Presentation on VALVOLINE CUMMINS LTD.

Date- 12/09/2012 By-SHABBIR AHMAD Mob:- 09028144317 Email:-shabbirorai@gmail.com

Self Introduction

I am Shabbir Ahmad I belong to Orai in U.P. I am studying PGDM (Post Graduate Diploma in

Management) from International School of Business & Media, Pune.I joined Valvoline Cummins Ltd. On 14/05/2012 as a trainee for

Kanpur area under the guidance of Mr. Rahul Prasad (Area Manager).

In this Presentation we will see

Valvoline Company Overview Valvoline Distribution Model Lubricant overview Promotional Activities Overview Valvoline Activities The best Valvoline is doing in Market The wrong Valvoline is doing currently as per Market What should be the Valvoline Strategy to gain market Share according me . One activity of competition what I feel is the best in current scenario . Short Analysis of Market Mapping activity . Overall counters visits in your tenure Total no new counters opened by you, please do mentioned all dealer details . Valvoline product benchmark with Competition E.g. Champ 4T compete with which brand with Castrol ,ELF, Shell & Gluf. Prevailing price of Valvoline Products in July with other brands .

Valvoline OverviewHistory of the Company. Valvoline was founded by Dr. John Ellis who formulated a petroleum-based lubricant in 1866 and trademarked the Valvoline name in 1873 in Binghamton, New York at U.S.A. So we can proudly say that over Company Valvoline is in the Lubricant Market for over 140 years.

Who owns Valvoline? Is it a public or private company?

Valvoline is a business unit of public company Ashland Inc. (NYSE: ASH). Ashland provides specialty chemical products, services and solutions for many of the world's most essential needs and industries. Serving customers in more than 100 countries. It operates through five commercial units: Ashland Hercules Water Technologies Ashland Performance Materials Ashland Aqualon Functional Ingredients Ashland Consumer Markets (Valvoline) Ashland Distribution.

Valvoline In INDIAIn India, Valvoline Cummins Ltd, a Joint Venture between Ashland Inc., USA and Cummins Sales & Services (India) Ltd ,a wholly owned subsidiary of Cummins India Ltd. Is one of the Indias fastest growing lubricant marketer and producer of quality branded automotive/industrial products. Products include automotive lubricants, transmission fluids, gear oils, hydraulic lubricants, automotive filters, specialty products, greases and cooling system products. Valvoline also offers Car Brite car care products for automotive cleaning and maintenance. We have come a long way since we started out operations in India in 1998. We're a growing, dynamic company having base of 54 stock points delivering products and services to 500 distributors for bazaar trade and 2945 institutional customers. In bazaar trade we approximate that our products are available in more 15,000 retail counters across India.

Our vision is the guiding principal that we follow to deliver our quality commitment to our customer by producing and delivering quality products /services consistently through our state of the art blending and filling process and thereby making their lives simpler.

VisionTo be known throughout the world for our premium products, services and people.

Values

To value each person for the difference they make To compete to win To act with unyielding integrity and honesty To deliver results To pursue change with growth opportunities it brings Mission

To be amongst the Top three Brands in the market

Organization HierarchyManaging Director C.E.O Vice President

State Head/Area Manager BM/TBM/Sales Officers

Distribution ModelCompanyStock Points

Distributor

Retailer/Dealer

Customer

Lubricant Overview in MCO segmentEntry Level ProductChampion 4T 20W40, API SL JASO T903A. Blended with selective base oil B. Unmatched engine, clutch & gear performance C. Recommended for Bajaj, HH, TVS, Yamaha D. Available Packs 900ml, 1, 50 & 210 Ltrs. E. DLP 169 (900ml) ,184 (1l) F. MRP 225(900ml) , 245 (1l)

Popular ProductChamp 4T 20W40, API SM JASO T903A. B. C. D. Synthetic blend SM Grade oil (highest grade in the industry) PBM technology Recommended for Bajaj, TVS,HH,Suzuki,Yamaha, LML & all other makes E. Available Packs 900ml,1, 50, & 210 Ltrs. F. DLP 207 (900ml) , 225 (1l) G. MRP 260 (900ml) , 280 ( 1l)

Premium Product4T Premium 20W50, API SM JASO MA2A.B. C. D. E. F. G. H.

Synthetic blendSM Grade oil PBM technology Best for 150 or more cc bikes Recommended for Bajaj,HH, TVS, Yamaha Available Packs - 1.0 Ltr DLP - 280 MRP - 350

SynPower 4T 10W30, API SJ JASO MA A. 8% fuel saving with ultimate synthetic technology B. Developed on HMEOC for fuel saving C. It is best for Hero Honda bikes

D. Available Packs 900mlE. DLP 260 F. MRP - 320

Competition Analysis with different mco brands Castrol Activ 20W40,SL API

a. DLP- 219(900ml), 233(1l) b. MRP- 250(900ml), 266(1l)

Castrol Power1, 4T SAE15W40

a. Exceeds requirement of API SL & JASO MA-2 Std b. Power release formula c. Trizone technology d. DLP - 306(1l) e. MRP- 350(1l)

Gulf

Pride 4T Plus 20W40 API SL

a. DLP - 206(900ml) , 225(1l) b. MRP - 248(900ml) ,270(1l) c. Rs 10 cash coupon in the box

Gulf Pride 4T Plus 10W30 APISL

a. DLP - 170 b. MRP 219 c. Rs 30 cash coupon in the box

Shell Advance AX5 20W40 API SLa. DLP- 210(900ml), 222(1l) b. MRP- 255(900ml), 269(1l) c. Cash coupon of Rs 10 on box which is converted in double

and rest 20, 50, 100 remains samed. Cash coupon of Rs 50, 100, 500, 1000 by scratching on

cartoon or some time whole cartoon

Shell Advance AX7 10W40 API SLa. DLP- 270 b. MRP- 341

Elf Moto 4 Gold 20w40 Exceeds SM grade techonology Cash Coupon of 10 & 10+ DLP-205 (900 ml), 220 (1 Ltr)

MRP- 246 (900 Ml), 278 (1 Ltr) Cartoon Scheme

Competition Analysis of Champ 4T with other BrandsValvoline Champ 4T DLP (900 ML) MRP (900 ML) DLP (1 LTR) MRP (1 LTR) Grade Coupon 207 260 225 280 SM 25 flat Gulf Pride 4T 206 248 225 270 SL 10 Castrol Active 4T 219 250 233 266 SL NO Elf Moto 4 Gold 205 246 220 278 SM 10 &+ Scratch Scheme Shell Advance 210 255 222 269 SL 20 Cartoon Scratch Scheme

Dealer Scheme

No

Case Scheme

Run Scheme

Valvoline Promotional Activities in MCO SegmentA. B. C. D. E. F. G.

One day special MCO scheme(Ek Din Ka Sikander) Mechanic flat coupon of Rs 25 in Champ 4T Pasting stickers, hanging banners & balloons Dealers meeting Mechanic meeting Canopy Program Making Bike Xperts

Best Activities of Valvoline according to marketRunning schemes timely i.e. silver scheme, Bees ka dum B. Cash Coupon of Rs25 inside the box for mechanics in Champ 4T C. Top quality of oil in Champ 4T i.e.; SM grade which is highest in the industry. D. Distribution of big and exciting prizes during dealers meetingA.

Negative feedback from the marketA.

B.C. D. E.

F.

Increasing price every month Communication in advance if there is change in any schemes Commitments are not fulfilled in a given time period Dealers want small prizes in large number to cover maximum people during schemes Gifts should be deliver in time so that it does not loose its importance They always wait for jersey and boards

Strategy to gain market shareA. B.

C.D. E. F.

Differentiate product and services Prices should not be fluctuating Efficient promotional strategy Define product from customer point of view Schemes should be such which satisfy both retailer as well as mechanics Schemes such as activation of new retailers and they should consistently purchase minimum quantity of 50Ltrs/month for 3 months then the DSR will be rewarded by an amount of 300/activation this activity will definitely work in increasing the sales and motivate our DSRs

Best marketing activity in current scenario is Advertisement

For advertisement we have to do following thingsTo make branded bike point Canopy activity Customized branding Visibility at retail with standby Branding on & inside the transports Adds in media, newspaper & magazines

A. B. C. D. E. F.

One Activity of Competition In Champ 4T giving Rs 25 Coupon for mechanics

is the highest in the industry and I feel that it really helped me in obtaining new customers retaining the existing one.

Short Analysis of Market MappingTotal No. of Counters 168 Total No. of New Counters 12

Description of the New Counters1. Jagmag Auto Sales Retailer Near Bakal Bank Bakarmandi Mr. Ahmad 9307816647 2. Waris Auto Centre NFW 103/5 A Bakarmandi Mr. Waris 9336563173 3. Globe Auto Parts Retailer Shop No. 3 Bakarmandi Mr. Manoj 9839991162 4. Sahni Auto Mobiles Retailer Shop No. 22 P Road Mr. Surrendra Singh 9336141856

5. Minto Hero Honda Workshop NFW Shop No. 36 H.S.J.S Market P Road Mr. Minto 7499357585 6. Gagan Two Wheeler Clinic NFW Plot No. 78 Main Road Barra 2 Mr. Sarvesh 9839641688 7. Tripti Motors Retailer Pila Pul Govind Nagar Mr. Karan 7275731941 8. Sudhir Auto WorkShop NFW 104/A/2 Rambagh Mr.Sudhir 9838696930

9. Sahu Auto Spares Retailer Shop No. 21Murry Company Bridge Mall Road Mr.Sahu 9889051099 10. National Auto Centre NFW Beside Kulwanti Hospital Mr. Bablu 9919416523 11. Maa Durga auto Mobiles Retail Near Rainbow Chok, Nawabjang Mr. Anil Kumar 9369166907 12. Shri Bajrang Automobiles Retailer Vikas Nagar Mr.Arvind 9839762130

Questions and Queries.