Building relationships with dealers as well as their mechanics.
• Knowledge about the distribution network of lubricants.
• Learned about the factors influencing the consumers as well as the dealers.
• Learned about teamwork and how to work with the sales team.
• Realized that Product Awareness is the 1st need for any brand.
• Convincing skills are also acquired a bit from the sales team.
• The exposure to various counters gave me learning about the negotiations.
• Got knowledge about the market behavior under tough competition.
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9. RECOMMENDATIONS
• There should be Strong distribution network
• There should be much effective target incentives for the dealers
• There should be different and attractive Display scheme for the retailers so
as to increase the visibility of the brand
• There should be daily visits in the market by the sales team to build better
relations
• There is intense competition in the market so more aggressive
advertisement should be done to have an edge in the market
• The new offers and packages should be launched time to time in order to
attract new customers
• The company should reward its best performing sales executive in terms of
incentives or some worthy gifts, so as to encourage others to perform well
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10. THANK YOU☺
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