MULTAN

A BRIEF OVERVIEW

Cities Covered by the Region• Multan • Bahawalpur• Layyah• D.g. Khan• Muzzafar Garh• Khanewal

Vehicle Population - (MULTAN)

Vehicle Volume Potential# of Changes per

Month

Average

# Sump Size

Truck/Bus 111,082 4 12 2,314Tractors 103,254 2 8 6,453

Wagons/ LTV 100,138 3 6 5,563Car/Taxi 92,662 1 3 30,887

M.cycle/ Rickshaws 166,250 1 0.8 237,500

Others(Excavators, Earth Moving

Machinery, Peters,

Generators, Harvesters) 38,000 2 5 3,800

Totals 611,385 286,518

Market Share Vs. Key PlayersMultan

Volume 286,963 100%Shell 27,468 10%Total 28,000 10%Caltex 35,000 12%BP 15,205 5%Mobil 15,000 5%PSO 19,290 7%Master 18,000 6%Haroon 6,000 2%Black Tiger 2,000 1%Double Horse 4,000 1%Petromin 8000 3%Zic/Zipex 24,000 8%

Others (Gulf, Dinar, Ken Lune, Cirat, RT, LG, Bull, Dragon, Delta, Us, Saudi Lube, Tiger, Target, Index, White Horse, Speedy, Momin, Sharlu, Al-vand, TMO, Honda 85,000 30%

Market Trends

• Mono grade is still the most selling grade, followed by 20W50.• OEM requirements for modern vehicle is turning market into a quality and grade conscious.• Agri belt is still holding mono grade lubricants• Most lucrative market for MCO segments due to vehicle population but majority is price conscious in this segment

Geographical Coverage by The Sales Team

MUX1 ASM1 SPO

1 WDO

BWP1 DR

MZG1 DR

LYH1 SPO

DGK1 SPO1 DR

Trade Universe Vs. Coverage - (MULTAN Region)

City Universe Coverage

Multan 1,200 430

Layyah 650 160

D.G Khan 600 120

Muzzaffar Garh 200 38

Bahawalpur 650 38

Totals 3,300 786

* Maximum coverage on Category A & B Outlets

Sales Volume On the Coverage Area - (MULTAN Region)

Quarter Ltrs

Q1, 2013 31244

Q2, 2013 20454

Q3, 2013 14475

Q4, 2013 13445

Q1, 2014 24671

Totals 104289

Strengths Weaknesses

Opportunities Threats

SWOT Wrap-up

• Renowned Name in Market• Superior product performance vs. competitors• Complete range of Lubricants• An established distribution channel.

• Packing Design• No OEM Recommendations yet• Still there are Gaps in distribution channel• Low market share• No ATL, BTL

• Lucrative Agri Belt• Still there are distribution Gaps that can be covered• Lucrative MCO Belt.

• Shortage in the supply• Price Conscious market

Future Volume Plans

Quarter Vs Quarter Volume Vs Volume

Q1, 2013 Q1, 2014 31244 24671

Q2, 2013 Q2, 2014 20454 26000

Q3, 2013 Q3, 2014 14475 30000

Q4, 2013 Q4, 2014 13445 30000

TOTAL 79618 110671

Support Required

• Loyalty Trade Promo for those customer who already enroller in our trade promo• A detailed & Quality product handbook as we see In the case of our competitors• Incentive for Sales team on achievement of certain volume, Monthly• BTL activities for Brand awareness• Consumer promo for MCO segment.

Suggestions and Recommendations

• Management of Distribution stock as per safety stock procedures.• Continues supply assurance by the company warehouse• A software that is provided by the company and it is compulsory that each invoicing of Leppon products go through data punching and syncing the daily sales with main server.• A Leppon Branded van for each distribution.• Uniform for Sales Team.

Thank You