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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 involving
new 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 DEVELOPMENT 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 for
selected customer base. For instance I worked upon MECHANIC
LOYALITY 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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My primary objective of doing summer internship of two months with
TOTAL OIL INDIA PVT LTD. was to gain the practical knowledge by
applying all the theoretical knowledge and aspects learned within the
college classrooms in day to day work performed by me at the company.

My secondary objective of working with TOTAL was to have an
overview of the working of international MNCs, its organizational
structure and the comparisons of various markets with the home market.

Therefore, I was told to do the market survey, analyze the different ideas
generated in the market, and know the demand, taste & preferences of
consumers, major competitors in the same field and how to capture the
large share in the market.

Hence, my project title suited for the same was MARKETING
ANALYSIS AND DEVELOPMENT which included my contribution
not only at the backend office i.e. corporate building but also in the field
i.e. doing marketing and sales and getting to know the potential for
increase in scope of TOTAL in India efficiently, effectively and very
smoothly.

TABLE of CONTENTS

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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 and
liquified 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 anticipate
needs 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 and
special 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 GARRAGE
2. ACE DYE CASTERS
3. ADHUNIK CAR CARE
4. ADITYA DISPOMED PRODUCTS P.LTD
5. AHMED AUTOMOBILE
6. AKANKSHA TRADERS(KT)
7. AMAN AUTO WORKS
8. 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 Accessories
30. 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 MOTORS
52. 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.PARTS
58. 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 WORKSHOP
80. 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 AUTOMOBILES
86. 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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24

25







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DISTRIBUTORs OFFICE & WORKING

As I have already been introduced to the distributor and have been
working 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
market 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
30
35
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
Development
a) 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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