Summer Placement Presentation

on
Bharat Petroleum Corporation
Limited

Presented By :-
Lokesh Choudhary
 Oil & Gas Industry Structure in
India
Oil and Natural Gas Corporation Ltd. (ONGC)
Upstream

Oil India Ltd.

Indian Oil Corporation Ltd. (IOCL)
Reliance Industries Ltd.
Downstream
Bharat Petroleum Corporation Ltd. (BPCL)
Hindustan Petroleum Corporation Ltd. (HPCL)
Mangalore Refinery & Petrochemicals Ltd. (MRPL)
Gas Transport
& Distribution Gas Authority of India Ltd. (GAIL)
 Company Background
 Formed in 1976
 Registered Office :
Bharat Bhavan,
4 & 6 Currimbhoy Road Ballard Est.,
Mumbai - 400001,
Maharashtra
 Chairman & Managing Director – Mr. Ashok
Sinha
 Products
 Diesel :-
1.High Speed Diesel
2.Normal Diesel
 Lubricants
 LPG
 Petrol :-
1.Motor Sprit (Normal Petrol)
2.Speed Petrol
 International Rankings
 BPCL is a Fortune Global 500 company as
per the ranking of 2006.It was ranked at
position 368.It was ranked at position 325 as
per the ranking of 2007.
 BPCL was featured on the Forbes Global
2000 list for 2005 at position 1087
 BPCL was ranked at position 9 as per the
ranking of 2004 by Forbes Global 2000 list

Source - www.bpcl.co.in
 SWOT Analysis
Strength
 Huge network of Retail Outlets in India

Weakness
 Dependency on oil exploration
Opportunity
• The Booming Indian Economy, huge
domestic demand

Threat
• Shortages of fuel supply
 BPCL at Salawas (Jodhpur)
• Project Title :-
• “Developing Strategies in Retail
Marketing”
• Objectives:-
• Survey on Quick Serve Retail Outlet
(QSRO) Model
• Survey on Short Distance Commercial
Vehicles (SDCV) Model
 Customers Satisfaction and
Services Survey
• Location: Jodhpur
• Sample Size: 100 Customers
Two Wheeler Customers : 20
Four Wheeler Customers (Petrol) : 30
Four Wheeler Customers (Diesel) : 30
Heavy Vehicles Customers : 20

• Conducted at: QSRO Certified Retail Outlets

Name of Retail Outlets (QSRO Model
Certified):
• Nagar Filling Station, High Court Road,
Jodhpur
• Shankar Lal Ramratan, Residency Road,
Jodhpur
• Ram Petrol Service, Mahamandir, Jodhpur
• Sanghi Brothers, Station Road, Jodhpur
• Suncity Filling Station, Bhadhwasia,
Jodhpur
 Data Analysis
Q.1 (A) DSMs request to switch off the engine
of the
Vehicles (Four Wheelers and Heavy Vehicles) (As per
Suraksha Chakra Protocol)

16%

Always

Some times

18%
Never

66%
 Data Analysis
(B) DSMs asking for Receipt and Confirming Fuel Quantity (Four Wheelers and Heavy Vehicles)

(As per Suraksha Chakra Protocol)

28%
Always

Sometimes

Never

5%
67%
(C) DSMs request to look towards meter while fuelling
(AS per Suraksha Chakra Protocol) (For all types vehicles)

12%

Always
13%
Some times

Never

75%
 Data Analysis
(D) DSMs greet customers at the end
(As per Suraksha Chakra Protocol)

33%
Always
38%
Some times
Never

29%
 Data Analysis
Q.2 Is Cashier taking advance cash from you and

gives you receipt of that? (As Per Financial Protocol) (For Two Wheelers)

10%

Alwayse

Some Times

32% Never

58%
 Data Analysis
Q.3 Whether Forecourt Supervisor had put the sticker

on your vehicle according to your fuelling

requirement and with your prior permission? (For Four Wheelers and Heavy Vehicles)
(As per Forecourt protocol)

20%

YES NO

80%
Ranking of ROs have been done
on the basis of observation and
four parameters as given below.

Customer Services
Customer services means the services are being
provided to the customers by the RO staff. It
includes services like water facility, air filling,
wind screen cleaning, Stickers for fuel type, In-
Out Stores and Pollution check.
 Ranking of the ROs

• Name of ROs RANK

Ram Petrol Service I
Shankar Lal Ramratan II
Suncity Filling Station III
Nagar Filling Station IV

Sanghi Brothers V
 Behavior of DSMs
• Name of RO RANK
Shankar Lal Ramratan I
Ram Petro Service II
Suncity Filling Station III
Sanghi Brothers IV
Nagar Filling Station V
 Team Yoga
Name of RO RANK
• Ranking for team yoga is given
as per attitude of staff about
Team Yoga and the Sanghi Brothers I
performance of the staff in
Team Yoga. Team Yoga is the
energetic activity for retail outlet Suncity Filling Station II
staffs. This provides them
energy and spirituality in team Shankar Lal Ramratan III
work. BY this Team Yoga the all
staff gets motivated and the
proficiency of working of staff Ram Petro Service IV
goes up always because by this
all staff members make the Nagar Filling Station V
proper coordination among
themselves.
 Name of RO RANK
Utilization of Space
Utilization of space Nagar Filling Station I

means the best

possible utilization of Shankar Lal Ramratan II

available space by
Ram Petro Service III
using the Cone Chain
System, Stop Signs, Sanghi Brothers IV
Yellow Lines etc.
Suncity Filling Station V
 Fuel Potential Survey of Customers at
Geva (Chopar) on Short Distance
Commercial Vehicles (SDCV) Model:-
• SDCV Model Survey has been done for
consumption and potential of the fuel.
By this we find the fuel preference of
the customers on the basis of fuel
quality, availability, quantity, credit
facility, reliability etc.
 Findings
Particulars Total
• Total No. of
No. of Tractors 40
Customers No. of Trucks 130
Surveyed:- 60 No. of Cranes 11
Preferred Fuel Supplier

BPCL Himmat Petrol

Pump
IOCL Baba Ramdev
Service Station

Fuel Consumption Per Month 205.75 KL

P re ffe re d P e tro l P u m p s b y th e
C u s to m e rs a t G e v a (C h o p a r)

7% B a b a Ra m d e v
S e r v ic e S t a t io n
43% H im m a t P e t r o l
Pum p
50%
N o t S p e c if ic
 Reasons for Preferring Baba
Ramdev Service Station by the
Customers

27% 27%

Fuel on Credit

No
Malpractices

Reliability

46%
Reasons for Preferring Himmat Petrol Pump by
the Customers

32%
Nearest and
Good Quality

Near to Touch
Point

68%
 QUALITY CHECK AT GANTRY &
SAMPLING TYPES …
• QUALITY CHECK AT GANTRY
1) Density of product
2) Temperature of product
• Sampling plan :
1) At installation (Storage)
2) At Retail Outlets
• Sampling types :
a) Composite sampling
b) Top sampling (not more than 15 cm below the top surface of the
product)
c) Middle Sampling
d) Lower Sampling
 INSPECTION OF RO BY:-

1) Dip Test
2) Density Test
3) Delivery Test
4) Marker Test
 DENSITY TEST
• Use of Hydrometer
• Converting density at 15ºC
• Tolerance of +3.0 kg/m³

Delivery Test
• Use of 5 liters measurement
• Tolerance of +15 ml per liter
 MARKER TEST
OBJECTIVE: To check the presence of Kerosene
• Use of Buffer Solutions I & II
• Use of Syringes
• Use of Column

RESULT:
• No change in colour indicates absence of Kerosene
• Colour changes to pink, if Kerosene is present
MARKER TEST
 Conclusion
• 68% Suraksha Chakra Protocol has been
followed by the DSMs at QSRO certified
Retail Outlets
• 43% Customers preferred Baba Ramdev
Service Station (IOCL) and 50%
Customers preferred Himmat Petrol Pump
(BPCL)
• Total fuel consumption is 205.75 KL (By
SDCV Model)