report on total oil pvt. ltd

8/11/2019 Report on Total Oil Pvt. Ltd

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Report on

TOTAL OIL

PVT. LTD


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EXECUTIVE SUMMARY

TOTAL OIL PVT. LTD. Is a company created in 1992. It was created in

the wake of the RIO EARTH SUMMIT. Twenty years hence, TOTAL

foundation was dedicated to protecting the environment and more

specifically Marine Biodiversity.

The foundation expanded the scope of its activities in the year 2008. It

now covers community support in France, Health all over the world,Culture and Heritage, Biodiversity and Environment.

TOTAL also supports group employees as they engage with the

community. From 2006 onwards, TOTAL has funded approximately 334

general projects under excellent associations for which employees offer

their services individually on a voluntary basis.

In all its areas of operations, the TOTAL Foundation put stress on long

term partnerships. TOTAL not just provides financial support, but also

shares and strengthens expertise or jargon material to broaden the awaited

knowledge.


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TOTAL is one of the leading players of Energy in the international

market. Their facilities are located in various regions of the world and so

their shareholders. In 2012, TOTAL reorganized their activities towards

the optimization of their growth and development.

TOTAL is the 5 th largest integrated oil and gas company with the largest

market capitalization on Euronext i.e. 105.9 Billion Euros on 31 st

December 2013 and operations in more than 130 countries. It leads to the

sales of 189.54 billion Euros as of 2013. It has nearly 100,000 employees

and oil & gas exploration and production in more than 50 countries.

Chairman & Chief Executive Officer and Chairman of Board of Directors

is Mr. Christophe de Margerie.


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TOTAL has an integrated business model. TOTAL is a major energy

operator present in every segment of oil and gas industry. TOTAL also

produces chemicals and develops and market new solutions involvingnew energies.

In 2012, TOTAL recognized their chemical, refining and product

marketing activities into two business segments:

Refining and Chemicals Marketing and Services

This new recognition helped TOTAL to make most of the industrial

overlap of operations and activities between refining and petrochemicals,

improving their performance raising their profiles of sales & marketing

activities.


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As a result, Total is now organized in three business segments:

1. Upstream- includes oil exploration and production and natural gas

and new energies mainly solar and biomass.

2. Refining and Chemicals

3. Marketing and services along with activities of new energies.

STRATEGIC VISION

Strategic vision of TOTAL combines of performance and responsibility

in an integrated business model, in parallel with rising energy demand

and new environmental challenges.

By the year 2030, global energy demand is predicted to be 25 percent

more than in 2010 and 75 percent of it will be met by fossil fuels. Primary

drivers of the increasing demand are due to the demographic and

economic growth in the emerging economies.


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Along with it, a focused international effort is needed to curb climate

change caused by greenhouse gas emissions.

One of the most important challenges is to meet the increasing demand

without abandoning the environment and placing sustainable

development in the centre of strategy.

PROJECT TITLE

I am obliged and fortunate enough that I have been selected by one of the

best MNC in the world dealing in energy.

I have been lucky to get such good industry guide who helped me at

every step. I was given the project title of MARKETING ANALYSIS

and DEVELOPM ENT of TOTAL/ELF Lubricants Oil

It had been a tough time facing challenges everyday in the market and

coming with appropriate solutions. It has been a great experience working


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under the following title leading to practical development of life and

applying theoretical concepts on field.

CERTIFICATE OF APPROVAL


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ABSTRACT


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Topic of the project I worked on and gained the lifetime experience is

Marketing analysis and development

Scope of my project has no limit i.e. it is a delimit project as marketing

and development has no end to the efforts made on field. Sales force

helps in increasing marketing practices. The industry is a clear cut

volume based model. More the volume sold, more will be the profits and

development of the organization.

Method hence adopted by the organization are the regular schemes being

launched and may particular schemes and programs introduced forselected customer base. For instance I worked upon MECHANIC

LOYA LITY PROGRAM (MLP)

Conclusions hence drawn were very fruitful for me and the organization.

Organization was successful to turn my individual goal towards their

organization goal by providing me with such a great opportunity to

handle the program launched and come out with good results

quantitatively and qualitatively.

As a recommendation I would suggest the company to go for aggressive

promotional activities for increasing sales and launching the programmes

for a longer period rather than going for a short interval of a month or two

as it gets difficult to cover a large customer base in a months time by

introducing the program and the benefit they would get if they enroll for

the same. There is hardly any time left for the actual implementation of

work and getting rewards out of it.

ACKNOWLEDGEMENT


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I would like to thank my project guide Mr. Manjit Singh, Regional

Manager and Mr. Ankit Kr. Agarwal, Officer Incharge TOTAL Oil India

Pvt. Ltd. for guiding me through my internship. His encouragement, time

and efforts are greatly appreciated.

I would like to thank Ms Snigdha Malhotra for supporting me during this

project and providing an opportunity to learn outside the classroom. It

was a truly wonderful experience.

I would like to dedicate this project to my parents and sister. Without

their help and constant support, this project would not have been possible.

Lastly, I would like to thank all the respondents who offered their

opinions and suggestions while analyzing the market and knowing the

right way towards the development that was conducted by me in Delhi

NCR region.

OBJECTIVES OF STUDY


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S.NO. TOPIC PAGE NO.

1 OIL & GAS, The Energy Value Chain 13

2 Marketing and Services 14

3 Corporate Social Responsibility 15

4 Product List 16

5 Mechanic Loyalty Program 18

6 Distributers Office & working 26

7 Market Survey 28

8 Results 30

9 Conclusion 34

10 Recommendations 35

OIL & GAS the Energy Value Chain


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TOTAL is a giant oil and gas operator, involved in exploring reserves and

marketing their oil and gas products. Total tries to level up their

production and efficiency to meet the hike in global demand of energy.

Their daily challenge is to develop reservoirs which are difficult to access

through environmentally responsible exploration and production along

with transportation and processing of oil and gas abiding the safety

standards.

TOTALs E&P team tries to manage very large-scale deepwater andliquified natural gas developments. Their core priority is to safeguard

their employees and people all around along with reduction in

environmental risks.

Processing crude oil into the end products requires extensive

manufacturing capabilities. Products for example. Transportation fuels,

lubricants, heating oil, solvents, waxes, paraffin and asphalt along with

polymers, plastics and molecules. REFINING PROCESSES includes four

major steps:

Atmospheric distillation

Conversion process to alter chemical structure Desulfurization Blending

MARKETING & SERVICES

Marketing for Total means meeting of challenges by providing a wide

range of services and safe products.


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1. Service Stations : Service stations serve as the major link in the

distribution of petroleum products along with it providing of

efficient in-station services. Total has more than 150000

stations all around the world which help in building customer

loyalty.

2. Balancing cost and quality : it is a concept which comprises of

service stations comprising low prices and total quality to meet

consumer demands more effectively. (ELF)

3. Creating Fuels: due to the rapid changes in specifications of

the fuel required by the customers, meeting environmental

standards and stay updated with new engine technologies

requires high level of capabilities and expertise and hence

TOTAL has the know-how and effective R&D to anticipateneeds and develop most efficient additives and radically new

solutions.

4. High Value Added Specialty Products: Some products like

LPG and Lubricants are marketed to a wide and broad market of

the public. Others, like special fluids, asphalts, additives andspecial fuels are developed and introduced for cutting edge

applications

CORPORATE SOCIAL RESPONSIBILITY


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Total being a leading player in the industry has a great responsibility

towards environment, humans, products & facility safety and promote

social & economic development.

1. Meeting energy demand and combating climate change:

Total has pledged to reduce flaring of natural gas, started working on

energy efficiency and factoring of carbon cost into all of their

investments.

2. Industrial safety, Environment & Ethical Standards

Emphasizing safety of people who work for Total and live & work near

their facilities. This is so because to achieve the target of zero accidents

which further delimit to pollution and environmental impact along with

tangibly-zero tolerance for fraud and corruption.

3. Social & economic development

Total believes in sharing the capacity and creating value. Hence, it begins

with organized, professional dialogue and creating jobs by supporting

education, training and skills transfer.

4. Equal opportunity & Diversity

Ensuring of equal opportunity for everyone focusing on diversity and

gender equality.

PRODUCT LIST


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MECHANIC LOYALTY PROGRAM


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This is the program launched as a strategy to know the market acceptance

of total products.

This is in a way a calculator to marketing analysis which helps in

knowing the limitation or drawbacks and coming to right solutions

leading to optimistic growth of the organization.

This started with the introduction of authorized Distributor of TOTAL

OIL PVT LTD. Of Gurgaon under whose guidance I experienced field

work i.e. sales and marketing the product effectively leading to increase

in sales of distributor further making a chain of growth to the TOTAL

Company.

I was given a client detail, a database of 100 best customers under the

distributor which is as follows:

1. 2 WHEELER AUTO GARRAGE2. ACE DYE CASTERS

3. ADHUNIK CAR CARE

4. ADITYA DISPOMED PRODUCTS P.LTD

5. AHMED AUTOMOBILE

6. AKANKSHA TRADERS(KT)

7.

AMAN AUTO WORKS8. AMAR AUTO SERVICE CENTRE

9. Ashish Bike Centre

10. ASSOCIATED CONTAINER TERMINALS LTD.

11. AUTO KING AGENCY

12. AUTO MART

13. AUTOZONE


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14. AZAD ENTERPRISES

15. B S TRADING CO.

16. BABA CAR ACCESSORIES

17. CHAUHAN MOTORS

18. CHAWLA MOTORS

19. CITY AUTOMOBILES (SOHNA ROAD)

20. CITY CAR CARE

21. CLASSIC AUTOM0BILES

22. CLIMBING & SAFETY PRODUCTS

23. RELIANCE AUTOZONE LTD. (FBD)24. COMPIDANT MOTORS

25. D K AUTOMOBILES

26. D P CAR SHINGAR

27. DEEP CAR INTERIOR

28. ELEGANT CAR INTERIORS

29. Friends Car Accessories30. G L AUTOMOBILES

31. GALLANT INDUSTRIES

32. GANGA MOTORS

33. GANPATI CAR ACCESSORIES

34. GAURAV GENERATORS

35. GAURAV SERVICE CENTER

36. GUPTA MOTOR SPARES

37. GURLUBES INDIA

38. HAMSA TRAVELS

39. HARI OM AUTOMOBILE

40. HARISH AUTO WORKS (DEHLI ROAD)

41. HINDUSTAN CAR ACCESSORIES


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42. INDIAN TRADING CORP

43. INDUSTRIAL TRADING CORP.

44. J RAJ CHAWLA

45. JAGDAMBA AUTOMOBILES

46. JAI AUTO PARTS

47. JAI SHEETLA AUTOMOBILES

48. KISHAN AUTOMOBILES

49. KOHLI EARTHMOVERS

50. KUMAR AUTOMOBILE

51. KWALITY MOTORS52. Life Line Traders

53. M K DIESEL SERVICE

54. M K MOTORS

55. M M TRADERS

56. M R MOTORS (MASS)

57. METRO AUTO & MACH.PARTS58. MILES TRAVELS

59. NITABI DISTRIBUTOR

60. OM AUTOMOBILES

61. OM SAI CAR ACCESSORIES

62. OM SWEETS PVT.LTD

63. ORIX AUTO INFRASTUCTURE SERVIC

64. POOJA AUTOMOBILES (SEC-56)

65. POOJA AUTOMOBILES (SOHNA ROAD)

66. POPULAR TRADING CO.

67. PRAJAPATI MOTORS

68. PRAKASH AUTO WORKS

69. RAMAWAT HARDWARE & MILL STORE


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70. RAO CONCRETE

71. RAO TOURIST SERVICES P.LTD.

72. RAVINDRA MOTORS

73. RELIANCE RETAIL LIMITED (GRG)

74. ROYAL AUTOMOBILES

75. SAFETY VISION & OFFICE SHOPPE

76. SHIV SPARE CENTER

77. SHIVA AUTOMOBILES (sec 12A)

78. SHIVA INDUSTRIAL CORP

79. SHRI BALAJI DIESEL WORKSHOP80. Shri Ganesh Automobiles

81. SHRI RAM AUTOMOBILES WORKS

82. SHRI RAM MOTOR CO.

83. SHRI RAM MOTORS (PALAM VIHAR)

84. SHUBHAM CAR SHINGAR

85. SRI PARKASH AUTOMOBILES86. STAR CAR ACCESSORIES

87. SUMIT AUTO WORKS

88. SUNEJA CAR SHINGAR

89. SUNIL AUTOMOBILE

90. SUNIL MOTORS(SEC-12A)

91. SUNNY AUTO SPARES

92. SUPER INDIA RUBBER PRODUCTS

93. SUPER MOTORS

94. SUPER MOTORS (BLSPR)

95. SUPER MOTORS (SHIKHOPUR)

96. SURAT TRADING CORP.

97. T D AUTO CARE


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98. Tamanna Automobiles & Electricals

99. VARDHMAN MACHINERY STORE

100. Zeta Motors

The program was carried out in the following way:

I was supposed to go to the retailers (mentioned above) with whom

that distributor is dealing

I have to take the information from the retailers about the

mechanics or the end users of the products and the other potential

mechanics or consumers.

I then registered them with the program and the central idea of the

same was introduced to them. This was done in the passbook so

that calculations can be done with evidences and is not vague.

This was carried out by counting the points on the product

consumer takes.

These points are collected by the users and are taken in

consideration and recorded in the passbook to know the increase in

sales and points one user gains

At the end of the program, points of respective users are calculated

from the passbooks or record journals and accordingly market

acceptation of the product is known.

In turn users are gifted with the deserving gifts according to the

points he earned.

The format of passbook is mention below.


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DISTRIBUTORs OFFICE & WORKING

As I have already been introduced to the distributor and have beenworking for him under the new mechanic loyalty program to boost the

sales and developing a good market share/presence, I stayed back at the

distributors office for a week to understand the core activities and the

back bone of working system before capturing the new potential market.

Here at the office I have learnt and observed various ways to perform

tasks, important concepts, rules & regulations and understood the product

in a more better and practical manner along with its detailed usage and

application.

Various things I have learnt are as follows:

Taking care of inventory and stock, where and in which corner of

the godown it is kept and how it appears.

Inventory or stock list is taken out from the system which tells the

remaining number of units left and helps the cycle of products

going and available to retailers when needed and on time.

How to bill the products, different taxes levied on different

products, discounts and schemes on them to be added or subtracted

etc.

Billing is done on two basis i.e. cash receipt and second is other

modes of payment.


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Once the bills are generated, it is the duty of the distributor to

make sure goods reach the retailers in time and are available to

consumers.

This is done with proper planning and knowing the city routes

well. Hence route map is prepared and goods are departure from

the godown after thorough check of units to be delivered.

Organizational structure of every distributor total has is as follows:

sales team, promotion team, managers, helpers, credit controllers,

debt collector and others.

Entering of sales, purchase, CRs into the final accounts and

maintaining of ledgers and accounting statements.

Major Challenges faced by the distributor and his team till now

and how they came up with solutions i.e. live case studies about

the firm and TOTAL Company.

How market can be captured with the presence of high competition

and major competitors like Castrol, valvoline, shell, etc How to present our good to the consumers and retailers as this is a

marke t where a person doesnt know about the technical

specifications i.e. they are not educated and not interested in

knowing and hence it becomes a challenge to sell our products.


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MARKET SURVEY

(Presence in the Market)

QUESTIONAIRE

Q1) Have you heard about TOTAL LUBRICANTS?

ANS: YES/NO

Q2) Do you know the product line Total deals in?

ANS: YES/NO

Q3) who do you think is a giant competitor of TOTAL?

a) Castrol

b) Shell

c) Valvoline

d) Mobil oil

e) Servo

Q4) in how many cars of yours you prefer using total than other brands?

a) 0

b) 1

c) 2

d) More than 2


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Q5) what do you think about the pricing of TOTAL products?

a) Reasonable

b) Moderate

c) High

d) Very high

Q6) how do find the quality of Total products?

a) Poor

b) Average

c) Good

d) Very good

e) Excellent

Q7) will you recommend others to use TOTAL?

ANS) YES/NO


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Result

ANS 1: it was a great response for this question, many people have heard

about TOTAL which is a good sign whether they use or they dont.

Here, approximately 75% people know or have heard about total.

ANS 2: as the response for the above question question was very

optimistic , this was the same as above. PRODUCT LINE

Approx 66% people know the product line total deals in.

yes no

1st Qtr

2nd Qtr


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ANS 3: Major Competitors according to retailers and end users

Castrol= 30.

Shell= 20

Valvoline= 10

Mobil=20

Servo= 20

ANS 4 : Preferance given to TOTAL in the number of cars owned

0 Cars = 25

1 Car = 43

2 cars = 19

More than 2 Cars = 13

0 5 10 15 20 25 30 35

castrol

shell

valvoline

mobil oil

servo

0

10

20

30

40

50

0 1 2 more than 2


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ANS 5: Pricing of TOTAL Products

Reasonable= 24. . . . . . . . . . Moderate= 42

High= 14. . . . . . . . . . . . . . . . Very high= 20

ANS 6: Quality of TOTAL products

Poor = 5

Average = 17

Good = 33

v.good = 23

excellent = 22

reasonable

moderate

high

very high

0

5

10

15

20

25

3035

poor average good v.good excellent


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ANS 7: Recommendation of TOTAL products

68% would like to recommed TOTAL Products

32% seemed not interested in promoting or recomending our product

0

10

20

30

40

50

60

70

yes no


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CONCLUSION

After conducting and extensive survey and going deep into the Mechanic

Loyalty Program, I have learnt that Automotive industry is a very harsh

place to be in.

My field was a subset of the following industry. It is very difficult to

survive here. It was a life awaking experience for me which meade me

feel the hardships once can go through at any point in his life and hence

he should be always prepared for such uncertain events of life.

Now, conclusions drawn are as follows:

Marketing analysis lead me to an optimisitc hope for the company.

a) People are aware of the brand TOTAL

b) People does know where to use and when to use

c) There is a very tough competition out there in the market

place

d) TOTAL has got a good pricing and hence customer base is

escalating day by day

Developmenta) Marketing strategy and vision of the company is very clear

b) Has a good chain of distribution of its products leading to

more visibility of the brand in the eyes of consumers

c) Continuous introduction of new schemes and programes for

promotion of their products leading to growth and

development pf TOTAL OIL.


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RECOMMENDATIONS

The only point I found weak about TOTAL is the words that are quated

as word of mouth.

It means company does not mean to have a lot of advertisements and

promotional activities. Company likes to work through word of mouth.

I feel that in the current scenario it becomes very difficult to survive with

a lot of intence pressure and competition. Coming up with new products

and launching it like anythin with great and aggressive marketing

strategy has become must for any company.

More of marketing and sales has become important to survive along with

the backbone R&D.

These days , scenario has changed to Jo Dikhta Hai Woh Bikta Hai.

Hence, TOTAL has to work upon its promotional activities and

aggressive marketing strategies has to be adopted as soon as possible.


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report on total oil pvt. ltd

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