AVP PRESENTATION

History of JETTI

 Formed in April 05, 1998 under Jetti Corporation

Office address was at 18th Avenue, Camarilla St.,
Murphy, Cubao, Q.C.

 Target Market – industrial firms, transport

terminals, stand alone pump and tank set-up.
Progressive – retail outlets
 History of JETTI
Transition
 May 2001 – Nagtahan Bulk Terminal (Pandacan,
Manila)
- Facilities – 6 vertical storage tanks with a
total capacity of 6 million liters

 Nov. 2002 – Jetti Bulk Terminal (Bgy. Munting

Mapino, Naic, Cavite)
- Facilities – 4 vertical storage tanks with a
combined capacity of 12 million liters (Phase I)
(Phase II) additional one tank - 4million Diesel
 History of JETTI
Transition
 May 2001 – Nagtahan Bulk Terminal (Pandacan,
Manila)
- Facilities – 6 vertical storage tanks with a
total capacity of 6 million liters

 Nov. 2002 – Jetti Bulk Terminal (Bgy. Munting

Mapino, Naic, Cavite)
- Facilities – 4 vertical storage tanks with a
combined capacity of 12 million liters (Phase I)
(Phase II) additional one tank - 4million Diesel
 History of JETTI

Mindanao Expansion

- Initiated August 2003

Jetti Bulk Terminal at Phividec Industrial Estate

- Ground breaking February 2004

- Inaugurated on January 2005

First station - Agora and Kauswagan
 Retail Outlets
• Luzon Area
• Las Piñas (1), Cavite (16), Laguna (3), Batangas
(2), Manila (1), Pasay (1), Quezon City (2),
Valenzuela (1), Malabon (1), Bulacan (1) and Rizal
(4)
•  
• Mindanao Area
• Cagayan De Oro (7), Iligan (2), Gingoog City (1),
Marawi (1), Butuan (1), Pagadian(1), Bukidnon (2)
Davao (8), and Gen. San. (2).
 The OIL DEREGULATION
LAW
REPUBLIC ACT 8479
Downstream Oil Industry Deregulation Act of 1998

 
Objective of the Law

“To liberalize and deregulate the downstream oil

industry in order to ensure a truly competitive market under a
regime of fair prices, adequate and continuous supply of
environmentally-clean and high quality petroleum products”.
 
 EFFECTS ON THE OIL
INDUSTRY
“Downstream Oil Industry” Defined
Downstream oil industry refers to the business of
importing, exporting, re-exporting, shipping, transporting,
processing, refining, storing, distributing, marketing and/or selling
of crude oil, gasoline, diesel, liquefied petroleum gas, kerosene,
and other petroleum products.
 
Impact on the Industry
The deregulation of the industry enabled any person or
entity to import or purchase any quantity of crude oil and
petroleum products from a foreign or domestic source.
Deregulation allowed a party or entity, to lease or own and
operate refineries and other downstream facilities and market
such crude oil and petroleum products either in a generic name or
his or its own trade name, or use the same for his or its own
requirement.
 

The law paved the entry for new petroleum players to

take part in the industry, which was limited to Petron, Caltex, and
Shell at the time when the industry was still regulated.
 The CLEAN AIR ACT
REPUBLIC ACT 8749
Philippine Clean Air Act of 1999
 

Objectives of the Law

“To protect and advance the right of people to a balanced

and healthful ecology in accord with the rhythm and harmony of
nature”.
 

“To attain and maintain a balance between development

and environmental protection”.
 

“To maintain a quality of air that protects human health

and welfare”.
IMPACT ON THE OIL INDUSTRY
The law required the setting of certain specifications for all fuel
types and fuel-related products, and the improvement of fuel
composition for increased efficiency and reduced emissions.
 
The fuel formulations shall meet, among others, the following
specifications:
 
Fuel Property Limit
Unleaded Gasoline Aromatics 35% max
Benzene 2% max
Automotive Diesel Fuel Sulfur 05% max
Cetane Index 48 min

Industrial Diesel Fuel Sulfur 0.30%

 
 

The law prohibits the manufacture, importation, and sale or offer

for sale, introduce into commerce, convey or otherwise dispose of,
in any manner leaded gasoline and engines and components
requiring the use of leaded gasoline. It also bans the manufacture,
importation and sale of fuels which do not meet the specifications
prescribed by the law or which may be prescribed by the DOE in
the near future. 
 The BIOFUELS ACT
REPUBLIC ACT 9367
Biofuels Act of 2006
 

Objectives of the Law

“Seeks to reduce dependence on imported fuel with due regard to

protection of public health, the environment and natural ecosystems
consistent with the country’s sustainable economic growth that would
expand opportunities for livelihood”
 

The law mandates the use of biofuels as a measure to develop and

utilize indigenous renewable and sustainably sourced clean-energy
sources. Apart from reducing the country’s dependence on imported
oil, the law also seeks to reduce toxic and greenhouse gas emissions,
increase rural income and ensure the availability of alternative and
renewable clean energy without any detriment to the natural
ecosystem, biodiversity and food reserves of the country. 
IMPACT ON THE OIL INDUSTRY

On Diesel Fuel
Presently, all automotive and industrial diesel fuel to be sold or
offered for sale in the domestic market shall have a blend of no
less than 1% of biodiesel by volume. The biodiesel blend is
known as B1 or Biodiesel 1%, which must conform to the
Philippine National Standard for biodiesel.
 

The volume of biodiesel to be blended in diesel may be increased

as mandated by the law to a minimum of 2%, after determining
its feasibility and upon the recommendation of the DOE. The
volume of blend may be further increased, taking into account
considerations including but not limited to domestic supply and
availability of locally-sourced biodiesel component.
 

Majority of the domestically available biodiesel blending

component is coco methyl ester or CME.
IMPACT ON THE OIL INDUSTRY

On Motor Gasoline
Effective February 6, 2007 at least 5% bioethanol shall
comprise he annual total volume of gasoline fuel actually sold
and distributed by each and every oil company in the country,
subject to the requirement that all bioethanol blended gasoline
shall contain a minimum of 5% bioethanol fuel by volume.
 

Bioethanol refers to ethanol produced from feedstock and other

biomass, hydrous or anhydrous suitably denatured for use as
motor fuel, with quality specifications in accordance with the
Philippine National Standards.
 

The volume of bioethanol to be blended in motor gasoline may

be increased as mandated by the law to a maximum of 10%
blend by volume into all gasoline fuel distributed and sold by
each and every oil company in the country, after determining
its feasibility and recommendation by the DOE.
Technical Jargons

KL – Kiloliters or 1KL=1,000liters

COCOSS – Company - Owned Company Operated Service Station

CODOSS – Company – Owned Dealer – Operated Service Station
DODOSS – Dealer – Owned Dealer – Operated Service Station

NTI – New to Industry

MOGAS – Motor Gasoline

WPP – Whole Posted Price
Fuel produce price from Jetti to dealer, Imclusive of freight
charges

ADO – Automative Diesel Oil

RON – Research Octane Number
 Petroleum Basics

Gasoline – A volatile mixture of liquid hydrocarbon,

generally containing small amounts of additives
suitable for use in spark-ignition internal
combustion engines with quality specifications in
accordance with Philippine National Standards
(PNS).

Diesel – A refined petroleum distillate which may

contain small amounts of hydrocarbons or non-
hydrocarbon additives to improve ignition quality
or other characteristics suitable for compression
ignition engine and other suitable types of engines
with quality specifications in accordance with the
Philippine National Standards (PNS).
 Petroleum Basics

Biofuel – Refers to fuels made from biomass and

primarily used for motive, thermal and power
generation, with quality specifications in
accordance with the Philippine National Standards
(PNS).

Bioethanol – A high-octane, water-free alcohol

produced from the fermentation of sugar or
converted starch produced from feedstock and
other biomass hydrous of anhydrous suitability
denatured for use as motor fuel with quality
specification in accordance with the Philippine
National Standards (PNS). In its purest form it is a
colorless clear liquid with mild characteristic odor
 Petroleum Basics

It has no basic or acidic combustion Bi-process in

engines either on its own or blended with
petroleum.

Biodiesel – Refers to fatty acid methyl ester

( FAME) or mono-alkil esters derived from
vegetable oils or animal fats and other biomass –
derived oils that shall be technically proven and
approved by the DOE for use in diesel engines,
with quality specifications in accordance with the
Philippine National Standards (PNS).
Terminal Facility
Orientation
The Jetti Naic Bulk Terminal supplies all the
product requirements of Jetti’s network of
retail stations in Luzon. It sits in a 2.5
hectare land area located at Munting
Mapino, Naic, Cavite. It has, at present, a
total storage capacity of 16 million liters for
diesel and unleaded gasoline products. It
started its operation in December 2002,
built for the purpose of ensuring steady
supply of product for our customers thus
maintaining the company’s competitive
edge in the industry.
TANKAGE CAPACITY: 16 million liters
6 million liters Unleaded Gasoline
10 million liters Diesel

Bulk receiving facility:

• 2-km submarine pipeline, 8 inches in
diameter with a product flow rate
capacity of up to 400,000 lph
• Mediterranean mooring buoy (hard
port classification) - consist of four
units 1.5-m diameter fiberglass
mooring buoys, anchors, sinkers, riser
pipe and receiving hose
• Five (5) product storage tanks
including piping and related
appurtenances.
 PRODUCT TANKS
DIESEL
Tank No. Nominal Capacity, Liters Safe Capacity, Liters
7 4,000,000.00 4,639,703
9 4,000,000.00 4,616,595
5 2,000,000 2,381,467
CME 18,000 22,000

Total Safe Capacity 11,659,765 Liters (73,337.94 Barrels)

GASOLINE
Tank No. Nominal Capacity, Liters Safe Capacity, Liters

2 4,000,000.00 4,563,812
3 2,000,000.00 6,932,501

Total Safe Capacity 8,295,389.20 liters (52,172.23 Barrels)

Total Combined Capacity 19,955,154 liters (125,514.53 Barrels)

FIRE WATER TANK

Nominal Capacity, Liters Safe Capacity, Liters
1,000,000.00 980,000.00
 JETTI PRODUCTS
Clean-Air Act compliant
RON 95
Minimum prime grade
(95 octane rating)

Clean-Air Act compliant

R0N 93
Prime grade
(93 octane rating)

Bio-Fuels Act compliant

0.05% low sulfur
Environment-friendly diesel

JETTI E10 is an unleaded motor gasoline

blended with ten percent bioethanol
that is
compliant with the requirements of the
Biofuels Act for ethanol-
blended gasoline.
 •Quantity Ascertainment
•Quality Verification/COQ/Visual
•Independent Cargo Pipeline
To atmosphere
•Quantity Ascertainment
•Quality Verification/Visual Inspection
•Water Draining

water
pushing

Oil & H2O ULG ULG DIESEL DIESEL DIESEL

Separator 2MKL 4MKL 4MKL 4MKL 2MKL

Order & Water

Billing Draining
•Customer Order
•Product
•Grade/Volume
•Delivery Date/Time •Safety Compliance Check
•Delivery Invoice
•Dryness Inspection
•Tank Truck Allocation
•Draining/Changing of Product Grade
•Metering/Gauge Marker
•Doping of additive - JX
•Doping of Dye (Green-ULG/Red-JX)
•Quality verification/visual
inspection/H2O Check
•Sealing
 Dealer / station places
order with Jetti Naic
Bulk Terminal at least a
day prior to expected
Order and Billing
time of delivery

Checks Accounting
Admin and are Assistant
Accounting staff deposited generates report
receives the order to the then submits it to
and its details bank accounting for the
(produce, volume for necessary
product, date and documentation
time of delivery procedures
Acceptance of order invoice is
prepared tank truck / lorry is
allocated and delivery is
schedule
Signed invoices and check
Order is delivered, payment is are turned over by the
turned over to the tank truck drive. driver to accounting
Invoice signed by the dealer or assistant.
station representive.
 Product Dispatching
Accounting staff Acctg staff advises Hauler
takes delivery orders hauler of scheduled assigns
& logs it deliveries lorry

Operations group is
furnished with a copy OS oversees the OS signs
of the orders list with application of dyes & invoice after
the corresponding additives completion of
breakdowns & loading
invoices Product is
Driver loads product Guard on duty
checks lorry to delivered to
OS compares the into lorry; driver
ensure correct station
invoice details operates the loading
arm while OS product is
against the order list
operates the pump & loaded as per
to check that data
meters & ensures invoice & that
match Guard on duty
that right product & product level is
correct signs invoice &
Operations prepares quantity is loaded.
releases the
for loading by taking Guard lorry
When everything is
the necessary attaches
set for loading
product tamper proof
operations, OS
measurements, lining seals on
advises hauler to
up of tanks and hatch covers
send truck to depot
checking on & discharges
for loading.
condition of manifolds of
equipment & facility
 Loading of Unleaded Gasoline into
Lorry
Additives
L o a d in g A rm & dyes

Branded Fuel

Transport to Service Station

G a s o lin e B a s e T a n k

Petrol station
 Loading of Biodiesel into Lorry

Loading Arm 99%

ADO
1% CME
CME Skid Tank

BIODIESEL 1

Transport to Service Station

G a s oADO
l i n e B atank
se Tank

Petrol station
JETTI TAGOLOAN BULK TERMINAL
 Current Set-up

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Sup
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Oilink Su
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Major Up-stream Players int

Exchange
South East Asia Product
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Fuel Trading Countries pp
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Po Po
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BENEFITS FROM DIRECT JETTI Naic Depot (12 ML
IMPORTATION Capacity)
EXCHANGE PRODUCT BENEFITS
Protection from fuel JETTI Bulk Terminal
price fluctuation. Will put JETTI in equal footing
with other major oil players in
Stabilized inventory and
negotiating product acquisition cost.
supply.
Will boost logistical supply
Cost saving on price, time
support for JETTI Naic Depot and
and freight cost.
Luzon retail outlets.
20 ML Capacity (1st Phase)
JETTI MASCOT
 What If’s

Terminal Advisory
HOLIDAYS
Depot informs
RBA/ Marketing
Head

Tips:
RBA informs
Station/Dealer Best to stock and order more
to avoid
delivery rush after the
holidays

Dealer Confirms This is to avoid loss of

product during
the holidays

Dealer Coordinates
With Depot for
delivery
 FAILURE/DELAY TO DELIVER
Depot gives out the
Stations report to RBA coordinates
reason of delay
RBA with the depot
to the RBA

RBA files an
RBA informs
Incident report
Station/ Dealer
if needed
 DELIVERY TRUCK PROBLEMS

Lorry/Driver
Depot informs RBA informs
Informs the
RBA Station/ Dealer
depot
 Scheduling of Delivery
• Real time of departure and Real time of arrival
- delivery time of Manila / North
- delivery time of Cavite / South

• Make sure to place your order 24 hours before the delivery

date

• Forecast your weekly deliveries with the help of your Station

Manager and RBA, then coordinate with the depot
Station Operations
Overview
 The Basic 5-Step Quality Forecourt
Customer Service

Step 1: Guide-In Customer

1.1 Guide the customer by using hand signals

1.2 Guide customer to proper filling position
 The Basic 5-Step Quality Forecourt
Customer Service

Step 3: Fill order (at the pump)

3.1 Punch the desired amount or volume on the
key pad
3.2 Release the nozzle and show to the
customer the “00” starting reading of the pump
(honesty)
3.3 Insert the nozzle in the gas tank securely
3.4 Offer added care services
3.5 Confirm the quantity of product
dispensed before pulling out the nozzle from the
gas tank and returning it to the holder
 The Basic 5-Step Quality Forecourt
Customer Service

Step 4: Get Payment and Thank Customer

4.1 Repeat to the customer the amount or volume
loaded
4.2 Count the money you received from the
customer
4.3 Go to the cashier’s booth and remit the money
4.4 Count the change in front of the customer, give
the change and Official Receipt, and thank
the customer
 The Basic 5-Step Quality Forecourt
Customer Service

Step 5: Guide-Out Customer (seek repeat patronage -

“Ingat sa biyahe, balik po kayo uli” - Use hand
signal)
Types Of Forecourt Services

 One-man forecourt service

(to do the 5 steps and the 3 added care
services)
Types Of Forecourt Services

 Two-man forecourt service

(to do the 5 steps and the 3 added care
services)
Types Of Forecourt Services

 Three-man forecourt service

(to do the 5 steps and the 3 added care
services)
 Some Safety Tips
 Enforce the “No Smoking”, “Stop Engine While Filling” and
“Switch off mobile phone” rules at all times.
 Only approved containers to be filled with petrol.
 No sitting while refueling.
 Avoid product spillage.
 Do not position yourself too close to the gas tank when
filling.
 Do not use the nozzle to turn the pump lever on and off.
 Place the nozzle firmly in the gas tank opening.
 Remember to unlock the nozzle trigger after using it on
“automatic” function.
 Do not put the gas cap on top of the vehicle.
 Do not let the hose touch the body of the vehicle.
 Do not slam the hood when closing.
 Do not use unauthorized flash light.
 BULK RECEIVING PROCEDURE
Before Product Discharging
 Instruct driver to position the lorry at discharging area.

 Driver shall park lorry safely nearest the discharge point

and preferably, facing the exit. Handbrake shall be
engaged and wheel chocks put in place.

 Driver shall place fire extinguisher at a safe distance and

place warning sign near the unloading area.

• Prepare the Product receiving checklist form

 Inspection & Checks Before
Discharge

 Note the lorry’s time of arrival and check the

following:

 Driver’s ID issued by Jetti.

 Delivery Invoice (Customer Name, Address,
Customer No., Product, Quantity).
 Calibration Certificate.

 Measure the content of receiving/storage tank

before unloading to ascertain that the quantity
being delivered can be accommodated.
 Inspection & Checks Before
Discharge
 Inspect the seals at the tank hatch covers and
discharge valves.

 Seal nos. must be the same as those indicated in

the invoice.
 Seals must be intact and not tampered nor
broken.
 Valves and hatch covers shall be tightly closed.
 Break and remove all seals and dispose wires
and seals properly.

 Instruct lorry driver to open emergency/foot valves

of compartments to be discharged.
 Inspection & Checks Before
Discharge
 Open dip hatch covers individually and undertake
the following:

 Check if ullage/gauge marker is rigid and welded

to rod and that rod is supported by V-bracket and
both rod and bracket are welded into the tank.
 Check if ullage/gauge marker has an ITDI seal.
 Check if the product inside the compartment
touches the bottom side of the ullage marker.
 Check for presence of water.
 For gasoline deliveries, check for product
adulteration/contamination by using the “Gasoline
Test Kit.”
 Inspection & Checks Before
Discharge

 In case of multi-product delivery, agree

with the driver on the sequence of
discharge and write down on the invoice.
 Sampling of products before unloading of
each product.
 Retain a half-liter sample of each product
delivered for future reference (Sampling of
Product).
 Product Discharging

 Driver shall connect one end of the

discharge hose to the specific lorry
discharge pipe in the order or sequence
agreed. Customer’s authorized receiver shall
connect other end of the discharge hose to
the fill pipe of the receiving tank.
 Driver shall check that all connections are
tight before cracking open the discharge
valve. If there are leaks, discharging must
be stopped.
 Customer’s authorized receiver and lorry
driver shall attend to discharging operation
until its completion.
 After Discharge of Product
 Inspect and check lorry compartments for
emptiness.
 Instruct driver to disconnect hose from the lorry’s
discharge valve, leaving valve open to check if
product still flows. Let driver park lorry in an
inclined position to drain remaining product.
 Measure content of receiving tank after discharge
to calculate the quantity received.
 Acknowledge receipt of delivery by signing
appropriate portion of the invoice. Hand check
payment to driver.
 Finish filling out the Product checklist form to be
collected by the RBA at the end of the month for
assessment
Housekeeping, Cleanliness and
Safety
 5-POINT HOUSEKEEPING
Assemble tools, materials,
routine, and equipment.
Clean premises and building.
Replace busted lights.
Repair & repaint tools and
equipment.
Collect trash and garbage.
Jetti Service Station Housekeeping Jetti Ret
 “WE DON’T JUST SELL
PRODUCTS /
SERVICES, BUT WE
CREATE AN
ENVIRONMENT FOR
PEOPLE TO BUY!”

Jetti Service Station Housekeeping Jetti Ret

Dispensing Pump
 PREVENTIVE MAINTENANCE PROCEDURES FOR
JETTI-SUPPLIED UNDERGROUND TANK (UGT) AND
DISPENSING PUMP

• Perform a daily inspection of the dip pit area.

• Ensure that the cap (camlock-type) of the dip pit pipe is properly secured at
all times. Engaging the camlock will securely fasten the cap.

• Check that the camlock gasket is in place at all times. If the gasket is
missing, replace immediately.

• To prevent unauthorized removal or tampering, secure the camlock with a

padlock, accessible only by an authorized personnel.

• Prior to commence of any fuel product receiving operation or tank gauging,

make sure that the dip pit is clean. The dip pit must not be flooded with
water, dirt, mud and other contaminants.
 PREVENTIVE MAINTENANCE PROCEDURES FOR
JETTI-SUPPLIED UNDERGROUND TANK (UGT) AND
DISPENSING PUMP

• Remove water and contaminants from dip pit before

removing the camlock.
• Reinstall camlock (perform steps 2 to 4 of this
procedure) as soon as the receiving operation or tank
gauging is completed.
• Upon receiving of fuel delivery, before unloading of
product, always check the compartment of the delivery
truck by using the dipstick with a water finding paste at
the bottom, to make sure the compartment is not
contaminated of water.
 To Prevent Damage of Pump

• Observe preventive dead stock maintenance level of

1,000 liters.

• Refrain from further operating the pump should

product level in the UGT reach the maintaining dead
stock level as this may result to possible breakdown of
the pump and its allied components (i.e., pump
computing mechanism, etc.).

• Use of chalk is not allowed as an alternative for

product finding paste.

• FOR STRICT COMPLIANCE

Business Development
 Market Segmentation
• Volume Analysis and Trending
- Fluctuation of Volume (daily, weekly and monthly)
- Price Watch
- Customers
- Forecourt / Customer Service

• Meeting the Sales Target

- Monthly and Quarterly Sales Targets

• Case Proposals and Justifications

- Station “GIMICKS”, promotions, etc...
- Marketing Support
DAILY VOLUME SALES REPORT
Sample: Price Update Daang Hari

D . H a J rEi T
 Jetti - Daang Hari
Daang Hari, Imus, Cavite

A
G
FX/V AN
T E RM INA L
U
I
N
S ubu rba n ho m e
A
L
Su b urb a n ho m e

Police
D
F X/V AN Dean Hari
T ER M INA L Subu rba n ho m e
O
Circle Island
To Alabang Su b urb a n ho m e

Belizeans H
Camella
Subu rba n ho m e

Subd W
Sub u r ba n ho m e

Homes
A
F X/V AN
T E RM INA L
Y

SCHO O L
Molino Road

J EE P N E Y

To Pag-Asa
T E R M IN A L
 PUMP SALES VOLUME COMPARATIVE REPORT (March 2010)
2010 VOLUME March YEAR-TO-DATE
Jan Feb Mar Var % Growth 2009 2010 Var % Growth 2009 2010 Var % Growth % Share
Diesel 131 128 139 11 8.6% 269 139 -130 -48.3% 651 398 -253 -38.9% 51%
JX Prime 44 42 47 5 11.9% 56 47 -9 -16.1% 169 133 -36 -21.3% 17%
Unleaded 79 73 87 14 19.2% 107 87 -20 -18.7% 323 239 -84 -26.0% 31%
E10 4 4 1 -3 -75.0% 1 1 #DIV/0! 0 9 9 #DIV/0! 1%
TAF 258 247 274 27 10.9% 432 274 -158 -36.6% 1143 779 -364 -31.8% 100%

SALES VOLUME COMPARATIVE REPORT (March 2010) - LIFTINGS

2010 VOLUME March YEAR-TO-DATE
Jan Feb Mar Var % Growth 2009 2010 Var % Growth 2009 2010 Var % Growth % Share
Diesel 126 124 143 19 15.3% 260 143 -117 -45.0% 644 393 -251 -39.0% 51%
JX Prime 36 42 50 8 19.0% 50 50 0 0.0% 168 128 -40 -23.8% 17%
Unleaded 76 72 86 14 19.4% 100 86 -14 -14.0% 318 234 -84 -26.4% 31%
E10 4 2 4 2 100.0% 4 4 #DIV/0! 0 10 10 #DIV/0! 1%
TAF 242 240 283 43 17.9% 410 283 -127 -31.0% 1130 765 -365 -32.3% 100%

SALES VOLUME PROJECTION

March YEAR-TO-DATE
Proj Actual Var % Growth Proj Actual Var % Growth
Diesel 160 139 -21 -13% Diesel 480 398 -82 -17%
JX Prime 60 47 -13 -22% JX Prime 180 133 -47 -26%
Unleaded 85 87 2 2% Unleaded 255 239 -16 -6%
E10 10 1 -9 -90% E10 30 9 -21 -70%
TAF 315 274 -41 -13.0% TAF 945 779 (166) -18%
Sales and Marketing
 Coordination Protocol
Retail Operations Assistant - ROA
Evaluates all reports and justifications of RBAs
Directly reports to Marketing Manager

Retail Business Head – RBH

Assists the RBA’s regarding price adjustments,
station concerns and administrative issues
Directly reports to ROA

Retail Business Administrator – RBA

Front liners of the Company
Gathers all station operation concerns
Monitors volumes and station’s performance
Rates the station and prepares justification
Recommends / justifies to Dealer

Technician
Checks all equipment for preventive maintenance
Evaluates / Justifies the equipment that needs to be replaced
 After Discharge of Product
 Inspect and check lorry compartments for
emptiness.
 Instruct driver to disconnect hose from the lorry’s
discharge valve, leaving valve open to check if
product still flows. Let driver park lorry in an
inclined position to drain remaining product.
 Measure content of receiving tank after discharge
to calculate the quantity received.
 Acknowledge receipt of delivery by signing
appropriate portion of the invoice. Hand check
payment to driver.
 Finish filling out the Product checklist form to be
collected by the RBA at the end of the month for
assessment
Procedures to undertake on problems
with deliveries

Ullage Marker
Procedures to undertake on problems
with deliveries

Ullage Marker

Underload
Procedures to undertake on problems
with deliveries

Ullage Marker

Misload
 Procedures to undertake on problems
with deliveries
Misprojection of Delivery

Ullage Marker

8,000 Liters

24,000 Liters Capacity

18,000 Liters Stock
+ 8,000 Liters Delivery
Housekeeping, Cleanliness and
Safety
 Handling Technical Problems
(DEALER)

• Procedures to undertake on problems with equipment:

- Diagnose the defective equipment
- Dealer Informs the RBA
- RBA informs and coordinates with JETTI technician
- RBA files CVR (Customer Visit Form)
- Technician asses the CVR and schedule the date of repair
- Technician goes to the station
- CVR is given to the RBA to asses the completion of repair and
for
signing
 Handling Technical Problems
(DEALER & RBA)

• Procedures to undertake on problems with deliveries:

- Underload / Overload / Misload – File and use the misloading

form
- Deliveries not meeting the required schedule
- Verify the delivery from Order and Billing (at the depot)
- Coordinate with your respective RBA then RBA will coordinate with
the depot and file an incident report if needed
 Handling Technical Problems
(DEALER & RBA)

• Product quality concerns:

- Get the customer’s complain

- Get sample of product for product testing at the depot
- Report and coordinate with the depot for product
resting and results
- Make an incident report to be signed and submitted
to the Marketing department
What if’s in Sales and
Marketing
Announcement/ Advisory
Management/
Marketing head
gives the advisory
to ROA

ROA/RBH gives
the advisory to
the RBA

RBA informs the

Station/ Dealer

Dealer confirms
 Price Adjustment: Rollbacks/ Increase
RBH sends
RBA monitors and RBH receives
Recommendation
recommend the price recommendation
to ROA

Marketing head
ROA sends to ROA sends to
approves and
RBH and RBA Marketing Head
send to ROA

RBA sends
official price Station Manager/
adjustment to Dealer Confirms
the Station
Manager and Dealer
Station Maintenance
Policy
 JETTI RETAIL STATION MAINTENANCE
POLICY
Pumps Materials Labor Cost
Repair/replacement of
pumps damaged due to
fault or negligence of DEALER DEALER
dealer or third party

Replacement of broken
glass panel, busted lamps,
light bulbs and switches,
suction strainer/motor belt
- due to fault/negligence of
dealer/ third party DEALER DEALER
- due to wear and tear
JETTI JETTI
 JETTI RETAIL STATION MAINTENANCE
POLICY
Pumps Materials Labor Cost
Replacement of reflective
panel stickers and product
signs
-due to fault/negligence of DEALER DEALER
dealer/ third party
-due to wear and tear JETTI JETTI
 JETTI RETAIL STATION MAINTENANCE
POLICY
Pumps Materials Labor Cost
Repair/replacement of
price/liter key pad
-due to fault/negligence of DEALER DEALER
dealer/third party
-due to wear and tear JETTI JETTI

Replacement of hose,
nozzle, swivel, breakaway
coupling and calibration JETTI DEALER
bucket
 JETTI RETAIL STATION MAINTENANCE
POLICY
Fuel Storage Tanks Materials Labor Cost
Replacement of N/A DEALER
Dipstick
Replenishment of N/A DEALER
water/product finding
paste
Replacement of fill pipe N/A DEALER
covers (cam
lock/gasket)
 JETTI RETAIL STATION MAINTENANCE
POLICY
Compressor Materials Labor Cost
Replacement of air filter DEALER DEALER
element due to
improper use
Topping up crankcase DEALER DEALER
oil
Overhauling due to DEALER DEALER
improper use
Replacement of motor DEALER DEALER
belt in less than one
year
 JETTI RETAIL STATION MAINTENANCE
POLICY
Station Building Materials Labor Cost
Replacement of all busted
light bulbs, ballasts,
starters except those of JETTI DEALER
JETTI primary sign/J-mart
sign/spreaders

Repair/repainting of all or
part (damages) of the
station building
due to fault/negligence of DEALER DEALER
dealer/third party
due to wear and tear DEALER DEALER
 JETTI RETAIL STATION MAINTENANCE
POLICY
Station Building Materials Labor Cost
Repair/replacement of
toilet fixtures, water
lines, fittings
due to fault/negligence DEALER DEALER
of dealer/third party
due to wear and tear DEALER DEALER

Maintenance/cleaning DEALER N/A

of oil/water
separator/septic tank

Repair/replacement of DEALER DEALER

water booster pump
 JETTI RETAIL STATION MAINTENANCE
POLICY
Fire Extinguishers Materials Labor Cost
  DEALER
Initial issue
Succeeding DEALER
issues/recharging
 TQM and Crisis
Management

I. UGT Misload
II. Product Quality Failure
 I. UGT Misload
• Occurs when a significant amount of
diesel product is unloaded in the
mogas UGT or vice versa.

• Causes the products to have

undesirable color and characteristics
that will affect engine performance if
dispensed or sold to customers.

Total Quality Management 91

 II. Product Quality Failure
• Occurs when the fuel product causes
undesirable engine performance upon
being dispensed to the customer’s
vehicle, due to undesirable product
characteristics.

• May cause excessive exhaust smoke

due to incomplete combustion and/or
engine stalling.
Total Quality Management 92
 Procedures in Handling Product
Replacements
1. The dealer should immediately inform the RBA.
2. Cease the selling of the alleged product problem
(e.g. misload or product quality failure) while
investigation is conducted.
3. The RBA should verify the product problem by
checking the respective UGT dipstick readings
before and after the product has been unloaded
from the tanker, as well as the breakdown of
products ordered.
4. The RBA should next inform the ROA and area
technician for proper technical coordination.

Total Quality Management 93

5. Immediately coordinate with the dealer
and station manager to accommodate
and document customer complaints.
- Set a one week timeline for complaints to be
accommodated;
- Replace product if necessary;
- Provide refunds for verified and properly
documented engine repairs; and
- Provide assistance and assurance to
customers that their other concerns will be
addressed immediately.

Total Quality Management 94

6. Obtain samples for terminal’s later
verification.
7. Coordinate with the area technician if a
product replacement is recommended,
otherwise a dilution procedure will just
be sufficient.
8. Through the ROA, the RBA coordinates
with the terminal for the schedule of the
product replacement procedure.
9. The RBA informs the dealer of the
scheduled product replacement.

Total Quality Management 95

10. The RBA coordinates with the area
technician of the scheduled product
replacement to ensure that the proper
protocols are being followed.
11. After product replacement, the dealer
affirms the volume replaced through the
proper documentary forms.
12. The dealer furnishes the RBA documents
of the refunded engine repairs and
amount of products replaced to the
customers.
13. The RBA files an incident report for the
marketing and terminal managers,
conformed by the ROA.
Total Quality Management 96
 Some Final Thoughts
• Improving operations is one way to increase quality
and lower costs. Therefore, encourage improvement
and change.
• The design of the product itself is important.
• Improving quality decreases rework costs and
reduces mistakes, delays, and snags - resulting in
better use of time and material; hence, higher
productivity.
• Invest in training and incentives for workers.

Total Quality Management 97

 Some Final Thoughts
• Problems and solutions to these
quality problems cross organizational
boundaries. In the organization,
quality is everybody’s job. Every part
of the organization may be viewed as
supplier and customer.

Total Quality Management 98

 Some Final Thoughts

TOTAL QUALITY MANAGEMENT’S

PERFORMANCE MUST BE VIEWED
THROUGH TIME;
TQM IS A NEVER-ENDING CYCLE OF
IMPROVEMENT THROUGH
DISCOVERY AND CHANGE.

Total Quality Management 99

BUILDING CUSTOMER SATISFACTION
THROUGH COMMITMENTS OF TQM

Total Quality Management 100

Accounting Department
PRIOR TO OPENING OF STATIONS

Corporate
Two weeks before the opening
giveaways date
& uniforms

Price WPP approval

 ORDER AND BILLING

Product -
Order Biodiesel
Confirmation JX Prime
Unleaded
Quantity
What If’s
• Memo’s
Rebate, Debit, Credit
• Payables
Rental, Invalid check payment, Real Estate Tax
Withholding Tax