2 - fundamentals of pes

Mobil® Planned Engineering Service Process

MobilMobil Planned Engineering Service Planned Engineering Service

This is Your LegacyThis is Your LegacyThis is Your BrandThis is Your Brand


Our Brand is You!Our Brand is You!


We Have a Responsibility!We Have a Responsibility!

To our customersTo ourselvesTo our shareholders

Mutual PlanningMutual Planning

Objective ExecutionObjective Execution

Benefit DocumentationBenefit Documentation

Annual Business ReviewAnnual Business Review


That’s What it’s All About!!!That’s What it’s All About!!!

It’s hard to duplicate our connection to the customer’s business

initiatives!!!

Our Brand, Our LegacyOur Brand, Our Legacy

High Performance Lubes

Proactive Process Team Excellence Personal Dedication

Unparalleled customer loyalty

Unparalleled customer demand

The best profit share in the industry

Global leadership


Sustainable Learning PlanSustainable Learning Plan

PES Summit

On-Going Training and Coaching

Individual Training Plan Performing a Plant Study Conducting PES Planning Documenting Value Getting a Signed Commitment Presenting ESRs Conducting Annual Summaries

Process Mastery Active Listening SPIN Persuasive Writing Value-Added Fundamentals Meeting Facilitation Oral Presentation

Entry Level Training:

Our 2001 GoalOur 2001 Goal Mastery of the defined behaviors

& skills... … required for expert execution

of the Process … ... with those Mobil customers

identified as Innovators.

********* A recognizable Brand … ... that helps deliver on profit

share goals... …due to unparalleled market

demand!


The PES VisionThe PES Vision

For our customers… The end result is unparalleled demand for the Mobil

PES Process and, as a result, a profit share that no competitor can match.

For ourselves… Our teams will stay the course, maintain credibility,

and get the job done the way we are committed to doing it.

For our organization… This is the legacy left to us, one we will improve upon

for those that follow.


Implementation of the Implementation of the ProcessProcess


Step OneStep One: : Mutual PlanningMutual Planning

Meet with the customer to understand business initiatives

Establish measures & project value using customer’s language and business metrics

Prioritize importance of each objective & define integrated roles

Develop action plan, to include joint timeline & milestones

Provide Commitment Letter that summarizes & helps track mutual objectives; obtain signature


Step TwoStep Two: : Objective ExecutionObjective Execution

Review plan with customer in order to ensure full cooperation

Outline steps required to achieve the desired results

Establish & maintain factual, believable base-lines

Sustain close, reciprocal communications between account sales & lube engineering team

Provide regular progress reports to customer in support of projected value & begin planning for future business improvements


Step ThreeStep Three: : Benefit DocumentationBenefit Documentation Provide positive & certain facts related to the situation;

don’t guess

Complete value calculations using hard numbers or actual performance comparisons that have meaning to the customer; be accurate

Keep Engineering Service Report (ESR) simple & straight-forward; organize the content logically & clearly state desired action

Explicitly communicate impact on customer’s business initiative(s); document savings in hard dollars & state source(s) for facts/measurements


Step FourStep Four: : Annual Business ReviewAnnual Business Review

Provide accounting of joint accomplishments as compared with commitments made early in the year

Summarize customer benefits; include performance improvements

Verify that numbers & figures presented are agreed upon by customer

Make Executive Summary brief, complete, & to the point; ensure that each manager understands the value delivered & next steps

Start the process all over again

Mobil PES Process DetailMobil PES Process Detail

Questions? Concerns?Questions? Concerns?

2 - fundamentals of pes

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