Lubricants Sector_2015

MJL Bangladesh LimitedMobil House CWS (C) 9, Gulshan - 1 Dhaka 1212, Bangladesh.Tel: +880-2-8813597/98, Fax: + 880-2-9885269

www.mobilbd.com

Welcome to MJL Bangladesh Ltd.Presented By:

Mahmud Hasan AhamedSenior Executive-Field MarketingMJLBL

MJL Bangladesh Limited

www.mobilbd.com

Slide 2

MJL Bangladesh Limited (formerly Mobil Jamuna Lubricants Limited) is the joint venture company between state owned Jamuna Oil Company and EC Securities Limited (subsidiary of the East Coast Group).

The journey of blending world-class lubricants in Bangladesh started in 1998 when Mobil Corporation (after the merger known as Exxon Mobil Corporation) decided to set up Mobil Jamuna Lubricants Limited in partnership with the state owned Jamuna Oil Company Limited

An Overview of MJL Bangladesh Limited


www.mobilbd.comAn Overview of MJL Bangladesh Limited

Slide 3

MJL Bangladesh Limited envisioned that Bangladesh would be one of the few countries in the region to blend high quality lubricants. Accordingly, it commissioned a state-of-the-art Lube Oil Blending Plant (LOBP) - the first of its kind in the country - in May 2003.

Since then the production of this plant and marketing activities of MJL Bangladesh Limited have expanded greatly.


www.mobilbd.com

4

• Engine Oils• Transmission Fluids• Gear Oils• Greases

• Diesel Engine Oils• Gear Oils• Hydraulic Oils

MarineMarine

• Piston Engine Oils• Jet Turbine Oils• Aviation Hydraulic Oils• Greases

AviationAviation

IndustrialIndustrial

• Diesel Engine Oils• Powertrain Fluids• Greases

Commercial VehiclesCommercial Vehicles

Passenger VehiclesPassenger Vehicles

Strategic Alignment with Exxon Mobil

MJL Bangladesh Ltd is supporting all segments with quality lubricants.


www.mobilbd.com

Slide 5


www.mobilbd.com

Products and Services

• Lubricants:

1. Automotive2. Industrial3. Marine & Aviation

• Grease:

Slide 6


www.mobilbd.com

Technical Supports & Services:

Complete & Appropriate Solution:

1. Information Center at Door Step2. Machinery Lube Survey & Consolidation3. Training Seminar on Lubrication4. Joint Investigation/ Trouble Shooting5. Used Lube Oil Analysis6. Interpretation/Recommendation on Oil Analysis Result7. Benefit Reports to Upgrade Service

Slide 7


www.mobilbd.com

Business Strategies: LOBP Operations

Base Stocks Quality Check

(1)

Base Stocks Quality Check

(2)

Additives Quality Check

(3)

Blended Lubes Quality Check

(4)


(5)


(6)

VesselBase Stock Tanks

ILB (Blending)

EM Supplied

EM Supplied Additives

Filling LaboratoryStoring & Delivery

Delivery to Customers

Formulation Control & Quality

Check

ExxonMobil Supervision

& Control


www.mobilbd.com

Distribution Channel:

Slide 9

Plant

Warehouse JOCL

Regional warehouse

Industry Wholesaler

Retailer LCC/IW

End-user

Govt. Organizations

Filling Stations

Dealers


www.mobilbd.com

Sales Operations: IL & Automotive

1. Wholesale/ Retail and Workshop point visit regularly.

2. Follow up distributor’s sales people’s sales performance.

3. Communication and activation of trade offers in market.

4. Ensuring the yearly target achievement of our distributor.

Slide 10


www.mobilbd.com

Business StrategiesMarketing & Branding Activities :

1. Best Wholesaler Recognition Award2. Retailers promotional Program3. LCC Mechanics Awareness Program4. Competitors Activity analysis5. Road shows/ Customer Clinic/ Technical Seminar6. Mobil Cup Golf Tournament7. Mobil 1 – Live the Brand Experience Program

( MTC Visit)8. Mobil 1 Club Loyalty Program9. Mobil 1 The Grid on TV Channel of Bangladesh10. Rally cross - The First Motor Sport in Bangladesh11. Participation at US Trade Show12. Joint Promotion Program with Prime Bank Limited13. Consumers Promotion Program ( Talk-Time Offer,

Buy 1 Get 1 Free)

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www.mobilbd.com

Slide 12

Push Coach-2

Coach-1

Coach-3 Coach-4

Find the presence gaps and Monitor sales target

to achieve specific volume

Retailer Segment Target based Offer

Initiate Loyalty

Program

Mobil 1 Club

Pull

Key Product Based Target for Sales Team and Announce Rewards

Increase Product Awareness

through Outdoor Branding

Safety Awareness for Motorcyclist

Push & Pull: A Strategic Approach


www.mobilbd.com

Challenges & Threat:• Customers are not aware of lubricants.

• Adulteration of Lubricants.

• Low quality product imported from middle east.

• Wholesalers prefer to sale low quality products due to high profit margin.

• Uneducated workshop mechanics.

Slide 13


www.mobilbd.com

Solution to challenges:SPIN Model

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Situation Questions

Problem Questions

Implication Questions

Need-payoff Questions

. Facts/data

. Neutral

. Dissatisfaction or Difficulties

. Feelings & Concern

. Consequences/Effects of Problems

. Increased seriousness of Problems

. Solutions & their Value

. How a solution can help


www.mobilbd.com

Sales Pipeline Process:

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Prospect Identify Needs

Formulate Offer

Negotiate to

Close

Manage Implemen

tation

Deliver on

Commitments

Expand Relation

ship

Stage-1 Stage-2 Stage-3 Stage-4 Stage-5 Stage-6 Stage-7


www.mobilbd.com

Thank You

Slide 16

Lubricants Sector_2015

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