1. PresentationonVALVOLINE CUMMINS LTD. Date- 12/09/2012 By-SHABBIR AHMADMob:- 09028144317Email:-shabbirorai@gmail.com

2. Self IntroductionI am Shabbir Ahmad I belong to Orai in U.P.I am studying PGDM (Post Graduate Diploma inManagement) from International School of Business & Media,Pune.I joined Valvoline Cummins Ltd. On 14/05/2012 as a trainee forKanpur area under the guidance of Mr. Rahul Prasad (AreaManager). 3. 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 tenureTotal no new counters opened by you, please do mentioned all dealer details .Valvoline product benchmark with Competition E.g. Champ 4T compete withwhich brand with Castrol ,ELF, Shell & Gluf. Prevailing price of Valvoline Products in July with other brands . 4. Valvoline Overview History 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 forover 140 years.Who owns Valvoline? Is it a public or private company? Valvoline is a business unit of public company Ashland Inc. (NYSE: ASH). Ashlandprovides specialty chemical products, services and solutions for many of theworlds 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. 5. Valvoline In INDIA In India, Valvoline Cummins Ltd, a Joint Venture between Ashland Inc., USA and Cummins Sales & Services (India) Ltd ,a wholly owned subsidiary ofCummins 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 andmaintenance. We have come a long way since we started out operations inIndia in 1998. Were a growing, dynamic company having base of 54 stockpoints delivering products and services to 500 distributors for bazaar trade and2945 institutional customers. In bazaar trade we approximate that our productsare 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. 6. VisionTo be known throughout the world for our premium products,services and people. ValuesTo value each person for the difference they makeTo compete to winTo act with unyielding integrity and honestyTo deliver resultsTo pursue change with growth opportunities it brings MissionTo be amongst the Top three Brands in the market 7. Organization HierarchyManaging Director C.E.OVice PresidentState Head/Area ManagerBM/TBM/Sales Officers 8. Distribution ModelCompanyStock Points Distributor Retailer/Dealer Customer 9. Lubricant Overview in MCO segmentEntry Level ProductChampion 4T 20W40, API SL JASO T903 A. 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) 10. Popular ProductChamp 4T 20W40, API SM JASO T903A. Synthetic blendB. SM Grade oil (highest grade in the industry)C. PBM technologyD. Recommended for Bajaj, TVS,HH,Suzuki,Yamaha, LML & all other makesE. Available Packs 900ml,1, 50, & 210 Ltrs.F. DLP 207 (900ml) , 225 (1l)G. MRP 260 (900ml) , 280 ( 1l) 11. Premium Product4T Premium 20W50, API SM JASO MA2A. Synthetic blendB. SM Grade oilC. PBM technologyD. Best for 150 or more cc bikesE. Recommended for Bajaj,HH, TVS, YamahaF. Available Packs - 1.0 LtrG. DLP - 280H. MRP - 350 12. SynPower 4T 10W30, API SJ JASO MAA. 8% fuel saving with ultimate synthetic technologyB. Developed on HMEOC for fuel savingC. It is best for Hero Honda bikesD. Available Packs 900mlE. DLP 260F. MRP - 320 13. Competition Analysis with different mco brands Castrol Activ 20W40, API SLa. DLP- 219(900ml), 233(1l)b. MRP- 250(900ml), 266(1l)Castrol Power1, 4T SAE 15W40 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) 14. Gulf Pride 4T Plus 20W40 API SLa. DLP - 206(900ml) , 225(1l)b. MRP - 248(900ml) ,270(1l)c. Rs 10 cash coupon in the box Gulf Pride 4T Plus 10W30 API SLa. DLP - 170b. MRP 219c. Rs 30 cash coupon in the box 15. 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 SL a. DLP- 270 b. MRP- 341 16. 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 17. Competition Analysis of Champ 4Twith other BrandsValvoline Castrol Active Elf Moto 4Gulf Pride 4T Shell AdvanceChamp 4T 4T GoldDLP (900 ML)207 206219205 210MRP (900 ML)260 248250246 255 DLP (1 LTR)225 225233220 222 MRP (1 LTR)280 270266278 269 Grade SMSLSL SM SL Coupon25 flat 10NO10 &+ 20CartoonScratchDealer SchemeNo Case Scheme Run SchemeScratchSchemeScheme 18. Valvoline Promotional Activities in MCO SegmentA. One day special MCO scheme(Ek Din Ka Sikander)B. Mechanic flat coupon of Rs 25 in Champ 4TC. Pasting stickers, hanging banners & balloonsD. Dealers meetingE. Mechanic meetingF. Canopy ProgramG. Making Bike Xperts 19. Best Activities of Valvoline according to marketA. Running schemes timely i.e. silver scheme, Bees ka dumB. Cash Coupon of Rs25 inside the box for mechanics in Champ 4TC. 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 meeting 20. Negative feedback from the marketA. Increasing price every monthB. Communication in advance if there is change in any schemesC. Commitments are not fulfilled in a given time periodD. Dealers want small prizes in large number to cover maximum people during schemesE. Gifts should be deliver in time so that it does not loose its importanceF. They always wait for jersey and boards 21. Strategy to gain market shareA. Differentiate product and servicesB. Prices should not be fluctuatingC. Efficient promotional strategyD. Define product from customer point of viewE. Schemes should be such which satisfy both retailer as well as mechanicsF. 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 22. Best marketing activity in current scenario isAdvertisement For advertisement we have to do following things A. To make branded bike point B. Canopy activity C. Customized branding D. Visibility at retail with standby E. Branding on & inside the transports F. Adds in media, newspaper &magazines 23. One Activity of Competition In Champ 4T giving Rs 25 Coupon for mechanics is thehighest in the industry and I feel that it really helped me inobtaining new customers retaining the existing one. 24. Short Analysis of Market MappingTotal No. of Counters Total No. of New Counters16812 25. Description of the New Counters1. Jagmag Auto SalesRetailer Near Bakal Bank BakarmandiMr. Ahmad 93078166472. Waris Auto CentreNFW 103/5 A BakarmandiMr. Waris 93365631733. Globe Auto PartsRetailer Shop No. 3 BakarmandiMr. Manoj 98399911624. Sahni Auto MobilesRetailer Shop No. 22 P RoadMr. Surrendra Singh 9336141856 26. 5. Minto Hero Honda WorkshopNFW Shop No. 36 H.S.J.S Market P RoadMr. Minto 74993575856. Gagan Two Wheeler ClinicNFW Plot No. 78 Main Road Barra 2Mr. Sarvesh 98396416887. Tripti MotorsRetailer Pila Pul Govind NagarMr. Karan 72757319418. Sudhir Auto WorkShopNFW 104/A/2 RambaghMr.Sudhir 9838696930 27. 9. Sahu Auto SparesRetailer Shop No. 21Murry Company Bridge Mall RoadMr.Sahu 988905109910. National Auto CentreNFW Beside Kulwanti HospitalMr. Bablu 991941652311. Maa Durga auto MobilesRetail Near Rainbow Chok, NawabjangMr. Anil Kumar 936916690712. Shri Bajrang AutomobilesRetailer Vikas NagarMr.Arvind 9839762130 28. Questions and Queries.