AUTUMN/WINTER 2013

The best route for all the Phillips 66 and Jet news

‘ON THEJOURNEYTOGETHER’

‘Heid Yin’, Andy Viens, President ofGlobal Marketing, Phillips 66,

toasts guests at our recent customer conference, held at

The Gleneagles Hotel, Scotland.

INTOUCH

In this issueThe Jet brand - ‘On the journey together’

Kettlewell Fuels - flying high

Disabled Motoring UK

New roles, new challenges

The Pride of Warwickawards

The Gleneagles Hotel is a magnificent‘French styled chateau’ set amidst 850acres in the heart of the Scottishcountryside. Its three championship golfcourses are among the very best in theWorld and it will play host to the RyderCup golf tournament in 2014.

Acknowledged as the perfect setting forbusiness, relaxation and exhilaration,and renowned for its luxury, ‘the Palace ofthe Glens’ played host to over 200Phillips 66 delegates this October ascustomers from all facets of the businessgathered for the inaugural ‘joint’ Nationaland Regional Sales conference, hosted byUK and Ireland Marketing.

Heid Yin, (literally translated from itsScottish slang, meaning head man), AndyViens, President of Global Marketing, wasdelighted to attend, acknowledging theimportance of bringing together Nationaland Regional customers under one roofto share the company’s vision for thefuture, discuss and debate importantissues facing the industry at the moment;to network and socialise with like-mindedindustry colleagues; all in the mostelegant and historic setting.

After Pete George, Managing Director, UK& Ireland Marketing (UKIM), welcomeddelegates, it was Andy who ‘kicked thingsoff’ to the gathered ensemble. He gavehis view on the marketplace today,looking at global product trade flows aswell as world demand growth by product,saying: “The last decade has seen historicchanges. The landscape in the US haschanged more quickly than anticipated,which means the US may well move from

ONE Gleneagles gathering

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Phillips 66 Nationaland Regionalcustomers gathertogether for the firsttime for a customerconference at TheGleneagles Hotel

“Just a short note to say many, many thanksfor what was a super trip – as ever, flawlessorganisation and an amazing choice of location. A truly enjoyable few days.”Dr. Frank Bergin, Topaz Energy

GLENEAGATHE

“Venue: I doesn’t get anybetter. Business session: Verygood and I left with a reallypositive future for Phillips 66and my business.”John Cook, Ryedale Garages

Gleneagles gathering TWO

“I wanted to thank you for a terrific couple of days. I know these things don't just happen so I appreciateall the hard work you have put in before and duringthe conference. It's great working with Phillips 66 andto learn about your plans going forward in the UK.”Tony Garner, Commercial Director, UK Fuels

AGLESERING

“It really was the mostfantastic conference. Weboth thoroughly enjoyedourselves and thought thevenue excellent.”Linda Kingdon, Heltor Limited

a position of being a net importer to anexporter. This in turn may well putpressure on European refining.”

A look at regulatory issues was also onthe agenda. Supporting the fuel brandexpertise, he explained that Phillips 66has a strong focus and understanding ofregulations. In continuing to supply theproducts the marketplace is demanding,he pledged to be an advocate onregulations that impact the business.

Andy also took time to explain the bigpicture at Phillips 66. “We are a 21stcentury leader in downstream energymanufacturing and are part of the long-term growth in America's energy future.The four operational segments of Phillips 66 are midstream, chemicals,refining and marketing and specialties.Having each of these segments allows usto participate in the full value chain.

“We are strong and stable and willcontinue to invest in growth projects overthe next few years with cost and capitaldiscipline. Now that we are focused ondownstream, marketing and specialtiesare a more meaningful portion of ourbusiness. In addition, we plan to add 170Jet sites in Germany over the next fiveyears and we are also looking to build theJet brand in the UK.

“The increased nimbleness of being afocused energy manufacturer, pairedwith our 130 plus years of experience inthe industry, means Phillips 66 canapproach opportunities with a balance ofexperience and vision”, he concluded.

The Humber RefineryRay Crisp, Optimisation Manager,Humber Refinery, gave his viewpoint onwhy he believed the Humber Refinery tobe a ‘quality supplier of fuels for the long-term’. He explained why despite a testingfuture ahead, he felt confident enough toentitle his presentation as such: “Firstly,Humber may be an excellent refinery inits own right but it has the addedadvantage of having the backing of thesixth largest non-governmental controlledrefiner in the world and the secondlargest refiner in the US. This largenetwork provides a tremendous wealthof know-how and resources.

“Secondly, Humber has a track record ofdelivering performance that results in an

excellent competitive position relative toother refineries in the UK and the rest ofEurope. Humber today is large, complexand sophisticated. This complexity andthe key value differentiator from specialitycoke production, makes Humber one ofthe top performing refineries in Europe.The competitive economic position isfurther underpinned by outstandingoperational excellence in all aspects ofthe refinery operation.

“A further key factor in the success ofHumber is undoubtedly the strongalignment that exists between the refineryand the marketing organisation.

“I mentioned a testing future and did so inthe context of the European refiningindustry. Refining margins have beenunder pressure creating uncertainty andchange in the industry. The face of UKrefining has changed dramatically over the

last five years or so, with some refineriessold or up for sale. In the end it is going tobe the fittest that survive. I believe Humberis one of the fittest.

“The management of our company alsothink so and as one of the premierrefineries in Phillips 66 global portfolio,Humber has been declared as a coreasset. This certainty means even in toughtimes, we continue to enjoy full support to

THREE Gleneagles gathering

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ensure future success such as continuedinvestment. These factors will provide anideal base for our marketing organisationto use as they strive to develop beneficiallong term relationships with all of yougathered here today”, concluded Ray.

The Supply story...‘Seamlessly and logically’ following onfrom Ray, Richard Plows, Manager, Supply,

gave delegates an overview of the UKIMsupply picture. Unsurprisingly, after Ray’swords, Richard emphasised the fact thatHumber is key to the UK business from asupply perspective. The supply group’schallenge from its three core terminals,being Bramhall, Humber and Kingsbury,together with 23 further regionalterminals, is to annually move six milliontonnes of product by pipe, rail and sea tothe right place, on time and at minimum

cost! Richard looked at the regionalmarket share in the UK and in depth,region by region. Summarising, Richardemphasised the need to utilise thecompetitive advantage Humber gives thesupply function together with the ability toadd supply capacity to facilitate salesgrowth. Innovative supply solutions andfocusing on security of supply atcompetitive prices, were also at theforefront of his plans for the future.

Gleneagles gathering FOUR

FIVE Gleneagles gathering

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UKIM marketingupdateUKIM Managing Director, Pete George, putthe advantages and strengths that Phillips 66 and Humber Refinery provideinto a sales context, emphasising thecriticality of the supply chain. He outlined hisstrategy for the next five years, havingrealigned the organisation for growth in

terms of geographic footprint, market shareand dealer numbers, following a strategicreview of the organisation and the UK retailmarket. “The wholesale market is strongand continues to grow and we will continueto be a major player”, reported Pete.

Targetting all of Humber’s output to the UKinland marketplace, he told delegates it wasessential to be a strong and progressiveforce, driven by excellence so we can

achieve our goals for growth.

“Later on you’ll hear in detail about ourplans and investment in the Jet brand,including better communication withdealers and distributors, new dealerservices, increased PR ‘noise’ and extravalue from promotional and marketingactivity. These are key to success and part ofthe plan to take the Jet brand into 2014, our60th anniversary and beyond”, said Pete.

Gleneagles gathering SIX

Retail and WholesalespecificsDelegates were then streamed intopresentations specific to their marketsectors.

Wholesale customers firstly listened toGraham Clout, Strategy Manager, UKIM,who gave an insight into how the

commercial, marketing and refiningfunctions across Europe can work togetherto form a focal point for strategicdevelopment and enhance theirunderstanding of the different aspects ofthe overall business. Graham consideredthe scope of the wholesale market andlooked at fixed forward pricing as well asreporting on commercial and marketingintegration in the south east of the UK, andhow all of the strategic developmentsPhillips 66 has made in responding to achanging climate can add real value to itscustomers.

On ‘the other side of the hotel’ the retailstream considered retail trends and marketdynamics in a presentation by Barry Quinn,General Manager, European Marketing.

Barry considered the demand for productand margin opportunities in the currenteconomic climate in the context ofsupermarkets, company owned, groupdealers and independent retailer sites. Thedecline in overall site numbers seems to beslowing with fuel sales stabilising and manyretailers looking at diversifying their incomestreams. He said: “The key advantage thatfilling stations have is their location and theirproximity to the communities they serve.Remember retail is local. The conveniencesector needs to recognise that consumerhabits are changing. Responding to theseand turning them into a growth opportunityis where dealers can create a competitiveadvantage for themselves.”

Anne Day, Brand Communications Manager,launched a raft of new initiatives for thefuture of the Jet brand. In Touch looks indetail at this offering on the following pages. A Jet Dealer Council question and answersession then concluded the Retail session.

They say it’s impossible to be in two placesat once but Paul Whitesmith, Product QualityManager, Stuart Cufflin, Transport ContractsManager and Tony Reddington, Manager,National Sales, tried to prove otherwise asthey gave updates on Products, Transportand Finance respectively to each sector,albeit with careful timing and a quick dashbetween ‘rooms’!

Paul’s focus was on future fuel trends,biofuels and renewables, legislative issuesand how sourcing Humber product sets usapart in terms of product quality in the long-term.

Stuart talked transport, reporting on newtransport contracts, providing improvements

in cost base and driver terms and conditionsalong with availability of resources. Hereassured delegates that there would be nocompromise on safety standards, customerfocus and our emergency responsecapability. In summary, ‘cost managementand improved service’.

Tony Reddington gave both audiences anoverview of ‘the numbers’ for each sector aswell as looking specifically at credit riskmanagement and insurance for Phillips 66customers.

Jet branded authorised distributors receivedan update on their support package fromBruce Mackie, Territory Manager, Scotland.The wholesale presentations wereconcluded by Richard Burton of BartonPetroleum in his role as Jet MarketingCouncil Chairman.

Activities aboundWhilst the focus of the conference centeredaround furthering mutual business benefits,the conference provided a chance fordelegates to sample a host of activities setin the beautiful Scottish countryside.

Following lunch upon their arrival, guestscould choose to visit to the magnificentStirling Castle or tour Tokheim’s DundeeManufacturing Centre, where their fueldispensers and many forecourt retailingsolutions are built and distributed.Brian Madderson, Chairman of the RMIPetrol Retailers Association, gave apresentation to retail customers beforeeveryone assembled to renewacquaintances and enjoy dinner together.

The following day, after the businesssession, there was a varied choice of thingsto do ranging from off-road driving and claypigeon shooting, to falconry, gun dogs and aguided walking tour. Guests assembled inthe evening for a cocktail reception before aGala Dinner celebration in which the haggiswas piped into the room in traditional style.The Ceilidh band got the party into full swingafter dinner as guests danced the nightaway.

The following day presented an opportunityfor the golfers ‘amongst the clan’ to play theprestigious championship golf courses withchallenges aplenty for beginner and proalike. Delegates then bode ‘Auld Lang Syne’to Gleneagles, until the next time, andjourneyed home after a most rewarding andenjoyable stay.

SEVEN On the Journey Together

Jet’s new initiatives

“Following the Phillips 66 company split inMay 2012, and our own re-organisation toenhance our customer focus, moving toNational and Regional account salesteams earlier that year, we formed abrand strategy team, headed by GrahamClout, tasked with an in-depth review ofthe status of Jet in the UK marketplace.

“We took time to reflect on what Jetmeans to us, our customers and the enduser, our forecourt customers.

“ We listened to our dealers, distributorsand customers opinions of our forecourtoffering, with a view to getting back tobasics in fully understanding what the Jetbrand really stands for. Our busroadshows last October proved a valuableopportunity to talk in depth to our dealersand distributors and help us get to theheart of the Jet brand.

“We analysed the feedback andcombined it with our own perceptions toarrive at a set of values that encompassthe Jet brand.

“To meet our ambitious but achievabletarget to increase our market share,spread our geographic footprint andincrease our size as part of ourcommitment to the UK market, werealised we needed a plan. This wouldform the basis of our offer to our Jetbranded dealers and distributors.

“The first step as a basis for all of ourcommunications going forwards is toensure we have consistent messagingwhich will drive brand clarity and increaseawareness of the Jet brand.

“An attractive dealer offer will help usacquire new Jet dealers. To do so, wemust have a strong and sustainable offerto show how we differ from thecompetition. We are already well knownfor being flexible, friendly and easy to dealwith.

“Our sales team and territory managerswill be equipped with the tools todemonstrate to potential dealers that theJet offer is robust, economically sound

New dealer-focused initiatives - a new strapline, new imagery,a new standards and service programme and a host of promotional and PR activity...

Anne Day, BrandCommunications Manager,reflects on the launch of ‘On thejourney together’ and talks toIn Touch about the excitingfuture ahead for the Jet brand.

ON THEJOURNEY

TOGETHER

On the Journey Together EIGHT

and attractive. Trade press, our websiteand the increased use of social media isplanned to drive awareness.

“We must not forget our existing dealers,ensuring that our package continues toevolve and meet their needs and is of theright substance to make them want tostay with us in the long term. We areproud of those dealers who have beenpart of the Jet family for 20, 30, 40, 50years and beyond and want to encouragemore dealers to take such a long termview when they sign to Jet.

“To help this important retention process,we realise that our existing dealers mayneed help with promoting their ownbusinesses in their local communities. Sowe are putting together a marketingsupport toolkit which will provide help withflyers, e-shot templates, graphics, socialmedia self help tools and other ideasaimed at helping dealers promote allaspects of their local business, such asconvenience store, garage, car wash and,of course, forecourt business.

“We are also putting together someexciting promotions which are flexible andadaptable to suit dealers’ local markets.

“Jet is well known for, and has a longassociation with, local, friendly service,good value and quality fuels. Our newmessaging, visuals and strapline mustalign with these values. ‘On the journeytogether’ represents our partnership withour customer, the dealer and end users atJet sites and will give a fresh, new look toour marketing materials.

All our sales and advertisingmaterials will use strongjourney imagery, and includetransport and proposition iconsto differentiate and distinguishour messaging.

“We are currently collating case studieswhere we will use dealers’ success storiesto bring the brand to life for both existing

and prospectivedealers. Thiswill also feed PRactivities both intrade press andto a wider publicaudience. Ouraim is to ensurethe Jet brand iskept at theforefront of thetrade press. Byhelping promotedealers’businesses througha hard hitting PRcampaign. We wantto get your nameand articles intoyour local media.

“Our promotionstoolkit will include anumber of elementswhich dealers can select from. Whetheryou have connection to and support alocal sports club or organisation youwould like to help and in turn createpositive PR or co-branding promotions;there will be plenty on offer.

“Most excitingly, the Jet brand will be 60years old in 2014 and to celebrate wewanted to come up with a novel anddifferent promotion to mark our DiamondAnniversary. To launch our celebrations,later this year we will be giving customersthe opportunity to win £5,000 of fuel.

Jet’s new transport and proposition icons

Fuel ForecourtSupport Services

Retail SupportServices

Supply

NINE On the Journey Together

Jet’s new initiatives

Anne continues: “With a minimumqualifying spend, we believe this is aunique promotion that will stand outin the marketplace, and we are surecustomers will be keen to participate in.

“All of these materials and ideas willprovide a constant stream of PR,advertising and promotional activity, allaimed at promoting the Jet and dealerbusiness in tandem, ensuring we haveplenty to shout about.

“The Jet image is also being refined asresearch tells us the discerning shopperwants a brighter, more welcomingenvironment.

“New style ‘curved’ LEDpolesigns and 3D canopies willgrace Jet forecourts in thefuture.

“Our new Marketing Tool Kit will be asource of templates, resources, guidelinesand marketing support to help dealerspromote their business locally. New lookuniforms, with a modern style and betterquality, are on their way too.

“One of the points to come out of ourresearch was the need to enhance ourcard scheme. Speed of data connection

by switching from ISDN to IP couldsignificantly save time and reducequeues. We envisage this will becomethe standard on all sites across thenetwork as soon as possible.

“Offering dealers choice and flexibility iskey to us at Jet and we have some excitingofferings regarding fuel cards. Werecognise a large number of our dealershave formed relationships with localbusinesses which perfectly suit the use ofJetCard, encouraging loyalty and repeatvisits. To help build JetCard volumes weare launching a JetCard Promotionstarting in November. Customers canenter the Prize Draw as many times asthey like giving them the opportunity towin £1,000 of fuel credited to theirJetCard, just for using their card.

“We are also pleased to be offering theFleetOne card in the near future, aimed atlarger fleet users which offers nationalcoverage. Once this is up and running, itwill bring with it ‘cross acceptance’ withother major brands across almost 3,000UK outlets. This will align us with thedirection the market is going, giving yourcustomers the choice and simplicity theydemand, without them having to carry anumber of different fuel cards.

“Our new Standards & Serviceprogramme, ‘Proud to be Jet’ starting inJanuary 2014, will be a three-yearprogramme designed to set Jet apart inthe marketplace. Over this period we

will assess, benchmark and setaspirational goals for all Jet dealers.

“We really want dealers to be proud ofbeing part of the Jet family. Our brandstandards will set out clear expectationsof all dealers, and focus on the keyelements of both forecourts and shops,attracting customers to the sites.

“To reflect this initiative we are rebrandingour service and standards programme,‘Proud to be Jet’. Using Suresite toadminister the process, we have added abrand element and coupled with anannual compliance assessment, this willdrive our rewards programme in thefuture.

“A site’s Suresite score will dictate howmany diamonds a site is awarded. Thenit’s up to dealers to decide how they willspend their diamonds.

“A range of rewards will be available, withtop performers qualifying for a service toenhance their site even further plusvouchers that dealers can use torecognise their own staff.

“To keep the programme fresh, we willadd new rewards to the list each year, allaimed at improving your site’s facilitiesand amenities.

“Ultimately dealers and sales assistantswho ‘shine brightly’ could be given theopportunity to attend our prestigiousDiamonds of Jet awards ceremony nextyear. We will also recognise sites thatmake significant improvements togetherwith their top performing sales assistantswho will all be in line for some fantasticrewards!”

Anne concluded: “The Marketing andBrand Strategy Team have helped usbring this unique offer together to createwhat we believe is the best dealer offer onthe market, and which will help propel theJet network along the road to success - Onthe journey together!”

The ‘Gleneagles’ conference provided a platform to announce a hostof new dealer-focused initiatives for the Jet brand that the companyhas been developing.

Giving independence back

Disabled Motoring UK (DMUK) is acampaigning charity for disabled drivers,passengers and Blue Badge holders.

They lobby government and businessesacross the UK in order to improve parking,refuelling and access provision fordisabled people, so that they can accessthe goods and services that they need.

DMUK’s monthly magazine, DisabledMotoring, includes information on theircurrent campaigns, the latest news and

reviews of vehicles, scooters and mobilityaids as well as features on everything fromaccessible holidays to vehicle reviews.

As corporate members, Phillips 66 isvery supportive of the initiatives DMUKundertake and is keen to work alongsidethem in promoting their cause to a wideraudience, in line with their own communityspirited ethos and philanthropic goals.

DMUK AwardsDinnerJet sponsored the ‘Motability Sport Award’at the recently held Disabled Motoring UKawards, held at the Heritage Motor Centre.The prestigious ceremony celebrated thewonderful work by many businesses andindividuals in championing many goodcauses related to disabled motoring.

The winner of the award sponsored by Jetwas the Disabled Golf Association, who’saim is to bring together all disabled golfers,irrespective of age, gender or ability, tohelp them find and enjoy accessible golf;in turn putting a smile on their faces.

Giving independencebackIf you are an unaccompanied disableddriver it can sometimes be difficult to getthe help you need at the petrol station.

Some really exciting ideas are beingdeveloped to help disabled drivers’refuelling experience be a safer and easierone. DMUK are keen to promote theseinitiatives and the Jet brand are currentlydiscussing their involvement and thepossibility of embracing thesetechnologies on Jet forecourts in thefuture.

DISABLEDMOTORING UK

Disabled Motoring Awards TEN

Morag Millington, IT & BP lead, Phillips 66, is pictured far right, presenting theaward to Sue Robertson, Keith Wallace and Graeme Robertson.

KETTLEWELL FUE

Pictured below (L to R): Jet’s Carl Smallertogether with Janet and Trevor KettlewellRight ( L to R): The Kettlewell office team,Angie, Iain and Moira

ELEVEN Kettlewell Fuels - Flying high

Proud of their roots; proud to serve their localcommunity; proud to remainone of the last independent fueloil distributors in their area andproud to be a new JetAuthorised Distributor; we proudly profile...

‘Home is where the heart is’, or so theysay, and the small village of Melmerby,nestled in the heart of ‘God’s owncountry’ in the beautiful North YorkshireDales, is home to Jet’s newestauthorised distributor of fuels todomestic, agricultural and commercialcustomers.

From their depot near Ripon, they deliverfuel oils to towns, villages and ruralproperties within approximately a 30 mile radius, including the towns ofThirsk, Harrogate and Northallerton aswell as westwards into the more remoteand picturesque Yorkshire Dales.

Pride, passion and a strong sense ofcommunity spiritedness are immediatelyapparent when we talk to JanetKettlewell, Operations Manager atKettlewell Fuels, to see what lies at the‘heart’ of their flourishing business.

People who care, caringfor peopleJanet takes up their story: “We are proudto live and work within our area ofdistribution and are focused on providinga friendly, reliable delivery service with a

strong emphasis on developing long termrelationships based on trust with our customers. Excellence in everythingwe do, combined with a sense ofresponsibility and putting a littlesomething back into the communitiesand people we serve, is an ethos andway of life that I hope sums up the way‘Kettlewells’ ticks.

“Our story really starts back in 1987,when the Kettlewells name was betterknown in the haulage industry rather thanthe oil business. At that time, the familydecided to venture into the oil supplybusiness as a natural extension of beinghauliers. The business established itselfover the next decade before themanagement team left to start their ownfuel business, which resulted in familymembers picking up the reins and runningthe business on a day-to-day basis.

“From 1997, the family business greworganically, harnessing the values andpersona that make the company what it istoday. Its mantra - high levels of service,reacting to and delivering customersrequirements and continuity of staffingwhich in turn creates relationships, loyaltyand repeat business.

“However, as we moved into 2001-2002there was a slight decrease in business and volumes, which led us to consider inmore depth our marketplace and ourmarketing strategy.

“Our objective was easy, to regain andindeed increase our market share. To doso we felt we needed to get to know ourcustomers a little better and get out andabout locally to promote our business.

Pictured L to R: Jet’sCarl Smaller, Janet andTrevor Kettlewell.

Jet Distributor focus

LS... FLYING HIGH

“We combined that with a clear,consistent, fully integrated marketingcampaign which encompassed our keymessages in the form of advertising, directmail, our website and regularly appearingon the local ‘shows’ circuit.

“Events and sponsorship became a majorpart of our new outward approach,furthering face-to-face networking as wellas generating PR and good news stories.Forming a closer bond with the communityat large sat well with us and becameintegral to our future approach to business,always being mindful that there has to bean underlying benefit to our business too.

“Over that time we also looked at ourcustomer profile and the business we weredoing. Rather than chase every single bitof business out there, our approach alsobecame more strategic, looking at andidentifying opportunities that would beof long-term benefit to ‘Kettlewells’ asa whole.

“Whenevercustomers callthey can be sureof a friendly voice,whose expertiseensures that withtheirunderstanding ofthe industry andthe localgeography, ourfuel reaches thecustomer in asafe and timelymanner.

“Our efficient and highly trained driversare familiar faces across the Dales andthey always go the extra mile (sometimesquite literally) to ensure our levels ofcustomer service are second to none, nomatter where a customer’s oil tank issituated. We have a modern andversatile fleet of tankers including our‘baby four-wheeler’ which allows usaccess to even the most remote anddifficult of locations.

“Our pricing structure is both fair andconsistent. Fuel prices change daily in

line with the price of crude, but you won’t find Kettlewell Fuels on any pricecomparison websites. We are trulyindependent and believe that a goodservice can only be achieved by talkingdirectly with your fuel supplier.

“Whilst we always aim to be competitive,we don’t always claim to be the cheapestsupplier of fuels. Our loyal customer basehas grown through dependability,trustworthiness and fairness; we nevercharge inflated prices when customersneed us most and in an ‘emergency’ weendeavour to offer a same day deliveryservice. Our pricing plan can also helpcustomers big and small plan and budgetfor their fuel needs.

An award winning strategy“We’ve always tried to take a consideredapproach to business, keeping thingssimple, building on existing relationshipsand developing new ones.

“Kettlewell Fuels are very proud to haverecently won the Ackrill Media GroupSmall Business of the Year Award. All ofus felt winning such a high profilebusiness award was acknowledgementfor everyone’s hard work and dedicationin developing the business over the years;proving that we’re doing something rightand motivating us to continue knowingour philosophy is the right one.

Celebrating a quarter of a century“2012 saw us celebrate 25 years inbusiness and to recognise this milestonewe decided to support two local charitiesby making a £1 donation into ‘the pot’ forevery delivery of home heating oil wemade. After much soul searching weidentified that our chosen charities wouldbe the Yorkshire Air Ambulance andMartin House Children’s Hospice.

“Both our family and members of ourstaff have appreciated the service of theYorkshire Air Ambulance. It provides a life-saving rapid response emergency serviceto five million people across Yorkshire. Itis a service that we all value in our local

community and one that we hope that wemay never need but are mindful that oneday we might. The service is reliant oncharity donations and costs in the regionof £7,000 per day to function.

“Martin House Children’s Hospice wasopened in 1987 and coincidently alsocelebrated their 25th anniversary in 2012. Based in nearby Wetherby, itprovides care and support to localfamilies who have a child or young personwith a life limiting illness. Their servicesare free of charge with less than 12%state funding. The funds required for therunning of the hospice are £4.6m whichmeans that they also rely on thegenerosity of the public to ensure thatthey continue to run this amazing facility.

“At Kettlewell Fuels we are proud to haverecently donated £6,500 to each of thesemost worthy causes,” says Janet.

Further to this, a Black Tie function washeld for 120 guests including customers,business partners, staff and industrycolleagues to celebrate 25 years ofheating homes, fuelling farmers andbusinesses within our local community.

Carl Smaller, Territory Manager at Jet,adds: “We want to congratulate the teamat Kettlewell Fuels on their fantastic fund-raising efforts. At Phillips 66 we share theirphilanthropic outlook and we look forwardto supporting them in both their businessand helping worthy, local causes over thenext quarter of a century and beyond!”

Kettlewell Fuels - Flying high TWELVE

25th Anniversary dinner

THIRTEEN Kettlewell Fuels - Flying high

Jet Distributor focus

Our local communityJanet continues: “It’s important for us tofind ways of supporting our localcommunity and giving something back.

“Girls cricket is becoming very popular inour local community and we aredelighted to be able to support NorthYorkshire Girls cricket, across all the agegroups from Under 11 to Under 17, withsome new Jet branded playing shirts.

“We’ve also supplied shirts to OuseburnCricket Club who play in the NidderdaleLeague and have just won the AtkinsonSquires Cup.

“We’ve continued our association withour local radio station, Stray FM. Wewere proud to sponsor the bravery awardat their prestigious Help for Heroesawards evening, recognising thoseorganisations and individuals that reallymake a difference locally.

Teaming up with the Jet brand“I purposely use the word ‘team’,because for me it exemplifies therelationship required between ourselvesand an ‘oil company’.

“I wanted to enter into a supplyarrangement and deal with a companyand people that believed in us and whomwe could believe in too. Such arelationship is all about commitment,trust, first-class support anddependability. Working with Jet’sTerritory Managers, Alasdair Moores andlatterly Carl Smaller, I was reassured thatmy inclination to move brands was theright direction for the business, as the Jetbrand ticked all the boxes in terms of a

‘distributorship’. Like ours, it’s a long-term relationship based business.

“We need to do everything we can toensure a consistent supply of qualityfuels and first-rate service. We can onlyoffer our customers the level of servicerequired with the correct businesspartner moving forwards. The availabilityand quality of product is of paramountimportance to us and security of supplyis key.

“Knowing that the Phillips 66 Humberrefinery is ‘virtually on our doorstep’means we are assured of receiving orcollecting the finest quality and choice ofproducts as and when we need them.Being a branded distributor, not just afuels reseller, brings us the reassuranceand security of supply we need. In turn,this offers us a competitive advantage inthe marketplace, one we can pass on,offering significant benefits andreassurance to all our customers.

“I also believe that Phillips 66 is probablythe only major oil company at themoment to share our philosophyregarding the way we do business. Theyare approachable and flexible with a viewto working together, talking issuesthrough for our mutual benefit; as such Ifeel they are the perfect match for us.

“Our new ‘yellow and blue’ livery is sureto become instantly recognisable acrossthe Yorkshire Dales for many years to

come, promoting the Kettlewell and Jet brands side by side. We even received acake welcoming us to the Jet familywhich was a lovely touch!

“We look forward to building ourcommercial partnership and our serviceto our customers. As the new Jetstrapline goes, announced at the recentcustomer conference we attended...‘Onthe journey together’”, concluded Janet.

Pictured left: Ouseburn Cricket ClubAbove: Janet Kettlewell with customer John Gibson.

The Jet Brand Grows Stronger FOURTEEN

Retail round up

THE JET BRANDGROWS STRONGERAn enhanced dealerproposition sees Jetattract a raft of newsites to its networkJet’s dealer proposition is alreadyattracting attention from independentforecourt operators and groupoperators alike, with eight new sitesjoining the network in the space of justa few months.

Top 50 Indies forecourt operator, MotorFuel Group (MFG), has just signed threenew sites to the Jet brand – HagleyRoad in the West Midlands, Amershamin Buckinghamshire and East Grinsteadin West Sussex. Watch this space fornews of three more MFG sites comingto the Jet brand very soon!

Jim Mulheran, Fuels Director at MFG, comments:

“There were already twostations operating under the Jetbrand when we acquired theMFG business in December2011. We have now moved toJet on these three stationsbecause it enables us to bettermeet the market needs andcustomer profiles in theselocations.”Jim adds:

“Jet gives us a brand andmarket positioning alternativethat is very useful whenoperating a growing networkof nationwide stations.”

Independent operator, Nick Baker, has recently signed two of his Doncaster-based sites, Askern and Balby to Jet, increasing the number of Jet sites he manages to five. TheAskern site was Jet company-owned in the early 1990s before being sold toSomerfield, which then became Co-op.With large convenience stores on site,Nick chose to sign a deal withCostcutter, as well as adding a Subwayfranchise at both sites to offercustomers even greater choice.

Nick comments:

“Within six weeks of opening,our fuel volume had jumped by25% and our retail revenueshad risen by 20%. Thecombination of the strong Jetbrand, an excellent commercialdeal, reliability of fuel deliveriesand flexible bunkering meansthe move to Jet was a no-brainer for me.”

Jet has also increased its presence inthe North East with Rocks Propertychoosing the brand for its Plawsworthand Binchester forecourts in BishopAuckland, as well as its Cockton Hill sitein Chester Le Street. The forecourtoperator has quickly reaped thebenefits of joining the Jet brand, withfuel volumes doubling across all threesites in less than three months.

Pete George, Managing Director ofPhillips 66 UK & Ireland Marketing,comments: “Since our reorganisation18 months ago, we’ve been reviewingthe best way to drive the Jet brandforward and taking our time to ensure

that we get things right. The globalmarket infrastructure for fuel ischanging and the time is right for Jet totake a different approach. We now feelthat we’re in a very strong position toachieve our ambitious growth plans ofincreasing the number of Jet sites in theUK by 30% to our target of 400 sites by2018.

“As a network, we always put ourdealers at the heart of our businessstrategy, so it was vital for us to furtherenhance our dealer offering by investingheavily in programmes and initiatives toset exemplary standards across all ofour Jet forecourts.

“Some examples of our renewed dealerproposition include the forthcominglaunch of a new fuel card, our newstandards and services programme,state-of-the-art LED lighting solutionsand brand partnerships.

“2014 celebrates our Diamondanniversary of forecourt retailing andwe’re running a special promotion togive 14 lucky winners the chance to win£5,000 worth of fuel.” Look out fordetails soon.

“Jet welcomes all the recentadditions to their dealer networkand wishes them every success.”

FIFTEEN New Roles, New Challenges

New roles, new challenges

Albeit he’s a life long finance andnumber crunchingkind of man, Tony Reddingtoncertainly doesn’tconform to the cliché ofa bean countingaccountant in a sombregrey suit.

Tony’s most varied and colourful careerwith Conoco, ConocoPhillips andcurrently Phillips 66 has alreadyspanned four decades...and counting!

He has undoubtedly travelled theworld; his career has seen him work inmost of the world’s continents,spanning Europe, Africa, America, Asia and Australasia. Upstream,downstream and corporate, he’stackled them all.

Tony has either worked or spent time inmore than 20 countries during his timewith the company, embracing the locallanguage and customs wherever hefound himself.

In 1987, Tony started his career in‘upstream’ based in London. 1990 sawa radical change in scene and cultureswith a role in Mogadishu, Somalia.

From there it was back to London inexploration accounting and then up toWarwick for a new challenge in FinanceLeadership. Four years as EuropeanAudit manager was followed by a hopacross the pond for two years inHouston. It was then back to ‘Blighty’as Corporate Reporting Manager.

Tony’s personal career highlight (to date) was his role in 2005 as General Manager, Finance for SouthEast Asia, based in Kuala Lumpur,Malaysia. This demanding roleencompassed refining activities inMalaysia, retail marketing businessesin Thailand and Malaysia, and the retaillubricants business covering Australia,Singapore, Indonesia, Thailand andMalaysia.

He particularly enjoyed both thepersonal and professional challengeshis two and a half years working in this

GAMEKEEPER T

In Touch looks at three ‘self-confessed’accounting typeseagerly lookingforward to theirnew, diverse roleswithin the Phillips 66customer focusedorganisation

TONY REDDINGTON

TURNED POACHER

multi-ethnic, multi-cultural andmultilingual society brought him.

From 2008 onwards, Tony settled backin the UK, working in Warwick asManager, Finance, UK & IrelandMarketing. Such a wide variety ofexperiences has led Tony to fullyunderstand how the organisation worksin its many guises and what’s neededto make our business a successful one.

As such, Tony leapt atthe recent chance totake up a new role asManager, NationalSales, UK & IrelandMarketing.

Even though Tony’s specialism over theyears has been in finance, he fullyunderstands there’s far more torunning such a multi-faceted businessas Phillips 66.

He continues, “It’s not all aboutsqueezing an extra dollar out of everydeal. It’s about working with ourcustomers old and new to our mutualbenefit. It’s about how we work as partners, going forwards, growing ourbusinesses together. It’s all about theway we work with a family feel that’simportant. Our open door policy,flexibility and willingness to listen to ourcustomers needs and work with them,developing new and different solutions to their day-to-day businessneeds, is one of our unique ‘points ofdifference’ in today’s demandingbusiness climate.

“Coming to this new role at this time isvery exciting because as anorganisation we have very clear growthaspirations. Senior management haveput the resources in place, now it’s upto everyone within the business toalways be 100% customer focused.

Large customers such as group dealersand supermarkets, high volumeresellers and independent dealers, upand down the country, all feature in ourlong term plans to partner us in our aimto be a leading player in the UK fuelsales market.

“We need to target new customers andstrengthen existing relationships toachieve our ambitious growth plans.Some of our customers have been with usfor up to 50 years and we want to furtherthose relationships as well as find newones for the next 50 years.

“We realise this won’t be an easy task forall concerned as it’s a very competitivemarketplace out there at the moment.However, the Humber Refinery gives us adefinite advantage over some of ourcompetitors. ‘Humber’ ensures continuityof supply which is of paramountimportance to all our customers coupledwith their producing a diverse selection ofthe finest quality fuels. Such a key asset endorses our long-term commitment tothe UK fuel sales market and reassurescustomers we are there for the long-haul.

Reporting into Pete George, ManagingDirector, Phillips 66 UK & IrelandMarketing, Tony will also be responsiblefor the development of the speciality fuelbusinesses – Marine, Aviation and LPG.

Commenting on Tony’s appointment, PeteGeorge said: “Tony has extensiveexperience of our business and ourbrand, as well as an in-depthunderstanding of the UK and Ireland fuelmarket.

“He is well-placed to take on the challenge of increasing our market share,identifying new opportunities anddeveloping our customer base across allof our fuel product sectors.”

Outside work, as well as enjoying familylife, Tony is a keen runner andsuccessfully completed the 2013 LondonMarathon, raising over £3,000 forDiabetes UK in memory of his youngerbrother who died of Type 1 Diabetes agedjust 43.

A Leeds United fan, Tony enjoyed playingfootball himself, but has now hung up hisfootball boots, preferring a round of golfor scuba diving when he has theopportunity.

New Roles, New Challenges SIXTEEN

SEVENTEEN New Roles, New Challenges

New roles, new challenges

FINANCE...IT’SALWRIGHTThirteen may beconsidered unlucky bysome, but not for PaulWright, who, after 13years at Phillips 66, hasmoved into the bignumbers job!“13 years has certainly flown by and I’veenjoyed every minute of it. I’m nowdelighted to take on the role of heading upthe UK & Ireland Marketing (UKIM)Finance function”, says Paul, MarketingManager, Finance, UKIM.

Experience countsPaul joined the then ‘Conoco’ family at theturn of the millennium, having previouslygained his professional accountingqualifications. Since then he has workedin a variety of finance roles, mostlysupporting UK & Ireland Marketing, butalso venturing into the refining andoverseas marketing businesses. Rolesincluded corporate and managementreporting and budgeting and investmentappraisals, as an analyst and a team lead,giving Paul a vast amount of experiencewithin the Finance function of Phillips 66.

A sea change followed in the first part of2012 as Paul takes up the story: “I wasfortunate enough to be invited to lead theKey Accounts sales team, responsible forcustomers with a national profile such asgroup dealers, resellers andsupermarkets.

“This certainly gave me a differentperspective on the customer facingaspect of our business. Customerinteraction and sales knowledge firsthand, it was undoubtedly a mostenjoyable and valuable experience which

gave me a much greater understanding ofwhat a customer focused organisationreally means.

“In August this year I was invited to takeon the role of Finance Manager after TonyReddington had moved on to head up theNational Sales side of the business.

“I hope all of my experiences will enableme to bring a well-rounded view of thebusiness to the finance role, which is ableto interact with and support the broadrange of activities undertaken byeveryone at Phillips 66. This viewpoint willhopefully add value to our customers and,in turn, the Phillips 66 organisation as awhole.

“As Finance Manager my remit is a broadone, encompassing credit and collections,product accounting, reporting, planningplus business improvement andassurance activities. I report to PeteGeorge, Managing Director, UKIM andhave a functional ‘dotted line report’ toFinance & Performance Analysis inthe USA.

“I see my role as one which supportsthe strong growth aspirations ofUKIM, putting the tools at handand aligning the financeoperation to be responsiveand best positioned tohelp the business,whilst sustaining allaspects of what thefinance functiondoes well today.

“The key to doing things better is basedaround our people. They are the key toour success. As well as a learning environment which delivers training forthe job at hand, and which creates futuredevelopment opportunities, I’mresponsible for fostering a culture ofdevelopment in Finance, to ensure thatthe function continues to perform to itshighest level. It all adds up to an excitingfuture.”

Paul is married with two teenagedaughters. He is a keen music fan andcycles to keep fit.

New Roles, New Challenges EIGHTEEN

SUPPLY...PLOWSON

Last, but by no meansleast of our three‘Accounting Amigos’ in his new role is Manager, Supply, Richard Plows.Bringing over 23 years experience to thefore, Richard tells us about the challengesand rewards the crucial world of the‘supply chain’ has to offer.

Being a ‘Chartered’ Accountant, aqualification his first five years of work atthe KPMG Leeds office brought him,Richard is keen to remind his colleaguesthat he has a proper accountingqualification!

Seriously though, his skill set, along withthat of his colleagues, is eminently suited to his new role, bringing to bear a vast

array of experience in many previousfinance, sales, strategy and supplyfunctions within different parts of thePhillips 66 business.

After joining Du Pont in 1994 in a financerole, Richard ventured south to Conoco’sWarwick office. After a spell supportingspeciality fuels, Richard spent anenjoyable 15 months in Supply in 1997before being cajoled or encouraged backinto a corporate accounting role.

Looking back, he recalls, “I really enjoyedbeing in the heart of the business, insupply you get to understand the full valuechain! A really great place to learn thebusiness. I quickly realised all those yearsago that an efficient and reliable supplyoperation is vital to the success of thebusiness. In fact, I’ve always regrettedspending such a short period in this part ofthe business. Little did I realise that some16 years later things would come full circleand I’d find myself heading up the Supplyfunction for UK & Ireland Marketing.”

Subsequent strategy and planning jobsin support of three chief executives plusstrategy manager and sales developmentroles, have given our ‘lapsed charteredaccountant’ a well-rounded view of the

business as he steps up to the plate in Supply.

Supply...it’s all about T’s and C’s.“Terms and Conditions I hear you groan, surely there’s more to Supplythan that?

“Of course, being an analytical chap I would say that goodprocess and procedures matter a lot, but the T’s and C’s I’mreferring to are integral to anefficient Supply function...

“Trust, Teamwork, Transparencyand Timing make up the T’s. The C’s,they’re Communication, ‘Can-do-attitude’whilst recognising the Constraints.

“To expand on the rationale, Supply is aunique function metaphorically ‘stretched’between Refining and Marketing. Bothneed the Supply function to enable themto function properly, yet both have differingneeds and demands relating to Supplywhich impact on their day-to-dayoperations.

“Simply put, Supply is there to facilitate theservice of bringing ‘product’ to themarketplace. Priority number one -everything we do must be done safely.Period. Our other priorities are ones ofcustomer focus and competitive cost.

“Getting the correct quality of product onspec on time to the correct location, everytime, be it Retail, Wholesale, Marine orAviation fuels for either collection oronward delivery, is a complex operation.Working in partnership with colleagues inCommercial, Marketing, and Refining pluscontracted third parties to get fuel tocustomers as efficiently as possible is what it’s all about.

“To do so we must look at the generalinterest for Phillips 66, this is where our T’sand C’s couldn’t be more relevant. Addsome H’s into the mix as well as we have

nothing to hide, hence honesty helps, givingpeople realistic and achievable answers totheir Supply needs. Occasionally this canlead to difficult decisions and awkwardconversations but always in service ofsafely adding value to Phillips 66.

“Sometimes the pure logistics of moving ahuge amount of fuel via pipeline, train orship means inevitably there are issues inachieving what everyone wants all of thetime. Finding a flexible, workable solutionnot only keeps individuals happy butensures the customer gets a secure, timelysupply of fuel, crucial to their businessneeds.

“Nearly two months into my now role I’mvery excited about the future, but amalways mindful I have one more ‘T’ to‘supply’ - my boss, Rupert Turner based in the Commercial Division in London.However, whilst my direct boss might be in London, my organisation is deeplyembedded within the marketing function in Warwick who are obviously our maincustomer!”

Outside work, Richard is married with twodaughters whom he spends time watchingplay netball, along with his passion forsports, music and fine wine - what acombo!

We hope you have enjoyed this edition of our ‘new-look’, customer focused, In Touchmagazine. To keep up to date with what’s happening in the world of Phillips 66 and Jet,look out for further editions in 2014.To contribute to future editions, please email our editor: judy.green@p66.com

NINETEEN ...the back page

Bits ‘n’ pieces

WINCANTONDRIVER OF THE YEARWincanton is one of thePhillips 66 transportcontractors and as oneof the logistics sector’sbiggest employers,

their annual Driver of the Year competitionis seen as a prestigious industry accolade.

On 3rd September 2013, Wincanton heldtheir eighth annual competition nearChippenham, Wiltshire. After a six month

qualification period in which customerservice, fuel efficiency and various driving and delivery statistics were used, twelvefinalists were selected nationwide. Of thesetwelve finalists, the Phillips 66 contract hadtwo drivers selected for ‘finals day’, a greatachievement in itself.

Barney Moverley and Dean Stonehouseflew the Phillips 66 contract’s flag in agruelling day of competition involving

navigating different obstacles, slow speedmanoeuvres and driving competency withevents such as ‘Blind Man’s Bluff’, ‘Ten TiltBowling’ and ‘Finlay’s Folly’. After muchdeliberation, Wincanton’s LGV driver of theyear 2013 was announced and the winnerwas Barney Moverley, Phillips 66 contract,based at IPC.

Wincanton Chief Executive, Eric Born, saidafterwards: “The Driver of the Yearcompetition is a fantastic opportunity toshowcase the skills and professionalism ofour drivers, who play an integral role indelivering excellent service to ourcustomers whilst maintaining the upmostlevels of safety.”

This year is the fifth time in seven yearsthat a Phillips 66 contract driver has wonthe competition. Well done to Barney fromus all at Phillips 66.

Phillips 66 - Proud tobe part of Pride ofWarwick DistrictThis inaugural awards ceremony gavePhillips 66 a great opportunity tochampion their support for the localcommunity in which they live and work.

102 Touch FM’s awards were created toreflect the very best that the towns ofWarwick, Royal Leamington Spa,Kenilworth and Whitnash and surroundingvillages have to offer – both in businessand the community.

In the words of Steve Orchard, ChiefExecutive, 102 Touch FM, “The Pride ofWarwick District came together at theChesford Grange Hotel to receive ourprestigious Star awards, given toindividuals, community organisations andbusinesses with truly inspirational stories.”

The awards celebrated the passion, vision,entrepreneurship, care and communityspirit, and countless other attributes oflocal people – Phillips 66 were really proudto be involved and to show their supportfor the community at large.

Pete George, Managing Director, UK &Ireland Marketing, made the address,Morag Millington, IT & BP Lead, presentedthe main award and Anne Day, BrandCommunications Manager, was one of thejudges.

Other members of the Warwick office alsoattended the evening. Tom Eastham,National Accounts Coordinator, attendedas a finalist for his charity work with ILEAP,a charity that supports children and youngadults with disabilities.

The raffle raised over £700 that eveningand Phillips 66 rounded the value up to£3,000 for Myton Hospice, who care forover 2,000 people in their area who areliving or coping with a terminal illness.