A Project Report On On Indian Oil Out Lets and Bazzar Traders On Servo Lubricants at IOCL

Indian oil out lets and Bazzar Traders on servo lubricants at IOCL
Sl No Contents Page No
1 Executive Summary
2. Company Profile
3. About The Project

5. Data analyses and Interpretations
6. Suggestions
8. Conclusion
9. Bibliography
10. Annexure
Babasabpatilfreepptmba.com Page 1
EXECUTIVE SUMMARY
EXECUTIVE SUMMARY
The project assigned to me is to collect the information about the Indian oil
out lets and Bazzar Traders on servo lubricants at IOCL Belgaum . The project is
carried out in Belgaum .
This project report is on ““A detail study on Indian oil out lets and Bazzar
Traders on servo lubricants at IOCL Belgaum”.
It consists of two parts.
The first part begins with the detail study of the organization. About It’s
establishment and progress. This part also includes the product information of iocl.
The second part of the report consists of introduction to Theoretical

background of project which gives the basic concept and theoretical study of the
subject.
And also this second part includes methodology adopted sampling size
sampling plan, and sampling process and determination level of the Indian oil out
lets and Bazzar Traders of product services they provide to its customer as the
problem definition.
This report also consists the analysis part and ends with findings and
recommendations for problem defined.
Objectives of the project:-
1. To study the product movements in the retailers shelves of servo lubricants.

2. To know the contribution of servo lubes to the total sales of the
retailer(RO,Bazzar traders)
3. To find out factor that influences a retailer to stock and sell more of particular
product brand.
4. To know the purchase frequency and order size.

5. To find out the satisfaction level of retailers with the benefits that they are getting
from the different companies
.
Sampling size:
A sample size of 100 chosen for the purpose of the research.
Methodology
The method adapted to this project is direct interview method, where the
information will be collected by direct interaction with customer through.
 Open ended questions
 Close ended questions.
Analysis
From the survey conducted whether information is collect that the
information is analyzed and interpreted for giving the suggestions and
recommendations.
Conclusion
From the above analysis the conclusion is given.
Recommendation
Recommendation are given based on the interpretation of the analysis and
the findings.
Limitations
1) It is not exact science, so we cannot accept 100% results, so only justified
solution one gives.
2) It is conducted in open market place.
COMPANY PROFILE
COMPANY PROFILE
In the year 1959, Indian Oil Company Limited was established, later in the Year
1964; Indian Oil Corporation was formed with merger of Indian Refinery Limited which
was established in 1958.
Indian Oil account for 56% petroleum products market share, 42% national
refining capacity 67% downstream pipeline thought capacity.
Indian Oil control 10 of India’s 18 refineries with a current combined rated

capacity of 49-30 million metric tons per annum (MMTTA) or 990 Barrels per day
(BPD).
These include subsidiary Chennai Petroleum Corporation Limited and

Bangaigaon Petroleum Corporation Limited. It owns and operates the country’s largest
network of cross-country crude oil and product pipelines pf 7170 Km. with the combined
capacity of 52.75 MMTPA.
Indian Oils country wide network of about 21 thousand, sales point is backed for
supplies by its extensive, well spread out marketing company with a nation wide retail
network of over 2000 sales point.
Indian Oil reaches Indane cooking gas to the door step of 35 million households
in million over in 2000 markets through the country’s largest network of over 4100
distributions.
The country leading Servo brand lubricant from Indian Oil with over 40% market
share and 450 grades are sold through 8000 retail outlets besides a countryside network
of bazaar traders.
Indian Oil and Academy Company with score full fledged training centers across
the country building competency, confidence and capability to face the advantages of the
market plays the challenges of the market place.
VISION:
A major, diversified, transactional, integrated energy company, with national
leadership and a strong environment conscience, playing a national role in oil security
and public distribution.
MISSIONS:
 To achieve International standards of excellence in all aspects of energy
and diversified business with focus on customer delight through value of
products and services, and cost reduction.
 To maximize creation of wealth, value and satisfaction for the stake
holders.
 To attain leadership in developing, adopting and assimilating state of the
art technologies for competitive advantage.
 To provide technology and services through sustained research and
development.
 To foster a culture of participation and innovation for employee growth
and contribution.
 To cultivate high standard of business ethics and total quality
management for a strong corporate identity and brand equity.

 To help enrich the quality life of the community and preserve ecology
balance and heritage through a strong environment conscience.
OBJECTIVES OF IOCL
 To serve the national interests in the oil and related sector in accordance and
consistence with government policy.
 To ensure and maintain continues and smooth supply of petroleum product by the
way of crude refining, transportation and marketing activities and to provide
appropriate assistance to the consumer to conserve and use petroleum
inefficiently.
 To earn a reasonable of interest on investment.
 To achieve higher growth through integration, mergers, acquisitions and
diversification by harnessing new business opportunities like petrochemicals,
power, lube business, consultancy, abroad and production.
 To optimum utilization of its refining capacity and maximize distillate yield from
refining of crude to minimize foreign exchange out go.
OBLIGATIONS OF IOCL
Towards customers and Dealers:
 To provide prompt, courteous and efficient service and quality products at fair and
reasonable price.
Towards Suppliers:
 To ensure prompt dealing with integrity, impartiality and country and prompt
ancillary industries.
Towards Community:
 To develop techno-economically viable and environment friendly products for the
benefit of the people.
 To encourage progressive indigenous manufacture of products and materials so as
to substitute imports.
 To ensure safety in operations and highest standard environment protection in its
manufacturing plants and township by taking suitable and effective measures.
Towards Employees:
 Develop their capacity and advancements through appropriate training and career
planning.
Towards Defense Service:
 To maintain adequate suppliers to defense service during normal and emergency
situations as per their requirement at different locations.
FINANCIAL OBJECTIVES
 To ensure adequate returns on the capital employee and maintain a reasonable
annual dividend on its equity capital.
 To ensure maximum economy in expenditure.
 To manage and operate the facilities in efficient manners so as to generate
adequate internal resources to meet revenue costs and requirement for the project
investment with out budgetary support.
 To develop the long term corporate plans to provide for adequate growth of the
activities of the corporation.
 To endure to reduce the cost of production of petroleum by means of systematic
cost control measures.
ORGANIZATIONSTRUCTURE
Head Office (Mumbai)
Corporate Office (Delhi)
Regional Office
North Region South Region East Region West Region Office

Office Office Office
Hubli
Shimoga
Andhra Pradesh Kerala

Raichur Tamil Nadu
Karnataka
Bangalore Karwar
Bidar
Mangalore
Mysore
Belgaum
COMPETITION ANALYSIS
Bijapur
In today’s world we are seeing everywhere competitions, while from the small
shop to big company so when I consider to IOC, IOC has many competitors like HPCL,
BPCL, RELIENCE etc.
In order to get the winning edge, we need to strive for excellence, not perfection.
Striving for excellence is progress, because there is nothing that cannot be done better or
improved.
So, achieving success does not mean gaining value but gaining everything by
defeating the one, who cannot do what do what the things we have done. So its matter of
competition
IOCL has a very good market share that signs the best quality and best service. It
is shown with the aid of below charts
MARKET SIZE:
others
(1.4% )
IOCL (43% )
BPCL (20% )
HPCL(18% )
PRODUCT PIPELINE:
others (1.4%)
IOCL (43%)
BPCL (20%)
HPCL(18%)
CRUDE PIPELINE:
IOCL (100% )
PRODUCT PROFILE
SERVO
Indian Oil’s SERVO is India's largest selling lubricant brand. SERVO range of lubricants
enjoys approvals from major Original Equipment Manufacturers (OEMs) including new
generation cars. 9,000 Retail Outlets and a countrywide network of SERVO SSls and
SSAs Bazaar traders offer SERVO range of lubricants to customers.
The SERVO range of lubricants is used in almost every application covering automotive,
industrial and marine sectors. SERVO range of lubricants is fast emerging as a Global
Brand with wide acceptance in UAE, Malaysia, Mauritius, Bangladesh, Bahrain, Sri
Lanka, Nepal, Yemen, Kenya, Kuwait, Burkina Faso, Reunion Islands and other markets.
SERVO has been designated as a SUPERBRAND. SERVO has genuine oil tie ups with
a wide range of companies like Hyundai, Maruti, Bajaj, and Lancer. Anil Kumble, the
ever-dependable sporting icon is SERVO Brand Ambassador.
Developed exclusively at Indian Oil’s world-class R&D Centre at Faridabad, there is a

SERVO lubricant for virtually every single application. With over 42% market share and
450 grades, the country's leading SERVO brand lubricants from Indian Oil are sold
through over 8,100 Indian Oil petrol/diesel stations, over 1,300 SERVO Shops and a
countrywide network of bazaar traders.
These lubes are manufactured at different locations administrated at the head

office marketing –mumbai. Form here it reaches the various cities of the regions through
road transportation.
The storage of lubes is done in the lube godawn or open space. The entire
products are duty paid products.
In godown the products are packed in the cartoons, where as the lubes in the
barrels are stored are stored in the open space.
Even a sales officer is being appointed, who is in charge of these lubes. Lubes in
which the depot is dealing as follows.
1. ULTRA 30
2. GEAR HP-140
3. GR-SUP 90
4. 2T SUPREME
5. 2T SUPREME
6. 2T SUPRM
7. ZZ- HP 80 W
8. GR HP 90
9. GEAR HP-140
10. GR-SUP 90
11. 2T SUPREME
12. 2T SUPREME
13. 2T SUPRM
14. MIL-C 30
15. MIL-C 40
16. PRIDE 30
17. PRIDE 40
18. GR- HP 80 W
19. GR HP 90
20. GEAR HP-140
21. GR-SUP 90
22. 2T SUPREME
23. 2T SUPREME
24. 2T SUPRM
25. 2TKH
26. SBF
27. BAJAJ 2T Z
28. 2T ULTRA
29. S.4T
30. SYS. HLP68
31. ELGIAIRL
32. TR-FLD-A
33. TR C4SAE30
34. SMG20W40
35. PCF415W40
36. MARUTI ZEN
SWOT Analysis of Indian Oil Corporation for Petroleum Business
1. Strengths:
The Government protection in the past has resulted in IOC becoming a gaint in this
sector. The large infrastructure created, has given it a advantage that can help it to face
the opening up of the sector.
Flagship Company: It has been decided that ONGC, IOCL and GAIL would be the
flagship companies of the government and government would continue to hold minimum
of 51% equity in these companies. This keeping in view the importance of maintaining
continuous and uninterrupted supplies of petroleum products to strategic sectors like
defense forces and to the in accessible and far-flung areas.
Joint Ventures: In keeping with its core strength of petroleum, the company has made a
number of joing ventures to gain competitive strength in wake of liberalization. This has
resulted in synergy of IOCL and the Joint venture Company by increasing sharing of
knowledge and venturing into new markets to gain competence in global economy.
 16th largest petroleum refining company in the world.

 No 1 company in Asia Pacific region.
 Its been ranked 186th company among Fortune 500 companies
 58% of market share in retailing
 45% of refining capacity.
 Owns 82.56% of the total pipeline capacity
 Approximately 70.000 outlets
2. Weakness:
The bottlenecks involved with the government functioning have to be faced by IOC too.
The requirements of aggressive and quick decisions making required in the wake of
competition from foreign as well as national companies will be felt strongly as slow
government processes can have short term as well as long term consequences.
The area given to sales officers in retail marketing is very big as compared to other
majors.
 Has only 40 Mt capacity

 However the prior refining yield of around 70% due to old and smaller refineries
remains a cause of concern.
 Government control in the functioning.
3. Opportunities:
The Indian Oil sector is at the threshold of decontrol the government in gradually
slackening controls over the give products (MS, HSD, ATF, SKO & LPG) that
contributes 70% of the volumes.
International profits: Post deregulation, Indian refining margins would trap global
refining margins. These margins, however would be relatively insulted because of tariff
barriers and transportation costs. Marketing margins would continue to remain under
administrator pricing till F.Y.2003. In F.Y. 2004, IOC has seen another quantum jump in
earnings with decontrol of marketing / distribution network.
Large capital resource: IOCL is expected to be one of the largest beneficiaries of
deregulation process especially after the redemption of oil bonds, which will create
considerable cash glows for the company.
Less Government control: While retention pricing for refineries has been abolished
w.e.f. Apr. 98, controls on 5 products (MS, HSD, LPG, SKO, ATF) which account for
over 70% of volumes, continues. Profits of establish PSU refineries will low cost of
production will jump and new refineries will be badly hit due to higher fixed cost outgo.
 Post deregulation, Indian refining margins would track global refining margins
 Generation of funds
 The government regulations
 Owns 82.56% of the total pipeline capacity.
 Demand in 2006-07, 180 Mt.
 Demand in 2024-25, 370 Mt.
4. Threats:
 The opening up this sector w.e.f. April 2001 has brought the entry of the
multinational and private national companies Like Reliance, MRPL, Essar, and
Shell in this huge market. The huge resources, experience at the disposal of the
multinationals, the attack of smaller companies at the niche markets will aim at
taking the share of the leader IOC. The threat is also from the increasing .market
of LNG / CNG as substitute.
 Competition from the regular competitors
 Deregulation will cause competitions from loyal players.
 Competition from foreign players
 CNG / LNG to become the fuel of the future.
 Increase in Price hike in International Market
 Shell has entered petrol marketing, has done an investment of Rs. 20 Bn
ABOUT THE PROJECT
THEOROTICAL BACK GROUND FOR THE PROJECT
In this project I wanted know what are the tools used to improve the sales Belgaum. It is
a managerial process of developing and maintaining a viable fit between the
organizations, objectives, skills and resources and its changing market opportunities. The
aim of strategic planning in my project is to shape and reshape the companies businesses
and products so that they yield target profits and growth by increasing sales.
Today every company has its own marketing plan, without this no company will survive
in this competitive market. This marketing plan can be understood by studying various
situations that are mentioned below
 Market Situation.
 Companies Situation.
 Competitors Situation.
 Macro Environment.
MARKET SITUATION
The market situation of Belgaum is unstable and competitive as it is a large

lubricant market with many brands. Most of the area of these places are occupied
by brand leaders. As there is a continuous entry of new brands of lubricant the
market it becomes very difficult for the customers to buy the lubricant.
As it is a competitive market large number of dealers are authorized of brand leaders,
therefore large area is occupied by these brands. Since there is a large demand for these
brand leaders in these places and also customers prefer its quality product.
Especially the market situation in Belgaum is unstable and the sales are also faster, due to
huge sales promotional activities by others brand has made its name in Belgaum.
Even though its prices are high customers prefer to buy these and also
the dealers don’t get much margins, bonus facilities from these companies yet
they sell these brands faster then other brands.,
COMPANIES SITUATION
The company has brand in the market with maximum loyal customers that has the larger
market share compare to competitors only the demand and supply should match which
will help to maintain and increase the sales
COMPETITORS SITUATION
In the total dominated market of Belgaum a large number of companies are

existing. Each competitor is using various strategies to make its brand image to
acquire market share.
Actually what is a BRAND? A brand is a name. Term, sign, symbol or design or a
combination of them intended to identify the goods or a service of one sellers or
group of sellers and to differentiate them from those of competitors.
A powerful brand name is said to have high brand equity ie, a brand is a asset in so far as
it can be sold or bought for the price. Many lubricant companies are basing their growth
on acquiring and building rich brand portfolios.
The popular brand in Belgaum is because of its service, demand, easily available.
This company has made use of marketing strategies continuously because of
which their brand is popular.
MACRO ENVIRONMENT SITUATION

The Macro Environment trends include Demographic, Economic, Technological,
Political, Social and Cultural that bears on the product line future.Since most of
the customers are un aware of total products provide by servo they face the
adverse affect of macro environmental factors.
To avoid this problem many competitive companies are demonstrating the use of
there lubes with there benefits and other techniques to increase they sales and
make a brand name in the market.
PROBLEM DEFINITION
Product movements in the retailers shelves of servo lubricants
OBJECTIVES
1. To find out factor that influences a retailer to stock and sell more of particular
product brand.
2. To know the purchase frequency and order size.
3. To find out the satisfaction level of retailers with the benefits that they are
getting from the different companies
METHODOLOGY ADOPTED
Research Design: It is a systematic gathering of information from respondents for the

purpose of understanding or predicting some aspect of the behavior of the population of
interest. A personal interest was made to know various dealers to get the source of
Information.
The Research Design category which is related to my project is
DESCRIPTIVE RESEARCH DESIGN:

Descriptive research is focused on the accurate description of the variables in the
problem model. For this approach various questions are made to each dealer, to get
accurate information. The survey research consists of Questionnaire design.
Questionnaire administration. Sampling and Data collection.
Questionnaire Design:
A Questionnaire is simply a formalized set of questions for eliciting information. Its
function is measurement and it represents the most common form of measurement in
marleting research. In my project questionnaire I used Structured questions and involved
directness so that me dealers are aware of tlie nature of tlie survey. In my questionnaire I
have used Open Ended as well as Closed Ended questions..
Interview:
Interviews are classified according to their degree of structured and directness,
these both are present in my project. I conducted Personal interview as Personal
interviews are widely used in marketing research. I asked the questions to the dealers in
face-to-face situation so that I could get detail information regarding lubricants.
SAMPLING PROCESS
DEFINE POPULATION :
A population must be defined in terms of elements sampling units, extent and time, all
purchasing agents in companies and government agencies that have bought any of our products
in the last one year
Element  Dealers
Sampling  Dealers sub-dealers Bazzar Traders
Extent  Belgaum
Duration  4th December 2006 to 20th April 2007
SAMPLING FRAME:
A sampling frame is a mean of representing the elements of population. A perfect

sampling frame is one in which every element of the population is represented once.
A sampling frame here is a list of all the lubricants dealers in the market of
Belgaum.
SAMPLING UNIT:
The sampling unit is the basic unit containing the elements of the population to be
sampled. They are the dealers who are stock and sell lubricants.
SAMPLING METHOD:
The sampling method is the way the sample units are to be selected. The
method chosen for my project is Non-Probability method.
Define: A probability sample is one in which the sampling unit are selected by
chance and for which there is known chance of each unit being selected.
Define: A non-probability sample is one in which chance selection procedures, are

not used.
SAMPLING SIZE:
The sample size of my project is 100
SAMPLING PLAN:
The sample size of my project is 100. I have conducted interview to each of the
respondent with both random and stratified method.
SELECT THE SAMPLE:
In my project the actual selection of sample are the Dealers multi brand outlets. This
required a substantial amount of field work, particularly personal interviews are
involved. The sample selected by me was from Belgaum.
DATA COLLECTION METHOD:
The main data collection method adopted in my project is structured and direct
personal interview. For this I had got the addresses of the sample size from the
Company..
SECONDARY SOURCES:
Define: Data developed for some other purpose other then helping to solve the
problem at hand.
During defining the problem the secondary data was collected from the dealers
and some information was also collected from.
 The company officers of Indian oil corporation
 Internet.
 Company brochure.
PRIMARY SOURCES:
Primary data arc those which are collected specifically for the research
situation at hand. Depending upon the objectives constructed and the information
through questionnaire.
 Dealers.
 company executives
SECONDARY SOURCES:
To get the primary data like the addresses and phone numbers of the Dealers, multi
brand outlets I have used the following secondary data sources.
 Yellow pages.
 Internet.
DATA ANALYSES
1. From how many years have you been dealing in this lubricants business?
From how many years have you been dealing in this lubricants business
Cumulative
Frequency Percent Valid Percent Percent
Valid less than one year 2 2.0 2.0 2.0
1-3 30 30.0 30.0 32.0
3-5 33 33.0 33.0 65.0
more than five years 35 35.0 35.0 100.0
Total 100 100.0 100.0
more than five years

35.00 / 35.0%
less than one year

2.00 / 2.0%
1-3
30.00 / 30.0%
3-5
33.00 / 33.0%
From the above table and chart it infer that 35% dealers are dealing with the lubes form
more than 5 five years . 33% of dealers started dealing with lubes business from 3-5 years
and 30% of dealers started with lubes business 1-3 years, only 2% of have stared their
business newly that is less than one years.
2. Do you stock only one brand?
Do you stock only one brand
Cumulative
Valid yes 20 20.0 20.0 20.0
no 80 80.0 80.0 100.0
Total 100 100.0 100.0
yes
20.00 / 20.0%
no
80.00 / 80.0%
From the above table and chart revels that 80% of dealers are dealing with more than
brand and only 20% of dealers are dealing with one brand.
3. Which company lubricants do you deal in?
which company lubricants do you deal in (servo)
Cumulative
Valid yes 90 90.0 90.0 90.0
no 10 10.0 10.0 100.0
Total 100 100.0 100.0
(HP)
Cumulative
Valid yes 61 61.0 61.0 61.0
no 39 39.0 39.0 100.0
Total 100 100.0 100.0
(BP)
Cumulative
Valid yes 61 61.0 61.0 61.0
no 39 39.0 39.0 100.0
Total 100 100.0 100.0
(TATA)
Cumulative
Valid yes 18 18.0 18.0 18.0
no 82 82.0 82.0 100.0
Total 100 100.0 100.0
(OTHERS)
Cumulative
Valid yes 68 68.0 68.0 68.0
no 32 32.0 32.0 100.0
Total 100 100.0 100.0
Brand
names yes no
Servo 90 10
HP 61 39
BP 61 39
Tata 18 82
Others 68 32
From the above tables and charts it revels Indian oil servo lubricants has the maximum
number of dealers 90%.other brands comes second with 68%.HP & BP comes third with
61% of dealers.
4. Does advertisement play a major role in deciding brand?

Does advertisment play a major role in deciding brand
Cumulative
Valid yes 70 70.0 70.0 70.0
no 30 30.0 30.0 100.0
Total 100 100.0 100.0
no
30.0%
yes
70.0%
From the above table and chart revels that 70% of respondents say advertisements
play important role in deciding brand and only 30% say no.
5. Do you recommend any specific brand to your customer?
Do you recommend any specific brand to your customer
Cumulative
Valid yes 60 60.0 60.0 60.0
no 40 40.0 40.0 100.0
Total 100 100.0 100.0
no
40.0%
yes
60.0%
From the above table and chart revels that 60% of dealers recommend to customer to
specific brand were as only 40% dealers don’t recommend about brand.
6. What is the contribution of servo lubes total sales?
what is the contribution of servo lubes to total sales
Cumulative
Valid <25% 27 27.0 27.0 27.0
25%-50% 41 41.0 41.0 68.0
50%-75% 29 29.0 29.0 97.0
75%-100% 3 3.0 3.0 100.0
Total 100 100.0 100.0
75%-100%
3.0%
50%-75%
29.0%
<25%
27.0%
25%-50%
41.0%
From the above table and chart revels that 25%-50% total sales of servo contribute to
41% of dealers. which represents the importance of holing stock of servo lubes.
7. Rank the factors you consider to hold stock and sell?

service
Cumulative
Valid 1st rank 4 4.0 4.0 4.0
2nd rank 8 8.0 8.0 12.0
3rd rank 5 5.0 5.0 17.0
4th rank 19 19.0 19.0 36.0
5th rank 23 23.0 23.0 59.0
6th rank 20 20.0 20.0 79.0
7th rank 21 21.0 21.0 100.0
Total 100 100.0 100.0
1st rank
4.0%
2nd rank
7th rank 8.0%
21.0% 3rd rank
5.0%
4th rank
19.0%
6th rank
20.0%
5th rank
23.0%
From the above table and chart revels that ranks given to service consideration to hold the
stock and sell servo lubes 4% of respondents rated as 1st.
discount
Cumulative
Valid 1st rank 24 24.0 24.0 24.0
2nd rank 24 24.0 24.0 48.0
3rd rank 34 34.0 34.0 82.0
4th rank 5 5.0 5.0 87.0
5th rank 4 4.0 4.0 91.0
6th rank 6 6.0 6.0 97.0
7th rank 3 3.0 3.0 100.0
Total 100 100.0 100.0
7th rank
3.0%
6th rank
6.0%
5th rank
4.0%
1st rank
4th rank
24.0%
5.0%
3rd rank
2nd rank
34.0% 24.0%
From the above table and chart revels that ranks given to discount as consideration to
hold the stock and sell servo lubes 24% of respondents rated as 1st.
quality
Cumulative
Valid 2nd rank 2 2.0 2.0 2.0
3rd rank 3 3.0 3.0 5.0
4th rank 16 16.0 16.0 21.0
5th rank 26 26.0 26.0 47.0
6th rank 24 24.0 24.0 71.0
7th rank 29 29.0 29.0 100.0
Total 100 100.0 100.0
2nd rank
2.0%
3rd rank
3.0%
4th rank
7th rank
16.0%
29.0%
5th rank
26.0%
6th rank
24.0%
From the above table and chart revels that ranks given to Quality consideration to hold
the stock and sell servo lubes 2% of respondents rated as 1st.
demand
Cumulative
Valid 1st rank 7 7.0 7.0 7.0
2nd rank 7 7.0 7.0 14.0
3rd rank 5 5.0 5.0 19.0
4th rank 32 32.0 32.0 51.0
5th rank 20 20.0 20.0 71.0
6th rank 14 14.0 14.0 85.0
7th rank 15 15.0 15.0 100.0
Total 100 100.0 100.0
1st rank
7.0%
7th rank 2nd rank
15.0% 7.0%
3rd rank
5.0%
6th rank
14.0%
4th rank
5th rank 32.0%
20.0%
From the above table and chart revels that ranks given to demand consideration to hold
the stock and sell servo lubes 7% of respondents rated as 1st.
promotional schemes
Cumulative
Valid 1st rank 1 1.0 1.0 1.0
2nd rank 1 1.0 1.0 2.0
3rd rank 2 2.0 2.0 4.0
4th rank 20 20.0 20.0 24.0
5th rank 23 23.0 23.0 47.0
6th rank 24 24.0 24.0 71.0
7th rank 29 29.0 29.0 100.0
Total 100 100.0 100.0
1st rank
1.0%
2nd rank
1.0%
3rd rank
2.0%
7th rank 4th rank
29.0% 20.0%
5th rank
6th rank 23.0%
24.0%
From the above table and chart revels that ranks given to promotional schames
consideration to hold the stock and sell servo lubes 1% of respondents rated as 1st.
margin
Cumulative
Valid 1st rank 37 37.0 37.0 37.0
2nd rank 37 37.0 37.0 74.0
3rd rank 22 22.0 22.0 96.0
6th rank 2 2.0 2.0 98.0
7th rank 2 2.0 2.0 100.0
Total 100 100.0 100.0
7th rank
2.0%
6th rank
2.0%
3rd rank
22.0% 1st rank
37.0%
2nd rank
37.0%
From the above table and chart revels that ranks given to margin consideration to hold
the stock and sell servo lubes 37% of respondents rated as 1st and 2nd .
credit facility
Cumulative
Valid 1st rank 27 27.0 27.0 27.0
2nd rank 21 21.0 21.0 48.0
3rd rank 29 29.0 29.0 77.0
4th rank 8 8.0 8.0 85.0
5th rank 4 4.0 4.0 89.0
6th rank 10 10.0 10.0 99.0
7th rank 1 1.0 1.0 100.0
Total 100 100.0 100.0
7th rank
1.0%
6th rank
10.0%
5th rank
4.0% 1st rank
4th rank 27.0%
8.0%
3rd rank 2nd rank
29.0% 21.0%
From the above table and chart revels that ranks given to credit facility consideration to
hold the stock and sell servo lubes 27% of respondents rated as 1st.
Ranks Factors
Service Discount Quality Demand Promotional Schemes Margin Credit facility
1st 4 24 0 7 1 37 27
2nd 8 24 2 7 1 37 21
3rd 5 34 3 5 2 22 29
4th 19 5 16 32 20 0 8
5th 23 4 26 20 23 0 4
6th 20 6 24 14 24 2 10
7th 21 3 29 15 29 2 1
From the above table and chart revels that ranks given to margin consideration to hold the
stock and sell servo lubes 37% of respondents rated as 1st and 27% of respondents rated
as 2nd rank for credit facility. 24% of respondents rated as 3rd rank for Discount.
9. How do you rate the satisfaction level with reference to service provided by the
different companies?
Servo
Cumulative
Valid very good 16 16.0 16.0 16.0
good 9 9.0 9.0 25.0
ok 13 13.0 13.0 38.0
poor 41 41.0 41.0 79.0
worst 21 21.0 21.0 100.0
Total 100 100.0 100.0
very good
worst
16.0%
21.0%
good
9.0%
ok
13.0%
poor
41.0%
From the above table and chart revels that the satisfaction level with reference to service
provided by the different companies compared with servo is 41% of respondents replied
as poor. only 16% of respondents replied as very good.
BP
Cumulative
Valid not applicable 20 20.0 20.0 20.0
very good 20 20.0 20.0 40.0
good 29 29.0 29.0 69.0
ok 20 20.0 20.0 89.0
poor 6 6.0 6.0 95.0
worst 5 5.0 5.0 100.0
Total 100 100.0 100.0
worst
5.0%
poor
not applicable
6.0%
20.0%
ok
20.0%
very good
20.0%
good
29.0%
provided by the different companies compared with BP is 6% of respondents replied as
poor. only 20% of respondents replied as very good.
HP
Cumulative
very good 15 15.0 15.0 35.0
good 24 24.0 24.0 59.0
ok 22 22.0 22.0 81.0
poor 13 13.0 13.0 94.0
worst 6 6.0 6.0 100.0
Total 100 100.0 100.0
worst
6.0%
not applicable
poor
20.0%
13.0%
very good
ok 15.0%
22.0%
good
24.0%
provided by the different companies compared with HP is 13% of respondents replied as
poor. only 15% of respondents replied as very good.
others
Cumulative
very good 26 26.0 26.0 46.0
good 28 28.0 28.0 74.0
ok 20 20.0 20.0 94.0
poor 3 3.0 3.0 97.0
worst 3 3.0 3.0 100.0
Total 100 100.0 100.0
worst
3.0%
poor
3.0% not applicable
20.0%
ok
20.0%
very good
26.0%
good
28.0%
provided by the different companies compared with others is 3% of respondents replied
as poor. 26% of respondents replied as very good.
SUGGESTIONS
SUGGESTIONS
1) Since supply seems to be the one of problems stocks registers should be the
provided to the dealers so that they can maintain records of all inventory and sales
thus it becomes easier to monitor the supply.
2) Dealer ego massaging since dealer loyalties seem to be low is imperative that
they be given free gifts and prize be offered for reaching the targets, also gifts be
every year to the dealers to distribute to the costumers.
3) Dealers should given training on the art of pushing products to the costumers.
4) Servo lubricants has good band name in market with good number of dealers but
with reference this project it was found that servo lubricant contribute 50% of
sales to their total sales .
5) Comparing to dealers of bazzar traders Indian retail outlets (petrol bunks of iocl)
less contribution towards servo lubricants company should inspect and find out
the reason in decline of servo at Indian retail outlets.
CONCLUSION
CONCLUSION
The journey of a thousand miles begins with a single step and this step has been taken by
Indian Oil Corporation Limited by being the only company to hold the flagship of the
country.
Indian Oil Corporation is one of the fortunes 500 Companies of the World and ranks
170th in the list. Growing demand, a turbulent supply market lack of spare production
capacity and continual turmoil in several oil-producing countries pushed up crude oil
prices to record levels beyond the US $ 50 per barrel mark.
In order to be the brand leader the company should maintain good relationship with
channel partners. They should motivate and train the sales persons to increase the sales.
ANNEXURE
QUESTIONNAIRE
Name of the Dealer :
Type of outlet: Indian oil retail outlet. Multi brand outlet. Others 
Name of the concerned person:
Address:
Contact No: E-mail ID:
Office No:
Ress No:
8. From how many years have you been dealing in this lubricants business?
Less than one year .
1-3 .
3-5 .
More than five years .
9. Approximate turnover of all lubricants?

RS:-________
Litters:_______
10. Do you stock only one brand ?
Yes . No.
11. Which company lubricants do you deal in?
Servo  HP  BP  Tata  others_______________
12. Rank the factors you consider to hold stock and sell?
Service [ ] Discount [ ] Quality [ ] Demand [ ] Promotional Schemes [ ]
Margin [ ] Credit facility [ ]
13. Does advertisement play a major role in deciding brand?
Yes  No
14. What kind of promotional activities do you expect from the company to increase
your sales ?
_______________________________________________________________
15. Do you recommend any specific brand to your customer?
Yes No
If yes, which brand? ___________
9) What is the contribution of servo lubes total sales?
_______________________________________________________________
10) Are you satisfied with service provided by different companies?
Company Very good Good Ok poor Worst

Name
Servo
BP
HP
Others
THANK YOU
BIBLIOGRAPHY
References:
 www.iocl.com
 www.iocxtrapower.com
 www.petro.nic
 www.indianpetro.com
 Marketing Management: Philip Kotler
 Marketing Research; Tull and Hawkins

A Project Report On On Indian Oil Out Lets and Bazzar Traders On Servo Lubricants at IOCL

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Indian oil out lets and Bazzar Traders on servo lubricants at IOCL

3. About The Project

It consists of two parts.

The second part of the report consists of introduction to Theoretical

Objectives of the project:-

1. To study the product movements in the retailers shelves of servo lubricants.

4. To know the purchase frequency and order size.

Indian Oil control 10 of India’s 18 refineries with a current combined rated

These include subsidiary Chennai Petroleum Corporation Limited and

management for a strong corporate identity and brand equity.

consistence with government policy.

way of crude refining, transportation and marketing activities and to provide

appropriate assistance to the consumer to conserve and use petroleum

 To earn a reasonable of interest on investment.

 To achieve higher growth through integration, mergers, acquisitions and

diversification by harnessing new business opportunities like petrochemicals,

power, lube business, consultancy, abroad and production.

refining of crude to minimize foreign exchange out go.

 To develop techno-economically viable and environment friendly products for the

benefit of the people.

 To encourage progressive indigenous manufacture of products and materials so as

 To ensure safety in operations and highest standard environment protection in its

manufacturing plants and township by taking suitable and effective measures.

Towards Defense Service:

 To maintain adequate suppliers to defense service during normal and emergency

situations as per their requirement at different locations.

 To ensure adequate returns on the capital employee and maintain a reasonable

annual dividend on its equity capital.

 To ensure maximum economy in expenditure.

 To manage and operate the facilities in efficient manners so as to generate

investment with out budgetary support.

activities of the corporation.

 To endure to reduce the cost of production of petroleum by means of systematic

cost control measures.

Head Office (Mumbai)

Corporate Office (Delhi)

North Region South Region East Region West Region Office

Andhra Pradesh Kerala

Developed exclusively at Indian Oil’s world-class R&D Centre at Faridabad, there is a

These lubes are manufactured at different locations administrated at the head

20. GEAR HP-140

30. SYS. HLP68

36. MARUTI ZEN

SWOT Analysis of Indian Oil Corporation for Petroleum Business

 16th largest petroleum refining company in the world.

 Has only 40 Mt capacity

 Competition from the regular competitors

 Deregulation will cause competitions from loyal players.

 Competition from foreign players

 CNG / LNG to become the fuel of the future.

 Increase in Price hike in International Market

 Shell has entered petrol marketing, has done an investment of Rs. 20 Bn

ABOUT THE PROJECT

THEOROTICAL BACK GROUND FOR THE PROJECT

The market situation of Belgaum is unstable and competitive as it is a large

In the total dominated market of Belgaum a large number of companies are

MACRO ENVIRONMENT SITUATION

Research Design: It is a systematic gathering of information from respondents for the

DESCRIPTIVE RESEARCH DESIGN:

Sampling  Dealers sub-dealers Bazzar Traders

Duration  4th December 2006 to 20th April 2007

A sampling frame is a mean of representing the elements of population. A perfect

Define: A non-probability sample is one in which chance selection procedures, are