SUMMER INTERNSHIP PROJECT

Balaji institute of Telecom&Management
1
SRI BALAJI SOCIETY
BALAJI INSTITUTE OF TELECOM & MANAGEMENT
A PROJECTREPORTON
“OPPORTUNITIES FOR HPCL OUTLETS IN ALLIED
RETAIL BUSINES (ARB)”
PREPARED FOR
HINDUSTAN PETROLEUM CORPORATION LIMITED
SUBMITTEDTO SUBMITTEDBY
PROF. Col BHARAT JHINGON GAURAV SHUKLA
DIRECTOR, BITM TM1413335 (2014-16)
SRI BALAJI SOCIETY PGDM MARKETING


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CONTENTS

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ACKNOWLEDGEMENT
A large number of individuals have contributedtothe project. This is a
humble attempt to sketchdownthe contributionof all those persons who
have directly andindirectly giventheir precioustime andproper guidance for
making the report.
I offer my profound gratitude tomy project as well as organizationmentor
Mr. Sanjiv Kumar (Dt .manager) for making as a trainee and giving me his
elderly affectionandpractical wisdomthat enabledme to complete my
project honourably and intime in HPCL- Loni, Hadapsar At Pune.
I also owe my sincere thanks toall those who have supportedme including
my college mentor Prof. P.Sukhatme. I owe a lot tomy college BITM, Pune
and worthy faculty for giving me right type of academic initiation.

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Declaration
I, Gaurav Shukla studentof Balaji Institute of Telecom & Management , Pune
hereby declare that the projectentitled as ‘‘Effect of AlliedRetail Business
(ARB) onHPCL Petroleum’’under theguidance of ‘Mr. Sanjiv kumar
(Dt.Manager)’ and submitted to ‘Balaji Instituteof Telecom & Management’ ,
as an integral part of the PostGraduate Diploma in Management , is
exclusively a bonafide and original work done by me during the academic year
2014-16.No partof this reporthas been submitted to anyone at any time
before.
Date:
Place: Pune Gaurav Shukla
TM1413335

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OBJECTIVES
1). ‘‘Effect of Allied Retail Business (ARB) on HPCL Petroleum ’’

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EXECUTIVE SUMMARY
During the year 2013-2014, several activities were initiated to
realize the retail vision. The highlights of performance are:
 Retail Business Unit recorded a growth of 8.7 %growth in
MS and 6.6 % growth in HSD
More than 723 new retail outlets were commissioned thereby
making the total network of over 12869 outlets
In developedcountries,allied retail business forms up to 60% of the total
revenue earned by fuel stations.HPCL has won the coveted
Reader's Digest Trusted Brand Gold Award 2013 for the eighth
consecutive year, thus strengthening the customer’s trust
towards our 13000 outlets. We have also won Star Retailer
award for the last seven years. The awards we received were
recognition of our initiatives and accomplishments in Branding,
Loyalty & Marketing. Tomorrow belongs to those who prepare
for it today.
Current profile includes generating additional revenues for Retail
through Non-Fuel opportunities e.g. ATMs, Eateries, Convenience
stores etc. Profile also includes Business Developmentthrough NEW
strategic tie-ups with leading retail brands and creating win-win-win
situation for our customers,partner brand and 11000+ strong retail
network of HPCL.
HPCL plans to set up 500 of these Hamara Pumps for the rural markets
in the near future. At present, there are 50 such rural pumps.
Mr. Chaudhry said have HPCL has tied up with 15 banks who set up
their ATMs in urban stations. The revenue sharing agreement ranges
from fixed rentals to a portion of the turnover in case of fast food
counters. In some of its urban fuel stations, fast food chains like US
Pizza and Cafi Coffee Day have opened shop.

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HPCL has also embarked on a beautification drive of all its petrol
stations to bring it under the Club HP brand umbrella.
.Three reasons which were mostly highlighted were:
 Salary
 Growth opportunities
 Employee benefits

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INTRODUCTION
HINDUSTAN PETROLEUM CORPORATION LIMITED (HPCL) is a Government of
India Enterprise with Navratna Status. It’s an oil industry which was found in
1974. HPCL is a FortuneGlobal 500 company and is the 10th
Most Valued Brand
in India. HPCL is having 20% Marketing share in India among PSU’s (PUBLIC
SECTOR UNITS) and a strong infrastructure. It operates 2 major refineries
producing a wide variety of petroleum products: one in Mumbai, Maharashtra
(west zone) which is also the Head Office of HPCL and second in
Vishakhapatnam (east zone) .It holds equity stake of 16.95% in Mangalore
Refinery & Petrochemicals Limited (MRPL).
The Marketing network of HPCL consists of 13 Zonal offices in Major cities and
101 Regional offices. On the financial front the turnover has grown from
Rs.2687 crorein 1984-85 to impressiveRs.132670 crore in financial year 2010-
11. HPCL also owns and operates the largest Lube refinery in India producing
Lube Base oil of International Standards. This Lube refinery accounts for over
40% of the India’s total Lube Base oil production. HPCL is constructing refinery
at Bathinda, in the state of Punjab, as a Joint venture with Mittal Energy
Investment Pte. Ltd.
Its business units includes-Refineries, Aviation, Bulk-fuel, LPG, Lubes, Retail,
Trade, Joint ventures and E&P (exploration and production).
The main petroleum products of HPCL include:
1. PETROL – Petrol is known as Motor Spirit (MS) in oil industry, which is
marketed through its retail pump and is regularly used in personal
vehicles.
2. DIESEL - Diesel is known as High Speed Diesel (HSD) in oil industry. This
product is marketed through its retail pumps as well as terminal and
depots .It’s consumer’s are not only auto owner’s but also transport
agencies, industries etc.

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3. LUBRICANTS – HPCL is the market leader in lubricants and the associated
products. The product commands over 30% of the Market Share in this
sector. The popular brands of HP lubes are Laal Ghoda, Milcy, Thanda
Raja, Koolgard etc.
4. LPG – LPG is Liquefied Petroleum Gas which is used for household
purpose basically as a cooking gas and it’s in liquid form.
5. AVIATIONTURBINEFUEL – ATF services is provided at various airports in
India for more than half century. HPCL facilitates to supply to JET A1 at
Indian Ports.
6. FURNACE OIL - It’s black oil which is used in ships.
The Loni- Hadapsar TERMINAL is basically involved in receiving, storing and
distribution of the Finished Products like MS, HSD, Furnace oil etc.

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MISSION, VISION AND QUALITY POLICY
 MISSION: The mission of HPCL is to enhance their productivity,
profitibity and quality of the products so that they can be the No.1 in Oil
Industry by taking into care the cultural heritage and the environment
and the customers and employee.
 VISION: The vision of HPCL is to be World Class Energy Company to be
known for its caring and delighting its customers with good quality
products in domestic and international market. The company will be
excellence in social commitments, environment, employee welfare and
relations, health and safety norms.
 QUALITY POLICY: The Company is committed to deliver “Quality
Petroleum Products” to the costumers on time, every time in order to
achieve “Total Customer Delight”. As it’s important for all companies to
obtain customer’s satisfaction.

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STRUCTURE OF ORGANISATION OF DIFFERENT
DEPARTMENT
Head
Office
North Central
Zone
North
Zone
East
Zone
West
Zone
Loni-
Hadapsar
Terminal
Senior installation
manager (Mr. Sanjiv
Kumar)
Planning&
Operations
Department
Maintenance
& Purchase
Department
Finance
Department
Human Resource
Department
Safety &
Security
Departmen
t
South
Zone
North West
Zone

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Branded Fuel
 Training ProgramsPower
 Turbojet
………..
[Non-fuel Business
HPCL has built a profitable Non-Fuel Business with wide range of facilities to
the customers. The non-fuel activities at the retail outlets include ATM,
take away food counter, “C” Store, vehicle accessories etc. This
business is managed through tie-ups with leading banks, Food Brands & OEMs







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




 ]
 …………………………………………………………………………………………………………………………………………/

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HPCL has about 2000 Club HP outlets to ensure outstanding vehicle and
customer care.
 HPCL launched 25 Club HP Star outlets in 8 cities which are premier
category outlets.
 Over 763 dealers and 5633 dealermen were covered through various
training programs focussing on current business imperatives and
behavioural changes for delivering the Club HP promises.
 Unique training program titled Etiquettes Essentials, Management
Development Program and SOP Champs were conducted for
dealermen, forecourt managers and dealers to drive the importance
of quality, quantity, quick service, courteous behaviour and stress
free management among the dealers and dealermen who interact
with retail customers.

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 Scheme has been implemented.
 Several dealermen were provided computer education.
 A number of dealermen were recognized under the Spot & Reward
Scheme.
The Scholarship Scheme for Club HP dealermen and dependent
children was extended during the year to motivate the dealermen.
Customer Loyalty Programs
DriveTrack Plus, a flagship
product under our Loyalty Program, is accepted at more than 4000 retail
outlets and has a customer base of 75000 with card count of 4.0 lac. The
DriveTrack Plus program offers an unbeatable combination of control,
convenience, security and attractive rewards. This innovative payment
device is designed for efficient management of fleet, through greater
control over fuel consumption and operating costs. DriveTrack Plus also
offers fuel management and gifting solution to corporate and bulk buyers
of fuel.

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THE FUNCTIONS AT DIFFERENT DEPARTMENTS
ARE AS UNDER:-
1) Planning & Operational department
2) Maintenance & Purchase department
3) Finance department
4) Human Resource department
5) Safety & Security department
1). Planning & Operational department: - Planning is the first
and foremost activity of any organization. Rest all activity are
depended upon it.
No organization can survive for a long period without proper
planning of the different undertaking at a different department.
At every stage planning has to be done. First of all planning is
made relating to the goal of an organization and accordingly the
department at a different level plan and accomplishes the goal. In
the same way at HPCL also according to the requirement of the
dealer and consumption they plan for the future requirement.
Again here also they should be aware of the stock which is
available with them in the tanks, order received from customer,
goods in transit etc.
Their planning again depend upon the retail outlet i.e. their petrol
pumps, whatis the quantity available with them, how much order
is received, how much they are going to receive the product from
head office etc. Here again they keep in mind the total market of
the region, like other retail outlets turnover their share in the
market and at what rate the requirement will increase. Here
planning changes every month.

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2). Maintenance & Purchase department:-Maintenance is also a
prime activity for any organization. At HPCL also they need to go
through the same. Here also maintenance is required for the fuel
tank, pipe lines both within the organization and also of those which
are coming from Loni port to HPCL, water tanks, motors, other
machinery etc. The fuel tank is used for 5 years for storage and then
after every 5 years maintenance is done for it. For that they need to
empty the whole tank and undertake the whole maintenance works
which include checking the thickness of the plate form outside,
inside, downward, checking of any leakage or weak area of the tank,
painting etc. There are two manholes in the tank which is kept open
for some days so that the gas which is present in it gets exhaust in
air. Also there are huge numbers of motors of 50 to 150 hp which
also require maintenance at regular interval of time. Pipe lines also
need maintenance because the whole activity is depend upon it only
that is flow of fuel from one place to another. Leakages and weak
area are identified and repaired.
3). Finance department: - Finance department is maintaining the
accounts, for income, expenditure, payment of custom and excise
duties, billing for cash and credit sales etc. Whatever the
requirements are there in the different departments first of all they
communicate to the finance department and as per the availability
of fund they inform to the relevant department. The company can
incur an expenditure of Rs.20000 per day for the relevant
requirement without any prior approval from head office, and
beyond Rs.20000 expenditure they need to go through the certain
procedure and approval of head office.

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4). Human Resource department: - The task of human resource
department is to provide the man power to the different
departments. There are requirement of different employees, labors,
some technical experts etc. The management according to the
requirement asks to the department to make arrangement for the
same. The recruitment process is also undertaken at this stage, right
from the receiving application to the final selection and the
placement of employees. As and when there is a requirement of man
power at different levels of the department, there works start right
from allotting task, timing, specialization etc.
5). Safety & Security department: - Safety here is the most
important key of the organization. Even a minute mistake can turn into
the big disaster. So various safety methods are adopted to avoid such
situation. Like right from the entering into the premises of HPCL there
is a strict restriction on carrying cell phones, match box, cigarettes, and
any gadgets that can lead to sparks etc. For employees also different
safety arrangements are taken. While going to their respective job they
used to wear safety helmet, Safety gloves, safety shoes etc and work is
undertaken by the expert’s supervision. They need to keep check on
the electricity part also as it also may turn disastrous, for that voltage
input and output is taken into the account. Fire extinguishers are kept
in abundance quantity everywhere. There is a siren also which
immediately informs to the employees if any fire breaks out. There are
two water tanks available in the premises.

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INFORMATION FLOW
Informational flow plays an important part in an organization to communicate
easily with other departments and get proper, correct and easy way to work in
big organization such as HPCL.
In HPCL the information flows from top management to lower management
like a SUPPLY CHAIN MANAGEMENT so that the process of information
spread easily in organization. The product is send by head quarter and HO
work as a top management they pass it on information about the product
to the planning and operational department about it.
I. How much quantity of the product is coming?
II. Which product is coming?
III. In which ship/vessel its coming?
IV. At what time it’s going to reach the destination port?
This information is send by head quarter to planning and Operational
department then its flow by planning and operational department to port
so that they easily get there product at proper time .Then after receiving
the information fromHO the work of Planning and Operational department
is to pass the information to finance department that HO has sent the
product through vessel so do all the formalities of port, now here planning
and operational flow the information to the port authorities also at same
level so that port authorities get the information that at what time the
vessel is coming? In which ship it’s coming? After that the port
communicates to finance department that fulfill all the formality of Custom
so that product get easily departed from vessel to pipeline for the terminal.
After that port authorities again communicate to planning and operational
department before 1 hour by sending mail that they are now starting to
pump the product through pipeline. After receiving the mail Planning and
Operational department again communicate, after receiving the product
they mail to Port authorities that we receive the product. After Human
Resource department is ready with the workers who are taking care of the

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product is send to the correct terminal which is allotted for the specific
product and see that the tank is not over loaded by the product if there is
sufficient product in the tank then it’s a responsibility of the employee to
keep that product in the pipeline only, so that product is properly adjusted
in the tank and not be access in the tank so that it does not burst in tank.
Then human resource department also flow the information to the
Maintenance and Purchase department before storing the product in the
tank. It’s a responsibility of the Maintenance department that the tank is
not having any problem in storing the product and see that product is
properly adjusted in the tank. After that Maintenance department is
responsible to communicate with the Safety and Security department that
when the worker’s areworking in the terminal area the worker are suppose
to wear safety helmet and safety boots also so that all the mishaps are
avoidable and they insure their workers are on safe side.
In this terminal the type of network use to communicate is BUS
TOPOLOGY.
In this way the information flows smoothly in these much different
department.

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TRANSPORTATION MODES
There is only one mode of transportation for receiving the productfor the
storagein terminal that is as follows:
 Vesselsystem
Explanation:
 Vessel system: Head quarter send the productthrough vessel because
the productis easily received to the terminal through it. Then through
the pipeline it is directly connected to ports and with terminal. So when
the ship reaches the port there is pre decided jetty wherethe ship
placed and fromthat it is connected to the terminal pipeline then from
there the pumping of productstarts and after that it directly reaches to
the specific tank in terminal.
There are three way of transportation mode for the distribution of the product
which is stored in the warehouse. They are as follows:
 Tank truck(TT)
 Tank wagon’s
 Aviation facilities
Explanation:
 Tank truck:For distribution of product in local market or in retail market
the mode of transportation mostly used is tank truck. They load
optimum level capacity of the tank truck so that it is easily distributed
and can be carried safely to different locations. Mostly the trucks have
the capacity of 20 KL (20,000 Liters). In thatthere are four
compartments, in which different products can be filled in each
department or sameproduct can be filled as required.
 Tank wagon: If the productis distributed fromone state to another then
tank wagon are used as a mode. Tank wagon’s facilities are provided by

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Railway and it is compulsory that49 tank wagons are departed at one
time. The capacity of 49 tank wagon is to take 3000 KL (30, 00,000LTRS)
at one time. Itis also used mostly for distribution of the product.
 Aviationfacilities: This facility is also provided by the Loni Portterminal
if in someemergency the productis to be sent on urgentbasis then the
aviation facility is used to send the product. This facility is least used for
distribution of the product.

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REPORT SYSTEM
Report systemis also the easy and formalmode of communication in an
organization. If any information is send to HO regarding to the organization
then it is to be send through reports only. There are 5 type of reportsystemis
to be used they are as follows:
 Stock monthly report
 Stock daily report
 Sales report
 Purchase report
 Monthly DistributionPlan
EXPLANATION:
 Stock monthly report: This report says aboutthe monthly stock kept for
the product. Itkeeps the record of how much product is there, how
much is needed, how much can be stored and how much left after
supply done at the end of the month. The report is send to HO by the
planning department.
 Stock daily report: This report says aboutthe daily stock kept for the
product. Itkeeps the record in day to day supply of the product, daily
how much sale done and sees how much productremaining after the
supply. The reportis send to HO on a daily bases.
 Sales report: This reportis made of sales done of the productto
different dealers by truck tank, tank wagon and aviation facilities. How
much to be done, to whomand when.
 Purchase report/receivable product report: In this reportthe detail of
productis mentioned that how much goods received in the terminal
when the productreceived the approximate gauging is done and get

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noted after when the productsettles in the tank proper gauging is done
and after that report is send to HO.
 Monthly distributionplan(MDP): This reportis done by HO so that
departments are informed about the stock, distribution of the product
and about how much the productgoing to be received in the whole
month so the all the employees set their target by seeing the monthly
plan.

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INFORMATION TOOLS
Information
Tools
E-mail
Indent
Management
system(IMS)
Manual
Identification
System
Internet
Hindustan
Portal
Sms

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 INFORMATION TOOL: - At HPCL different information tools are used to
communicate within as well as to communicate with outside people.
Few information tools are as under:-
 E-mail:- E-mail work as an information tool in the organization it is been
used between HO and manager to pass the information about what is
going on in the organization on daily bases and on monthly bases also.
 Internet: - Internet facilities have made the flow of information easy.
With the help of internet vehicle monitoring system (VMS) is used to get
the exact information of location of Truck Tank (TT) so that the theft of
fuel and other illegal activities are avoided and the customer can get the
delivery on time. Also a lock along with the sensor is fit on the every
compartment of the truck tank so that if someone try to open that it he
can be caught red handed. Not only that sensor is installed at the
driver’s place to monitor the speed at which truck tank is moving,
whether it is in the right direction or deviating from the track.
 Manual Identification System: - Here some information’s are taken
manually by employees. Like measuring the fuel in the tank,
temperature of the fuel, water level in the tank .In manual identification
system there is specific tool they are using that is measurement copper
tap and copper gauging.
 Hindustan portal: - There is an internet facility at the HPCL which is used
by their employee to get them updated. In this system information
relating to employees at different department with their job profile is
available.
 Indent Management system: -This is a unique system used by the HPCL.
Information flows through this system. In this system the purchaser

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place the order through mail to the supplier and supplier again mail to
the purchaser that we receive your order and then supplier send him to
the date and time when purchaser going to receive the product.
 SMS: - Orders are received through SMS and executed to save the time
of both customer as well as organization.

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NEED OF THE STUDY
1). The information gatheredthrough this research can be used by
the company to increase its reach in the marketas well as to
improve its services and became more customers friendly. This can
increase the goodwill of the company and its overall performance.
2). Thus this study is aimed to provide the managementwith some
knowledge aboutits status in market. The research alsoaims to
provide some ideas to improve the company’s present condition.

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THE RESEARCH METHODOLOGY
 The research methodology is the specification of method of
acquiring the information needed to structure or solve the
problem. It is not considered to be the decision of facts but also
building up the data knowledge and to discover the new fact
involved through the process in the dynamic change in the society.
 Sample Size- 40 (Consumers)
 Research Design - Causal & Descriptive Research
 Research Method – Structured Questionnaire
 Sample Universe – Pune
( Hinjawadi ,Hadapsar ,Tathawade, Shivaji Nagar).
 Time frame - 60 dayss

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 TYPE OF RESEARCH
 Causal Research
The conceptual structure within which this research is
conducted Causal in nature as it brings forwardthe results
concerning the set objectives, through facts, findings and
enquiries; moreover itdescribes the state of affairs thatexists at
present.
 Descriptive Research
Descriptive research, simply put, is the act of comparing two
or more things with a view to discovering something aboutone
or all of the things being compared. This technique is often
utilizes multiple disciplines in one study.

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DATA COLLECTION & DATA ANALYSIS
The data, which is collected for the purpose of study, is divided into2
bases:
 Primary Source:The primary data comprises information survey
of “Market Mapping”. The data has been collected directly from
dealers through face to face informal interactions.
 Secondary Source: The secondary data was collected from the
company, like company websites.
 This data has been collected by visiting a no. of Petrol Pumps
personally. The list of markets visited are as follows:-

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This list is divided in to two parts-
1). ARB (Allied Retail Business) related HPCL Petrol pumps
2). Non- ARB related HPCL Petrol pumps
ARB—
1). krushna petroleum, Rajiv Gandhi IT Park, Phase- I, pune
2015 Petrol Diesel
MAR 254 742
APR 296 836
JAN 270 706
FEB 296 808

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0
100
200
300
400
500
600
700
800
900
MARCH APRIL MAY JUNE
PETROL
DIESEL

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2). Outlines, Shivaji nagar
PETROL POWER DIESAL
2011 6919 3263 3263
2012 7051 4195 685
2013 7560 291.5 4676
7646 281 4767
0
1000
2000
3000
4000
5000
6000
7000
8000
9000
2011 2012 2013 2014
PETROL
POWER
DIESEL

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3). Sai petroleum pune-banglore bypass
201
1-12
201
1-12
201
2-13
201
2-13
201
3-14
201
3-14
201
4-15
201
4-15
ms hsd ms hsd ms hsd ms hsd
April 300 615 245 635 185 635 232 601
may 344 744 240 711 259 711 250 639
june 290 683 225 614 212 614 225 657
july 261 587 215 640 208 640 184 615
aug 245 619 230 583 198 583 246 581
sep 220 573 185 566 158 566 201 583
oct 235 667 215 597 188 597 232 592
nov 270 766 211 583 224 583 222 606
dec 285 689 230 670 228 670 254 670
jan 225 655 210 638 208 638 225 601
feb 225 620 185 561 185 561 185 553
mar 240 630 200 638 184 638 174 526
TOTAL
314
0
784
8
259
1
743
6
243
7
743
6
263
0
722
4
010000

37
0
1000
2000
3000
4000
5000
6000
7000
8000
9000
April may june july aug sep oct nov dec jan feb mar TOTAL
2011-12
2011-122
2011-123

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4). Sirode Petroleum,tathawade,pune
5). Balwadkar Auto Service
Petrol NO.Of tanks Capacity Sold/day
2 23kl 6500 lt
23kl 6500 lt
Power- 1 9kl 600 lt
Diesal 2 23kl 2800 lt
9kl
Diesal No.of tanks Capacity/tank Selling/day Sat./Sun
2 22 kl 8 kl 10kl to 12kl
22kl 8 kl ----
Petrol 2 15 kl 4 kl 7kl to 6kl
15 kl 4 kl ----

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Non- ARB
1). Sangoi service station, Shivaji nagar
Diesel No.of tank capacity/tank selling/day Sunday
2 22kl 7000 Lt. Low
16kl
Petrol 2 16kl 7000/day Low
22kl

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2). Automotive service, Near dangechouk
2013-14 PURCHASE
2014-15 PURCHASE
MS HSD TOTAL
APR 257 335 592
MAY 252 364 616
JUN 259 377 636
Total 768 1076 1844
JUL 246 394 640
AUG 269 399 668
SEP 246 346 592
Total 761 1139 1900
OCT 263 353 616
NOV 259 325 584
DEC 285 395 680
Total 807 1073 1880
JAN 274 374 648
FEB 260 352 612
MAR 278 398 676
Total 812 1124 1936

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2014-15 PURCHASE
MONTH MS HSD TOTAL
APR 257 335 592
MAY 252 364 616
JUN 259 377 636
Total 768 1076 1844
JUL 246 394 640
AUG 269 399 668
SEP 246 346 592
Total 761 1139 1900
OCT 263 353 616
NOV 259 325 584
DEC 285 395 680
Total 807 1073 1880
JAN 274 374 648
FEB 260 352 612
MAR 278 398 676
Total 812 1124 1936
3148 4412 7560
2000

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SALE APR 222 352 574
MAY 245 390 635
JUN 228 381 609
Total 695 1123 1818
JUL 223 386 609
AUG 234 391 625
SEP 223 376 599
Total 680 1153 1833
OCT 244 414 658
NOV 221 334 555
DEC 243 404 647
Total 708 1152 1860
JAN 238 405 643
FEB 222 355 577
MAR 244 371 615
Total 704 1131 1835
Grand Total 2787 455
9
734
6

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SALE
APR 249 369 618
MAY 253 366 619
JUN 251 378 629
Total 753 1113 1866
JUL 258 403 661
AUG 272 388 660
SEP 250 363 613
Total 780 1154 1934
OCT 262 346 608
NOV 267 345 612
DEC 277 390 667
Total 806 1081 1887
JAN 272 374 646
FEB 255 343 598
MAR 279 363 642
Total 806 1080 1886
3145
442
8
757
3

44
0
1000
2000
3000
4000
5000
6000
7000
8000
MAY
JUN
Total
JUL
AUG
SEP
Total
OCT
NOV
DEC
Total
JAN
FEB
MAR
Total
GrandTotal
APR
MAY
JUN
Total
JUL
AUG
SEP
Total
OCT
NOV
DEC
Total
JAN
FEB
MAR
Total
222
352
574

45
3). Highway petroleum centre solapurroad,Pune camp.
Diesal No.of tabks
1 04-May
9Kl to 10Kl
Petrol 3 2,10
per
month
2,50
22 kl to 23
kl sat.=fast
Power-
1
10000
lt. sun.=slow
ATM 0
Dailysellingof petrol=7000
lt.
4). Shivajiservices station, Pune
No.of tanks
3 9kl 5000 lt
9kl
9kl
Diesal
2 22kl 17- 18 lt
22kl

46
5). VikasPetroleum,Hadapsar- pune
Petrol No.of tanks capacity
1 13,500
lt
2500 lt
Diesal 1 14000 lt 700-
800 lt

47
Some other ARB & Non- ARB Petrol Pumps are:
PetrolDealers Association Sadhu Vaswani Chowk, Pune Gpo
Shell PetrolPump Urit Nagar, Warje
Kulkarni Petrol Pump Laxmi Road, Sadashiv Peth
KedariService Station Kedari Road, Wanowrie
Gaikwad Service Station D P Road, Aundh
KasatPetrolPump Karve Road, Kothrud
Bhapkar Petrol Pump Opposite City, Pune Satara Road
Sai Gauri Petrol Pump Mumbai Pune Highway, Kasarwadi
Autolines PetrolPump Road Main Road, Shivaji Nagar
Siddhivinayak PetrolPump Pune Solapur Road, Manjari Farm
Shinde PetrolPump Kiwale Village, Dehu Road
Bafna Petrol Pump Shukrawar Peth
Shree Seva Petrol Pump Shivaji Nagar Model Colony
Bright Travels And Petrol Pump Sassoon Road, Sasoon Road
Shirole Brothers PetrolPump Maharaj, Jangali Maharaj Road
SaraswatiAuto Services&
Petr... To Pournima, Shankar Sheth Road
Saraswati Auto Services &
Petr... Shankarsheth Road, Swargate
ExcelPetrolPump Sahakari, Karve Road Deccan

48
Data Analysis & Interpretation
1.
YES 12
NO 28
YES
30%
NO
70%
DO YOU KNOW ABOUT ARB?

49
2.
YES 10
NO 2
YES
83%
NO
17%
DO YOU THINK ARB HAS IMPACT
ON SALES OF PETROL & DIESEL ?

50
3.
NO. OF
RESPONDENTS
POSITIVE 10
NEGATIVE 2
WHAT TYPE OF IMPACT IT HAS ON SALES OF PETROL & DIESEL?
0
1
2
3
4
5
6
7
8
9
10
NO. OF RESPONDENTS
POSITIVE
NEGATIVE

51
4.
How much it has increased?
ReferExcel File.

52
Marketing models used in the study:
SWOT ANALYSIS:
Strength: weakness
1).Network of 13000 outlets 1).Company operations are
o bound by Governmentregulations
2).stageof Art Technologies At Refinery 2).EnvironmentalHazards from
3). Better connections. Wastages
Opportunity Threats
1).Demand-Supply gap in India 1).Threats comes competitors
2).Increasing naturalgas market globally 2).Economic instability and
f fluctuations in India’s policies

53
Competitive Analysis-
Competitors of HPCL:
Here, I found two big competitors of HPCL, which is known
as:
1. IOCL (INDIANOIL CORPORATIONLIMITED)
2. BPCL (BHARATPETROLEUM CORPORATIONLIMITED)
IOCL:
Indian Oil began operations in 1958 as Indian OilCompany Ltd. The Indian Oil
Corporation was formed in 1964, with the merger of Indian Refineries Ltd.
Recently Indian OilCorp (IOC) has raised $500 million by selling 10-year dollar-
denominated bonds, its fourth such issueoverseas in the last three and a half
year.
 In 2003, its GujaratRefinery was awarded the "Best of all "Rajiv Gandhi
National Quality Award.
The main servicesoffered by Indian Oilare Refining, Marketing, Pipelines, R&D
and Training. Indian Oil’s Research and Development Centre (R&D)
at Faridabad supports, develops and provides the necessary technology
solutions to the operating divisions of the corporation and its customers within
the country and abroad.

54
Comparison between IOCL & HPCL:
Yearly --------------------------------- in Rs. Cr. ---------------------------------
Indian Oil Corporation
Ltd.
Hindustan Petroleum
Corporation Ltd.
Mar' 15 Mar' 15
Sales 437,526.13 206,626.19
Other Income 4,144.05 1,168.41
Stock Adjustment 8,216.07 3,749.44
Raw Material 205,049.94 56,158.44
Power And Fuel 0.00 0.00
Employee Expenses 7,104.78 2,414.66
Excise 0.00 0.00
Admin And Selling Expenses 0.00 0.00
Research And Devlopment Expenses 0.00 0.00
Expenses Capitalised 0.00 0.00
Other Expeses 207,008.26 138,640.20
Provisions Made 0.00 0.00
Operating Profit 10,147.08 5,663.45
Interest 3,435.27 706.59
Gross Profit 10,855.86 6,125.27
Depreciation 4,528.66 1,971.15
Taxation 2,722.26 1,420.86
Net Profit / Loss 5,273.03 2,733.26
Extra Ordinary Item 1,668.09 0.00
Prior Year Adjustments 0.00 0.00
Equity Capital 2,427.95 338.63
Equity Dividend Rate 0.00 0.00
Agg.Of Non-Prom. Shares (in lacs) 7,629.87 1,655.51
Agg.Of Non PromotoHolding(%) 31.43 48.89
OPM(%) 2.32 2.74
GPM(%) 2.46 2.95
NPM(%) 1.19 1.32
EPS (in Rs.) 21.72 80.72

55
2). BP(Bharat petroleum):
In 1889 during vastindustrialdevelopment, an important player in the South
Asian market was the Burmah Oil Company. Though incorporated in Scotland
in 1886, the company grew out of the enterprises of the Chef Rohit Oil
Company, which had been formed in 1871 to refine crude oil produced from
primitive hand dug wells in Upper Burma.
In 1928, Asiatic Petroleum Company (India) started cooperation with Burma oil
company. This alliance led to the formation of Burmah-ShellOil Storage and
Distributing Company of India Limited. Burmah Shell began its operations with
import and marketing of Kerosene.
On 24 January 1976, theBurmah Shell was taken over by the Governmentof
India to formBharat Refineries Limited. On 1 August1977, it was renamed
Bharat Petroleum Corporation Limited. It was also the firstrefinery to process
newly found indigenous crude Bombay High.
In 2003, following a petition by the Centre for Public InterestLitigation, the
SupremeCourt restrained the Central governmentfrom privatizing Hindustan
Petroleum and Bharat Petroleum without the approvalof Parliament.[3]
As
counselfor the CPIL, Rajinder Sachar and PrashantBhushan said that the only
way to disinvestin the companies would be to repeal or amend the Acts by
which they were nationalized in the 1970s.[4]
As a result, the government
would need a majority in both houses to push through any privatization.

56
Comparison between BPCL & HPCL:
Yearly --------------------------------- in Rs. Cr. ---------------------------------
Bharat Petroleum
Corporation Ltd.
Hindustan Petroleum
Corporation Ltd.
Mar' 15 Mar' 15
Sales 238,086.90 206,626.19
Other Income 2,199.96 1,168.41
Stock Adjustment 4,513.32 3,749.44
Raw Material 94,424.39 56,158.44
Power And Fuel 0.00 0.00
Employee Expenses 2,085.60 2,414.66
Excise 0.00 0.00
Admin And Selling Expenses 0.00 0.00
Research And Devlopment Expenses 0.00 0.00
Expenses Capitalised 0.00 0.00
Other Expeses 128,748.92 138,640.20
Provisions Made 0.00 0.00
Operating Profit 8,314.67 5,663.45
Interest 583.10 706.59
Gross Profit 9,931.53 6,125.27
Depreciation 2,516.02 1,971.15
Taxation 2,331.00 1,420.86
Net Profit / Loss 5,084.51 2,733.26
Extra Ordinary Item 0.00 0.00
Prior Year Adjustments 0.00 0.00
Equity Capital 723.08 338.63
Equity Dividend Rate 0.00 0.00
Agg.Of Non-Prom. Shares (in lacs) 3,258.84 1,655.51
Agg.Of Non PromotoHolding(%) 45.07 48.89
OPM(%) 3.49 2.74
GPM(%) 4.13 2.95
NPM(%) 2.12 1.32
EPS (in Rs.) 70.32 80.72

57
LIMITATIONS
 Due to time constraint, few Dealers might have been skipped fromthe
areas visited.
 Few of the respondents werenot open with their responses.
 Lack of Dealers cooperation was a major constraint.
 There may be error due to biasness of respondents.

58
FINDINGS
1). Retail Business Unit recorded a growth of 8.7 %growthin MS and 6.6 %
growthin HSD
2). Morethan 723 new retail outlets werecommissioned thereby making the
total network of over 12869 outlets
3). In developed countries, allied retail business forms up to 60% of the
total revenueearned by fuel stations
4). HPCL has tied up with 15 banks who set up their ATMs in urban stations.
5). HPCL has already given a facelift to 150 such outlets at Rs 10 lakh per
station. Itis expected to cover 500 stations by 200
6). Mostof the employees /Dealers of HPCL Petrol pumps were not aware
about ARB
7). HPCL has also embarked on a beautification drive of all its petrol
stations to bring it under the Club HP brand umbrella.
8). 17 out of 25 HPCL Petrol pumps were having ARB.

59
SUGGESTION & RECOMMENDATION
1) Service has to be improved extensively. Due to poor service many
Outlets have stopped or keeping low stocks of the products.
2) Company should select its Dealers properly as their behaviour
portrays either a negative image or positive image of the company in
the market.
3) A proper check should be kept on the prices at which our products
are available to the final retailers. Whether they are getting proper
margins,whether they have been exploited by the distributor or not.
All these point should be given emphasis.
4) Proper check should be kept on Local & Duplicate Products.
5) Small Outlets also play an important role towards company sales,
therefore proper attention should be shown towards them also.
6) Delivery time can be reduced by using an online billing system.

60
Bibliography
 Wikipedia.com
 Google.com
 www.indianotes.com
 www.slideshare.com
 Philip Kotler “Marketing Management”
 Marketing Research, an Applied Research.

61
HINDUSTAN PETROLEUM CORPORATION LIMITED
Loni- Hadapsar Terminal, Pune
CUSTOMER SATISFACTIONQUESTIONNAIRE
This survey is ARB (Allied Retail Business) petrol of HPCL
1. Do youknow aboutARB?
Yes 
No 
If yesgo to question2
2. Do youthinkARB has impacton salesof Petrol & Diesel ?
Yes 
No 
 Question 3
3. What impact it has on sales of petrol and diesel?
Positive 
Negative 

62

4. How much it has increased ?
% 
5. Do you think ARB has been successful proposition for HPCL ?
Yes 
No 
6. What are your remarks on ARB ?


SUMMER INTERNSHIP PROJECT

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